Business Solution Roundtables - International Franchise Association
Business Solution Roundtables - International Franchise Association
Business Solution Roundtables - International Franchise Association
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For more information or to register, visit www.franchise.org<br />
or call the Conferences Department at 202/628-8000. Find it at franchise.org
Why should you invest your time and money<br />
to attend the IFA Annual Convention?<br />
We could give you hundreds of reasons why you should attend the IFA Annual Convention but why take our word for it? Your<br />
peers are making the commitment year after year to attend and they’re bringing more and more of their executives with them.<br />
Why? Because the convention is the premier event in franchising, not just for the educational value but for the opportunity to network<br />
with franchising’s best and brightest. Whether you are just starting out your career in franchising or are a seasoned franchise professional,<br />
there are new lessons to be learned and invaluable connections to be made. There’s no reason to reinvent the wheel. Join your<br />
friends in franchising at the IFA Annual Convention and build a better future for your business today.<br />
ubway joined IFA in the late 70’s when we had fewer<br />
“Sthan 100 outlets, and I’ve attended almost every<br />
convention since then. By speaking to other franchisors at IFA<br />
conventions, I gained the confidence to set some very high<br />
achievement goals for Subway.”<br />
Fred DeLuca, CFE<br />
Founder<br />
Subway World Headquarters<br />
ot getting my company actively involved in the IFA<br />
“Nmuch sooner is one of the bigger mistakes I have ever<br />
made in business. Anybody seriously involved in franchising<br />
should make attending the IFA Convention a priority. The<br />
educational content is first rate and the opportunity to build<br />
valuable new business relationships is unsurpassed.”<br />
Joe Bourdow<br />
President<br />
Valpak<br />
etting involved in the IFA early on was one of the best<br />
“Gdecisions that my dad ever made for me (fresh out of<br />
high school). After more than 20 years of attending IFA<br />
conventions, I continue to learn and grow from the educational<br />
sessions as well as meet new people who I reach out to<br />
and network with year round. I would advise anyone in franchising<br />
to make this an annual commitment.”<br />
Dina Dwyer-Owens, CFE<br />
President & CEO<br />
The Dwyer Group, Inc.<br />
eing a part of the IFA provides franchisors with an<br />
“Bunparalleled opportunity to form or renew relationships<br />
with the “heavy hitters” in the industry, catch up with<br />
emerging trends and study the techniques that are available<br />
to operate better franchise systems. From the exhibits to the<br />
general and educational sessions, the IFA provides invaluable<br />
information to new and seasoned members of the franchising<br />
population.”<br />
Sid Feltenstein<br />
Chairman<br />
Sagittarius Brands<br />
he IFA annual conference is a great opportunity to<br />
“Tnetwork with corporate peers and gain insight into the<br />
opportunities and answers to the challenges associated with<br />
developing and maintaining an effective franchise program. It<br />
is inspirational to interact with minority and women entrepreneurs,<br />
who have become successful despite various obstacles.<br />
From the pre-conference summits on Technology, Diversity<br />
and <strong>International</strong> issues, to the closing gala dinner, the conference<br />
just gets better and better.”<br />
Priscilla J. Hollman<br />
Vice President, Diversity Relations<br />
Marriott <strong>International</strong>, Inc.<br />
2 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G
SPONSORS<br />
We want to extend a sincere thanks to our Convention Special Event Sponsors:<br />
Plaques & Trophies<br />
[Duskin] [The Entrepreneur’s Source]<br />
Registration Bags The Entrepreneur of the Year Award Bonny LeVine Award<br />
[PepsiCo Foodservice] [Valpak]<br />
Opening General Session <strong>Franchise</strong>e of the Year Awards Monday Super Session<br />
[American Capital Securities] [Faegre & Benson]<br />
Tuesday<br />
[i<strong>Franchise</strong>]<br />
Luncheon<br />
IFA Board of Directors’ Dinner Guest Room Key Cards<br />
& General Session<br />
[ExxonMobil] [FisherZucker] [Gray Plant Mooty]<br />
IFA Board of Convention Program Book Program Book IFA Board of Directors’ Registration Lists Registration Lists<br />
Directors’ Luncheon Badges Amenities<br />
[Michael H. Seid]<br />
Special Sponsor Recognition<br />
We extend our sincere thanks and appreciation to Flying Colors, our<br />
convention general session production partner. Leaders in creative<br />
thinking and innovation, Flying Colors is one of franchising’s biggest<br />
supporters. We are proud to work with them to provide you with dynamic<br />
and entertaining sessions. Discover what they can do for your next franchise<br />
meeting by visiting with their team during official Exhibit Hall hours.<br />
Increase your visibility within the franchising community by participating in our convention sponsorship program.<br />
For more information, please contact Debra Moss at 202/662-0772 or dmoss@franchise.org.<br />
I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 3
SCHEDULE OF EVENTS<br />
Friday, February 23<br />
8:00 am – 10:00 am ICFE Registration<br />
8:00 am – 9:30 am Finance, Audit & Budget Committee<br />
8:30 am – 5:30 pm ICFE Special Session<br />
• Financial Bootcamp: Help <strong>Franchise</strong>es Gain Control of<br />
Their <strong>Business</strong><br />
8:30 am – 5:30 pm ICFE Special Session<br />
• Developing and Implementing an Effective <strong>Franchise</strong> Sales<br />
Program<br />
8:30 am – 5:30 pm ICFE Special Session<br />
• Basic Principles of <strong>Franchise</strong> Management<br />
8:30 am – 5:30 pm ICFE Special Session<br />
• <strong>International</strong> Development Fundamentals<br />
10:00 am – 2:00 pm IFA Executive Committee Meeting<br />
3:00 pm – 5:00 pm Franchisor Forum<br />
7:00 pm Board of Directors’ Dinner<br />
Saturday, February 24<br />
8:00 am – 8:00 pm Registration<br />
8:00 am – 10:00 am Educational Foundation Board of Trustees<br />
8:00 am – 10:00 am <strong>Franchise</strong> Relations Committee<br />
8:00 am – 9:00 am Matchmaker Task Force<br />
8:00 am – 10:00 am Membership Committee<br />
8:00 am – 10:00 am Women’s <strong>Franchise</strong> Committee (WFC)<br />
8:00 am – 12:00 n ICFE Special Session<br />
• <strong>International</strong> <strong>Business</strong> Development for Senior Executives<br />
8:30 am – 5:30 pm ICFE Special Session<br />
• <strong>Franchise</strong> Relations Clinic<br />
8:30 am – 5:30 pm ICFE Special Session<br />
• Diversity Bootcamp – Proven Strategies for Large and Small<br />
Franchisors<br />
8:30 am – 5:30 pm ICFE Special Session<br />
• Essential Leadership Skills for <strong>Franchise</strong> Executives<br />
8:30 am – 10:00 am Legal Legislative Committee<br />
9:00 am – 12:00 n Global Marketing Committee<br />
10:00 am – 12:00 n Marketing & PR Committee<br />
10:00 am – 12:00 n Past Chairmen’s Council<br />
10:00 am – 12:00 n ICFE Board of Governors<br />
10:00 am – 12:00 n Minorities in Franchising Committee<br />
10:00 am – 12:00 n FranPAC Advisory Board<br />
10:15 am – 11:15 am WFC Leadership Conference Coffee<br />
11:00 am – 1:00 pm Technology Committee<br />
11:30 am – 1:15 pm WFC Leadership Conference Lunch<br />
12:00 n – 1:00 pm Board of Directors’ Luncheon<br />
1:00 pm – 5:00 pm ICFE Special Session<br />
• IFA Compliance Training<br />
1:00 pm – 4:30 pm Board of Directors’ Meeting<br />
1:30 pm – 4:45 pm WFC Leadership Conference<br />
4:00 pm – 4:30 pm Ambassador Orientation<br />
4:30 pm – 5:00 pm Committee Chair Orientation<br />
4:30 pm – 5:30 pm New Member Orientation<br />
4:45 pm – 5:30 pm WFC Leadership Conference Reception<br />
5:30 pm – 6:30 pm New Member/First Timer Reception<br />
6:30 pm – 9:00 pm<br />
Sunday, February 25<br />
Taste of Franchising<br />
7:00 am – 5:00 pm Registration & Banquet Desk<br />
7:00 am – 7:30 am Supplier Forum Executive Committee<br />
7:30 am – 9:00 am Prayer Breakfast<br />
7:30 am – 9:00 am Supplier Forum Advisory Board & General<br />
Membership Meeting<br />
8:30 am – 11:30 am Multi-Unit Summit<br />
8:30 am – 12:00 n <strong>International</strong> Summit – Novice Track<br />
8:30 am – 12:00 n <strong>International</strong> Summit – Advanced Track<br />
9:00 am – 12:00 n Financial Summit<br />
9:00 am – 12:00 n Technology Summit<br />
9:00 am – 12:00 n Diversity Summit<br />
9:00 am – 12:00 n Elements of Successful Franchising<br />
9:00 am – 12:00 n FTC/Sales Compliance Summit<br />
10:00 am – 12:00 n Awards Committee<br />
Sunday, February 25 (Cont’d.)<br />
11:00 am – 12:00 n FranPAC Reception<br />
12:30 pm – 2:30 pm Opening General Session & Luncheon<br />
2:45 pm – 4:15 pm CONCURRENT SESSIONS<br />
1. Lessons Learned – A Discussion with Successful Franchisors<br />
2. The Do’s & Dont’s of <strong>Franchise</strong> Turnarounds for the Large and/or Mature Franchisor<br />
3. Search Engine Optimization (SEO): Get Noticed Now!<br />
4. Establishing the <strong>Franchise</strong> Sales Process for New & Emerging Franchisors<br />
5. Customers Rule! Can You Manage the Relationship?(for Large and Mature Franchisors)<br />
6. Private Equity Panel: A Discussion With CEOs<br />
7. Effective Communication Strategies for Franchisors and Their <strong>Franchise</strong>es<br />
8. <strong>Franchise</strong>e Satisfaction: Growing a Happy and Healthy <strong>Franchise</strong> System<br />
9. Enforcer or Cheerleader? The Evolution of Field Support as Your System Grows<br />
(for Established Franchisors)<br />
10. Creating a Culture of Inclusion: Diversity “How To’s”<br />
11. The Entrepreneur Next Door<br />
12. Effective <strong>International</strong> Lead Generation<br />
4:30 pm – 8:00 pm Chairman’s Reception with Exhibitors & FranPAC Silent Auction<br />
7:30 pm – 9:00 pm Minorities in Franchising Reception<br />
Monday, February 26<br />
7:00 am – 6:00 pm Registration & Banquet Desk<br />
7:00 am – 8:00 am FranPAC Breakfast<br />
8:00 am – 10:00 am Super Session with Continental Breakfast<br />
10:15 am – 11:45 am CONCURRENT SESSIONS<br />
1. Administering Advertising Funds: Leveraging Collective Power for Marketing Success<br />
2. A Remedy for Growing Pains: How to Leverage Technology to Grow More Cohesive,<br />
Profitable <strong>Franchise</strong>es<br />
3. When the Relationship Sours: Creating an Amicable Plan<br />
4. <strong>Franchise</strong> Sales for the Established Franchisor<br />
5. Minority <strong>Franchise</strong> Recruitment Programs that Work<br />
6. Maximizing the Effectiveness of FACs and <strong>Franchise</strong>e <strong>Association</strong>s<br />
7. <strong>International</strong> Expansion: Challenges and Alternatives<br />
8. Leadership Development and Coaching for the Established Franchisor<br />
9. Proactive Steps a System Can Take Today to Improve Its Value Tomorrow<br />
10. Next Steps for Emerging Franchisors<br />
11. <strong>Franchise</strong> System Conventions: Making the Most of the Experience (for Established Franchisors)<br />
12. 60 Killer Marketing Tactics to Increase Sales, Maximize Profits and Stop Your Competition<br />
13. Why They Really Buy: Mapping the Buying Decision<br />
12:00 n - 2:30 pm Networking Lunch with Exhibitors & FranPAC Silent Auction<br />
12:30 pm – 2:30 pm <strong>Franchise</strong>e Luncheon<br />
1:00 pm – 3:00 pm Diversity Institute Board<br />
2:45 pm – 4:45 pm Executive <strong>Business</strong> <strong>Solution</strong> <strong>Roundtables</strong><br />
5:00 pm – 7:00 pm Fun & Games with Exhibitors & FranPAC Silent Auction<br />
6:30 pm – 8:30 pm Women’s <strong>Franchise</strong> Committee Networking Reception<br />
7:00 pm – 8:30 pm <strong>International</strong> Reception<br />
Tuesday, February 27<br />
7:00 am – 4:00 pm Registration<br />
8:00 am – 10:00 am Super Session with Continental Breakfast<br />
10:15 am – 12:30 pm Supplier Forum <strong>Business</strong> <strong>Solution</strong> <strong>Roundtables</strong><br />
10:30 am – 12:30 pm <strong>Franchise</strong>e Forum<br />
12:00n –12:45 pm FranPAC Reception<br />
12:45 pm – 2:45 pm Luncheon & General Session<br />
3:00 pm – 4:30 pm CONCURRENT SESSIONS<br />
1. The Female Consumer: That Huge Market You Can’t Afford to Ignore<br />
2. Best Practices in Handling Default & Termination (for Established Franchisors)<br />
3. The World is Flat (Not Exactly)–Preparing for Cultural Differences as You Expand<br />
4. <strong>Franchise</strong> Sales for the New and/or Emerging Franchisor<br />
5. Best Practices in E-Disclosure<br />
6. Starting <strong>Franchise</strong>es Out on the Right Step: Training New <strong>Franchise</strong>es from Start to Finish<br />
7. Best Practices in Building Your Brand<br />
8. Growing Pains for Established Franchisors–From Small Companies Operated by Founders<br />
to Hiring New Executives<br />
9. Innovative Methods for Choosing the Best Site to Place a Store<br />
6:30 pm – 7:30 pm Annual Reception<br />
7:30 pm IFA Hall of Fame Banquet<br />
4 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G
GENERAL SESSIONS<br />
Tuesday Super Session<br />
8:00 am – 10:00 am<br />
Steve<br />
Greenbaum,<br />
CFE<br />
Ray Titus<br />
Marc<br />
Kiekenapp<br />
Jeff Elgin<br />
Monday Super Session<br />
8:00 am – 10:00 am<br />
This morning’s session features Dunkin’Brands Chairman and Chief Executive Officer, Jon L. Luther.<br />
A legend in the food-service industry, he is a proven leader at creative brand development and at<br />
satisfying consumers who seek quality, convenience, and value in a quick service restaurant setting.<br />
Mr. Luther joins us to provide an in-depth look at one of the world's largest quick service restaurant<br />
companies encompassing more than 12,000 restaurants, including 7,600 units in the United States<br />
and 4,400 units in 46 countries around the world. Baskin-Robbins is the largest chain of ice cream<br />
stores in the world with 5,400 outlets. Togo’s, a California sandwich shop, includes 400 locations.<br />
And Dunkin' Donuts, the largest coffee and baked goods shop chain in the world, includes more than<br />
6,000 locations worldwide in 30 countries. The chain sells more than one billion cups of coffee in the<br />
Jon Luther U.S. per year and had world-wide sales of $3.6 billion in fiscal 2004 and U.S. sales of $3.4 billion.<br />
With all its success, you would think the system would take a break and simply enjoy the fruits of its<br />
labor. Not so. In fact, Mr. Luther has a very aggressive growth plan in mind for Dunkin’Brands. Please join us and learn<br />
key insights on how to build your business from one of franchising’s giants. At this session, we’ll also present the<br />
<strong>Franchise</strong>e of the Year Awards to top entrepreneurs in franchising, and the Bonny LeVine Award to a long-standing female<br />
role model and mentor within our community.<br />
Panel of the Pros<br />
A highlight each year, the Panel of the Pros<br />
features top franchise leaders discussing a hot<br />
topic relevant to the growth and success of all franchise<br />
systems. In 2007, we will focus on a topic<br />
everyone is talking about…the changing world of<br />
franchise development. Hear from hands-on CEOs<br />
about managing the franchise development<br />
process in these demanding and changing times.<br />
What is the most effective way to grow your business?<br />
Our panel will consider traditional<br />
development methods, referral networks, brokers,<br />
and outsource sales departments. What are the<br />
pros and cons of each? Who is using what and<br />
why? You’ll also hear insights from our panelists<br />
regarding how technology has changed the way<br />
we all work with prospects. How has it changed<br />
the way we interact with third party development<br />
organizations? Finally, the panel will address where<br />
tomorrow’s prospects will come from. What challenges<br />
will you face in the ever-changing<br />
marketplace of franchise development now and<br />
through the rest of this decade? With four different viewpoints<br />
on stage, this will certainly be an interesting and lively<br />
discussion.<br />
Moderator:<br />
Steve Greenbaum, CFE, President & CEO, PostNet <strong>International</strong><br />
<strong>Franchise</strong> Corporation<br />
Speakers:<br />
Ray Titus, President, Sign*A*Rama, Inc.<br />
Jeff Elgin, CEO, Capistar <strong>Franchise</strong> Holdings, Inc.<br />
Marc Kiekenapp, Managing Partner, <strong>Franchise</strong> Outsource<br />
Tuesday Luncheon & General Session<br />
12:45 pm – 2:45 pm<br />
Our fourth and final general session<br />
will feature another blockbuster<br />
speaker straight out of our nation’s<br />
history books – former Speaker of the<br />
U.S. House of Representatives Newt<br />
Gingrich. Well known as the architect of<br />
the "Contract with America,” Speaker<br />
Gingrich led the Republican Party to<br />
victory in 1994 by capturing the majority<br />
in the U.S. House of Representatives for<br />
Newt Gingrich<br />
the first time in 40 years. After he was<br />
elected Speaker, he disrupted the status quo by moving power<br />
out of Washington and back to the American people. Under<br />
his leadership, Congress passed welfare reform, passed the<br />
first balanced budget in a generation, and passed the first tax<br />
cut in sixteen years. During his address, “Lessons in<br />
Leadership,” Speaker Gingrich will draw on his years in the<br />
frontlines of politics and his current role as a leading figure in<br />
entrepreneurial and technological advances to discuss the<br />
current political climate in Washington. Mr. Gingrich shares<br />
the six standards he feels today’s politicians must meet in order<br />
to effect real change, and he addresses the specific policy<br />
issues and national trends affecting the way you do business.<br />
The Tuesday Luncheon would not be complete without<br />
presenting the Diversity Award and<br />
recognizing the CFE Class of 2007 – franchise<br />
executives who have met the<br />
qualifications and completed the course<br />
of study leading to the Certified <strong>Franchise</strong><br />
Executive designation.<br />
I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 5
SATURDAY HIGHLIGHTS<br />
8th Annual Leadership Conference<br />
Hosted by the Women’s <strong>Franchise</strong> Committee<br />
Talking About My Generation: Understanding<br />
Generational Diversity in the Workplace<br />
For the first time in history, there are four distinct generations<br />
comprising today’s workforce. The traditionalists, born<br />
between 1900-1945, value stability and are fiercely loyal; the<br />
baby boomers, born between1946-1964, are workaholics who<br />
have paid their dues and are now desperate for a healthy<br />
work/life balance; the generation Xers, born 1965-1980, are<br />
extremely resourceful and independent, focusing their energies<br />
on skillful performance, variety and stimulation in the workplace;<br />
and the millennials, born between 1981-2000, are<br />
high-speed stimulus junkies who are fast becoming the intellectual<br />
authority in their homes and work. With such distinct<br />
Schedule of Events<br />
10:15 am – 11:15 am Coffee Talk<br />
Join other attendees over coffee for an informal networking session<br />
exploring the challenges of work/life balance.<br />
11:30 am – 1:15 pm Opening Luncheon<br />
Presentation of the Crystal Compass<br />
Luncheon Presentation:<br />
“Passing the Reigns from One Generation to the Next”<br />
Guest Speakers:<br />
Mary Ellen Sheets, CEO and Founder,<br />
Two Men and a Truck<br />
Melanie Bergeron, CFE, President and<br />
COO, Two Men and a Truck<br />
1:30 pm – 1:45 pm Welcome & Introductions<br />
1:45 pm – 2:30 pm Keynote Address<br />
Speaker:<br />
Linda C. Haneborg, CFE, Senior Vice President of<br />
Communications & PR, Express Personnel<br />
Services<br />
2:30 pm – 2:40 pm Break<br />
2:40 pm – 3:40 pm Panel Discussion<br />
A candid discussion with representatives from each generation<br />
sharing their insights as to how to work effectively across generational<br />
lines.<br />
Moderator:<br />
Linda C. Haneborg, CFE, Senior Vice President of<br />
Communications & PR, Express Personnel Services<br />
Speakers:<br />
Bob Ritter, CFE, President & CEO, Ritter’s Frozen Custard<br />
Fred DeLuca, CFE, Founder, Subway World Headquarters<br />
JoAnne Shaw, CFE, President & CEO, The Coffee Beanery, Ltd.<br />
Liberty Harper, Founder/Director of Training, Liberty Fitness<br />
Holdings, LLC<br />
3:40 pm – 3:50 pm Break<br />
Mary Ellen<br />
Sheets<br />
Melanie<br />
Bergeron, CFE<br />
Linda C.<br />
Haneborg, CFE<br />
backgrounds and characteristics, how do you<br />
best work with each generation to maximize<br />
your workplace relationships? How can understanding<br />
generational diversity strengthen your<br />
leadership role within your organization? “Talking About My<br />
Generation: Understanding Generational Diversity in the<br />
Workplace” will explore what makes each generation tick and<br />
provide you with the answers you need to effectively work with<br />
others. You’ll learn a lot about yourself but you’ll also have an<br />
opportunity to expand your knowledge of your organization’s<br />
most valued commodity – people. Learn how to motivate and<br />
communicate better with other generations to bring out their<br />
leadership abilities while developing your own at the same time.<br />
The Leadership Conference is open to all fully-registered<br />
Convention attendees at an additional fee of $50. To reserve<br />
your space, please check off the appropriate box on our<br />
convention registration form.<br />
3:50 pm – 4:40 pm Roundtable Discussions<br />
Always a popular portion of the program, don’t miss the roundtable<br />
discussions where you can network with other attendees by<br />
exchanging important insights to help you succeed in today’s multigenerational<br />
workplace.<br />
Our roundtable facilitators are:<br />
Nancy Beskar, WineStyles Master <strong>Franchise</strong>e<br />
Josie Cicerale, CFE, Chief Operating Officer, Decor & You, Inc.<br />
Greg Cory, President, eMaximation LLC<br />
Linda Fierce, Director of Marketing-<strong>Franchise</strong> Brands, Regis<br />
Corporation<br />
Katharine Francis, CEO, SafetyNet4Kids<br />
Scott D. Frith, CFE, VP Marketing & <strong>Franchise</strong> Development,<br />
Lawn Doctor, Inc.<br />
Teresa Huszka, CFE, MFV Expositions LLC<br />
Lori Kiser-Block, CFE, President, FranChoice<br />
Danny D. Moran, CFE, Director of Franchising, Pollo Campero -<br />
Adir Restaurants Corp.<br />
Linda Shunk, CFE, Director of Retail Operations &<br />
Development, Oreck <strong>Franchise</strong> Services, LLC<br />
Victoria Starr, President, Discovery Map <strong>International</strong>, LLC<br />
Dawn Lawin, President, Hot Dish Advertising<br />
Ray Moore, CFE, Director of <strong>Franchise</strong> Operations Worldwide,<br />
Snap-On Tools Company, LLC<br />
Courtney Minor, Director of <strong>Franchise</strong> Development, Gold’s<br />
Gym <strong>International</strong><br />
Dinah Coopwood, <strong>Franchise</strong> Lead Manager, ServiceMaster<br />
Clean & Furniture Medic<br />
Jodene Jensen, Co-Founder, P.B. Loco Franchising, Inc.<br />
Brig Sorber, CFE, VP Operations, Two Men And A Truck<br />
4:40 pm – 4:45 pm Closing Remarks<br />
4:45 pm – 5:30 pm Wine & Cheese Reception<br />
Thanks to our luncheon sponsors: Thanks to our conference sponsor:<br />
You will earn 100 Core Certified <strong>Franchise</strong><br />
Executive (CFE) credits for attending this program.<br />
6 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G
SATURDAY HIGHLIGHTS<br />
Taste of Franchising<br />
6:30 pm – 9:00 pm<br />
One of the most popular of all IFA convention experiences,<br />
the Taste of Franchising is a celebration of the<br />
wonders and diversity of franchising. During this spectacular<br />
networking event, franchisor and supplier members<br />
generously provide branded food and beverage items<br />
while others sponsor decorations, paper products and<br />
entertainment to make the Taste of Franchising event<br />
stand out from the rest. Hosted outside under the lights<br />
of the Las Vegas Strip, this year’s Taste will be bigger and<br />
better than ever. You don’t want to miss this unique<br />
evening of networking set in an atmosphere that puts the<br />
spotlight on the many faces of franchising!<br />
Title Sponsor<br />
New Member/First Timer Reception Sponsored by:<br />
5:30 pm – 6:30 pm<br />
An event specifically designed with our new members and first time convention-goers in mind, the New<br />
Member/First Timer Reception is an opportunity to welcome this group into the IFA family and make<br />
them feel right at home. This by-invitation-only event will allow attendees the chance to mingle and<br />
become acquainted with colleagues in the franchise community including the IFA Board of Directors and<br />
other members of the IFA leadership.<br />
SUNDAY HIGHLIGHTS<br />
We’d like to thank those IFA franchisor and supplier members<br />
who have graciously stepped forward to support this event:<br />
Accor Franchising<br />
North America, LLC<br />
American Leak<br />
Detection<br />
Artuzzi’s Italian Kitchen<br />
Constant Contact<br />
Dippin’Dots Franchising<br />
The Dwyer Group<br />
ExxonMobil<br />
Corporation<br />
Faegre & Benson<br />
Farrell Fritz, P.C.<br />
Fish Window Cleaning<br />
Services, Inc.<br />
Fishman Public<br />
Relations, Inc.<br />
FOCUS Brands, Inc.<br />
(Carvel & Cinnabon)<br />
<strong>Franchise</strong> Development<br />
Services Limited<br />
<strong>Franchise</strong> <strong>Solution</strong>s<br />
Corp.<br />
Fran-Systems, LLC<br />
Great American<br />
Cookies/Mrs.<br />
Fields/TCBY<br />
HoneyBaked Ham<br />
Company and Cafe<br />
Hot Dish Advertising<br />
House of Bread<br />
IFX Online<br />
Kayson’s Grille<br />
Lenny’s Franchisor, LLC<br />
P.B. Loco Franchising<br />
Pollo Campero<br />
Port of Subs, Inc.<br />
Power Smoothie Café<br />
Raving Brands (Moe’s<br />
Southwest Grill)<br />
re:group, Inc.<br />
Remote Data Backups<br />
Ritter’s Frozen Custard<br />
St. Jacques <strong>Franchise</strong><br />
Marketing<br />
Tony Roma’s<br />
Uno Chicago Grill<br />
Virginia Barbeque<br />
<strong>Franchise</strong> Company<br />
Whether you are a franchisor or supplier, participating in the Taste<br />
provides companies with a wonderful opportunity to increase their visibility<br />
within the franchise community. If you are interested in adding your<br />
name to our growing list of sponsors, contact Anne Poodiack at 202/662-<br />
0773 or by email at apoodiack@franchise.org.<br />
Prayer Breakfast Sponsored by:<br />
7:30 am – 9:00 am<br />
We invite you to join us at the Prayer Breakfast hosted by The ServiceMaster Company.<br />
This is a non-denomination event that you attend with your family and friends. In<br />
addition to a special musical performance and motivational readings, we are pleased to<br />
feature famed keynote speaker, Ken Blanchard. For nearly four decades, Mr. Blanchard<br />
has been recognized as a premier thinker and writer on leadership. The author of several<br />
best-sellers including “The One Minute Manager,” Mr. Blanchard will speak about ways<br />
to inspire and equip people to lead with understanding and compassion. This is a great<br />
Ken Blanchard way to begin the first official day of challenging educational sessions, networking<br />
engagements and high-powered business meetings! The Prayer Breakfast is complimentary<br />
and is offered to the first 300 fully-registered convention attendees on a first come,<br />
first served basis.<br />
Co-Sponsored by:<br />
HomeTask Handyman<br />
Service, Inc.<br />
MagnetStreet<br />
The Parable Group<br />
Michael H. Seid &<br />
Associates<br />
Servant Systems, Inc.<br />
Service Brands<br />
<strong>International</strong><br />
Two Men & And A Truck<br />
<strong>International</strong>, Inc.<br />
I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 7
SUNDAY HIGHLIGHTS<br />
=<strong>International</strong> Summit – Novice Track<br />
Developed by the Global Marketing Committee<br />
(GLOMAK) and the World <strong>Franchise</strong> Council<br />
8:30 am – 12:00 noon<br />
Am I Ready for <strong>International</strong> Expansion?<br />
• How large does a franchise system need to be to consider international<br />
expansion?<br />
• What structure is best for my company?<br />
• The most effective way to structure an organization for international<br />
expansion.<br />
• How and when to adapt the concept to different cultures.<br />
Moderator: Kay Marie Ainsley, CFE, Managing Director, Michael H.<br />
Seid & Associates<br />
Speakers: Burt Yarkin, CEO, Cartridge World North America<br />
Cartridge World<br />
Robert F. Trota, President, Max’s Restaurants, Inc.<br />
The Commitment is Made--What Are the First Key Areas<br />
that Must Be Managed?<br />
• Legal and tax issues: trademark registration, tax considerations,<br />
and country specific franchise regulations.<br />
• Where to go for research and country data: U.S. Department of<br />
Commerce resources, franchise associations, consultants.<br />
• How to determine what countries to target.<br />
Moderator: Leonard N. Swartz, Senior Advisor, i<strong>Franchise</strong> Group<br />
Speakers: Finola Cunningham, Commercial Specialist, U.S.<br />
Embassy, US Commercial Service<br />
John O’Brien, CEO & President, PoolWerx Corporation<br />
Pty Ltd<br />
<strong>International</strong> Expansion from the Eyes of the Master<br />
<strong>Franchise</strong>e<br />
• What are the expectations that a master franchisee/area developer<br />
brings to the relationship?<br />
• What methods do foreign master/developers use to find and investigate<br />
franchise systems?<br />
• What can and should a franchisor do to be knowledgeable about a<br />
foreign market before expanding there?<br />
• What key factors influence the master/area developer to acquire<br />
the franchise system?<br />
Moderator: Larry Weinberg, Chair, <strong>Franchise</strong> Group, Cassels Brock<br />
Speaker: John Prittie, President, Two Men And A Truck Canada<br />
Andrew Benefield, Cookies Australia Pty Ltd. (Master<br />
<strong>Franchise</strong>e, Mrs. Fields)<br />
Elements for Building a Successful<br />
<strong>Franchise</strong> Network<br />
9:00 am – 12:00 noon<br />
• Techniques for effective distribution: where franchising fits in.<br />
• Effective franchisee recruitment.<br />
• Franchisor operating systems, products and services that benefit<br />
franchisees.<br />
<strong>International</strong> Summit – Advanced Track<br />
Developed by the Global Marketing Committee<br />
(GLOMAK) and the World <strong>Franchise</strong> Council<br />
8:30 am – 12:00 noon<br />
Expansion into Emerging Markets — Does the<br />
Opportunity Outweigh the Challenges?<br />
• Expansion into Emerging Markets: Does the Opportunity Outweigh<br />
the Challenges?<br />
• Definition of an international emerging market.<br />
• Which are the markets of the future?<br />
• Lessons learned in expansion into international emerging markets,<br />
such as India, China, Russia, and Mexico.<br />
Moderator: Pablo Hooper, Partner, Gonzalez Cavillo SC Abodagos<br />
Speakers: John Harris, <strong>International</strong> Marketing Manager,<br />
Crestcom <strong>International</strong> Ltd.<br />
Albert Kong, CFE, Asiawide <strong>Franchise</strong> Consultants Pte<br />
Ltd.<br />
Legal Update from Around the World<br />
• Disclosure and registration requirements around the world.<br />
• What countries have recently introduced franchise legislation?<br />
• How is my existing franchise system impacted by these new developments?<br />
Moderator: Peter D. Holt, Executive in Residence, Great Hill<br />
Partners<br />
Speakers: Chris Wormald, Head of Franchising, London,<br />
Eversheds<br />
Frank Zaid, Senior Partner, Osler Hoskin & Harcourt, LLP<br />
Stephen Giles, Partner, Deacons Lawyers<br />
Solving the Challenges with Underperforming Masters<br />
and Area Developers<br />
• Best practices from a business perspective.<br />
• Best practices from a legal perspective.<br />
• How to structure the relationship to minimize development problems.<br />
• Step by step practical advice once development problems occur.<br />
• What mistakes to avoid.<br />
Moderator: Gaylen L. Knack, Partner, Gray Plant Mooty<br />
Speakers: Lee Vala, Senior Vice President, <strong>International</strong><br />
Development, The Quizno's Corporation<br />
Michael Martino, Chairman, Mail Boxes Etc. Canada<br />
• Essential elements of the franchisor management’s philosophy and<br />
“culture.”<br />
• Communication in franchise networks.<br />
• How to deal with change: anticipating it, accommodating it and<br />
taking advantage of it.<br />
Speakers: Dennis Wieczorek, Partner, DLA Piper US LLP<br />
Phil Zeidman, Partner, DLA Piper US LLP<br />
Michael M. Isakson, President & COO, The<br />
ServiceMaster Company and IFA First Vice<br />
Chairman<br />
8 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G
SUNDAY HIGHLIGHTS<br />
Technology Summit<br />
Developed by the Information Technology Committee<br />
9:00 am – 12:00 noon<br />
• An overview of emerging best practices in e-disclosure.<br />
• Answers to your technology questions from senior franchise executives<br />
and franchisees during the panel of experts.<br />
• An opportunity to interact with franchise technology leaders during<br />
Summit <strong>Roundtables</strong> to learn about the good, the bad and the ugly<br />
of technology.<br />
Panel of Experts<br />
Moderator: Hal McLean, CFE, Director of Information Systems, Two<br />
Men And A Truck <strong>International</strong>, Inc.<br />
Speakers: Brian Spindel, CFE, Executive Vice President, PostNet<br />
<strong>International</strong> <strong>Franchise</strong> Corporation<br />
Ken Colburn, President & Founder, Data Doctors<br />
<strong>Franchise</strong> Systems, Inc.<br />
Roundtable Topics and Facilitators<br />
Tools for Distance Learning and Education<br />
Facilitator: Jeff Connally, CM IT <strong>Solution</strong>s<br />
Facilitator: Nancy Bigley, CFE, Director of <strong>Franchise</strong> Services,<br />
Dunkin’Brands<br />
Best Practices for Effective <strong>Franchise</strong> Email Marketing<br />
Programs<br />
Facilitator: Kevin O'Brien, Manager, <strong>Business</strong> Partner Programs,<br />
Constant Contact<br />
Data Management<br />
Facilitator: Ken Colburn, Founder & President, Data Doctors<br />
<strong>Franchise</strong> Systems, Inc.<br />
E-commerce Systems<br />
Facilitator: John Rogers, Chair, Davis and Company<br />
How Many Locations Can I Put in a Market and How Can<br />
I Predict Their Revenue?<br />
Facilitator: Paul Sill, Managing Partner, Forum Analytics<br />
Securing Customer & Company Information – Identify the<br />
Risks and Some of the Tools Out There to Help Minimize<br />
the Risk<br />
Facilitator: Tom Epstein, CEO, <strong>Franchise</strong> Payments Network<br />
Internet Strategies for Lead Generation<br />
Facilitator: Terry Corkery, President & CEO, FRANCHISEWORKS.com<br />
Facilitator: Amit Pamchea, CEO, FranConnect Software<br />
Using Technology to Build Your Brand<br />
Facilitator: Nigel Mayne, President & CEO, FranMatch<br />
Benchmarking for Your <strong>Franchise</strong> System - For Your Industry<br />
Facilitator: Tim Johnson, Director of Operations, Geeks on Call<br />
Benefits of Software as a Service (Third-Party Hosted<br />
Applications) Versus In-House Hosted Applications<br />
Facilitator: Jack Pearce, <strong>Business</strong> Development, Handyman Matters<br />
From Lead to Opening, Management & Tracking Sales<br />
Prospects Through to the Opening Process – What<br />
Systems Exist, Best Practices<br />
Facilitator: Bill Cody, VP of Market Expansion, HomeTask<br />
Handyman Service<br />
How to Drive Traffic to Your Web Site<br />
Facilitator: Paul D'Angelo, Director of Information Technology<br />
Services, HomeVestors of America, Inc.<br />
Automating Financial Payments Using Technology<br />
Facilitator: Dan Martin, President & CEO, IFX Online<br />
Automated Survey Systems for Customers and <strong>Franchise</strong>es<br />
Facilitator: James Mowery, Chief Information Officer, Instant Tax<br />
Service<br />
Managing Your <strong>Franchise</strong> System<br />
Facilitator: George Gualda, <strong>Franchise</strong>e, Link Staffing Services<br />
Web Site Fundamentals<br />
Facilitator: Marcia Hales, COO, My Girlfriend's Kitchen<br />
Selecting a Point-of-Sales System<br />
Facilitator: Brian Spindel, CFE, Executive Vice President, PostNet<br />
<strong>International</strong><br />
Implementation of Technology on a Budget - What to Do<br />
First<br />
Facilitator: Larry Sanders, Remote Data Backups<br />
How to Manage and Engage with Your <strong>Franchise</strong>es<br />
Facilitator: Beth Kohler, SageSoftware<br />
Broadband Options for Your Stores – What’s Hot<br />
Facilitator: Bruce Franson, Vice President, Servant Systems Inc.<br />
The Importance of Having a Technology Roadmap<br />
Facilitator: Hal McLean, CFE, Director of Information Systems, Two<br />
Men and a Truck<br />
<strong>Franchise</strong>e Technology Requirements and Fees<br />
Facilitator: Dennis Carroll, Information Systems Manager, Volvo CE<br />
Rents, Inc.<br />
How to Drive Traffic to Your Web Site<br />
Facilitator: Mike Marcus, VP, <strong>Business</strong> Systems Development & E-<br />
Commerce, We the People USA, Inc.<br />
Enabling <strong>Franchise</strong>es Through Technology<br />
(i.e. do we provide them e-mail, extranet, chat groups,<br />
financial management, scheduling, etc.)<br />
Facilitator: Ken Rubin, CEO, Xact Impact Natural Pest Management<br />
Financial Summit<br />
9:00 am – 12:00 noon<br />
Conventional Financing<br />
• Current credit criteria.<br />
• How do you attract a finance company?<br />
• Terms and conditions.<br />
SBA Financing<br />
• Challenges of getting franchisees financed.<br />
• Preparing your package for review.<br />
• The three biggest mistakes borrowers make when preparing their<br />
packages.<br />
I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 9
SUNDAY HIGHLIGHTS<br />
Diversity Summit<br />
Developed by the Minorities in Franchising Committee and<br />
the Diversity Institute<br />
9:00 am – 12:00 noon<br />
9:00 am – 9:10 am Welcoming Remarks<br />
Speakers: Ron Harrison, CFE, Chair, Diversity Institute<br />
Terrian Barnes, Global Diversity Officer, Yum! Brands,<br />
Inc. and Chair, Minorities in Franchising<br />
Committee<br />
9:10 am - 9:40 am Keynote Address<br />
Speaker: Ron Langston, Senior Director, Minority <strong>Business</strong><br />
Development Agency<br />
Changing demographics are creating new challenges<br />
and opportunities for small businesses. Highlights of<br />
the latest Small <strong>Business</strong> Owner survey by the Census<br />
Bureau and how these changes are affecting the<br />
growth and success of small businesses.<br />
Ron Langston<br />
9:40 am – 10:40 am Panel Discussion<br />
How to Be Seen as Part of the Community in Diverse<br />
Neighborhoods<br />
• Learn ways to help ensure a successful – and welcome – franchise<br />
operation in distinct ethnic neighborhoods.<br />
• The advantages of finding franchisees that mirror the community.<br />
• Discover techniques all franchisees can use (regardless of ethnic<br />
background) to be seen as part of the community.<br />
Moderator: Freeman Farrow, Associate, Miller, Canfield, Paddock &<br />
Stone<br />
Speakers: Elisa Garcia, General Counsel, Domino’s Pizza<br />
Doug Pendegrast, Executive Vice President and Chief<br />
<strong>Franchise</strong> Officer, Church’s Chicken, Inc.<br />
Mandeep Sopti, <strong>Franchise</strong>e, Jackson Hewitt Tax Service<br />
Robert Myer, Owner, Express Personnel Services of<br />
Baton Rouge, LA<br />
10:40 am - 11:40 am Panel Discussion<br />
Alternative Financing Strategies<br />
• Learn about a turnkey financing and assistance program for franchisors<br />
and their women and minority franchisees and candidates.<br />
• Discover financial options tailored to businesses in underserved<br />
areas.<br />
Moderator: Steve Greenbaum, CFE, Chairman, IFA Educational<br />
Foundation, CEO, PostNet <strong>International</strong> <strong>Franchise</strong><br />
Corporation<br />
Speakers: Stan Friedman, Senior Vice President & Chief<br />
Development Officer, Maggie Moo’s <strong>International</strong><br />
Don Graves, Chairman, Metropolitan <strong>Business</strong><br />
Collaborative<br />
David Nayor, Vice President, <strong>Business</strong> Loan Express<br />
11:40 am – 12:00 noon Question and Answer Period for<br />
Panelists<br />
FTC/<strong>Franchise</strong> Sales Compliance Summit<br />
9:00 am – 12:00 noon<br />
<strong>Franchise</strong> Sales and Disclosure Law Compliance Issues<br />
• <strong>Franchise</strong> Registration Law overview.<br />
• The Registration and Disclosure Process.<br />
• What do you and your sales team need to know to be in compliance?<br />
• How can you create an in-house compliance team?<br />
Speakers: David Kaufmann, Partner, Kaufmann, Feiner, Yamin,<br />
Gildin & Robbins<br />
Delia Burke, Director, IFA <strong>Franchise</strong> Compliance Training<br />
Program<br />
Proposed Changes to the FTC <strong>Franchise</strong> Rule<br />
• What are the most significant changes contained in the proposed<br />
FTC <strong>Franchise</strong> Rule and how will they impact your business?<br />
• When will the changes become effective?<br />
• What will stay the same? What other changes may result from the<br />
proposed revisions to the FTC <strong>Franchise</strong> Rule?<br />
Speakers: Sandra Wall, Managing Counsel, <strong>Franchise</strong> Practice<br />
Group, McDonald Corporation<br />
David Koch, Partner, Wiley Rein & Fielding<br />
Multi-Unit Summit<br />
9:00 am – 12:00 noon<br />
Welcome Remarks and Introduction of Panelists<br />
Speaker: Jack Earle, General Partner, Earle Enterprises<br />
(McDonald’s <strong>Franchise</strong>e) and Chairman, IFA<br />
<strong>Franchise</strong>e Forum<br />
Planning For Multi-Unit System Growth<br />
Legal Structures and Formats<br />
• Area Developers, Area Representatives, Master Licensees/<strong>Franchise</strong>s,<br />
Converting<br />
• Existing License Arrangements, Other Considerations<br />
Speaker: Bret Lowell, Partner, DLA Piper US LLP<br />
Trends in Multi-Unit Development (Franchisor Practices &<br />
Operating Characteristics)<br />
Speaker: Darrell Johnson, President & CEO, FRANdata Corporation<br />
Study/Examples of Area Developer Models<br />
Area Developer Model:<br />
Speakers: Rick Robinson, Presidnet/Co-Owner, Jani-King<br />
Southwest (Jani-King <strong>Franchise</strong>e)<br />
Jerry Crawford, President, Jani-King <strong>International</strong> Inc.<br />
Area Representative Model:<br />
Speakers: Fred Muse, CFE, Director of Franchising, Express<br />
Personnel Services<br />
Robert Sells, CFE, Regional Developer, Express Personnel<br />
Services<br />
Case study/Example of Multi-Unit Owners<br />
Question & Answer and Closing Remarks<br />
10 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G
SUNDAY HIGHLIGHTS<br />
Concurrent Educational Sessions<br />
2:45 pm – 4:15 pm<br />
Ongoing franchise training is of paramount interest to you and your executives. We are pleased to offer concurrent educational sessions<br />
to meet the needs of our diverse membership. With programs focusing on all facets of franchising including technology, leadership<br />
development, operations, franchise relations, franchise sales and marketing, international expansion and diversity, there is something of<br />
interest for everyone. And to better serve the needs of franchise systems in various stages of their lifecycle, we have designated certain<br />
sessions for New & Emerging Franchisors, Established Franchisors and Large/Mature Franchisors. Please refer to our color-coded key below<br />
and in subsequent pages in order to find the sessions most germane to your business.<br />
New & Emerging Franchisors: Under 100 units and/or franchising less than five years GREEN TRACK<br />
Established Franchisors: 100+ units and/or franchising six+ years RED TRACK<br />
Large/Mature Franchisors: 500+ units and/or franchising 20+ years BLUE TRACK<br />
Applicable to All Franchisors: PURPLE TRACK<br />
Lessons Learned – a Discussion with<br />
Successful Franchisors<br />
• The Foundation - What are the keys to building<br />
a successful franchise system?<br />
• Critical Junctures and Decisions – What were<br />
they and how did they impact these systems?<br />
• Mistakes – What were they and how did the<br />
company respond and recover?<br />
• Challenges – What were the greatest challenges<br />
in building your system?<br />
• Franchising – Why franchising as the strategy<br />
to build your company?<br />
Moderator:<br />
Russ Reynolds, CFE, CEO, Batteries Plus<br />
Speakers:<br />
Paul R. Hogan, CEO, Home Instead Senior Care<br />
Godfred P. Otuteye, CFE, President/CEO, Money<br />
Mailer<br />
Steven S. Rogers, President & CEO, The <strong>Franchise</strong><br />
Company<br />
The Do’s & Don’ts of <strong>Franchise</strong><br />
Turnarounds for Large and/or Mature<br />
Franchisors<br />
• Understanding the implications of “Incumbent<br />
Inertia” and “Disruptive Technology” and how<br />
large established brands lose their edge to<br />
start-ups.<br />
• Establishing trust in the system during difficult<br />
times and understanding what needs to be done.<br />
• Creating a Strategic Task Force to deal with<br />
turn-around issues and how to include franchisees<br />
in the solution.<br />
• How to implement Tactical <strong>Solution</strong>s in a franchise<br />
environment.<br />
• Getting comfortable with the change strategy<br />
before you implement change.<br />
• Understanding the legal limitations of what<br />
you can and can’t do to make changes in a<br />
franchise system.<br />
• Working with equity investors and other<br />
financing solutions.<br />
• When do you know that its time to make<br />
management changes?<br />
Moderator:<br />
Michael H. Seid, CFE, Managing Director, Michael<br />
H. Seid & Associates<br />
Speakers:<br />
Sid Feltenstein, Chairman, Sagittarrius Brands<br />
Steve Romaniello, CFE, President & CEO, FOCUS<br />
Brands, Inc.<br />
G. Thomas MacIntosh, Partner, Krass Monroe, P.A.<br />
Search Engine Optimization (SEO):<br />
Get Noticed Now!<br />
• SEO vs. Organic, what is the real goal for SEO?<br />
• SEO Today. Pay attention because it may be<br />
different tomorrow!<br />
• What are the resource options to SEO implementation?<br />
• How much should you expect to pay for an<br />
effective SEO program?<br />
Moderator:<br />
Drue Townsend, Senior Vice President of<br />
Marketing, FASTSIGNS <strong>International</strong>, Inc.<br />
Speakers:<br />
Dennis Carroll, Information Systems Manager,<br />
Volvo CE Rents, Inc.<br />
Jeff Meier, CIO, HomeTask Handyman Service, Inc.<br />
Bobby Lewis, Sr. Director of Information<br />
Technology, The ServiceMaster Company<br />
Establishing the <strong>Franchise</strong> Sales Process<br />
for New & Emerging Franchisors<br />
• How to make the decision on what route to<br />
take in selling franchises.<br />
• Dollars required to begin franchising.<br />
• What types of questions would you ask potential<br />
franchise brokers to see if they are right for<br />
your business?<br />
• Inside sales steps -- Inquiry to Award.<br />
• Outsourcing your franchise development to<br />
independent contractors.<br />
• Matching your sales force to your concept.<br />
• Positioning a new concept with a candidate.<br />
Moderator:<br />
Ron Stilwell, CFE, Partner, <strong>Franchise</strong>executive.net<br />
Speakers:<br />
Ronn Cordova, Vice President of <strong>Franchise</strong><br />
Development, Eatza Pizza, Inc.<br />
Marc Kiekenapp, Managing Partner, <strong>Franchise</strong><br />
Outsource<br />
Customers Rule! Can You Manage the<br />
Relationship? (For Large & Mature<br />
Franchisors)<br />
• Top 5 mistakes businesses make in customer<br />
relationship management.<br />
• Get to know them. Using research to identify<br />
your customers and best prospects.<br />
• Create loyals and advocates. Increasing<br />
customer satisfaction and sales.<br />
• Talk with them! Using the Internet to appease<br />
the empowered consumer.<br />
• Get them engaged. Selecting a software<br />
system your customers can love.<br />
Moderator:<br />
Mark Royer, CTO, Aviatech, LLC<br />
Speakers:<br />
Jim Evers, President, 1-800-Dry Clean<br />
Ken Caldwell, SVP, <strong>Franchise</strong> Operations,<br />
Heavenly Ham<br />
Sheryl Inglat, Owner, Comfort Keepers of<br />
Albuquerque, NM<br />
Private Equity Panel: A Discussion<br />
with CEOs<br />
This year’s private equity panel is a new format<br />
designed to hear from you and ask questions of<br />
CEOs who have gone through this themselves.<br />
• What is private equity anyway? How is it relevant<br />
to me now or going forward? Get the<br />
private equity 101 lesson.<br />
• From the CEO and owner perspective: what is<br />
it like for a franchise business to have a private<br />
equity investor?<br />
• How should a CEO/owner go about finding the<br />
right private equity firm? And when should<br />
they do it?<br />
• What is the current climate for raising private<br />
equity money in franchising?<br />
• CEO or owner to CEO or owner, what should I<br />
big thinking about as I consider private equity?<br />
Moderator:<br />
Glenn Kaufman, Managing Director, American<br />
Securities Capital Partners, LP<br />
Speakers:<br />
Thomas A. Oreck, CEO, Oreck <strong>Franchise</strong> Services<br />
Peter Cohen, President, Educate, Inc.<br />
I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 11
SUNDAY HIGHLIGHTS<br />
Concurrent Sessions (Cont’d.)<br />
Effective Communication Strategies<br />
for Franchisors and Their <strong>Franchise</strong>es<br />
• Maximizing the value of your company<br />
intranet site.<br />
• Getting the most from your annual convention.<br />
• Field support teams as strategic partners.<br />
• Advisory Boards – more than just window<br />
dressing.<br />
• Managing & understanding the “<strong>Franchise</strong>e<br />
Rumor Mill.”<br />
Moderator:<br />
Rhonda Sanderson, President, Sanderson &<br />
Associates<br />
Speakers:<br />
Thomas Wood, President & CEO, Floor<br />
Coverings <strong>International</strong><br />
Charles E. Chase, President, CertaPro Painters<br />
Keith M. Gerson, CFE, VP-Sales, Marketing &<br />
Development, AlphaGraphics, Inc.<br />
<strong>Franchise</strong>e Satisfaction: Growing a<br />
Happy and Healthy <strong>Franchise</strong> System<br />
Developed by the <strong>Franchise</strong>e Forum<br />
• The motivating factors for franchise happiness.<br />
• Bottom line for the franchisee.<br />
• Measuring the key metrics.<br />
• Communicating the metrics.<br />
• Relating operational and marketing best practices<br />
to improve performance.<br />
• Inspiring internal competition.<br />
• Accountability for the franchisor.<br />
Moderator:<br />
Larry Tate, Sr. Vice President of <strong>Franchise</strong> Sales,<br />
Golden Corral Buffet & Grill<br />
Speakers:<br />
Todd R. Recknagel, President, Mr. Handyman<br />
Kristi Mailloux, President, 1-800-DryClean,<br />
Service Brands <strong>International</strong><br />
Kerry J. Olson, Senior Attorney, <strong>International</strong><br />
Dairy Queen<br />
MIF Reception<br />
7:30 pm – 9:00 pm<br />
Sponsored by:<br />
Enforcer or Cheerleader? The<br />
Evolution of Field Support as Your<br />
System Grows (for Established<br />
Franchisors)<br />
• Is there a right mix of specialists and generalists<br />
in the field support structure?<br />
• How does field support interact with the<br />
internal corporate support structure and<br />
develop as the system grows?<br />
• How does the new franchisee, single and<br />
multi-unit operators, impact the field support<br />
structure?<br />
• What are the key communication elements to<br />
identify field support needs as the system<br />
matures?<br />
• What are the benefits of implementing staff<br />
cross-training for your field support system?<br />
• How do your priorities in field support<br />
change as the system grows?<br />
Moderator:<br />
David Mlotkiewicz, Owner, Lawn Doctor of<br />
Toms River, NJ (Lawn Doctor <strong>Franchise</strong>e)<br />
Speakers:<br />
Ewald Altstadt, CFE, Vice President, Operations<br />
& Support Services, Lawn Doctor, Inc.<br />
Robert Bonsutto, Vice President, Operations,<br />
The UPS Store<br />
Emma Dickison, National Director of <strong>Franchise</strong><br />
Service, Educate, Inc.<br />
The Entrepreneur Next Door<br />
• FACT: A franchisee with the right personality<br />
is worth 8 times more in royalty generation.<br />
• FACT: Engaged franchisees are 4 to 5 times<br />
more productive and profitable.<br />
• FACT: <strong>Franchise</strong>e Engagement Surveys<br />
measure the level of your organizational<br />
health vs... potential dysfunction.<br />
• LEARN: How to use objective tools to<br />
measure <strong>Franchise</strong>e Satisfaction.<br />
• LEARN: How to select the right<br />
franchisee...the first time and keep them<br />
engaged.<br />
Speaker:<br />
Bill Wagner, Chief Executive Officer, Accord<br />
Management Systems<br />
Join us at the Minorities in Franchising Committee Reception for an<br />
evening of food, prizes and networking in support of a diverse franchising<br />
community. The MIF reception is open to all IFA convention attendees.<br />
Creating a Culture of Inclusion:<br />
Diversity “How To’s”<br />
Developed by the Minorities in<br />
Franchising Committee<br />
• Take steps towards creating a truly inclusive<br />
business environment.<br />
• Learn assessment tools to determine your<br />
current state and how to set your strategy.<br />
• Discover what it takes to retain diverse stakeholders<br />
(franchisees, customers, suppliers,<br />
employees).<br />
• Understand the importance of diversity<br />
training at all levels.<br />
Moderator:<br />
Kelley Johnson, Director, Diversity & Internal<br />
Communications, Accor North America, LLC<br />
Speakers:<br />
Wanda Jackson, VP, Human Resources, National<br />
Urban League<br />
Mauricio Velasquez, President, Diversity Training<br />
Group<br />
Wrenton Wright, Director of Urban/Multi<br />
Cultural Marketing, PepsiCo Bottling Group<br />
Effective <strong>International</strong> Lead<br />
Generation<br />
Developed by the Global Marketing<br />
Committee (GLOMAK) and the World<br />
<strong>Franchise</strong> Council<br />
• How to generate the most qualified<br />
international leads.<br />
• Follow-up and screening procedures.<br />
• How to validate a franchisee candidate.<br />
• The roles of consultants in the international<br />
development market.<br />
• Creating effective printed lead generation<br />
material.<br />
Moderator:<br />
William Le Sante, CFE, CEO & Managing<br />
Director, Le Sante <strong>International</strong><br />
Speakers:<br />
Yoshino Nakajima, Vice President, <strong>International</strong><br />
Development, Home Instead Senior Care<br />
Rolf G. Kirst, Regional President, Uniglobe Travel<br />
of Germany & Austria<br />
12 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G
MONDAY HIGHLIGHTS<br />
Concurrent Educational Sessions<br />
10:15 am – 11:45 am<br />
Please refer to our color-coded key below in order to find the sessions most germane to your business.<br />
New & Emerging Franchisors: Under 100 units and/or franchising less than five years GREEN TRACK<br />
Established Franchisors: 100+ units and/or franchising six+ years RED TRACK<br />
Large/Mature Franchisors: 500+ units and/or franchising 20+ years BLUE TRACK<br />
Applicable to All Franchisors: PURPLE TRACK<br />
Administering Advertising Funds:<br />
Leveraging Collective Power for<br />
Marketing Success<br />
• When and how to structure local and<br />
national advertising funds.<br />
• Do we need an advisory council? How to<br />
build consensus for your plan.<br />
• Can we use our ad fund for this? The do’s<br />
and don'ts of allocation.<br />
• Whose money is it anyway? Decision-making<br />
and control.<br />
• Encouraging participation and enforcing<br />
collection. What happens when not everyone<br />
agrees.<br />
Moderator:<br />
Janet Muhleman, CFE, President, re:group, Inc<br />
Speakers:<br />
Jim Wassell, Chief Marketing Officer, The<br />
ServiceMaster Company<br />
Cathleen Stewart, Director of Advertising &<br />
Marketing, Batteries Plus<br />
Steve Spicer, North Dakota Area <strong>Franchise</strong>e,<br />
Chair of Marketing Advisory Council, The<br />
UPS Store<br />
Maximizing the Effectiveness of<br />
FACs and <strong>Franchise</strong>e <strong>Association</strong>s<br />
• Proper formation of an FAC.<br />
• Working with a <strong>Franchise</strong>e <strong>Association</strong>.<br />
• Working together on an ongoing basis with<br />
an FAC.<br />
• How it can move your system forward.<br />
Moderator:<br />
George Zografos, CEO, Z Donut Co. (Dunkin<br />
Donuts <strong>Franchise</strong>e)<br />
Speakers:<br />
William G. Hall, CFE, CEO, William G. Hall &<br />
Co., (Dairy Queen <strong>Franchise</strong>e)<br />
Bill Anderson, President, Wave Services Inc. (The<br />
UPS Store <strong>Franchise</strong>e)<br />
Barry E. Miller, Executive Director, NBM<br />
Management, Inc. (Sylvan Learning Centers<br />
<strong>Franchise</strong>e)<br />
A Remedy for Growing Pains: How to<br />
Leverage Technology to Grow More<br />
Cohesive, Profitable <strong>Franchise</strong>es<br />
(A Supplier Forum Best Practices<br />
Seminar)<br />
• “Quality vs. Quantity” - improving<br />
the franchise sales process: using<br />
technology to identify potential<br />
franchisees with the greatest<br />
potential for success.<br />
• How to maximize technology “buy-in”: tips<br />
on how today's top franchise organizations<br />
convince franchisees to use technology on a<br />
regular basis.<br />
• Bringing franchisees together: powerful and<br />
affordable applications designed to focus<br />
ideas and innovations that benefit every franchisee,<br />
not just the eggheads and<br />
loudmouths.<br />
• Developing a proactive approach to establishing<br />
and maintaining profitable franchise<br />
locations: using online training, 24/7 help<br />
desk services, benchmarking, sales and<br />
royalty reporting, customer management and<br />
instant communication to get franchisees on<br />
track and keep them there.<br />
• Really stupid technology blunders: real-life<br />
case examples of how to blow up your franchise<br />
organization with the wrong<br />
technology approach.<br />
Moderator:<br />
Dan Martin, President & CEO, IFX <strong>International</strong><br />
Speakers:<br />
Steve Greenbaum, CFE, President & CEO,<br />
PostNet <strong>International</strong> <strong>Franchise</strong> Corporation<br />
Gary Greenberg, Technology Support Manager,<br />
World Inspection Network, Inc.<br />
When the Relationship Sours:<br />
Creating an Amicable Plan<br />
• Creating the right environment before the<br />
relationship begins by establishing the right<br />
expectations.<br />
• Using the proper legal documents.<br />
• Spotting early warning signals by creating<br />
open communication.<br />
• Taking early action and providing franchisee<br />
on-going financial review.<br />
• When all else fails, how to protect yourself.<br />
Moderator:<br />
Geoff Hill, CFE, President, Cinnabon, FOCUS<br />
Brands, Inc.<br />
Speakers:<br />
Robert Kaplan, Owner, Money Mailer of<br />
Chicago Northside, MM <strong>Franchise</strong> Advisory<br />
Council<br />
Lynette McKee, CFE, Vice President of<br />
Franchising, Dunkin'Brands, Inc.<br />
Mark Kirsch, Partner, DLA Piper US LLP<br />
<strong>Franchise</strong> Sales for the Established<br />
Franchisor<br />
• Learn how resales can re-energize your<br />
company.<br />
• Consider thinking differently about smaller<br />
markets.<br />
• Structuring a sales department for a mature<br />
franchise company.<br />
Moderator:<br />
Mark Liston, CFE, Director, New <strong>Franchise</strong><br />
Development, Valpak<br />
Speakers:<br />
Jeffrey C. Bevis, CFE, Executive Vice President,<br />
Comfort Keepers<br />
Tim Evankovich, President, The Cleaning<br />
Authority<br />
Minority <strong>Franchise</strong> Recruitment<br />
Programs that Work<br />
Developed by the Minorities in<br />
Franchising Committee<br />
• Case studies of successful minority franchise<br />
recruitment programs.<br />
• Franchisor panelists share their success stories<br />
from their respective viewpoints.<br />
• Understand the specific programmatic steps<br />
and management tactics taken.<br />
• Learn what program components and strategies<br />
are the most attractive and what are the<br />
least.<br />
Moderator:<br />
Jeff Sturgis, Vice President, <strong>Franchise</strong> Sales &<br />
Development, Fantastic Sams<br />
Speakers:<br />
Norman K. Jenkins, Senior Vice President, North<br />
American Lodging Development, Marriott<br />
<strong>International</strong><br />
Cesar Saldivia, Emerging Markets Manager, Two<br />
Men And A Truck <strong>International</strong>, Inc.<br />
I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 13
MONDAY HIGHLIGHTS<br />
Concurrent Sessions (Cont’d.)<br />
<strong>International</strong> Expansion: Challenges<br />
and Alternatives<br />
Developed by the Global Marketing<br />
Committee (GLOMAK) and the World<br />
<strong>Franchise</strong> Council<br />
• What is the best method of international<br />
expansion for my<br />
company?<br />
• Advantages and challenges of<br />
expansion methods.<br />
• Financial implications of international expansion.<br />
• Direct franchising as an alternative.<br />
Moderator:<br />
Brian Smart, General Director, British <strong>Franchise</strong><br />
<strong>Association</strong><br />
Speakers:<br />
Irene LaCota, President & COO, It's Just Lunch<br />
<strong>International</strong>, LLC<br />
Stuart Ford, Director, <strong>Franchise</strong> Development,<br />
Gymboree Play & Music<br />
Leadership Development & Coaching<br />
for the Established Franchisor<br />
• Even Tiger Woods needs a Coach! Justifying<br />
the need for leadership development in your<br />
organization.<br />
• The best resources and leadership development<br />
tools on the market.<br />
• Identifying future leaders.<br />
• Traits of the best leaders in franchising.<br />
Moderator:<br />
Joe H. Bourdow, President, Valpak<br />
Speakers:<br />
Paul Crump, <strong>Franchise</strong> Director, New Store<br />
Development U.S. & Canada, RadioShack<br />
Kenneth D. Walker, President & CEO, Meineke<br />
Car Care Centers<br />
JoAnne Shaw, CFE, President & CEO, The Coffee<br />
Beanery, Ltd.<br />
<strong>Franchise</strong>e Luncheon<br />
12:30 pm – 2:30 pm<br />
Join other franchisees for a networking lunch featuring an<br />
exciting presentation from one franchising’s top leaders.<br />
Proactive Steps a System Can Take<br />
Today to Improve Its Value Tomorrow<br />
Developed by the <strong>Franchise</strong> Relations<br />
Committee<br />
This program will focus on specific steps a franchise<br />
system can take today to improve its<br />
marketability and valuation in the future.<br />
• How do buyers of franchise systems evaluate<br />
and value franchisors?<br />
• What are potential mistakes franchisors make<br />
that could impact the future value and<br />
marketability of their business?<br />
• What are specific steps a franchisor can take<br />
to help position the company to maximize<br />
future value?<br />
Moderator:<br />
Andrew F. Perrin, Larkin Hoffman Daly &<br />
Lindgren, Ltd.<br />
Speakers:<br />
H. Scott Pressly, Partner, Roark Capital Group<br />
Philip Friedman, President & CEO, McAlister's<br />
Corporation<br />
Jeffrey E. Kolton, Principal, <strong>Franchise</strong> Market<br />
Ventures, LLC<br />
Next Steps for Emerging Franchisors<br />
The basics to success in franchising including<br />
infrastructure, staffing, technology, business<br />
plans, financial models and more.<br />
• Is it possible to grow your system on a<br />
budget? Learn some keys to success.<br />
• Top 3 big "don't do's" in your first year of<br />
operation.<br />
• Top 3 must do's in your first year of operation.<br />
Moderator:<br />
Nancy Bigley, CFE, Director of <strong>Franchise</strong> Services,<br />
Dunkin’Brands, Inc.<br />
Speakers:<br />
Doug Dwyer, President, DreamMaker Bath &<br />
Kitchen by Worldwide<br />
David Massie, Senior Vice President <strong>Franchise</strong><br />
Development, Island Ink-Jet Systems Inc.<br />
Jerrod Sessler, President & CEO, HomeTask<br />
Handyman Service, Inc.<br />
What Makes Franchising Work<br />
C. Stephen Lynn, CFE<br />
IFA Past Chairman, C. Stephen Lynn, CFE, who is credited with spearheading<br />
efforts to open IFA’s membership to franchisees, will share his experiences in<br />
“what makes franchising work.” As IFA Chairman in 1993, Mr. Lynn joined with<br />
other IFA leaders to develop IFA’s first <strong>Franchise</strong>e Advisory Council (now known as<br />
the IFA <strong>Franchise</strong>e Forum), change the IFA Bylaws to have FAC members represented<br />
on the IFA Board of Directors, and ultimately, revising the IFA Bylaws to<br />
open up IFA membership to franchisees. Mr. Lynn is former CEO of Sonic, Inc. and<br />
currently, Chairman of Cummings, a franchise consulting firm.<br />
<strong>Franchise</strong> System Conventions:<br />
Making the Most of the Experience<br />
(for Established Franchisors)<br />
• Learn how to make your conference the gift<br />
that keeps on giving, carrying your important<br />
messages forward throughout the entire year.<br />
• Learn how to position the "value proposition<br />
of franchising" into your message, bringing<br />
everyone into alignment.<br />
• Learn how to get your franchisees to think<br />
outside the box, be open-minded to change<br />
and receptive to a higher order of business.<br />
• Learn how to get your message across from<br />
within, showcasing existing franchisees and<br />
their success stories, in addition to outside<br />
speakers.<br />
• Learn how to make your franchisees "want<br />
to" attend your conference.<br />
Moderator:<br />
Jon Jameson, President & CEO, MaggieMoo's<br />
<strong>International</strong><br />
Speakers:<br />
Bette Fetter, Founder and CEO, Young<br />
Rembrandts <strong>Franchise</strong>, Inc.<br />
Michael Haith, CEO & President, Maui Wowi<br />
Franchising, Inc.<br />
Dave Sanders, President, Re-Bath, LLC<br />
60 Killer Marketing Tactics to<br />
Increase Sales, Maximize Profits and<br />
Stop Your Competition<br />
• Timed-release coupons that keep on working.<br />
• 10 ways to cash-in on the birthday bonanza.<br />
• Seven ready-to-exploit Neighborhood<br />
Marketing Freebies lurking in the shadows of<br />
our own premises.<br />
• The new crossover discount strategy: it’s a<br />
bold ploy competitors may never detect!<br />
• How to turn loyal customers into “selfish”<br />
stakeholders and ultimately fanatic fans.<br />
• Plus many, many more ingenious promotions<br />
for instant Neighborhood Marketing success.<br />
Speaker:<br />
Tom Feltenstein, CEO/President, Tom<br />
Feltenstein’s Power Marketing Academy<br />
Why They Really Buy: Mapping the<br />
Buying Decision<br />
In this follow-up to last-year's session, “The<br />
Emotional Connection,” learn how to uncover<br />
the truth about why candidates choose to buy—<br />
or reject—your franchise offering.<br />
• What your candidates will never tell you.<br />
• The importance of getting multiple perspectives.<br />
• Why emotions are more influential than facts.<br />
• Why marketing materials fail to connect.<br />
• How undiagnosed staff issues can undermine<br />
your best efforts.<br />
• How to align your selling strategy with the<br />
true reasons candidates buy.<br />
• How to use targeting to maximize your<br />
marketing investment.<br />
Speakers<br />
Rick Cornish, President & Creative Director,<br />
Flying Colors Incorporated<br />
Andy Perkins, Vice President Strategy &<br />
Research, Flying Colors Incorporated<br />
14 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G
MONDAY HIGHLIGHTS<br />
<strong>Business</strong> <strong>Solution</strong> <strong>Roundtables</strong><br />
Facilitated by <strong>Franchise</strong> Executives<br />
2:45 pm – 4:45 pm<br />
Sponsored by:<br />
One of the most invaluable networking events you’ll attend all year, our <strong>Business</strong> <strong>Solution</strong> <strong>Roundtables</strong><br />
facilitated by <strong>Franchise</strong> Executives offer participants a unique opportunity to learn from some of the<br />
best and brightest in the franchising community. Sit down with top CEOs, CFOs, COOs, Presidents and<br />
Executive Vice Presidents and pick their brains about their success stories, best practices they’ve<br />
employed, and the latest trends they see in the marketplace. The franchise executives facilitating these<br />
roundtables have years of experience and know what it takes to be successful. Come ready to share your<br />
own thoughts and ideas too – everyone learns from each other during these sessions. A wide-variety of<br />
topics will be addressed including franchise relations, franchise sales, operations, legal and financial<br />
issues, branding, and marketing. We will also offer several tables hosted by members of our <strong>Franchise</strong>e<br />
Forum, all focused on topics relevant to the everyday issues faced by small buiness owners.<br />
WFC Networking Reception<br />
6:30 pm – 8:30 pm<br />
Sponsored by:<br />
To celebrate the accomplishments of women in franchising, the<br />
Women’s <strong>Franchise</strong> Committee is pleased to invite all IFA<br />
convention attendees to the WFC Networking Reception. The<br />
event promises to be a fun evening of networking and mingling<br />
with friends. WFC members will be on hand to answer questions<br />
you may have about the resources and programs developed under<br />
their stewardship.<br />
TUESDAY HIGHLIGHTS<br />
<strong>International</strong> Reception<br />
7:00 pm – 8:30 pm<br />
Sponsored by:<br />
All IFA convention attendees are welcome to join their<br />
colleagues from around the world at our <strong>International</strong><br />
Reception. Whether you are new to international franchising,<br />
have been globetrotting for some time, or are interested in<br />
learning more about the international opportunities available<br />
today, come and enjoy an evening of networking with fellow<br />
franchise executives and representatives from several franchise<br />
associations around the world.<br />
<strong>Business</strong> <strong>Solution</strong> <strong>Roundtables</strong><br />
Facilitated by the Supplier Forum<br />
10:15 am – 12:30 pm<br />
Sponsored by the Supplier Forum, these roundtables offer a wide-range of cutting-edge topics<br />
relevant to how you conduct business on a daily basis. What you learn from our franchise<br />
service experts at these discussions are guaranteed to help your bottom line. Pick up innovative<br />
business solutions and fundamental tips on staying competitive in today’s marketplace whether<br />
you are a new or established franchisor. You’ll participate in three discussions and it’s up to you<br />
to decide which table topics are most germane to your franchise business. We encourage an<br />
open exchange of ideas so all participants should raise questions, describe challenges and lessons<br />
learned, and offer best practice stories. See pages 16-17 for our list of topics & facilitators.<br />
I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 15
TUESDAY HIGHLIGHTS<br />
Relationship Track<br />
Managing System Change/<br />
Modernization Through the<br />
<strong>Franchise</strong> Agreement<br />
Nina Greene Kersh, Genovese Joblove<br />
& Battista<br />
Harold Kestenbaum, Counsel, Farrell<br />
Fritz, P.C.<br />
Franchisor and <strong>Franchise</strong>e<br />
Communications<br />
Katrina Meeks, Quantum Direct, Inc.<br />
Marisa Faunce, Partner, Wiley, Rein &<br />
Fielding, LLP<br />
How to Get <strong>Franchise</strong>es to Buy<br />
into Improved <strong>Franchise</strong> Controls<br />
Aaron Chaitovsky, Citrin Cooperman<br />
& Company, LLP<br />
Harris J. Chernow, Chernow Katz, LLC<br />
Managing the Default/<br />
Termination Process in the Field<br />
William K. Whitner, Paul, Hastings,<br />
Janofsky & Walker, LLP<br />
Scott C. Sandberg, Partner Snell &<br />
Wilmer, LLP<br />
Dealing with Problem<br />
<strong>Franchise</strong>es/Addressing<br />
<strong>Franchise</strong>e Discontent<br />
Darryl Hart, Bartko, Zankel, Tarrant &<br />
Miller<br />
Gurmeet Jakhu, Hamilton Pratt<br />
<strong>International</strong> Track<br />
Choosing Your <strong>International</strong><br />
<strong>Franchise</strong> Model<br />
Stephen Teasdale, Partner & Chair,<br />
<strong>Franchise</strong> Law Group, Miller<br />
Thompson LLP<br />
Bruno Floriani, Partner, Lapointe<br />
Rosenstein LLP<br />
<strong>International</strong> Expansion:<br />
Planning for Success<br />
Larry Weinberg, Chair, Franchising<br />
Group, Cassels Brock LLP<br />
Leonard Swartz, Senior Advisor,<br />
i<strong>Franchise</strong> Group<br />
Bridging the Cultural Divide<br />
Regina A. McConahay, Global Market<br />
Director, Interlaw, Ltd.<br />
Leonard Polsky, Partner, Gowling<br />
Lafleur Henderson<br />
<strong>Business</strong> <strong>Solution</strong> <strong>Roundtables</strong> (Cont’d.)<br />
Facilitated by the Supplier Forum<br />
10:15 am – 12:30 pm<br />
Franchising in the Asia Pacific<br />
Stewart Germann, Principal, Stewart<br />
Germann Law Office<br />
Michael Brennan, Partner, DLA Piper<br />
US LLP<br />
Bring U.S. <strong>Franchise</strong> Systems to<br />
Canada<br />
John L. Rogers, Chair, Davis &<br />
Company LLP<br />
Charles M. Scrivener, General<br />
Manager, National Franchising,<br />
Canadian Imperial Bank of<br />
Commerce<br />
Disclosures in Canada<br />
Joseph Adler, Partner, Hoffer Adler<br />
Peter Snell, Partner, Alexander<br />
Holburn Beaudin & Lang LLP<br />
Franchising in China<br />
Rod Young, Executive Director, DC<br />
Strategy<br />
Paul Jones, Barrister, Solicitor &<br />
Trademark Agent, Jones & Co.<br />
Franchising into the European<br />
Union – Practice and Priorities<br />
Chris Wormald, Partner- Head of<br />
Franchising, Eversheds, LLP<br />
Iain Martin, Howarth Franchising Ltd.<br />
Strategic Considerations for<br />
Expanding to Mexico and Latin<br />
America<br />
William Le Sante, CFE, CEO &<br />
Managing Director, Le Sante<br />
<strong>International</strong><br />
Jorge Mondragon, Partner, Gonzalez<br />
Calvillo<br />
Finding and Signing Master<br />
<strong>Franchise</strong>es in Foreign Markets<br />
Edward Levitt, Partner, Gowling,<br />
Lafleur, Henderson<br />
Frank Zaid, Senior Partner, Osler,<br />
Hoskin & Harcourt, LLP<br />
Franchising in France<br />
Carol Chopra, Executive Director,<br />
European <strong>Franchise</strong> Federation<br />
Franchising in Brazil<br />
Luiz Henrique O. Amaral, Partner,<br />
Dannemann Siemsen Bigler &<br />
Ipanema Moreira<br />
Ricardo Camargo, Executive Director,<br />
Brazil <strong>Franchise</strong> <strong>Association</strong> (ABF)<br />
Franchising in the Philippines<br />
Samie Lim, CFE, Chairman, Asia<br />
Pacific <strong>Franchise</strong> Confederation<br />
Albert Kong, CFE, Asiawide <strong>Franchise</strong><br />
Consultants Pte Ltd.<br />
Technology Track<br />
Achieving Effective Electronic<br />
Marketing Campaigns<br />
Jeff Hughes, President & Co-Founder,<br />
Uproot Marketing, LLC<br />
Leslie Gibson, Marketing Manager,<br />
BISON Advertising<br />
Selecting and Working with<br />
Lead Generation Websites<br />
Kim M. Ellis, President, BISON<br />
Advertising<br />
Terry Corkery, President & CEO,<br />
FRANCHISEWORKS.com<br />
Internet Violations After<br />
Termination – Who Fixes, and<br />
How?<br />
Bethany L. Appleby, Wiggin & Dana<br />
Mary Beth Brody, Special Counsel,<br />
Faegre & Benson, LLP<br />
<strong>Franchise</strong>e Data Management<br />
Dan M. Dugal, CEO, Remote Data<br />
Backups<br />
Emily Duke, Fredrickson & Byron, P.A.<br />
Getting the Most Out of Your<br />
Technology Investment<br />
Rusty Deane, COO, Revenir, LLC<br />
Stan Garber, Sales Manager, ONOSYS<br />
Variable Data Direct Mail;<br />
How Can it Benefit Your<br />
Organization?<br />
Craig Eldridge, Sales, BFC<br />
General Track<br />
Working with Development<br />
Schedules in Multi-Unit<br />
<strong>Franchise</strong> Agreements<br />
Carl Zwisler III, Of Counsel, Haynes<br />
and Boone, LLP<br />
Generating Innovation from<br />
Your Entire Organization<br />
Philip St. Jacques, President/Creative<br />
Director, St. Jacques <strong>Franchise</strong><br />
Marketing<br />
David L. Cahn, <strong>Franchise</strong> & <strong>Business</strong><br />
Law Group<br />
Should Franchisors Provide<br />
Financial Performance<br />
Information?<br />
Brian Cole, Counsel, Bryan Cave, LLP<br />
John Baer, Partner, Sonnenschein<br />
Nath & Rosenthal, LLP<br />
Disaster Preparation – What<br />
Every <strong>Business</strong> Should Know<br />
Janice M. Dwyer, CFE, President,<br />
Luce, Smith & Scott Inc.<br />
Craig R. Tractenberg, Partner, Nixon<br />
Peabody LLP<br />
Best Practices in Royalty<br />
Collections<br />
Tom Epstein, CEO, <strong>Franchise</strong> Payment<br />
Network<br />
Tom Harrington, Director, <strong>Franchise</strong><br />
National Accounts, First Data<br />
Merchant Services<br />
Getting Productive Employees<br />
for Your <strong>Franchise</strong> Organization<br />
Bob Kane, VP- Sales, McBee Systems, Inc.<br />
Fred Berni, President, Dynamic<br />
Performance Systems, Inc.<br />
Selecting and Protecting Your<br />
Trademarks<br />
Douglas Berry, Graham & Dunn<br />
Judy Rost, Partner, Alexander Holburn<br />
Beaudin & Lang LLP<br />
Exit Strategies: Getting Your<br />
<strong>Franchise</strong> Ready to Sell<br />
Mike Gray, Partner, Gray Plant Mooty<br />
Manny Armesto, Sr. VP, Praetorian<br />
Group<br />
16 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G
A Review of the Panoply of<br />
UFOC Delivery Options: By<br />
Paper, CD or Other Electronic<br />
Means- What Can You Do and<br />
How Can You Do It?<br />
Jonathan Toronto, Gray Plant Mooty<br />
Andrew Zappia, Partner, Nixon<br />
Peabody LLP<br />
Best Practices for Working<br />
with <strong>Franchise</strong>es on Transfers<br />
Kevin J. Collette, CFE, Ryan Swanson<br />
& Cleveland PLLC<br />
Leslie D. Curran, Associate, Wiley<br />
Rein & Fielding, LLP<br />
Best Practices to Avoid<br />
Litigation<br />
Barry Heller, Partner, DLA Piper US LLP<br />
Warren Hummer, Of Counsel, Haynes<br />
and Boone, LLP<br />
Franchisor’s Liability for<br />
<strong>Franchise</strong>e’s Conduct<br />
Freeman L. Farrow, Associate, Miller<br />
Canfield, Paddock & Stone P.L.C.<br />
Frank H. Steed, President, The Steed<br />
Consultancy<br />
Best Practices in Resolving<br />
<strong>Franchise</strong>e/Franchisor Disputes<br />
Rivka Schochet, Miller, Canfield,<br />
Paddock & Stone P.L.C.<br />
Daniel S. Kaplan, Kaplan & Greenswag<br />
Successful Strategies for New<br />
and Emerging Franchisors<br />
Mary Ann O’Connell, President,<br />
O’Connell & Company, Inc.<br />
Lori Lofstrom, Holmes & Lofstrom<br />
Managing You Territories –<br />
Drawing Lines for Success<br />
Michael D. Joblove, Partner,<br />
Genovese, Joblove & Battista<br />
Richard M. Krumbein, Snell &<br />
Wilmer, LLP<br />
The Real Estate Matrix:<br />
Balancing the Dynamics<br />
Among Franchisors,<br />
<strong>Franchise</strong>es and Lessors<br />
David Reif, McCarter & English, LLP<br />
Operations Track<br />
Creating and Maintaining<br />
Operations Manuals<br />
Craig Dietz, President, Special Ops LLC<br />
Dan Levy, Senior Consultant, The<br />
i<strong>Franchise</strong> Group<br />
Employee Retention...Your<br />
Key to Success<br />
John Boyens, President, Boyens<br />
Group, Inc<br />
Matthew Henderson, Insight<br />
Worldwide<br />
Benchmarking and<br />
Performance – Analysis for<br />
Your <strong>Franchise</strong> System<br />
Paul Baron, Director of <strong>Business</strong><br />
Development, Sage Software<br />
Brian D. Jones, Managing Partner,<br />
BD Jones<br />
How to Find a Well Qualified,<br />
Motivated Local Real Estate<br />
Broker<br />
Ryan Cunningham, President, Javelin<br />
<strong>Solution</strong>s<br />
Dean C. Waldt, Ballard Spahr<br />
Andrews & Ingersoll, LLP<br />
Utilizing Webinars in Your<br />
<strong>Franchise</strong> Training and Support<br />
David Handler, The Coach, Success<br />
Handler, LLC<br />
David Castella, Sales VP, Learn.com<br />
Challenges in Training Execution:<br />
Reaching Unit-Level Employees<br />
Marla Rosner, Sr. Consultant, Michael<br />
H. Seid & Associates<br />
Cordell Riley, Tortal.net<br />
<strong>Franchise</strong>e Territory, Market<br />
Area, Demographics and<br />
System Growth<br />
John A. Bender, Ryan, Swanson &<br />
Cleveland, PLLC<br />
Edith Wiseman, Sales Manager,<br />
FRANdata Corporation<br />
Dealing with <strong>Franchise</strong>e<br />
<strong>Association</strong>s<br />
Kevin Kennedy, Wiggin & Dana LLP<br />
Alexander Tuneski, Wiley Rein &<br />
Fielding, LLP<br />
Financing Track<br />
Funding Real Estate<br />
Development<br />
Joseph A. Ciardiello, SVP of Acquisition,<br />
National Retail Properties, Inc.<br />
David Hill, Managing Director Advisory<br />
Services, Krass Monroe, P.A.<br />
Raising Capital – The Growing<br />
Role that Private Equity is Playing<br />
Peter Holt, Executive in Residence,<br />
Great Hill Partners<br />
Cyndi Vetovick, Director, American<br />
Securities Capital Partners, LP<br />
Ways Franchisors Can<br />
Facilitate the Financing of<br />
<strong>Franchise</strong>es<br />
Darrell M. Johnson, President and<br />
CEO, FRANdata<br />
Rick Anderson, General Manager,<br />
<strong>Franchise</strong> Finance<br />
Finance Programs for <strong>Franchise</strong>es<br />
Jonathon Smith, Finance Manager,<br />
Direct Capital <strong>Franchise</strong> Group<br />
Kathy L. Sleigher, CFE, Director of<br />
Finance Development, NetBank<br />
<strong>Business</strong> Finance<br />
<strong>Franchise</strong> Resales – How to<br />
Develop a Win/Win Strategy<br />
Dennis Fuller, Consultant,<br />
<strong>Franchise</strong>Resales, LLC<br />
Sarah Yatchak, Faegre & Benson<br />
<strong>Franchise</strong> Sales Track<br />
Generating and Evaluating<br />
Leads<br />
Thomas Portesy, President, MFV<br />
Expositions<br />
Jenn Onnen, VP, Hot Dish Advertising<br />
Public Relations as a <strong>Franchise</strong><br />
Lead Generation Tool<br />
Debra Vilchis, SVP, Fishman Public<br />
Relations<br />
Dan Martin, President & CEO, IFX<br />
<strong>International</strong>, Inc.<br />
Qualifying Internet Leads<br />
Sharon Dietrich, Direct Sales,<br />
<strong>Franchise</strong> <strong>Solution</strong>s Corp.<br />
Ken R. Costello, Partner, Bryan Cave<br />
Closing More Deals<br />
Lori-Kaiser Block, Franchoice, Inc.<br />
David Holmes, Holmes & Lofstrom, LLP<br />
Best Practices in Selecting New<br />
<strong>Franchise</strong> Owners<br />
Rick Upton, The Entrepreneur<br />
Authority<br />
Greg Nathan, <strong>Franchise</strong> Relationships<br />
Institute<br />
Expand Your Brand: Winning<br />
Strategies to Successfully Grow<br />
Danielle Jordan, geo Vue, Inc.<br />
G. Thomas MacIntosh, Partner, Krass<br />
Monroe, P.A.<br />
How Can I Use My Consumer<br />
Marketing to Build My<br />
<strong>Franchise</strong>?<br />
Jennifer Campbell, Account<br />
Supervisor, Hot Dish Advertising<br />
Eugene Scheiman, Partner, McCarter<br />
& English<br />
Advertising Portals vs.<br />
Corporate <strong>Franchise</strong> Websites<br />
Greg Cory, President, eMaximation<br />
Martin Greenbaum, President,<br />
Greenbaum Marketing<br />
Communications<br />
Consumer Marketing Track<br />
Local Public Relations for<br />
<strong>Franchise</strong>es and Franchisors<br />
Mick Ferraro, Director of PR Program<br />
Sales, eNR Grassroots PR<br />
Courtney Thomas, VP, Sanderson &<br />
Associates<br />
Don’t Get Deleted! Effective<br />
Email Marketing Strategies<br />
Janet C. Muhleman, CFE, President,<br />
re:group, Inc.<br />
Rich Hollander, President/Customer ID<br />
Director, Buxton<br />
Helping <strong>Franchise</strong>es<br />
Successfully Market Their<br />
<strong>Business</strong><br />
Michael St. Jacques, President,<br />
<strong>Franchise</strong> Relations, St. Jacques<br />
Marketing<br />
Evelyn Lamden, COO & Executive VP,<br />
Aviatech<br />
Improving the Efficiency and<br />
Effectiveness of Your<br />
<strong>Franchise</strong>es’ Advertising<br />
Dollars<br />
John Olson, VP Product<br />
Development, MediaMixNet, Inc.<br />
Stephanie Whitaker, National Account<br />
Executive, Michaels Wilder<br />
Customer Experience<br />
Measurement: What Are the<br />
Best Methods for Measuring<br />
ROI?<br />
Brent Stevenson, VP Sales &<br />
Marketing, Tell Us About Us Inc.<br />
Brad Liski, President/CEO, Globally<br />
Boundless<br />
Grand Opening Strategies<br />
Jim Lipson, VP/Sales, Gannett/<br />
<strong>Franchise</strong> Xpress, Gannett<br />
Company, Inc.<br />
Catherine Dunbar, Henry Wurst Inc.<br />
Best Practices for Email<br />
Marketing<br />
Chris Baggott, VP, ExactTarget<br />
Alec Stern, Constant Contact<br />
Marketing ROI: Creating<br />
Measurable Marketing<br />
Campaigns<br />
Jennie Green, Co-Founder, Uproot<br />
Marketing, LLC<br />
Ryan Farris, President, CGX <strong>Solution</strong>s,<br />
Consolidated Graphics<br />
Increasing Sales by Increasing<br />
Customer Loyalty<br />
Jack Mackey, VP, Service<br />
Management Group (SMG)<br />
Rick Batchelor, CEO, ZeeWise, Inc.<br />
Managing Marketing and<br />
Brand Control<br />
Bill Marchiony, Corporate Account<br />
Executive, Expresscopy.com<br />
The Final Days of Marketing<br />
As We Know It!<br />
Tom Feltenstein, CEO & President,<br />
Tom Feltenstein Power Marketing<br />
Academy<br />
I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 17
TUESDAY TUESDAY HIGHLIGHTS<br />
Concurrent Educational Sessions<br />
3:00 pm – 4:30 pm<br />
Please refer to our color-coded key below in order to find the sessions most germane to your business.<br />
New & Emerging Franchisors: Under 100 units and/or franchising less than five years GREEN TRACK<br />
Established Franchisors: 100+ units and/or franchising six+ years RED TRACK<br />
Large/Mature Franchisors: 500+ units and/or franchising 20+ years BLUE TRACK<br />
Applicable to All Franchisors: PURPLE TRACK<br />
The Female Consumer: That Huge<br />
Market You Can’t Afford to Ignore<br />
• Are you targeting women for franchise<br />
opportunities?<br />
• Learn about the segment of the population<br />
you may be overlooking.<br />
• Learn what women look for in a business<br />
opportunity and why they make outstanding<br />
franchisees.<br />
Moderator:<br />
Therese Thilgen, Editor, <strong>Franchise</strong> Update<br />
Magazine<br />
Speakers:<br />
Linda Shunk, CFE, Director of Retail Operations &<br />
Development, Oreck <strong>Franchise</strong> Services, LLC<br />
Heather Rose, President & CEO, Sona MedSpa<br />
Linda L. Burzynski, CFE, CEO, Liberty Fitness for<br />
Women<br />
Best Practices in Handling Default &<br />
Termination for Established<br />
Franchisors<br />
• How do defaults in mature franchise systems<br />
most often arise? How can you see them<br />
coming?<br />
• How can the franchisor work with the franchisee<br />
to cure defaults? When is it time to<br />
terminate?<br />
• What's the proper form of notice? Who<br />
should communicate with the franchisee?<br />
• Making the decision to litigate.<br />
Moderator:<br />
Patrick J. Maslyn, Counsel, Hunton & Williams<br />
Speakers:<br />
Alan J. Rabinowitz, Senior Vice President,<br />
General Counsel, Accor Franchising North<br />
America, LLC<br />
Rich Kolman, Senior <strong>Franchise</strong> Counsel, The UPS<br />
Store<br />
Darin Harris, Vice President <strong>Franchise</strong><br />
Development, Arby’s Restaurant Group, Inc.<br />
The World is Flat (Not Exactly) –<br />
Preparing for Cultural Differences As<br />
You Expand<br />
Developed by the Global<br />
Marketing Committee<br />
(GLOMAK) and the World<br />
<strong>Franchise</strong> Council<br />
• Cultures are not flat!<br />
• How social and business cultures vary.<br />
• Cultural differences as opportunities for business.<br />
• How to work with all cultures.<br />
Moderator:<br />
Charles M. Weeks, Senior Director, Edwards<br />
Global Services, Inc.<br />
Speakers:<br />
Samuel Lim, CFE, Chairman, Asia Pacific<br />
<strong>Franchise</strong> Confederation<br />
Ned Lyerly, Senior Vice President, <strong>International</strong>,<br />
CKE Restaurants, Inc.<br />
<strong>Franchise</strong> Sales for the New and/or<br />
Emerging Franchisor<br />
(A Supplier Forum Best Practices<br />
Seminar)<br />
• Your UFOC as a marketing tool:<br />
simple tips on how to turn a<br />
remarkably one-sided disclosure<br />
document into one of your most<br />
effective sales tools.<br />
• Need leads, but no money: how to generate<br />
quality franchise prospects on a practically<br />
non-existent budget.<br />
• Put your eyeglasses on: how to focus a<br />
refined marketing approach designed to build<br />
regional or national brand awareness and<br />
greater potential for franchisee success.<br />
• Brokers vs. in-house: key questions and<br />
answers designed specifically for today's<br />
start-up franchisors.<br />
• Something when there's nothing: how to<br />
build credibility, create urgency and generate<br />
sales when you have absolutely no franchisees<br />
to begin with.<br />
• Maintaining momentum: how to maximize<br />
your existing franchisees to sell more franchises<br />
through secondary purchases, area<br />
development, master franchising and joint<br />
ventures.<br />
• 20/20 hindsight: how to avoid the 10 most<br />
common franchise sales blunders most often<br />
made by new franchisors.<br />
Moderator:<br />
Brian B. Schnell, Partner, Faegre & Benson, LLP<br />
Speakers:<br />
Rob Goggins, Vice President, <strong>Franchise</strong><br />
Development, Molly Maid, Inc., Service<br />
Brands <strong>International</strong><br />
Mike Watorski, President & Co-Founder, ZGurus, Inc.<br />
Best Practices in E-Disclosure<br />
• Legal Issues – the FTC Rule, State <strong>Franchise</strong><br />
Laws, NASAA Policy Statement and the E-<br />
Sign Act.<br />
• Practical strategies for giving eDisclosure<br />
properly - posting on your own website,<br />
posting on a third-party commercial website,<br />
sending eDisclosure by CD, sending<br />
eDisclosure by e-mail.<br />
• Best practice techniques for giving<br />
eDisclosure - how to most effectively send,<br />
get receipts, and run back-up procedures.<br />
• Franchisors’ Experiences.<br />
• Vendors’ Experiences.<br />
Speakers:<br />
Lee J. Plave, Partner, DLA Piper US LLP<br />
Paula Greenwell, Director, <strong>Franchise</strong><br />
Administration, Papa John’s <strong>International</strong><br />
Starting <strong>Franchise</strong>es Out on the<br />
Right Step: Training New<br />
<strong>Franchise</strong>es from Start to Finish<br />
• How do you train new franchisees?<br />
• Best and worst practices of what works and<br />
what doesn’t for training new franchisees.<br />
• What if a new franchisee is failing training?<br />
• What to do when franchisees pass training<br />
but cannot apply it in the field.<br />
• Do current “qualified” franchisees get<br />
involved with training?<br />
• What is your follow-up to your training?<br />
Moderator:<br />
Susan E. Black-Beth, CFE, Senior Vice President,<br />
Director of Franchising, Super Wash, Inc.<br />
Speakers:<br />
Gina-Lynne Scharoun, President, Value Place<br />
Brig Sorber, CFE, Vice President of <strong>Franchise</strong><br />
Operations, Two Men And A Truck<br />
<strong>International</strong>, Inc.<br />
Susan Blanchard, U.S. Training, Learning and<br />
Development Director, McDonald’s<br />
Corporation<br />
18 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G
TUESDAY HIGHLIGHTS<br />
Concurrent Sessions (Cont’d.)<br />
Best Practices in Building Your Brand<br />
• Maintaining consistency through all communications<br />
(i.e. direct marketing, advertising,<br />
collateral, and internet).<br />
• Fast-track brand building: what franchise<br />
companies have done to streamline their<br />
brand building.<br />
• Branding on the local level: how to build<br />
franchisee participation.<br />
• Branding importance in franchise development<br />
strategies.<br />
• Leveraging your brand online.<br />
Moderator:<br />
Martin Greenbaum, President, Greenbaum<br />
Marketing Communications<br />
Speakers:<br />
Barbara Moran, President, Moran Industries, Inc.<br />
Heidi Morrissey, Vice President, Kitchen Tune-<br />
Up<br />
Beth Schmitz, Marketing Director, FranNet<br />
James Young, President, Spring-Green Lawn<br />
Care Corp.<br />
Growing Pains for Established<br />
Franchisors -- From Small Companies<br />
Operated By Founders to Hiring<br />
New Executives<br />
• Learn how to let go and let it grow!<br />
• Learn how to identify the right time to reach<br />
outside for executive talent.<br />
• Learn how to attract qualified executives to<br />
your brand.<br />
• How to build, train and retain an "empowered"<br />
executive team.<br />
• Learn how to transform the game from<br />
"small ball" to the major leagues, without<br />
compromising the founder's visions, values<br />
or ethics.<br />
Moderator:<br />
Richard B. Rennick, CFE, Founder, American<br />
Leak Detection, Inc.<br />
Speakers:<br />
Matt Friedman, CEO & Founder, Wing Zone<br />
<strong>Franchise</strong> Corporation<br />
Raymond J. Margiano, President, Heel Quik!,<br />
Inc., Foot <strong>Solution</strong>s<br />
Innovative Methods for Choosing<br />
the Best Site to Place a Store<br />
• Understanding why acquiring real estate is<br />
becoming increasingly difficult.<br />
• Determining whether you have the necessary<br />
resources to do the job internally.<br />
• How can you best train and work with your<br />
franchisees to participate fully in the process<br />
of locating acceptable real estate?<br />
• How should you use outside resources<br />
including establishing a broker network?<br />
• Should you guarantee your franchisee’s real<br />
estate obligations and what are the implications<br />
if you do?<br />
• What do you need to do to make your franchise<br />
system more attractive to landlords?<br />
• What are the trends for the future in real<br />
estate and what can you do to benefit from<br />
the changing marketplace for locations?<br />
Moderator:<br />
Graham Bryan, Senior Vice President, Real<br />
Estate Services, <strong>Franchise</strong>Resales, LLC<br />
Speakers:<br />
Michael Atwell, Vice President of Real Estate,<br />
Little Caesar Enterprises, Inc.<br />
Richard Leveille Jr., Executive Vice President of<br />
<strong>Franchise</strong> Development, Smoothie King<br />
<strong>Franchise</strong>s, Inc.<br />
Mark A. Whittle, Vice President, Real Estate,<br />
FOCUS Brands, Inc.<br />
Hall of Fame Banquet<br />
7:30 pm<br />
ICFE Special Sessions<br />
Don’t miss your chance to earn<br />
credits towards your Certified<br />
<strong>Franchise</strong> Executive accreditation.<br />
ICFE Special Sessions will be held<br />
on Friday, February 23 and<br />
Saturday, February 24. Registration<br />
for these sessions is separate from<br />
the IFA Convention. For more information<br />
or to register, visit<br />
www.franchise.org/certification.<br />
Building the Future Together<br />
The Annual Hall of Fame Banquet is a festive way to end the convention with your<br />
friends in the franchising community. During this event, we will recognize an<br />
industry legend by bestowing the most prestigious honor in franchising….our Hall of<br />
Fame award.<br />
I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 19
SPECIAL EVENTS<br />
SUPPORT FRANPAC<br />
Please join us again for the FranPAC Silent Auction, held in the Exhibit Hall during<br />
regular Exhibit hours. The silent auction is a great way to support FranPAC by<br />
bidding on travel packages, electronics and other spectacular prizes donated by IFA<br />
members. Another great way to support FranPAC is at our VIP receptions, first with<br />
our Opening General Session speaker, then with our Tuesday Luncheon speaker.<br />
Each reception will be held prior to the general session at which the speaker will<br />
appear. We will also be hosting our 1st annual “365 Club” PAC Breakfast on<br />
Monday, February 26, prior to the Super Session. The “365 Club” allows IFA<br />
members to make a modest investment to the PAC and to be part of one of the<br />
most important endeavors to which IFA has committed. All proceeds from the<br />
auction, the reception and the “365 Club” breakfast help IFA support franchisefriendly<br />
legislators and candidates in Congress and educate lawmakers about the<br />
legislative issues critical to your business and the franchise community. For more<br />
information, please call Victoria Adams at 202/662-0781 or vadams@franchise.org.<br />
21st Annual <strong>International</strong> Society of<br />
Franchising Conference<br />
The <strong>International</strong> Society of Franchising (ISOF) members welcome the opportunity to<br />
visit with franchisors and franchisees attending the IFA’s 47th annual convention<br />
and cordially invite you to stop in and listen to a session at our 21st annual research<br />
conference on Saturday, Feb. 24 and Sunday, Feb. 25, 2007, at Caesars Palace in Las<br />
Vegas. The Society provides a means for professors interested in franchising to discuss<br />
relevant teaching and research methodologies and conduct scholarly research to<br />
enhance knowledge of the franchising phenomenon. The multidisciplinary, multinational<br />
membership organization is composed of university professors and graduate<br />
students from 22 countries.<br />
For over 20 years the ISOF has accumulated and disseminated information on international franchising, franchisor/franchisee<br />
relationships, systems structure, hospitality management, entrepreneurship and other special topics, including legal<br />
research. Over 500 franchise research papers are available from the <strong>International</strong> Institute for <strong>Franchise</strong> Education (IIFE) in<br />
the H. Wayne Huizenga School of <strong>Business</strong> and Entrepreneurship at Nova Southeastern University, the headquarters of the<br />
ISOF.<br />
For further information about the ISOF, contact Cheryl R. Babcock, CFE by phone at (954) 262-5071, by email at<br />
babcockc@nsu.nova.edu or visit the ISOF website at http://www.huizenga.nova.edu/ExecEd/ISOF/default.cfm.<br />
20 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G
EXHIBITS<br />
Our Exhibit Hall is a one-stop shopping experience for the latest and greatest<br />
in services and products available to the franchising community. Your business<br />
solution partners are eager to meet you and demonstrate a wide selection<br />
of state-of-the-art support services to increase the efficiency and overall production<br />
of your business. Our exhibitors are leading professionals with years of<br />
experience in various fields including accounting, business and legal services,<br />
financial services, insurance programs, marketing and public relations specialists,<br />
software and technology providers, human relations experts, franchise development<br />
resources, travel, hotel and special event services and more. Be sure to bring<br />
your business cards to enter our exciting door prize drawings of $1,000 each<br />
during official Exhibit hours.<br />
Exhibitors (at Press Time)<br />
Accord Management<br />
Systems<br />
Acquire Web<br />
Ad Giants<br />
ADT / Sensormatic<br />
<strong>Association</strong> of Small<br />
<strong>Business</strong> Development<br />
Centers<br />
Automatic Data Processing<br />
Aviatech, LLC<br />
Awardcraft / Visions Awards<br />
Benetrends, Inc.<br />
Benjamin Litho Inc.<br />
Best <strong>Franchise</strong> Opportunities<br />
BFC<br />
BISON Advertising, Inc.<br />
BR Signs, Inc.<br />
Brinks <strong>Business</strong> Security<br />
The Broadmoor Hotel<br />
Bruxton Career Clothing<br />
Bryan Cave, LLP<br />
<strong>Business</strong> Broker Network<br />
<strong>Business</strong> Loan Express<br />
<strong>Business</strong> Resource Services<br />
Butler Capital Corporation<br />
Buxton<br />
Canadian <strong>Franchise</strong><br />
<strong>Association</strong><br />
CertiLearn, Inc.<br />
CIT Small <strong>Business</strong> Lending<br />
CM IT <strong>Solution</strong>s<br />
Comerica Bank<br />
Commercial Bank<br />
Commercial Lighting<br />
Industries<br />
Conferon<br />
Consolidated Graphics<br />
Constant Contact<br />
Cowan Costumes, Inc.<br />
CPC Associates, Inc.<br />
Cyrious Software<br />
F.C. Dadson, Inc.<br />
Direct Capital Corporation<br />
Direxxis, Inc.<br />
Dixon Direct<br />
Dynamic Performance<br />
Systems, Inc.<br />
EBSCO Media<br />
eMaximation LLC<br />
Emerald Commercial<br />
Leasing<br />
eNR Grassroots PR<br />
Entrepreneur Media, Inc.<br />
ESRI<br />
First Corp.<br />
First National Merchant<br />
<strong>Solution</strong>s<br />
FisherZucker LLC<br />
Fishman Public Relations<br />
Flying Colors Incorporated<br />
Ford-Howsmon, LLC<br />
<strong>Franchise</strong> Benefit <strong>Solution</strong>s<br />
<strong>Franchise</strong> <strong>Business</strong> Review<br />
<strong>Franchise</strong> Development<br />
Services Limited<br />
<strong>Franchise</strong> Finance<br />
<strong>Franchise</strong> Gator LLC<br />
The <strong>Franchise</strong> Handbook<br />
<strong>Franchise</strong> Payments<br />
Network<br />
<strong>Franchise</strong> <strong>Solution</strong>s Corp.<br />
<strong>Franchise</strong> Times Magazine<br />
<strong>Franchise</strong> UPDATE<br />
Publications, Inc.<br />
<strong>Franchise</strong>.com<br />
<strong>Franchise</strong>ForSale.com<br />
<strong>Franchise</strong>Opportunities.com<br />
<strong>Franchise</strong>Resales, LLC<br />
FRANCHISEWORKS.com<br />
FranConnect Software<br />
FRANdata Corporation<br />
Gannett/<strong>Franchise</strong> Xpress<br />
GE <strong>Franchise</strong> Finance<br />
geoVue, Inc.<br />
Globally Boundless<br />
Greenbaum Marketing<br />
Communications<br />
Harris Goldman Productions<br />
Haynes and Boone, LLP<br />
Helm, Inc.<br />
HelmsBriscoe<br />
Henry Wurst, Inc.<br />
Highline Capital<br />
Corporation<br />
Holsag<br />
Hot Dish Advertising<br />
Hunton & Williams<br />
Hylant Group<br />
Ideal Images<br />
i<strong>Franchise</strong> Group<br />
IFX <strong>International</strong>, Inc.<br />
Impact Marketing Services<br />
Initial Impression<br />
Insight Worldwide<br />
IntelleVue<br />
Intuit, Inc.<br />
Kenexa<br />
Learn.com, Inc.<br />
LexisNexis<br />
LK Industries, Inc.<br />
Load.com<br />
Lortz Direct Marketing, Inc.<br />
Luce, Smith & Scott, Inc.<br />
M3<br />
MagnetStreet<br />
MailMark<br />
MapInfo<br />
Marketing Architects<br />
Merrill Corporation<br />
MFV Expositions<br />
Michaels Wilder<br />
Monster<br />
Mount Pleasant Capital<br />
Corp.<br />
Cheryl Mullin & Associates<br />
mUrgent<br />
Exhibit Hall Schedule<br />
Chairman’s Reception<br />
Sunday, February 25<br />
4:30 pm – 8:00 pm<br />
Networking Luncheon<br />
Monday, February 26<br />
12:00 pm – 2:30 pm<br />
Exhibit Hall will remain open for the<br />
afternoon.<br />
Fun & Games Reception<br />
Monday, February 26<br />
5:00 pm – 7:00 pm<br />
National Cable<br />
Communications<br />
National Cooperative Bank<br />
National Retail Properties<br />
Net Solace<br />
New Benefits/Stifenab<br />
Nixon Peabody, LLP<br />
NorthStar Advisory Services<br />
Northwestern Mutual<br />
Finance Network<br />
NSI<br />
OKS - Ameridial Worldwide<br />
One Safe Place Media Corp.<br />
Our Town<br />
Pay By Touch<br />
PIN, Inc.<br />
Power Training &<br />
Development<br />
Praetorian Group<br />
W.M. Putnam Company<br />
QuantumMail.com<br />
Rainbow <strong>International</strong><br />
Restoration and Cleaning<br />
ReadyTalk Conferencing<br />
Remote Data Backups, Inc.<br />
Reno-Sparks Convention &<br />
Visitors Authority<br />
Revenir LLC<br />
Robyn Promotions and<br />
Marketing<br />
Sage Software, Inc.<br />
SD Cooper Company<br />
Servant Systems, Inc.<br />
Siegel Capital, LLC<br />
Small <strong>Business</strong> Opportunity<br />
Source4<br />
Spot Runner<br />
SRC<br />
St. Ives Inc.<br />
Sterling Global Executive<br />
Search<br />
StoneBridge <strong>Business</strong><br />
Partners<br />
Sunbelt <strong>Business</strong> Advisors<br />
Tell Us About Us, Inc.<br />
Tortal.net<br />
USA Today<br />
Valpak<br />
Vivid Ink, Inc.<br />
The Wall Street Journal<br />
Walls + Forms, Inc.<br />
Waterstreet<br />
Wireless Toyz<br />
Wirth <strong>Business</strong> Credit<br />
Wolters Kluwer Legal-CCH<br />
& Aspen Publishing<br />
World Trade Printing<br />
Company<br />
Xegy, Inc.<br />
ZeeStore by Palmer<br />
Promotions<br />
ZeeWise, Inc.<br />
I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 21
CONVENTION INFORMATION<br />
Only Vegas<br />
The glitz. The glamour. The dazzling lights. There is no other place in the world quite as exciting as Las Vegas. Playing<br />
host to the very best in entertainment, gourmet dining and world-class shopping, Las Vegas is the place to go to see<br />
or be seen. Las Vegas has it all and more but did you know…<br />
✓ Seventeen of the twenty biggest hotels in the world are in Las<br />
Vegas?<br />
✓ Howard Hughes stayed at the Desert Inn for so long that he was<br />
asked to leave? He bought the hotel.<br />
✓ Vegas Vic, the enormous neon cowboy that towers over Fremont<br />
Street, is the world’s largest mechanical neon sign?<br />
✓ The city of Las Vegas celebrated its 100th birthday on May 15,<br />
2005?<br />
✓ The first hotel and casino to open in Las Vegas was the Golden Gate<br />
Hotel and Casino in 1906?<br />
✓ The Hoover Dam was completed in 1935? It took a total of 21,000<br />
men five years to complete the structure.<br />
✓ In 2005, more than 37 million people visited Las Vegas? Compare<br />
this to 1970 when a mere 6.7 million people visited the city.<br />
✓ More than 22,000 conventions were held in Las Vegas in 2005?<br />
✓ More than 5,000 people move into the Las Vegas valley on a monthly basis?<br />
✓ The Stratosphere Hotel and Tower, at more than 1,100 feet, is the tallest building west of the Mississippi and the fifth tallest<br />
building in the United States?<br />
These are just some of the many fun facts about Las Vegas. But there is much more to discover. Coined the<br />
“Entertainment Capitol of the World,“ every visit to this city is unique, so join us and experience your very own Vegas.<br />
Getting There<br />
McCarran Airport is the<br />
main airport serving Las<br />
Vegas and Clark County. It is<br />
located 1 mile (1.6 km.)<br />
from the Strip and serves<br />
over 40 air carriers. With<br />
over 950 flights arriving and<br />
departing daily, McCarran<br />
<strong>International</strong> Airport offers<br />
direct flights to more than<br />
100 U.S. cities.<br />
★<br />
★<br />
All Roads Lead to Caesars Palace<br />
From the moment you walk through the doors of<br />
Caesars Palace, you know you’ve arrived at one of the<br />
most prestigious resorts in the world. Caesars is located<br />
right in the heart of the “Las Vegas Strip” at 3570 Las<br />
Vegas Boulevard. In the Casino, you will find more than<br />
129,000 square feet of casino space featuring everything<br />
from high-limit slots to table games such as baccarat,<br />
blackjack, craps and roulette. An array of spa and worldclass<br />
salon services, a state-of-the-art fitness facility and<br />
four pools await you. Golf aficionados will enjoy Rio<br />
Secco Gold Club, a spectacular 18-hole, par 72 Rees<br />
Jones-designed course located just a short drive from the<br />
“Strip”. In addition to name entertainment, Caesars also<br />
offers a wide array of dining experiences including<br />
restaurants showcasing world-renowned chefs, Bobby<br />
Flay and Guy Savoy. No trip to Caesars Palace would be<br />
complete without a visit to the infamous upscale Forum<br />
Shops, coined the “Shopping Wonder of the World.”<br />
For more information about Caesars Palace, visit<br />
www.caesarspalace.com.<br />
22 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G
CONVENTION INFORMATION<br />
Hotel Room Reservations<br />
IFA has negotiated a special convention rate at several worldclass<br />
properties on the Las Vegas Strip. Caesars Palace, our<br />
convention host hotel, is close to selling out!! Don’t delay,<br />
make your reservations now at Caesars or Paris Las Vegas<br />
(approximately 10 minutes from Caesars). Please call 800/634-<br />
6661 to make your reservations at either property. Indicate you<br />
are attending the <strong>International</strong> <strong>Franchise</strong> <strong>Association</strong> (IFA)<br />
Convention to receive our special rate at Caesars of $199 or<br />
$229 per night or our special rate at Paris of $169 per night.<br />
The deadline for making reservations is January 23, 2007 or<br />
when the IFA room block is filled. Rooms reserved after that<br />
date are subject to availability. Rates apply two days prior and<br />
two days following our official convention dates.<br />
Convention Attire<br />
“<strong>Business</strong> casual” is the order of the day. Please keep in mind<br />
that meeting rooms tend to be cool, so you may be more<br />
comfortable with a jacket. Ladies will be comfortable in skirts<br />
or slacks and low heels or flat shoes. Jeans are discouraged<br />
except during Exhibit set up. <strong>Business</strong> attire is appropriate for<br />
the Chairman’s Reception on Sunday evening. The Hall of Fame<br />
Banquet is Black-Tie optional.<br />
Convention Pre-Registration<br />
To register for all events described in this brochure, please<br />
complete one registration form per person and mail with<br />
payment to IFA’s 47th Annual Convention, 1501 K Street, NW,<br />
Suite 350, Washington, DC 20005. You may also fax your<br />
form(s) to 202/628-0812 or register online by visiting<br />
www.franchise.org. You will receive a confirmation packet in<br />
the mail.<br />
Registration Fees* are per person and include:<br />
• Entry into all convention general sessions and educational<br />
sessions<br />
• Exhibits and evening networking events<br />
• Educational Session instruction and materials<br />
• Continental Breakfast (Monday-Tuesday)<br />
• Luncheons (Sunday-Tuesday)<br />
• Taste of Franchising and other evening cocktail receptions<br />
• Hall of Fame Banquet<br />
• Refreshment Breaks<br />
* Pertains to full convention registration fees excluding our Spouse<br />
Rate (applicable to evening and social events only) and Exhibitor<br />
Badge Rate (provides entry into the Exhibit Hall only for booth<br />
workers).<br />
On-Site Registration<br />
The registration/information desk will be located in Office 3 on<br />
the Palace Tower’s Promenade Level (3rd Floor) of the Caesars<br />
Palace Conference Center. The Desk will be open at the<br />
following times:<br />
Saturday, February 24 8:00 am – 8:00 pm<br />
Sunday, February 25 7:00 am – 5:00 pm<br />
Monday, February 26 7:00 am – 6:00 pm<br />
Tuesday, February 27 7:00 am – 4:00 pm<br />
Registration Lounge<br />
For your convenience and comfort, we are pleased to offer a<br />
Registration Lounge equipped with email stations located near<br />
our on-site Registration/Information Desks. We encourage you<br />
to take advantage of the lounge for refreshments, visiting with<br />
friends, checking email, or simply relaxing in between sessions.<br />
I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 23
Please complete one form per person.<br />
Full Name __________________________________________________________ ■ Franchisor ■ <strong>Franchise</strong>e ■ Supplier<br />
Title________________________________________________________________ Nickname for Badge____________________________________<br />
Spouse (if registering) ________________________________________________<br />
Company __________________________________________________________________________________________________________________<br />
Address ____________________________________________________________________________________________________________________<br />
City____________________________________________________State________ Zip_______________Country (if outside the U.S.) __________<br />
Telephone __________________________________________________________ Fax __________________________________________________<br />
Email ______________________________________________________________________________________________________________________<br />
■ Check here if you do not wish to receive emails and faxes on Convention events and issues of interest.<br />
Are you? ■ CEO ■ COO ■ CFO ■ Founder Number of Units_________<br />
Is this your first IFA Convention? ■ Yes ■ No<br />
Are you franchising internationally? ■ Yes ■ No<br />
Please mark the appropriate boxes to indicate your participation and fees.<br />
Registration fees are PER PERSON.<br />
IFA Member<br />
■ 1-3 registrants when registering together .................. $ 899 $ ______________<br />
■ 4-9 registrants when registering together ................ $ 799 $ ______________<br />
■ 10 or more registrants when registering together ...... $ 699 $ ______________<br />
■ Member Exhibitor ................................................................ $ 599 $ ______________<br />
■ Nonmember ........................................................................ $ 1849 $ ______________<br />
■ University Personnel ............................................................ $ 599 $ ______________<br />
■ Spouse (includes evening social events only) ........................ $ 400 $ ______________<br />
■ Convention Speaker<br />
(this rate is not applicable to roundtable facilitators) ........ $ 550 $ ______________<br />
■ WFC Annual Leadership Conference.................................... $ 50 $ ______________<br />
■ Check here if special assistance is required to fully participate.<br />
Total Fee .............................. $ _________________<br />
■ Check here if you would like to receive information about the ICFE Special Sessions<br />
held during the Convention.<br />
■ Check here to subscribe to the IFA SmartBrief – our free online franchising news service.<br />
Payment Method<br />
■ Check payable to IFA (Federal Tax ID # 36-6108621)<br />
■ Credit Card: ■ AMEX ■ VISA ■ MasterCard ■ Discover<br />
Account # ________________________________________________Expiration Date__________<br />
Cardholder’s Name ________________________________________________________________<br />
Cardholder’s Billing Address ________________________________________________________<br />
________________________________________________________________________________<br />
Signature ________________________________________________________________________<br />
Cancellation Policy: Full refunds (minus a<br />
$50 administration fee) will be granted for<br />
cancellations received in writing by January<br />
19, 2007. Cancellations received after that<br />
date are subject to a 50% penalty and a<br />
$50 administration fee. No refunds are<br />
permitted after February 2. Substitutions<br />
are permitted at any time.<br />
For Hotel Reservations, please contact<br />
Caesars Palace or Paris Las Vegas directly<br />
at 800/634-6661 and ask for the<br />
<strong>International</strong> <strong>Franchise</strong> <strong>Association</strong> (IFA)<br />
rate of $199 or $229 (Caesars) or $169<br />
(Paris) per night. The cut-off date for<br />
making reservations is January 23 or when<br />
the IFA room block is filled.<br />
1501 K Street, NW, Suite 350<br />
Washington, DC 20005<br />
Phone: 202/628-8000<br />
Fax: 202/628-0812<br />
www.franchise.org<br />
PREBROCH2007