These sessions reflect the 2018 Conference Program. Check back for updates for the 2019 event.

Friday Educational Seminars & Workshops

All educational seminars are FREE unless indicated otherwise. These sessions will help you make the right decisions during your franchise research.

Meet our Faculty Members here or by clicking on their names within the session descriptions.

For easy guidance, each description is related to a specific track. The legend to the right will help you understand the meaning of the symbols listed with each seminar description.

Workshop 3: Web 2.0: Social Networking + Data in Franchising (Separate Fee Required)

9:00 AM - 12:30 PM

Room: 518

Presented by: Lee Plave, Partner, Plave Koch PLC

This session will delve into how franchisors and franchisees can protect their brand while making the best use of social networking sites. Among other things, this session will explore some of the do’s and don’ts of setting up social networking sites for an entire system, addressing rogue franchisees and licensees who set up their own sites, and establish a system-wide strategy and policy for social networking and social media. This session will also explore data collection, use, and protection in franchise companies. Finally, this session will address using online tools to manage and enhance your company’s online franchise development efforts. Click here for more details.
Sponsored by Accredited

10 Commandments of Franchise Sales

10:00 AM - 11:00 AM

Room: 501A

Presented by: Max J. Schott , Principal, Gray Plant Mooty and Karli Hussey, Associate, Gray Plant Mooty

The legal issues related to selling/awarding franchises should not be a mystery. A franchisor should be able to meet its sales goals with complete confidence that it did so in full compliance with the law. This session will help every franchisor understand the legal aspects of franchise sales with a focus on ten simple and common sense rules to implement as part of your sales compliance program.
Sponsored by

The Basics of Developing a Franchise System

10:30 AM - 12:00 PM

Room: 514

Presented by: Michael Seid, Managing Director, MSA Worldwide

For long-term success a franchise must be a win-win for both the franchisor and franchisee. This seminar will explore how to create a franchise program that really works for both the franchisor and the franchisee, how to recruit franchisees that believe in your concept and who will be an asset to the franchise system and how you can establish a strong relationship with your franchisees based on open communications and trust.
Sponsored by  

Training: The DNA of your Franchise System

10:30 AM - 12:00 PM

Room: 501B

Presented by: Marla Rosner, Senior Learning and Development Consultant, MSA Worldwide

The replication of a franchise concept is accomplished through effective training programs. These programs not only address franchisees but also convey standards and procedures to field staff, unit level management and employees. This presentation provides an overview of training methods used in franchising ranging from classroom to eLearning and addresses typical content covered for different audiences.
Sponsored by

How to Avoid the Top 10 Mistakes New Franchisors Make – Build Your Foundation for Success

11:00 AM - 12:30 PM

Room: 511C

Presented by: Brian Schnell, Partner, Faegre Baker Daniels

According to some sources, franchising is as old as the Catholic Church. And yet numerous new franchisors make the same mistakes over and over again. This session will identify the ten most common mistakes, and provide you with solid strategies for avoiding the mistakes or mitigating their effects.
Sponsored by   

Veterans in Franchising

11:00 AM - 12:00 PM

Room: Show Floor Theater

Presented by: SBA Resource Partners, U.S. Small Business Administration

Continuing your life of service after leaving the military.

Franchising 101: Exploring the Franchise Business Model for Aspiring Entrepreneurs, Veterans and Diverse Communities

12:00 PM - 1:00 PM

Room: 512

Moderated by: Matt Wiggins, VetFran Fellow, International Franchise Association

Panelists: Ralph Yarusso, CFE, Chief Development Officer, Grease Monkey International; Rod Lowe, 7-Eleven Franchising; Hazel Beck, Director, SoCal VBOC; Laura Martinez, Dream Vacations

The franchise business model has been a pathway to entrepreneurial prosperity for generations of Americans. Learn from a distinguished panel of franchise professionals what the pathway to franchising looks like, and how you can succeed as a franchisee. This panel also features information on industry programs, new opportunities for military veterans and best practices for veterans and diverse communities.

Hiring Tactics: Applying the Secret Growth Tactics of the Ondemand Economy to Accelerate Franchise Growth

12:00 PM - 1:00 PM

Room: 501A

Presented by: Keith Ryu, Fountain

Consumers today demand same-day deliveries, 24/7 customer service and all-in-one experiences. They now also demand this same personalized and flexible experience with their potential employers - whether it be through jobs in the gig or traditional service economy. We call the convergence of these industries and workforces The New Service Economy. We will break down the effects of this new market on companies, their recruiters and candidates. We will look at how better data, automations, AI, and machine learning will change the quality of your recruiting, hiring, and on-boarding efforts.

Are You a Perfect Fit for Franchising?

12:30 PM - 1:30 PM

Room: 511A/B

Presented by: John P. Hayes, PhD, Titus Franchise Chair, HowToBuyAFranchise.com

For most people, franchising is the smart way to buy and build a business. A franchisor’s proven operating model gives franchisees a huge head start to creating a thriving and satisfying business. Plus, the franchisor’s established brand and marketing prowess immediately benefit new franchisees. However, how will you know which franchise to buy? Assuming you’re a perfect fit for franchising, you also need to know the type of franchise that will suit you best. Franchises come with many variables including investment costs and operational requirements. Before you spend too much time researching franchises, spend some time examining your strengths and preferences and lining them up with appropriate franchise opportunities. This session includes a free personality analysis as well as recommendations for the type of franchise you should buy!
Sponsored by

Franchising vs. Alternative Growth Strategies

12:30 PM - 2:00 PM

Room: 514

Presented by: Barry Falcon, Senior Advisor, iFranchise Group

Are you ready to grow but don’t know which strategy is best for you? Franchising is not right for everyone. This seminar will help you understand various growth alternatives and whether franchising should be a part of your long term plan. Alternatives examined will include company-owned growth, business opportunities and licensing, joint ventures, dealers and distributorships, and franchising.
Sponsored by   

Workshop 4: Franchising Your Business Part 1 (Separate Fee Required)

1:00 PM - 4:00 PM

Room: 511C

Presented by: Michael Seid, Managing Director, MSA Worldwide and Kay Marie Ainsley, Managing Director, MSA Worldwide

Panelists: Marisa Faunce, Partner, Plave Koch PLC

If you are thinking about expanding your current business through franchising, this symposium will provide the opportunity to learn from experts in the field. Click here for more details.
Sponsored by Accredited

Closing More (and better!) Franchise Sales!!

1:00 PM - 2:00 PM

Room: 501B

Presented by: Charles Dobyns, CFE, President & Chief Development Officer, Franchise Dynamics

The first rule of franchise sales is that no one ever "sells” a franchise! However, there is a process and methodology for development that creates superior outcomes. Learn how to facilitate more and better leads and franchise sales regardless of whether you concept is emerging, mid-market or you are a well-developed franchise company seeking even better results.
Sponsored by

Franchise ME

1:00 PM - 2:00 PM

Room: Show Floor Theater

Presented by: SBA Resource Partners, U.S. Small Business Administration

How to build a business with a future of franchising it in mind.

Best Practices for Developing your System with Multi-Unit Operators

1:30 PM - 2:30 PM

Room: 501A

Presented by: Adam Siegelheim, Attorney, Stark & Stark

This seminar will focus on best practices to attract and develop your franchise concept with experienced multi-unit operators. We will explore effective lead generation and marketing techniques, as well as how to position your franchise model to appeal to a multi-unit operator’s needs and requirements.
Sponsored by

Marketing for Franchise Sales

2:00 PM - 3:30 PM

Room: 518

Presented by: Mark Siebert, CEO, iFranchise Group and Matthew Jonas, President, TopFire Media

Franchise lead generation is essential to successful franchise sales. This seminar will teach you how to improve your franchise marketing efforts by leveraging digital age marketing. Topics will include improving lead generation through public relations, social media publishing, search engine optimization, Pay-Per-Click advertising, website design, and inbound marketing.

Show Me the Money: Practical Advice for Crafting and Using Financial Performance Representations (FPRs)

2:30 PM - 4:00 PM

Room: 501B

Presented by: Max J. Schott , Principal, Gray Plant Mooty and Karli Hussey, Associate, Gray Plant Mooty

A well-crafted financial performance representation (FPR) is one of the most powerful tools at a franchisor’s disposal for recruiting new franchisees and growing its system. At the same time, financial representations (both in and outside of the FDD) can be an area of significant potential risk. In this seminar, we will delve into the legal requirements and best practices for crafting and using FPRs, and we will discuss the pros and cons of different types of FPRs that franchisors can make.
Sponsored by

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