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

Thursday 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 below will help you understand the meaning of the symbols listed with each seminar description.

Workshop 1: 5 Habits of the Highly Successful Franchise System (Separate Fee Required)

9:30 AM - 12:30 PM

Room: 518

Presented by: Brian Schnell, Partner, Faegre Baker Daniels

Most franchisors have implemented a number of best practices that make them successful. But what habits make a franchisor HIGHLY successful. Undying devotion to the brand, knowing and balancing the interests of the franchisor, franchisee and franchise system as a whole, and empowering franchisees are just a few highlights that will help a franchisor take their system to the next level. In today’s economy, most franchisors do not have hundreds of thousands of dollars to invest in new strategies or initiatives. This dynamic session will identify best practices that franchisors can apply – without significant financial investment – to achieve a powerful impact in the near future and over the long haul. Click here for more details.
Sponsored by Accredited

Maintaining Brand Standards as a New Franchisor

10:30 AM - 11:30 AM

Room: 514

Presented by: Barry Falcon, Senior Advisor, iFranchise Group

Whether you are considering franchising for the first time or are an established franchisor, your brand integrity must always remain your top priority. One of the primary advantages of franchising is that it provides you with a highly-motivated operator. And in many franchise systems, franchised units will routinely outperform the franchisor’s company operations on quality scores. But in poorly controlled systems, franchisees who do not follow the system will cause the brand to suffer. This seminar will focus on how to use the “four pillars of quality control” to improve consistency while harnessing the entrepreneurial spirit of your franchisees.
Sponsored by

SBA Ecosystem

10:30 AM - 11:30 AM

Room: Show Floor Theater

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

What support services are available to small businesses as they franchise.

How to Find Your First Franchisees

10:30 AM - 11:30 AM

Room: 501A

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

Finding your initial franchisees is often harder than it appears - finding the right franchisees for your system is harder still. Great franchise systems are built by great franchisees. Learn how to generate leads to attract and successfully motivate the best franchisees to joining your early stage to mid-sized franchise company.
Sponsored by

Access to Capital

12:00 PM - 1:00 PM

Room: Show Floor Theater

Presented by: Steve Meng, PACE Business

What is available to small businesses interested in franchising?

Going International -- Moving intelligently into international expansion

12:00 PM - 1:30 PM

Room: 501A

Presented by: Kay Marie Ainsley, Managing Director, MSA Worldwide

Are you ready for international expansion? How do you put together a pro-active plan? What support needs to be in place? Where should you go first and what results can you expect? This and so much more will be discussed in this lively session.
Sponsored by  

10 Commandments of Franchise Sales

12:30 PM - 1:30 PM

Room: 511C

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

What is the Optimal Channel Matrix for Franchise Recruitment?

1:00 PM - 2:00 PM

Room: 512

Moderated by: Jimmy Weeks, S.M.A.R.T Analytics

Panelists: Red Boswell, Global CDO, Action Coach and Mary Jane Riva, President & CEO, The Pizza Factory

Is your Brand simply fishing for leads or are you assertively hunting for leads? With more than 20 new franchise companies starting each month and todays strong job market, it's more crucial than ever to create the optimal marketing strategy to attract the best candidates. Join us for an hour with two panelists that have successfully grown their respective Brands through genius marketing strategies that capitalize on Brand strengths while hunting for leads better than their competition. Your prospects are searching for the best fitting franchise, and you need to be present in every channel they are researching. Whether you're a novice, intermediate, or veteran marketer, you'll take away critical components to help you improve your channel matrix and become a better hunter. After attending the session, participants will be able to: Identify six ways to create a winning marketing strategy that fits your Brand and your budget.

Is Your Business Franchisable?

2:00 PM - 3:00 PM

Room: 514

Presented by: Mark Siebert, CEO, iFranchise Group

You believe the time is ripe to expand your operation to multiple locations but don’t know which strategy is best for you. Options include internally-managed expansion or you may consider entering the formal world of franchising. Mark Siebert will explore various expansion strategies, choosing the right growth vehicle, and determine if you should consider franchising. This session will offer decision points to help you decide which expansion strategy may be better suited to your organization, and how to analyze your company’s growth options, including raising equity. Discussions will also include how franchising works, advantages and disadvantages of franchising, franchisability factors, and the timing of the franchise decision. The audience will also learn what defines a franchise, franchising history, and franchising in the U.S.
Sponsored by    

Getting Ready to Franchise Your Business

2:00 PM - 4:00 PM

Room: 518

Presented by: Michael Seid, Managing Director, MSA Worldwide

Becoming a franchisor can be one of the most important decisions you will ever make in business. However, before hiring a consultant and lawyer to develop your franchise program, you must first understand how ready your concept is to franchise and then determine the appropriate steps to take. This seminar will identify common deficiencies in companies prior to franchising, as well as how to guide you in preparing your company and concept for franchising. This session is also useful for those companies that are about to expand, even if they are not currently considering franchising.
Sponsored by

THINK Franchising

2:00 PM - 3:00 PM

Room: Show Floor Theater

Presented by: Swann Do, Program Director / Loan Officer, PACE Business

How to prepare for Franchise Ownership. What entrepreneurs need to know when getting ready to start their franchising journey.

Structuring and Creating an Item 19 Financial Performance Representations

2:30 PM - 3:30 PM

Room: 511C

Presented by: Adam Siegelheim, Attorney, Stark & Stark

Each year, more and more franchise companies are including Item 19 Financial Performance Representations in their Franchise Disclosure Document. This seminar will explore the types of information and different structures you can employ when structuring and creating your earnings claim. It will also discuss strategies you can employ during the sales process if you do not have an Item 19.
Sponsored by


Each Symbol Stands For:

Buying a Franchise

Franchising Your Business

Franchisors Seeking Growth

Small Business Growth and Development

Privacy Policy

Franchise Expo West. Produced and Managed by MFV Expositions LLC, 208 Harristown Road, Suite 102, Glen Rock NJ 07452. Tel: (201) 226-1130