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10 Commandments of Franchise Sales
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10:00 AM - 11:30 AM
Room 306A |
Presented by: Gaylen Knack, Partner, Gray Plant Mooty and Max Schott, II , Partner, 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.
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5 Keys to Maximizing Franchise Sales Through the Internet
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10:00 AM - 12:00 PM
Room 303 |
Presented by: Kay Marie Ainsley, Managing Director, Michael H. Seid & Associates and Terry Corkery, President, Franchiseworks.com
If you’re thinking of franchising your business you’re probably wondering how you will sell franchises once you’re ready to go. In this session you will learn how to: Profile Your Ideal Candidate, Craft the Right Message, Use the Internet to Generate Qualified Leads, Follow Up Effectively and, most importantly, Close the Sale.
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Specialty Seminar: Franchising 101 for Veterans
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10:00 AM - 11:30 AM
Room 301B |
Moderated by: Phil Trigg, Vice President, FranFit Panelist: Patrick Rodriguez, Public Information Officer, U.S. Small Business Administration and Sharon Peterson, Sr. Business Consultant, El Camino College SBDC
The Veterans Transition Franchise Initiative (VetFran), provides low-cost entry to franchising for America’s Veterans. This program was founded by Don Dwyer, Sr. of the Dwyer Group and is supported by the International Franchise Association (IFA), the Small Business Administration (SBA) and the Center for Veterans Enterprise, U.S. Dept. Veteran Affairs. This FREE seminar will include specific information about the basics of franchising, finance opportunities available through the Small Business Administration’s loan program and will include discussions from veteran franchisees. Sponsored by
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Specialty Seminar: Opportunities in Franchising for Minorities and Women Part 1
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10:00 AM - 11:30 AM
Room 301A |
Moderated by: Miriam Brewer, Director of Diverstiy, IFA Educational Foundation Panelists: Charles Gilbert, Emerging Markets Director, Choice Hotels International; Dave Messenger, Vice President, Market Expansion, ServiceMaster Clean; Catherine Monson, CEO, FASTSIGNS International; Cedric Ferrell, Owner/Coach, The Entrepreneur Source
Are you looking to be in business for yourself, but not by yourself? Are you contemplating a career move and don’t know what to do next? Do you want more than just a job? Investigate what opportunities exist for women and minorities in this unique way of doing business. You will have the opportunity to participate in an educational seminar to address opportunities for small business ownership through franchising. Sponsored by 
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Como Adquirir y Estructurar su Franquicia
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11:00 AM - 12:30 PM
Room 304 |
Presented by: Julian Montero, Partner, RM Attorneys at Law, PA
Durante esta conferencia, el Abogado Julian Montero, le explicará detalladamente los componentes más importantes del “Franchise Disclosure Document” y las opciones de cómo operar su Franquicia. Discutiremos las distintas formas legales a utilizar una vez que usted haya elegido una franquicia y diferentes conceptos legales de cómo proteger su negocio. Sponsored by
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Beyond Single Unit Franchising: Expanding Franchise Systems Through Multiple Unit And Third Party Arrangements
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12:00 PM - 1:30 PM
Room 301B |
Presented by: Gaylen Knack, Partner, Gray Plant Mooty and Max Schott, II, Partner, Gray Plant Mooty
Many franchisors chose to expand their franchise systems through direct, single unit franchise agreements. Although common, this approach may not be best suited for franchisors desiring rapid growth, international development or expansion with more limited resources to sell or service franchises. This seminar focuses on some of the most popular multi-unit expansion models, including multiple unit development arrangements, area developer arrangements and master franchising (also called sub-franchising). We will discuss the basic components of each model, as well as their respective advantages and challenges, and how these may vary depending upon whether an arrangement is for a territory in the United States or abroad. Best practices for getting the most out of each of the different expansion models will be discussed.
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Specialty Seminar: Opportunities in Franchising for Minorities and Women Part 2
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12:00 PM - 1:30 PM
Room 301A |
Moderated by: Miriam Brewer, Director of Diversity, IFA Educational Foundation Panelist: Helane Wilbourne, MBA, SPHR, Owner/Coach, The Entrepreneur Source
Are you looking to be in business for yourself, but not by yourself? Are you contemplating a career move and don’t know what to do next? Do you want more than just a job? Investigate what opportunities exist for women and minorities in this unique way of doing business. You will have the opportunity to participate in an educational seminar to address opportunities for small business ownership through franchising. Sponsored by 
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Co-Branding and Multi-unit Branding
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12:00 PM - 1:00 PM
Room 306A |
Presented by: Bret Lowell, Partner, DLA Piper US LLP and Nancy Bigley , Sr. Director of Operations, Dunkin Brands Inc./ Baskin-Robbins
Co-branding and multi-branding – which entail two or more distinct, branded businesses operating under one roof – are popular and valuable methods for franchise system expansion into new markets and/or new distribution channels. This seminar will explore business, legal, and practical issues and strategies for establishing co-branding alliances, including identifying and evaluating a potential strategic partner; structuring the branding relationship; analyzing the legal and operational issues that confront the branding partners; developing a pilot program; and identifying the franchise law issues unique to co-branding.
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Financial Performance Representations
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12:30 PM - 1:30 PM
Room 303 |
Presented by: Marisa Faunce, Partner, Plave Koch PLC
A properly constructed financial performance representation can be one of the most powerful marketing tools available to franchisors in discussing their franchise opportunity with prospective franchisees. While many franchisors still do not provide any financial performance representation data in their franchise disclosure documents, those franchisors that do understand the impact it can have on their closure rate with prospective franchisees and the protection it can provide them in ensuring that their financial discussions with prospects are accurate and within the regulatory guidelines. In this session we will discuss the benefits and risks of including a financial performance representation in your franchise disclosure document, your options in making the presentation and how it can be used as an effective tool in the franchise sales process.
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Franchisor’s Role in Franchisee Financing
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1:30 PM - 2:30 PM
Room 306A |
Moderated by: Bret Lowell, Partner, DLA Piper US LLP Panelists: John Dring, Franchise Consultant; Nate Greenberg, President and COO, Siegel Financing Group; Edith Wiseman, Vice President Client Solutions, FRANdata
Many franchisors assist their franchisees in obtaining financing. Learn about the different approaches to franchisee financing, including franchisor-sponsored and non-sponsored financing. This session will cover many aspects of franchise financing programs, including identifying successful industry models and examining the pitfalls of less successful programs. The session will also explore the use of tri-party agreements, the types of direct financing available to multi-unit and other franchisees, how to choose between lenders and lender products, the steps needed to obtain a loan, and the types of loans available for different purposes (i.e., new franchises vs. remodels). Finally, we will discuss opportunities for franchisors to assist their franchisees in understanding various credit programs and successfully navigating the debt markets.
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Como Franquiciar Su Negocio
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1:30 PM - 3:00 PM
Room 304 |
Presented by: Lia Brakel, Senior Consultant, iFranchise Group
Una presentación dirigida a dueños de negocios interesados en expandir sus conceptos o empresas a través del franchising. Incluye información sobre las estadísticas y la historia del franchising en los Estados Unidos y como definir una franquicia. También presenta las ventajas y desventajas del franchising, como saber si el franchising es la opción correcta para un negocio, como ser un franquiciante exitoso, y algunas consideraciones a tener en cuenta cuando se franquicia un negocio. Sponsored by
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Special Event: How to Become a Multi-unit Franchise Owner (separate fee required)
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2:00 PM - 5:00 PM
Room 304 |
Moderated by: Darrell Johnson, President, FRANdata Panelists: Ed Rice, Multi-unit Franchisee, and Bob Faller, Director of Real Estate, Popeye's Chicken & Biscuits; Cody Sorenson, Area Developer, Always Best Care; Ron Feldman, CEO, Siegel Capital LLC
Franchisors are seeking prospective franchisees that will become multi-unit ownership. There is a clear need to better understand how multi-unit operations change the way franchisees must operate. This program is designed to help you gain that understanding.
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2:00 PM - 5:00 PM
Room 304 |
Franchisors are seeking prospective franchisees that will become multi-unit ownership. There is a clear need to better understand how multi-unit operations change the way franchisees must operate. This program is designed to help you gain that understanding.
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Access to Capital: SBA Loan Programs
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2:00 PM - 3:00 PM
Room 301A |
Presented by: Sandra J. Buck, Economic Development Specialist, U.S. Small Business Administration
Hear from the experts about how to prepare and obtain the right financing for you. Learn about the different SBA Loan Products that are available and business loans that include start-ups, expansion, acquisitions, equipment, working capital, inventory and commercial real estate.
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Symposium 2: Franchising Your Business Part 1 (separate fee required)
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2:00 PM - 5:00 PM
Room 303 |
Presented by: Michael H. Seid, Managing Director, Michael H. Seid & Associates and Kay Marie Ainsley, Managing Director, Michael H. Seid & Associates Panelist: Marisa Faunce, Transactional/Trademark 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 
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EXHIBITOR PRESENTATION Effectively Managing Advertising Budgets and Prospect Conversion
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2:30 PM - 3:30 PM
Room 401 |
Presented by: Susy Boyter, Major Accounts Manager, Call Cap
In today’s competitive environment, every dollar and every prospect must be managed effectively and efficiently to insure success. When Call Cap call measurement and Callsurance call evaluation services are integrated into your advertising campaigns; Yellow Pages, Direct Mail, Newspaper, Radio, Internet or any advertising medium generating leads by telephone, the success of your campaigns become indisputable. Please visit us in booth 653 for more information and seminar registration.
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Selling Franchises Without Getting Into Trouble
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3:00 PM - 4:30 PM
Room 306A |
Presented by: Stuart Hershman, Partner, DLA Piper US LLP
Federal and State franchise laws are complicated and carry heavy penalties. Learn how to comply with these laws in the selling process, whether you sell by phone, at your office, at trade shows or over the Internet. The program will cover topics such as sales staff training, recordkeeping, sales material review, earnings claims, Internet selling, transfer and renewal issues, and dealing with compliance problems.
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Choosing the Right Franchise
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3:30 PM - 5:00 PM
Room 301A |
Presented by: Lori Kiser-Block, President, FranChoice, Inc
Much is said about finding a business that involves what you love and enjoy, and success will follow. Is falling in love with a business important for business success or is this a false expectation that keeps people from achieving their goals through business ownership? This seminar is about taking a completely different approach to finding a business. Instead of finding a business to fall in love with, we will discuss a proven strategy to help you find a business that you can manage, market and promote. Using this approach to finding a business will allow you access to more of what you love, enjoy and value most.
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