Building the future
IFA’s 2011 Keynote Speakers:
MGM Grand Hotel
Mitt Romney Steve Forbes Las Vegas, Nevada
IFA 2011 AnnuAl ConventIon
IFA 51st Annual Convention:
Building the Future Together
Dear Franchise Colleagues:
As the economy begins to improve, the
franchise industry is poised to regain its
momentum for growth. Will you be ready?
During the 2011 IFA Annual Convention,
you’ll find solutions to some of your most
pressing issues, best practices from your
peers and industry experts, and new research
Stephen J. Caldeira
Kenneth D. Walker, CFE and business benchmarking data available
only through IFA. All of this and multiple
networking opportunities will arm you with the tools you need to position your company for
the future. Attendees consistently give the conference high marks for overall excellence.
franchisees and This year’s highlights include:
Solutions: The popular Executive Business Solution Roundtables return this year where
of companies successful franchise business leaders will share best practices to help you take the right steps
that provide to leverage the improving economy. You can also choose from over 30 educational sessions,
supporting services summits and mini-super sessions designed to help you stay abreast of the latest trends and
information in the areas of franchise relations, management and leadership, financing, multi-
or products unit growth, franchising overseas, franchise development, social media and more. See pages
to franchised 10-18 for details.
Networking: The famous Taste of Franchising featuring IFA member brands is back again this
year to kick-off the convention and the Closing Gala featuring live entertainment will conclude
Individuals of all the event. Multiple receptions scattered throughout the convention schedule provide ample
experience levels time for fun, entertainment and networking.
are welcome and
Research: Want to learn more about your franchise sales, lead costs, franchise training
everyone stands and support costs compared to other franchisors? Want to compare same store sales and
to gain from the other functions? The first-ever Franchise Benchmarking Report will be unveiled during the
industry’s premier convention to answer these and many other questions you have about how your company
stacks up with others. In addition, exclusive new data will be revealed to showcase the
networking and economic impact of franchising and provide a look into how the industry will perform in 2011.
Keynote Speakers: 2011 keynote speakers Mitt Romney and Steve Forbes will bring unique
business, media, political and economic experiences and insights to share with attendees
The IFA Annual including their views on the current economic and political landscape and what we as an
Convention is the industry can do to position for future growth.
The Industry’s Premier Exhibit Hall: The 51st IFA Annual Convention features a
comprehensive Exhibit Hall showcasing the industry’s top solution-oriented companies serving
educational the franchising community. Over 200 companies will be waiting for you in Las Vegas to help
seminars, expert chart your pathway for the future. To see our current list of exhibitors, go to page 20.
The IFA 51st Annual Convention is a must-attend event.
exhibitors to help
you stay up-to- Join us. You’ll be glad you did!
date on the latest
industry trends and
solutions. Kenneth D. Walker, CFE Stephen J. Caldeira
Chairman & CEO, Driven Brands, Inc. President & CEO
IFA Chairman of the Board IFA
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Mitt Romney Steve Forbes
Monday, February 14
12:30 pm – 2:30 pm:
Our 2011 Keynote speakers continue the IFA tradition Opening General Session
of excellence in delivering timely, relevant content from
noted visionaries, political pundits, economic experts Keynote Speaker:
Former Massachusetts Governor Mitt Romney
and business strategists. Our Opening General Session
Speaker, Former Massachusetts Governor Major Award Presentation: Hall of Fame Award
Mitt Romney, will bring his broad experience and
insights in business, government and politics to Wednesday, February 16
convention attendees on Monday afternoon. Widely 12:45 pm – 2:45 pm:
recognized for his business and political leadership, Luncheon & General Session
Romney closed a $3 billion budget gap inherited when
he took office and founded one of the nation’s most
Steve Forbes, Chairman and CEO,
successful venture capital and investment companies. Forbes Media and Editor-in-Chief, Forbes Magazine
Steve Forbes, Chairman and CEO of Forbes Media Major Award Presentation: Ronald E. Harrison Award
and Editor-in-Chief of Forbes magazine, will be our
keynote speaker during the Luncheon and General
Session on Wednesday. Forbes has extensive business,
political, economic and media knowledge and will
share his perspectives about how the franchise industry
can best address today’s challenging economic The IFA Convention Goes
environment. Forbes’ experience on the campaign trail MObiLE!
while running for President of the United States in 1996
and 2000 gives him a unique outlook on today’s political
IFA will provide attendees
landscape. As an author of several books on capitalism,
with an interactive smartphone
free markets and tax policy, he will share his thoughts on mobile application that
some of the most compelling policy questions facing the will offer:
• The Schedule of Events;
Both speakers will complement the strategies and ideas • Exhibitor Listings;
• Session Details and
franchise professionals will share while gathered in Las
Vegas. We’ll focus on solutions to position the industry • Convention Announcements;
for success as the financial climate improves and we...
Build the Future Together. and more!
3 IFA 2011 AnnuAl ConventIon
INDUSTRY Monday, February 14
LEADERS 12:30 pm – 2:30 pm: Opening General Session
IFA: State of the Association Report
IFA President & CEO, Steve Caldeira, will provide a state of the
association report with a look at the current and future strategic
priorities for the association’s continued growth and service to the
Major Award Presentation: Hall of Fame Award
Tuesday, February 15
8:00 am – 10:00 am: Tuesday Super Session
Guest Speaker: Joseph DePinto, President & CEO, 7-Eleven
Tuesday’s Super Session will feature the 7-Eleven story — including
challenges faced and overcome and plans for the future — as told
by President & CEO Joseph DePinto. 7-Eleven, Inc. is the world’s
largest convenience retail chain. The company operates, franchises and
licenses approximately 7,000 stores in the U.S. and Canada. Of the
close to 6,000 stores the company operates in the United States, more
Joseph DePinto than 4,700 are franchised. Overseas, 7-Eleven licensees and affiliates
operate more than 29,700 7-Eleven and other convenience stores.
Major Award Presentation: Entrepreneur of the Year
Wednesday, February 16
8:00 am – 10:00 am: Wednesday Super Session
Panel of the Pros: “Show Me the Money”
Wednesday’s Super Session will feature an in-depth, solutions-focused
discussion about the financing crisis with several franchise leaders.
Moderated by Jon Luther, Chairman of the Board, Dunkin’ Brands,
and IFA 2nd Vice Chairman, the session’s panelists will delve into what
can be done to address critical financing challenges that have plagued
franchise businesses all over the world. We’ll also share exclusive new
Jon Luther data about the economic impact of franchising in addition to eye-
opening details about what’s expected for franchising in 2011.
Moderator: Jon Luther, Chairman of the Board, Dunkin’ Brands
Speakers: Bonnie Monahan, Treasurer, Dunkin’ Brands;
Mitch Cohen, Dunkin’ Donuts & Baskin Robbins Franchisee;
Catherine Monson, CEO, FASTSIGNS; Scott Snoyer,
FASTSIGNS of Antioch, TN; Ron Feldman, CEO, Siegel Financial Group
Major Award Presentation: Bonny LeVine Award
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Help Protect Franchising’s Business Interests...
...support FranPAC Events!
FRANCHISING’S POLITICAL ACTION COMMITTEE
One of the most effective ways to achieve IFA’s mission to protect, enhance and promote
franchising is through the continued growth and development of a robust government
relations and public policy program. Our political action committee, FranPAC, creates an
opportunity for IFA members to provide financial support to candidates for federal office
who understand franchising and who will promote a legislative and regulatory climate
favorable to franchising. The Convention offers numerous opportunities for members to
learn more about and support FranPAC. All proceeds from FranPAC events help IFA educate
lawmakers about the legislative issues critical to the franchise business community.
The FranPAC Silent Auction is back by popular demand. Held in the Exhibit Hall during
regular exhibit hours, the silent auction is a great way to support FranPAC. You will have the
opportunity to bid on travel packages, electronics and other spectacular prizes donated by
Another great way to support FranPAC is during the VIP reception with our convention
keynote speaker, Mitt Romney. You’ll have the chance to visit with Former Massachusetts
Governor Romney before he takes the stage during our Opening General Session.
Join us for the Annual 365 PAC Breakfast on Tuesday, February 15, prior to the Super
Session. The 365 Club is FranPAC’s basic level of membership, asking franchise community
leaders to pledge at least $1 a day for effective political representation in Washington and to
be part of one of the most important endeavors at IFA.
For more information about signing up for any of our FranPAC events,
please contact Victoria Adams at 202/662-0781 or email@example.com.
5 IFA 2011 AnnuAl ConventIon
SATURDAY, FEBRUARY 12
8:00 am – 10:00 am .....................ICFE Special Sessions Registration
We’d like to thank the members of the 2011 8:30 am – 5:30 pm.........................................ICFE Special Sessions*:
Convention Committee for lending their time • Financial Bootcamp
and expertise to developing this year’s program. • FRAN-GUARDTM
• Principles of Franchise Management
CHAIR • Franchise Relations Clinic
Jack Earle, Managing Partner, 12:00 n – 1:00 pm ........................ICFE Special Sessions Luncheon*
Earle Enterprises LP 7:00 pm ........................................ IFA Executive Committee Dinner
SUNDAY, FEBRUARY 13
VICE CHAIR 7:30 am – 9:30 am ......... Educational Foundation Board of Trustees
Jon Luther, Executive Chairman of the Board,
7:30 am – 8:00 pm ......................................................... Registration
8:00 am – 5:00 pm .......................................................... Press Room
8:00 am – 9:30 am ..................Finance, Audit & Budget Committee
Ken Bartell, Owner, ServiceMaster of Redmond, OR
8:00 am – 10:00 am ............................................ VetFran Committee
Ken Colburn, President, Data Doctors Franchise
8:00 am – 10:00 am .............................. Marketing & PR Committee
8:00 am – 10:00 am .................................... Membership Committee
Jerry Crawford, CFE, President, Jani-King
8:30 am – 5:30 pm ........................................ICFE Special Sessions*:
• Franchise Development & Franchisor Financing Strategies
Maria D’Ambrosio, Senior Director, Inclusion & Diversity,
• International Business Development
Choice Hotels International
Ron Feldman, CFE, CEO, Siegel Financial Group
• Strategic Thinking & Planning
Rocco Fiorentino, CFE, President, Swiss Farm Stores
8:30 am – 10:00 am ............................. Legal Legislative Committee
Sherri Fishman, President, Fishman Public Relations
9:00 am – 11:00 am .........................Women’s Franchise Committee
John Fitzgerald, CFE, Principal, Gray Plant Mooty
10:00 am – 12:00 n ..................................... International Committee
Mark Forseth, VP & Assistant General Counsel,
10:00 am – 12:00 n ...................................... Technology Committee
10:00 am – 1:00 pm.................... IFA Executive Committee Meeting
Evan Hackel, President, Ingage Consulting
10:30 am – 12:00 n ...........................Franchise Relations Committee
Rosemarie Hartnett, CFE, President, Abrakadoodle
10:30 am – 12:00 n .................................... FranPAC Advisory Board
Remarkable Art Education
10:30 am – 12:30 pm .............................................Diversity Institute
Mariana Huberman, Owner, The UPS Store of
11:00 am – 1:00 pm .................................. ICFE Board of Governors
11:30 am – 1:00 pm ................ WFC Leadership Conference Lunch*
Joyce Mazero, Partner, Haynes and Boone, LLP
12:00 n – 1:00 pm .............................. ICFE Special Sessions Lunch*
Kerry Olson, CFE, Vice President-Legal,
1:00 pm – 5:00 pm ......................... IFA Board of Directors Meeting
International Dairy Queen
1:15 pm – 4:45 pm ............................WFC Leadership Conference*
Scott Pressly, CFE, Managing Partner, Van Ness Capital
3:00 pm – 4:00 pm ............................... Supplier Forum Orientation
4:00 pm – 4:30 pm .................................... Ambassador Orientation
Michael Seid, CFE, Managing Director, MSA Worldwide
4:45 pm – 5:30 pm .......... WFC Leadership Conference Reception*
Eric Stites, CFE, President, Franchise Business Review
5:00 pm – 6:00 pm .................................. New Member Orientation
Mary Thompson, CFE, President, Mr. Rooter,
6:00 pm – 7:00 pm New Member & First-Time Attendee Reception
The Dwyer Group
6:30 pm – 8:30 pm ............................................ Taste of Franchising
Kenneth D. Walker, CFE, Chairman & CEO, Driven
8:00 pm .................................................. Board of Directors’ Dinner
Jason Zickerman, CFE, President & CEO,
* Please note, there is a separate fee for these events
The Alternative Board (TAB)
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TUESDAY, FEBRUARY 15
7:00 am – 6:00 pm ........................................................Registration
7:00 am – 8:00 am ..............................FranPAC 365 Club Breakfast
MONDAY, FEBRUARY 14 8:00 am – 5:00 pm ........................................................ Press Room
8:00 am – 12:00 n ..........................................2012 Booth Selection
7:00 am – 5:00 pm ...............................................................Registration 8:00 am – 10:00 am .......... Super Session w/ Continental Breakfast
7:00 am – 7:30 am ..................... Supplier Forum Executive Committee
10:15 am – 11:45 am ........................ CONCuRRENT SESSIONS
7:30 am – 9:00 am ........................................................Prayer Breakfast
7:30 am – 9:00 am ............................Supplier Forum Advisory Board & • Focused on ROI: Integrating Marketing Tactics for Better
General Membership Meeting Strategic Results for Franchise Sales
8:00 am – 9:00 am ............................................Nominating Committee • When the Franchisor Becomes the Banker – Best Practices for
8:00 am – 5:00 pm ............................................................... Press Room Franchisors Providing Financing to Their Franchisees
8:00 am – 6:00 pm ............................................... 2012 Booth Selection • How to Identify and Avoid Problems in International
8:00 am – 9:30 am .................................................... Corporate Counsel Franchising
9:00 am – 11:00 am ................................................... Franchisee Forum • Best Practices for Creating and Executing a System-Wide
9:00 am – 11:00 am ....................................................Franchisor Forum Modernization Program
9:00 am – 12:00 n ............................. International Summit – Track One • Benchmarking Made Easy – How Benchmarking Can Boost
9:00 am – 12:00 n ..............................International Summit – Track Two Franchise System Performance
9:00 am – 12:00 n ........................................................Financial Summit • Transformational Communication: How to Have Effective
9:00 am – 12:00 n ................................................... Technology Summit Conversations with Your Franchisees
9:00 am – 12:00 n ................................................ New Markets Summit • Multi-Unit/Area Developer Models for Franchise Growth
9:00 am – 12:00 n ........................... Elements of Successful Franchising • Expansion into Airports, Universities, Military Bases and
10:00 am – 12:00 n ..................................................Awards Committee Beyond: Negotiating Non-Traditional Development Deals
10:00 am – 12:00 n ..........................Social Sector Franchise Task Force • Beyond Facebook: Reaching Your Audience Where They
10:00 am – 12:00 n ........................................ FRAN-GUARDTM Seminar Live Online
11:30 am – 12:30 pm ........................................ FranPAC VIP Reception • Distressing Transfers in Troubled Times: Thorny Issues in
12:30 pm – 2:30 pm ..................Opening General Session & Luncheon Transferring Financially Troubled Franchisees
• Financial Management for Non-Financial Managers:
2:45 pm – 4:15 pm .................................. CONCuRRENT SESSIONS
Understanding KPIs, P&L and Balance Sheets
• Developing High Performance and Fun Franchisee Peer Groups
12:00 n – 2:30 pm ........................Networking Lunch w/ Exhibitors
• Developing an Effective Franchise Support Organization
1:00 pm – 2:30 pm ................................... Past Chairmen’s Council
• Super Charge Your Franchise Advisory Council
2.45 pm – 4:45 pm ......................... Business Solution Roundtables
• Franchise Agreement Top Ten: “Must Have” Provisions for a
Hosted by Franchise Executives
Rapidly Changing World
5:00 pm – 7:00 pm .............................. Fun & Games w/ Exhibitors
• How to Help Franchisees Drive Profitability
7:00 pm – 8:30 pm .................................... International Reception
• Emerging Franchisors Share All — If I Only Knew Then What I
• Best Practices in Training: 10 Ways to Make Your Training More
Fun and Impactful WEDNESDAY, FEBRUARY 16
• How to Refresh, Protect & Enhance Your Brand: Delivering a
Consistent Customer Experience as You Grow 7:00 am – 4:00 pm ......................................................Registration
• Franchise Development Strategies for the New Normal 8:00 am – 5:00 pm ...................................................... Press Room
• Franchisee Engagement: Dissecting the Key Performance Drivers 8:00 am – 10:00 am ........Super Session w/ Continental Breakfast
in Your System 10:15 am – 12:30 pm ....................Business Solution Roundtables
• How Franchisees and Franchisors Can Work Together on Small Hosted by the Supplier Forum
Business Issues 12:45 pm – 2:45 pm ........................ Luncheon & General Session
4:30 pm – 8:00 pm ....................... Chairman’s Reception w/ Exhibitors 3:00 pm – 4:30 pm .. CONCuRRENT “MINI”-SuPER SESSIONS
7:30 pm – 9:00 pm .............Women’s Franchise Committee Reception
• Franchise Town Hall
• U.S. Economic Outlook
• Customer Service
• Developing the Work Ethic Along Your Front Line to Increase
the Performance and Profit to Your Bottom Line
6:30 pm .........................................................................Reception
7:30 pm .....................................................................Closing Gala
We want to extend a sincere thanks to the following companies for
investing support in IFA and our 2011 Convention Special Events.
General Session Production Opening General Session Speaker
Hall of Fame Award Closing Gala
dessert your guilt.
Opening General Session Entrepreneur of the Year Tuesday Super Session Wednesday Lunch & Small Screen Promotions
Award General Session
Registration Lounge/Email Kiosks,
Registration Bags Convention Portfolios Cell Phone Charging Station and
Ronald E. Harrison Award Exhibit Hall Door Prizes
At-A-Glance Pocket Guides New Member & First Time Attendee Reception
Convention Program Book
Wednesday Super Session IFA Executive Committee Dinner
Convention Badges International Reception Women’s Franchise Committee Networking Reception
Business Solution Roundtables Cell Phone Charging Station Registration Lists Conference Center
Walkway Window Decals
To learn more about how you can show support for the IFA Convention and the franchise community while gaining greater exposure for
your brand, contact Lynette Darby at 202/662-0782 or firstname.lastname@example.org
Sunday, February 13 8
12:00 n – 5:30 pm
WOMEN’S FRANCHISE COMMITTEE ANNUAL LEADERSHIP CONFERENCE Women’s Franchise Committee
Leading Through the New Normal:
How to Define and Empower Your System
As the business world has catapulted through the last few years’ ups and downs, we all learned to
adapt to change. That change created a new way to do business - a “new normal.” Come be a part of a
candid discussion with some of franchising’s top leaders about defining your brand’s “new normal” and
using it as a platform to the extraordinary through trust, empowerment and communication. Start 2011
with a positive and clear vision for how you can embrace the “new normal” and poise yourself - and your
business - for success. K YOU
12:00 n – 1:15 pm opening luncheon featuring the Crystal Compass presentation
1:15 pm – 1:30 pm Break
1:30 pm – 2:30 pm Keynote Address With Speaker Craig Moore, President, nothing Bundt Cakes
Don’t miss keynote speaker, Craig Moore, President of Nothing Bundt Cakes, as he shares his own
personal strategies for how to adapt to the “new normal.” Moore is a franchise veteran with nearly 17
years of experience with Cici’s Pizza having joined the company in 1992 as a restaurant manager, and
worked his way into ownership and President in 2003. He helped CiCi’s Pizza grow from 30 restaurants
in one state with 17 franchisees to over 650 restaurants in 32 states with 270 franchisees. And he plans
to do the same for Nothing Bundt Cakes. He’ll discuss changes he plans to implement at the corporate
level and throughout the franchise system. In addition, Moore will explain how his changes will impact
the overall operation, profitability and growth of the company, how the “new normal” is affecting his
leadership style and what his future plans are for the brand. Conference Program
2:30 pm – 2:45 pm Break
2:45 pm – 3:45 pm Panel Discussion
Hear a lively discussion among some of franchising’s top talent about the do’s and don’t’s
of leading your business through the “new normal.”
Moderator: Mary Ann o’Connell, CFe, President, FranWise & leadership Conference Chair
Speakers: Rhoda olsen, President, Great Clips
Mary thompson, CFe, President, Mr. Rooter, the Dwyer Group
Keith Gerson, CFe, Coo, Sopra Brands
3:45 pm – 4:30 pm Roundtables
Participants will discuss a real-world case study of an actual franchise system. Drawing on the content of
the day, groups will be charged with arriving at solutions to leading in the “new normal.” Conclusions will
be shared with the conference participants. The Leadership
Conference is open
Roundtable Facilitators: Matthew Bogart, Sales Manager, Franchise.com; Joanne Webb-Joyce, to fully-registered
Senior Director, National Franchise, 7-Eleven, Inc.; Michelle Rowan, COO, Franchise Business Review; convention attendees
Lee Plave, CFE, Partner, Plave Koch PLC; Kathleen Gilmartin, President & CEO, Interim Healthcare, Inc.; only. The fee to attend
Sherri Seiber, COO, FranFund, Inc.; Lori Lofstrom, Managing Shareholder, Holmes Lofstrom, PC; this event is $100.
Kelli Russo, Director Franchise Relations, Paycom Payroll, LLC; Adrienne Kallweit, Owner, SeekingSitters; Please check off the
Mark Johnson, CEO, Granite Transformations; Matt Kelton, COO, Showhomes Franchise Corporation; appropriate box on
Kirk Reilly, Principle, Gray Plant Mooty; Lonnie Helgerson, CFE, President, Veteran Franchise Centers; the registration form
Saunda Kitchen, Owner, Mr. Rooter of Sonoma County, CA; Melissa Bernheim, General Counsel, before sending it to
Smoothie King Franchises, Inc. the IFA Office.
4:30 pm – 4:45 pm Closing Remarks
Your attendance at
4:45 pm – 5:30 pm networking Reception the WFC Leadership
Conference will earn
you 100 Education
credits toward the
completion of the
9 IFA 2011 AnnuAl ConventIon
Sunday, February 13 (continued)
>> 6:00 pm - 7:00 pm
NEW MEMBER & FIRST-TIME ATTENDEE RECEPTION
Help welcome new IFA members and first-time attendees to convention. This by-invitation-only event is an opportunity for new
members and first-time attendees to get acquainted with colleagues in the franchise community and IFA leaders, including the IFA
Board of Directors and other members of IFA’s leadership.
>> 6:30 pm - 8:30 pm
TASTE OF FRANCHISING
This is one of franchising’s favorite events! The Taste of Franchising offers attendees their first opportunity to catch-up with
old friends and make new contacts during a unique networking reception showcasing the many savory delights that franchising
has to offer. Franchisor members generously provide branded food and beverage items while others’ support helps to provide
decorations, paper products and the evening’s entertainment to make the Taste of Franchising a great way to kick-off the
We’d like to thank those IFA franchisor and supplier members who graciously support this event:
If you would like to support the Taste of Franchising to showcase your product and increase your visibility within the franchise
community, contact Anne Poodiack at 202/662-0773 or email@example.com
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Monday, February 14
>> 7:30 am - 9:00 am
TRACk ONE (CONT.)
International Expansion Strategies – Choosing the Right
Becoming increasingly popular year after year, we invite Approach
you to join us at the Prayer Breakfast hosted by The y Determining the right goals for international expansion.
ServiceMaster Company. This is a non-denomination event y What are the options for expansion strategies?
that we encourage you to attend with your family and friends. y Where are the most logical markets to begin an
Previous year’s Prayer Breakfasts have featured special musical international expansion?
performances, motivational readings and inspirational guest y Developing and implementing the plan.
speakers. This is a great way to begin the first official day of
challenging educational sessions, networking engagements Moderator: Carl E. Zwisler, Principal, Gray Plant Mooty
and high-powered business meetings! The Prayer Breakfast Speakers: Ned Lyerly, EVP, Global Franchise Development,
is offered on a complimentary basis to the first 400 fully- CKE Restaurants, Inc.; Thomas F. Flaherty, Vice President of
registered convention attendees on a first-come, first-served Franchising, Agile Pursuits Franchising Inc.
INTERNATIONAL SuMMIT –
The Prayer Breakfast is
Developed by the International Committee
International Expansion – Identifying Market Opportunities
Driven Brands, Inc.
y Resources for international expansion.
Home Task Handyman
y Considerations before entering a specific market.
Michael Seid & Associates
y Where are the hot markets for your brand? Identifying the
y Case studies of successful expansion efforts.
Tasti D-Lite LLC
Moderator: William Edwards, CFE, Chief Executive Officer,
Two Men And A Truck
Edwards Global Services
Speakers: David Ramadan, President, RAMA International;
>> 9:00 am - 12:00 noon Mike Powers, CFE, EVP/Business Development, Smoothie King
INTERNATIONAL SuMMIT –
TRACk ONE Franchisee Recruiting – Identifying the Right International
Developed by the International Committee International Committee Partner
y Profile of your ideal master franchisee.
Considerations for Initiating an International Expansion y Developing your recruitment plan.
Effort y Where to find international development leads.
y Why expand to international markets? y Closing the master franchisee deal.
y When is the right time to expand internationally? Moderator: Tom Portesy, President, MFV Expositions
y What are the financial and personnel implications for Speakers: Tony Foley, CFE, President, United Franchise Group
international expansion? Services; Kristin Houston, Sr. International Trade Specialist, U.S.
y Developing the plan. Commercial Service
Moderator: Bachir Mihoubi, President & CEO, FranCounsel
Speakers: Martin Amschler, Vice President, Franchise,
RadioShack Corporation; Kevin Derella, CFE, Senior Vice
President, Coverall Health-Based Cleaning System
11 IFA 2011 AnnuAl ConventIon
Monday, February 14 (continued) Free Tools for Monitoring Your Brand
Chad Cohen, Vice President, Fish Consulting
FINANCIAL SuMMIT Integrating Social Media on Your Website
Brandy Zickefoose, Branding Manager, i9 Sports
Franchisee Access to Credit: What Can the Franchisor Do?
y What is the current state of credit to the franchise Facebook Best Practices
industry? Brent Alvord, CFE, President, Lenny’s Franchisor, LLC
y How can the franchisor facilitate financing for new and
existing franchisees? How to Take Advantage of YouTube
y Should the franchisor be directly involved in financing of Deb Evans, CFE, President & CEO, Computer Explorers/
the franchisees? ICED International Center for Entrepreneurial Development
y What are some real world success stories about franchisee
LinkedIn Best Practices
access to credit?
Nick Powills, CEO, No Limit Media Consulting, LLC
y What resources are available to assist franchisors with
access to credit? Using FourSquare to Drive Business
Moderator: William G. Hall, CFE, CEO, William G. Hall & Co. Scott Iversen, Director of Marketing, Topper’s Pizza, Inc.
(International Dairy Queen Franchisee)
Speakers: Darrell M. Johnson, CFE, President & CEO, Online Reputation Management
FRANdata; Ronald A. Feldman, CFE, Chief Executive Officer, Mark Sweetnam, Brand/Technology Manager, Fish Window
Siegel Financial Group Cleaning Services, Inc.
Effective Search Engine Optimization (SEO)
TECHNOLOGy SuMMIT Thom Scott, Director of Operations, Showhomes Franchise
Developed by the Information Technology Information Technology Committee Corporation
Develop an Effective Intranet
Social technology – Ignore it at Your own Peril Dan Martin, CFE, President & CEO, IFX Online
y Discover what social technologies you should be using
now and ones you should consider for the future. Using Online Tools to Train Your Franchisees
y Learn how to create, manage and protect your brand. Todd Leiser, Director, Franchise Sales, Valpak
y Use social technologies to increase sales for your
Franchise Management Systems Best Practices
Nick Mecozzi, Director, Client Services, FranConnect Software
y Find out if social media has lived up to its hype from other
franchisors. Effectively Implement Pay-Per-Click Advertising
Keynote Speaker: Ford Saeks, Internet Marketing Expert Todd Juneau, EVP, Aviatech, LLC
Ford Saeks will help you increase the performance of online Converting Visitors to Customers on Your Website
revenue-generating efforts and supercharge your sales results. Boris Bugarski, CFE, President & CEO, mUrgent Corporation
How to Use Website Analytics
Ted Dzialowski, Executive Chairman, Nutri-Lawn, Inc.
Technology Summit Roundtable Topics and Discussion
Facilitators Include: Return on Engagement (ROE): Best Practices and
Benchmarks in the Facebook Era
Protecting Your Brand on Social Networking Sites Clara Shih, CEO, Hearsay
Lee Plave, CFE, Partner, Plave Koch PLC
Email Marketing: Getting Repeat Business and Referrals
Getting Started with Social Networking Kevin O’Brien, Director, National Accounts, Constant Contact
Peter Riggs,VP, Corporate Business Unit, Pita Pit, Inc.
Local Search: Making Sure Consumers Can Find
Using Mobile Technology in Franchising Your Franchisees
Paul Segreto,President/CEO/Founder, franchisEssentials Jeremy LaDuque, Chief Executive Officer, ElementsLocal
Using Social Media Background Checks (Employees/ Finding the Right Franchisees Through Lead
Jack Serpa,Executive Vice President-Sales & Marketing, Sean Fitzgerald, National VP of Franchise Development
Engage121 Wireless Zone
Using Location-Based Services to Get Customers PCI Compliance: Are You There Yet?
BJ Emerson, Director of Information & Social Technologies, Tom Epstein, CFE, CEO, Franchise Payments Network
Tasti D-Lite LLC
KPI: Early Warning Detection for Struggling
Mobile Apps in Franchising
Todd Bingham, Director of Information Technology,
Bruce Franson, Vice President & CTO, Servant Systems, Inc.
FranNet Franchising, LLC
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Monday, February 14 (continued)
NEW MARkETS SuMMIT THE 20TH ANNuAL ELEMENTS OF SuCCESSFuL
FRANCHISING: “WORkING THROuGH DIFFICuLT
Preparing Professional Athletes for ECONOMIC TIMES”
Life after Sports:
What Franchising Offers y Up to the minute: what’s happening right now.
The Diversity Institute
Developed by the Diversity Institute y Techniques for effective distribution: where franchising
Professional athletes have spent years following playbooks. y Effective franchisee recruitment.
They know better than anyone that dedicated effort and y Essential elements of the franchisor management’s
teamwork are what it takes to win. These are the same philosophy and “culture.”
elements needed to be a successful franchisee. Professional y Communication in franchise networks.
athletes also have access to capital. This program will y How to deal with change: anticipating it, accommodating
showcase what has been done, what is being done and how it and taking advantage of it.
you, too, can score with professional athletes. Speakers: Philip Zeidman, Partner, DLA Piper US LLP;
Dennis Wieczorek, Partner, DLA Piper US LLP;
y Hear directly from individuals who made the transition Steve Romaniello, CFE, Chairman, FOCUS Brands; John
from professional athletes to franchise owners. Hamburger, President, Franchise Times
y Learn what franchise concepts are doing to attract
y Develop relationships with organizations such as Allied
Athlete Group. >> 10:00 am - 12:00 noon
y Expand your brand through new markets.
y Understand what you need to do to get in the game!
Moderator: Stan Friedman, CFE, Senior Vice President, FRAN-GuARDTM SEMINAR
y Top-down look at the IFA’s franchise sales management
Making the Move into Franchising and compliance initiative.
y How a system-wide compliance program can protect your
Speakers: George W. Tinsley, Sr., Tinsley Family Concessions- franchise system and make it more profitable.
Franchisee/Licensee of KFC, TGI Fridays, Pizza Hut, California y How to integrate all the facets of a compliance program,
Pizza, Nathan’s Famous, Freshens Ice Cream Bar and Jose from disclosure and documentation, to franchise sales,
Cuervo; Roosevelt Colvin, Franchisee, The UPS Store; Carlo field support, and operations.
Emmons, Franchisee, Wet Willies; Nate Wayne, Franchisee, y Proactive steps to drive franchise sales, reduce risks,
Coldstone Creamery manage growth, and improve profitability.
Speakers: Cynthia Gartman, CFE, President, IKOR® USA
Building Relationships Incorporated; Joel Buckberg, Of Counsel, Baker, Donelson,
Bearman, Caldwell & Berkowitz, PC; Gaylen Knack, Partner,
Speakers: Michael Stone, CEO and Co-Founder, Allied Athlete Gray Plant Mooty
Group; Elizabeth D. Sigety, Partner, Co-Chair Franchise Group,
Fox Rothschild LLP
Questions and Answers/Final Wrap-Up moderated by
13 IFA 2011 AnnuAl ConventIon
Monday, February 14 (continued)
>> 2:45 pm - 4:15 pm
Developing High Performance and Fun Franchisee Franchise Agreement Top Ten: “Must Have” Provisions for a
Peer Groups Rapidly Changing World
y Organizing and structuring franchisee peer groups. y Lawyers and clients weigh in on rights, responsibilities and
y Developing franchise owners who are focused on boilerplate.
measurable growth. y Social media, technology, intellectual property — who owns
y Keeping franchise owners focused on the key drivers for what the future will bring?
profitability in their business. y Dispute resolution — can we learn from our mistakes?
y Developing a mentality of group accountability among y Plain speaking — what do all those $10 lawyer words mean
peer group members. anyhow?
y Establishing financial benchmarking and helping to y Pre-signing questionnaires — are they of any value?
develop management skills in franchise owners. y Trade secrets — are they just words without meaning in your
y Developing and maintaining a commitment to the peer system?
group by keeping meetings fun, targeted, fresh and Moderator: Andrew Loewinger, Partner, Nixon Peabody
focused. Speakers: Joel Schweidel, Senior Vice President & Assistant General
Moderator: Rosemarie Hartnett, CFE, President, Abrakadoodle Counsel - Legal, Kahala Corp.; Joseph Mathews, CFE, Founding
Remarkable Art Education Partner, Franchise Performance Group
Speakers: Kristi Mailloux, President, Molly Maid, Inc.;
Urs Koenig, Facilitator & Coach, Profit Soup; Shawn Grady, How to Help Franchisees Drive Profitability
Franchisee & Corporate Sales, Two Men And A Truck y Using franchisee goals to help them drive profitability.
y Tools for helping franchisees understand their financial health.
Developing an Effective Franchise Support Organization y How employees can buy into company profitability.
A Supplier Forum Best Practices Seminar y How to help franchisees cut expenses in the right area.
y What are the similar support y How to easily make the Balance Sheet and Income Statement
characteristics of the “best-in-class” work together.
franchise organizations? SUPPLIER y Are you benchmarking the right information?
y Geographic-based support vs. needs- FORUM
Moderator: Jeff L. Moody, CFE, Vice President, Mr. Rooter
based support. Plumbing, The Dwyer Group
y What are the best tactics and strategies for delivering Speakers: Joe Lindenmayer, President/COO, TSS Photography, Inc.;
support? Steven C. LeFever, Chairman, Business Resource Services, Inc.
y New technologies for managing “just-in-time” support.
y Tips for increasing franchisee buy-in and accountability. Emerging Franchisors Share All – If I Only knew Then What I
Moderator: Jack Pearce, CFE, Executive Director Franchise know Now
Integration, Annex Brands, Inc. y Hiring the right people to lead the brand’s vision.
Speakers: Susan E. Black-Beth, CFE, Chief Operating Officer, y Establishing and nurturing banking relationships early and
Super Wash, Inc.; Mike Rotondo, VP of Operations, Tropical often.
Smoothie Cafe y Bridging the communication gap with franchisees; really
listening to them.
Super Charge your Franchise Advisory Council y Developing a team of strong field consultants.
y Maximize your benefit from your Franchise Advisory y Careful examination of costs to support new franchisees
Council. outside of your core markets.
y Learn how well-run councils can develop powerful new y Why all parties need to clearly understand your FDD to avoid
ideas. potential legal issues down the road.
y Learn how your council can help you greatly improve Moderator: Sherri Fishman, President, Fishman Public Relations
implementation of new concepts. Speakers: John Rotche, President, The Belfor Franchise Group;
y Take your council to new levels via new social media tools. Sam G. Ballas, CFE, President/CEO, East Coast Wings & Grill;
y Improve your relationship with your franchisees through a Amy Nichols, CEO, Dogtopia; Brian Miller, CFE, President & COO,
role and use of Franchise Advisory Councils. FranchisESource Brands International
Moderator: Evan Hackel, President, Ingage Consulting
Speakers: Mitch Cohen, Owner, Baskin Robbins/Dunkin’
Donuts of Bayshore, NY; David Barr, Chairman, PMTD
Restaurants (KFC and Taco Bell Franchisee)
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Monday, February 14 (continued)
Best Practices in Training: 10 Ways to Make your Training Franchise Development Strategies for the New Normal
More Fun and Impactful y Lead generation in a slow economy.
y Cutting-edge adult learning techniques that promote y Setting up a sales process that delivers results.
understanding, confidence, retention and change. y Leveraging technology, CRM and website strategy for a higher
y What types of activities should I mix into the agenda to closing rate.
accommodate various styles of learning? y Strategies for franchise financing.
y How can you deliver highly technical information in y The New Normal could be the best time to grow!
interesting and interactive ways? Moderator: Amit Pamecha, CFE, CEO/Co-Founder, FranConnect
y What can you do to ensure the training takeaways get Software
used in the real world? Speakers: Robert A. Gappa, CFE, President, Management 2000;
y The top 10 things you can do to raise the bar on your Chuck Jones, VP Franchise Development, Sopra Brands;
training. Arthur Coley, CFE, VP Global Development, AlphaGraphics, Inc.
Moderator: Barbara Carper, President, Profit Soup
Speakers: Kim Hansen, VP Franchise Relations, Learning RX; Franchisee Engagement: Dissecting the key
Christopher Yellen, VP Association Development and Quality Performance Drivers in your System Building local businesses,
one opportunity at a time.
Assurance, Choice Hotels; Kathy Muller, Director Sales Training Developed by the Franchise Relations Committee Franchisee Relations Committee
and Development, ICED, Inc. y What factors separate your truly engaged
franchisees from the unengaged?
How to Refresh, Protect & Enhance your Brand: Delivering a y Common mistakes that drive disengagement.
Consistent Customer Experience as you Grow y Best practices in building franchisee performance.
y Defining your “Brand Promise.” y Case Studies: Franchisee engagement success stories and failures.
y Developing your support structure to achieve consistent y Closing those performance gaps: five tips to get more franchisees
delivery at the unit level. to follow your system and execute their business plans effectively.
y Selecting the right franchisees and classes of franchisees Moderator: Eric Stites, CFE, President, Franchise Business Review
for your system. Speakers: Greg Nathan, Managing Director/Psychologist, Franchise
y Ensuring that your franchisee’s management team and Relationships Institute; Harvey H.H. Homsey, Vice President,
staff are prepared for the challenge of customer service Franchise Systems, Express Employment Professionals; Keith Miller,
expectations. Past Chairman, North American Association of Subway Franchisees,
y Avoiding “Incumbent Inertia” and managing changes to Subway Franchisee
products and services.
y Managing franchisee participation – validation for growth, How Franchisees and Franchisors Can Work
participation in strategic direction and tactical changes, Together on Small Business Issues Building local businesses,
one opportunity at a time.
capturing their experiences and executing as a system. Developed by the Franchisee Forum Franchisee Forum
y Putting your franchise system in alignment – from the FDD y How franchisees and franchisors can
through the recruitment process to the execution at the create a team effort.
local level. y Access to capital/SBA loans/franchise funding.
Moderator: Michael H. Seid, CFE, Managing Director, MSA y 1099 reporting and Healthcare-related issues.
Worldwide y Card Check legislation and approaches.
Speakers: Sid Feltenstein, Chairman of the Board, Mrs. Fields, y Energy-related issues (CAP & Trade).
Inc., Mrs. Fields Famous Brands; John Kujawa, Vice President, y Franchisees are not Employees (the Coverall case).
Franchising, McDonald’s Corporation y Current public policy and business issues.
Moderator: Barry Miller, President, Sylvan Learning Center of
Speakers: Saunda Kitchen, Owner, Mr. Rooter of Sonoma County, CA;
Mary Kennedy Thompson, CFE, President, Mr. Rooter, The Dwyer
Group; David Messenger, CFE, Vice of President Market Expansion,
ServiceMaster Company; Ken Bartell, Owner, ServiceMaster of
Redmond, OR; Tim Shuy, Vice President, Owner Relations & Franchise
Management, Choice Hotels International; Sunil Thadani, Choice
Hotels Franchisee, San Diego, CA
15 IFA 2011 AnnuAl ConventIon
>> 10:15 am - 11:45 am Tuesday, February 15
Focused on ROI: Integrating Marketing Tactics for Better Best Practices for Creating and Executing a System-Wide
Strategic Results for Franchise Sales Modernization Program
y Determining which tactics will most effectively reach your y How do you effectively collaborate with franchisees to
target audience(s). gather input and achieve buy-in?
y Integrating messaging across advertising, PR and online y Is presenting an ROI important, and if so, how do you
marketing. measure and communicate it?
y Prioritizing tactics when budgets are limited. y How does a challenging economy affect a franchisor’s
y Measuring the results of your integrated campaign. implementation and enforcement of a modernization
y Avoiding the pitfalls – the top mistakes made when program?
integrating marketing campaigns. y What do you need to do to ensure that franchisor staff
Moderator: Jason P. Zickerman, CFE, President & CEO, The and vendors (including lenders) are prepared to effectively
Alternative Board (TAB) support the modernization program?
Speakers: Tracy L. Weise, President, Weise Communications, Inc.; y How do you determine the necessary versus the optional
Dawn Kane, President, Hot Dish Advertising items in a modernization, and can this differ between
When The Franchisor Becomes The Banker – Best Practices for y What are the common legal issues/concerns related to a
Franchisors Providing Financing to their Franchisees modernization program and how do you avoid them?
y An overview of the types of programs franchisors have put Moderator: Kerry J. Olson, CFE, Vice President - Legal,
into place to assist with franchisee financing. International Dairy Queen
y The regulatory and legal hurdles that must be addressed in Speakers: Dean A. Wieber, EVP New Business Development,
structuring a franchisee finance program. Great Clips, Inc.; Troy Bader, Chief Development and Legal
y Complying with disclosure requirements and managing Officer, International Dairy Queen; Brian B. Schnell, CFE,
franchise relationship issues. Partner, Faegre & Benson LLP
y Best practices for structuring the offering and evaluating
prospective borrowers. Benchmarking Made Easy – How Benchmarking can Boost
Moderator: Kevin P. Hein, Partner, Faegre & Benson LLP Franchise System Performance
Speakers: Kenneth Switzer, VP & CFO, Marco’s Pizza; y Best practices for ways to utilize benchmarking to boost
Scott D. Frith, CFE, VP Marketing & Franchise Development, franchise system performance.
Lawn Doctor, Inc.; Reggie Heard, President/CEO, Bankers One y Highlights of the Franchisor Benchmarking Report.
Capital y “Preview” of IFA’s new web-based benchmarking service.
Moderator: Brian Spindel, CFE, President & COO, PostNet
How to Identify and Avoid Problems in International International Franchise Corporation
Franchising Speakers: Catherine Monson, CEO, FASTSIGNS International;
y The “Proven Model” – the tenure and success of the U.S. Michael M. Isakson, President & COO, ServiceMaster
franchise company. Company; Mike Bidwell, CFE, President, The Dwyer Group
y What is the business climate of the foreign market?
y What are the potential political and ethnic conflicts in the Transformational Communication: How to Have Effective
market? Conversations with your Franchisees
y What are the cultural considerations in the market? y How to get up to speed with the situation/issue and
y Do your due diligence – surveying other franchise companies determining methods of communication.
in the market. y Getting prepared mentally and focusing on the desired
y English speaking versus non-English speaking markets. outcome.
Moderator: Jerry L. Crawford, CFE, President, Jani-King y The art of “Active Listening.”
International, Inc. y Stay in control without dictating.
Speakers: Susan Grueneberg, Partner, Snell & Wilmer LLP; y Deciding on next steps and when applicable, reinforcing
Yoshino Nakajima, Chief Development Officer, Home Instead with email.
Senior Care; Kurt Ullman, CFE, Vice President, International y Did we mention follow up?
Development, Tasti D-Lite LLC Moderator: Rocco Fiorentino, CFE, President, Swiss Farm
Speakers: Shelly Sun, CFE, CEO & Co-Founder, BrightStar
Franchising, LLC; Jeffrey L. Tews, Owner, BrightStar Healthcare
of Madison, WI; Mariana Huberman, Owner, The UPS Store
of Washington, DC; Stuart Mathis, President, MBE, a UPS
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Tuesday, February 15 (continued)
Multi-unit /Area Developer Models for Franchising
Beyond Facebook: Reaching your unique Audience Where
Franchise Growth Building local businesses,
one opportunity at a time.
They Live Online
Developed by the Franchisee Forum
y Twitter tactics in franchising.
y What Franchisors/Franchisees need to y LinkedIn for recruiting & development.
know about multi-unit models. y Foursquare – location-based customer acquisition.
y Multi-unit license agreement variations. y Tools for monitoring your brand.
y Growth strategies for multiple units. y The Social Tech “Watch List.”
y Multi-Unit/Multi-Brand Strategies. Moderator: Deborah Evans, CFE, President & CEO, Computer
y Operations and training differences for the multi-unit Explorers/ICED
model. Speakers: BJ Emerson, Vice President of Social Development,
y How Franchisors/Franchisees can move beyond the single Tasti D-Lite LLC; Jon Carlston, Vice President of Social
unit model. Development, Process Peak LLC; Ken Colburn, President,
Moderator: John Francis, Area Developer, PostNet of MN & WI Data Doctors Franchise Systems, Inc.
Speakers: Michael Gornet, President, Mr. Handyman of
California & Florida; Todd Recknagel, President & CEO, Distressing Transfers in Troubled Times: Thorny Issues in
Mr. Handyman; Gordon Logan, Founder and CEO, Sport Clips; Transferring Financially Troubled Franchisees
Ron Chamberlain, Southern California Area Developer, Sport y Why troubled transfers are different from normal re-sales and
Clips; Aziz Hashim, President & CEO, National Restaurant why transfer procedures should be adapted accordingly.
Development (Popeye’s Chicken Franchisee); Greg Vojnovic, y How to identify potential transferees who can be quickly
VP of Business Development, Popeye’s approved and brought up to speed.
y Should the assignment/transfer provisions of the franchise
Expansion Into Airports, universities, Military Bases and agreement be relaxed in order to get the deal done?
Beyond: Negotiating Non-Traditional Development Deals y Spotting purchase price issues and pitfalls and strategies to
y More and more, customers are a moving target. If you deal with them.
can attract their attention for a sandwich, a massage, a y How to make sure the franchisor and other creditors get
sit-down meal, or even a tan, you’ve added a new revenue paid.
stream. Moderator: Michael R. Gray, Partner, Gray Plant Mooty
y Find out if the captive or “non-traditional” market is a Speakers: Mark C. Dely, Vice President & General Counsel,
place you can expand your organization and increase your ServiceMaster Company; Joseph P. Devereaux, CFE, Director of
sales. Franchise Services, Domino’s Pizza LLC
y Explore the key issues subject to negotiation and the
best practices for negotiating non-traditional franchise Financial Management for Non-Financial
development deals with those franchisees who Managers: understanding kPIs, P&L and
have relationships with and/or access to unique venues. Balance Sheets SUPPLIER
y How to create a business model for a captive site; A Supplier Forum Best Practices Seminar
the nuances of lease agreements; what to expect y How do you make sense of a P&L,
in economics and; how much the franchisor should expect Balance Sheet and Cash Flow Statement?
to control in the operations. y How do you identify, track and incentivize key operating
y Stay one step ahead of this growing trend. indicators for your business?
Moderator: Joyce G. Mazero, Partner, Haynes and Boone, LLP y How do you create a financial and operational dashboard to
Speakers: Anne Marie Solomon, VP, Merchandising Strategy provide meaningful management information?
and Creative Services, Aramark; Lee Sanders, President, USA y How do you prepare a basic break-even analysis for your
Franchising, TGI Friday’s, Inc. franchisees?
y How do you understand your franchisees Return on
Moderator: Scott Pressly, CFE, Managing Partner, Van Ness
Speakers: Brian D. Jones, Managing Director, Jones Group;
Aslam Khan, CEO, Falcon Holdings (Church’s Chicken
>> 2:45 pm - 4:45 pm Franchisee); Doug Pendergast, CFE, SVP Development &
Franchising, CraftWorks Restaurants & Breweries, Inc.
ExECuTIVE BuSINESS SOLuTION ROuNDTABLES
Hosted by Franchise Exeuctives
Sharing sound business practices with other franchise executives is essential to running a successful brand. That’s why many
convention-goers indicate our Business Solution Roundtables hosted by senior-level franchise executives are the highlight of the
program – where else can you sit down with some of the most accomplished and experienced franchise leaders and gain their
insights on a variety of topics ranging from franchise relations, franchise sales, operations, legal and financial issues, branding,
marketing, leadership and more? The format of these roundtables provides for an open discussion at, literally, a round table
with 10-12 other people – this is a rare opportunity to engage with top CEOs, CFOs, COOs, Presidents and Executive Vice
Presidents about their success stories, lessons learned and the latest trends in the marketplace. Don’t miss it!
17 IFA 2011 AnnuAl ConventIon
Wednesday, February 16
>> 10:15 am - 12:30 pm
BuSINESS SOLuTION ROuNDTABLES FORUM
Hosted by the Supplier Forum
Gather innovative business solutions and practical tips while
engaging in dialogue with industry peers on the relevant issues
to franchise businesses today. The business solution roundtables LEGAL TRACK
are led by experienced IFA Supplier Forum members and offer 30. Franchise Transfers
a unique way to be directly in touch with industry professionals 31. Dealing with a Difficult Franchisee
who will challenge your thinking and leave you with new ideas 32. New Franchisor Issues
and solid take-aways. 33. Social Media – Legal Considerations
34. Mediation & Arbitration
FINANCE TRACK 35. Enforcing System Standards
1. Evaluating Financial Ability of Franchise Candidates 36. Financial Performance Representations
2. Financing in Today’s Environment 37. Problem Franchisees and Franchisee Assurances
3. Alternative Franchise Funding 38. Protecting Your Online Reputation
4. Every Franchisee Should Have an Advisory Board to
Drive Accountability MARKETING AND PR TRACK
5. Acquisitions and Due Diligence in Distressed Times 39. Maximizing Conversion and ROI of Your Franchise
6. Positioning your Franchise System for Financing Success Development Website
FRANCHISE SALES TRACK 40. Who’s Afraid of Social Media Marketing?
7. Local Search Marketing 41. Using Social Media to Fuel Franchise Sales
8. The Importance of Financial Performance 42. Integrating PR, Advertising and Marketing to Drive
Representations in Franchise Sales Qualified Leads
9. Networking to Drive Leads in the Local Market 43. How to Turn Social Media into Profit
10. Constructing a Sellable System for Franchise Sale 44. The New Best Practices of LSM: Going Way Beyond
11. Getting Internet Leads into Your Sales Pipeline Direct Mail
12. How to Sell Your First Franchise [Franchise Sales 101] 45. Managing Content and Your Brand with the Latest
13. Franchise Resales to Stop Store Closings Technology
14. How to Stop Post Sale Issues By Developing Proper 46. Social Media: How to Use It for Franchise Lead
Expectations During The Sales Process! Generation
15. Working with Franchise Brokers – Why or Why Not? 47. Are You Using a Multi-Channel Marketing Strategy?
16. Creating an Excellent Prospect Experience 48. Protecting Your Online Reputation
17. Franchise Development Best Practices & Benchmarks 49. Measuring Marketing ROI with Analytics Dashboards
18. Jump Starting Your Franchise Program; What New 50. Customer Relationship Marketing
Franchisors Need to Do
19. Maximizing PR to Drive Franchise Sales OPERATIONS TRACK
51. Outsourcing Appointment-Setting for Your
GENERAL TRACK Franchisees
20. Transitions – How to Take Your System From an Owner 52. Internal Controls and Their Role in Running a
Operator Strategy to a Multi-Unit One Franchise Company and Creating Effective Royalty
21. Social Media in Franchising: Best Practices Audits
22. Controlling the Cost of Technology Upgrades 53. How Franchisor-to-Franchisor Marketing Means
23. The Psychology of a Winning Franchisee “Big Bucks”
24. Rent Reductions for Existing Real Estate Leases – Use 54. Improving Unit Economics
the Economic Conditions to Lower Your Overhead 55. Lowering the Cost and Accelerating the Speed of
INTERNATIONAL TRACK 56. Increasing New and Repeat Business Through
25. Ensuring Success in International Franchising Customer Loyalty
26. Negotiating International Agreements 57. Implementing Change in a Franchise System
27. Breaches and Defaults with Foreign Franchisees 58. Benchmarking Franchisee Performance
28. Successful International Expansion 59. Best Practices: Franchisee-Franchisor Relations
29. Worldwide Franchising, Including BRICs 60. Post-Launch Training
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Wednesday, February 16 (continued)
>> 3:00 pm - 4:30 pm
MINI-SuPER SESSIONS ADDITIONAL
Returning in 2011, the Mini-Super Sessions are informative, interactive and offer NETWORKING
a huge amount of value. The Mini-Super Sessions are intensive workshops,
focused on topics to help you better understand the trends occurring in today’s Opportunities:
business, economic and political landscape. Here’s what’s in store:
FRANCHISE TOWN HALL
The political landscape of America has changed dramatically MAKE THE MOST OF YOUR
which affects how you will conduct your franchise business CONVENTION EXPERIENCE BY
in the future. Moderated by Incoming IFA Chair, Jack Earle,
ALIGNING WITH NEW FRIENDS AND
several mayors from leading cities all over the country will
gather to answer your questions about policies, pending
legislation, local issues and more. This is also your chance to let
these policymakers know what issues affect the operations of All full-registered convention attendees
your local franchised businesses. are cordially invited to participate in the
following evening networking and social
U.S. ECONOMIC OUTLOOK events:
Learn the latest information on the future of our economic
recovery and how the growth of franchising will be impacted Monday, February 14
in 2011. Chief Economist of the U.S. Chamber of Commerce, >> 7:30 pm - 9:00 pm
Dr. Marty Regalia, will share his up-to-the-minute insights and
explain how current trends will affect the future operations of
WOMEN’S FRANCHISE COMMITTEE
your company both in the U.S and abroad.
Marty Regalia Join The Women’s Franchise Committee’s
Networking Reception on Monday evening
and learn more about the committee’s
Shep Hyken is a speaker and author who works with
ongoing work while spending time with
companies wanting to build loyal relationships with their
customers and employees. His customer service articles have friends and colleagues.
been read in hundreds of publications, and he is the author
of Moments of Magic™ and The Loyal Customer. In 1983, Tuesday, February 15
Mr. Hyken founded Shepard Presentations and since then has
worked with hundreds of companies and associations including >> 7:00 pm - 8:30 pm
Shep Hyken American Airlines, Aetna, AAA, Anheuser-Busch, AT&T, Abbott
Laboratories and American Express. INTERNATIONAL RECEPTION
Join your colleagues from around the
DEVELOPING THE WORK ETHIC ALONG YOUR FRONT LINE globe at this reception, sponsored by
TO INCREASE THE PERFORMANCE AND PROFIT TO YOUR The International Committee, and learn
BOTTOM LINE more about trends and developments in
Employers throughout the franchise community bemoan the franchising outside of the U.S.
lack of work ethic of the emerging talent pool. Franchisees
are hard-pressed to deliver the service their brand promises
when the majority of their young new hires who view service as Wednesday, February 16
eric Chester something they get from a vending machine, and who arrive >> 7:30 pm
without even the basic understanding of how to work and
what is expected from them when they are at work. America’s leading Gen Y
Our closing gala is a festive way to end your
expert, Eric Chester, an award-winning speaker and bestselling author, returns
convention experience. With gourmet food
to IFA to show you how to develop the work ethic throughout your franchise’s
stations and The Franchise All-Star Band
culture. He’ll present thoughtful strategies and tools leaders can integrate and
entertaining you throughout the evening,
implement to instill and improve the work ethic your front line employees should
the closing gala is a fun-filled evening that
have received at home and in school — but didn’t.
gets you up out of your chair and mingling
one final time with other convention
attendees. Make sure you stick around for
this last opportunity to visit with friends and
colleagues before heading home!
19 IFA 2011 AnnuAl ConventIon
IFA Exhibit Hall
The IFA Exhibit Hall offers even the most experienced franchise
executive new ideas for improving the operations of their business.
To help you recover from a challenging economy, exhibitors are
excited to show you the latest trends and products in franchising
today, assisting you with conducting business more efficiently and
economically. We have it all for you — accounting, business and
legal services, financial services, insurance programs, marketing and
public relations specialists, software and technology providers, human
resources experts, franchise development resources, travel and hotel
and special event services and more. And, don’t forget to enter the
exciting door prize drawings for $1,000 each held during official
MONDAy, FEBRuARy 14
• 4:30 pm – 8:00 pm
Chairman’s Reception — Join IFA’s Chairman of the Board,
Kenneth D. Walker, CFE, for the opening of our Exhibit Hall. This is
your first opportunity to meet with our service providers who offer
innovative and cost-effective products to help your company’s bottom
line and prepare to rebound strong in 2011.
TuESDAy, FEBRuARy 15
• 12:00 noon – 2:30 pm
Networking Luncheon with Exhibitors — Take advantage of the second
opportunity to learn what our service providers can offer to help
build your brand and run a more streamlined operation in the years
NEW for ahead.
• 2:30 pm – 5:00 pm
Exhibit Hall remains open for optional networking.
• 5:00 pm – 7:00 pm
Connect with Fun & Games with Exhibitors — This is your final chance to visit with our
Exhibitors and 2011 service providers. And during this fun-filled time, many exhibitors
will offer games and prizes in their booth.
via the IFA Convention
ReGISteR noW At WWW.FRAnCHISe.oRG 20
ExHIBITORS (AT PRESS TIME)
919 Marketing Company Franchise Opportunities Network Our Town
Accelerated Payment Technologies Franchise Payments Network Out of the Box Technology
AdGeo, Inc. Franchise Software Systems PenBen
ADP, Inc. Franchise Solutions People To My Site
Affinity Express Franchise Times Pinpoint Marketing Group
Alexander’s Print Advantage Franchise Update Media Group Plan Ahead Events
Althans Insurance Agency Franchise.com POSitive Technology
Associated Luxury Hotels International FranchiseAdvantage.com Precision Services Group
Association of Small Business FRANCHISEWORKS.com PrimePay
Development Centers FranConnect Software Printable
Avalara FRANdata Corporation PrintingForLess.com
Aviatech, LLC FranFund, Inc. Process Peak LLC
Balihoo Franwise Process Pink Payments, LLC
Barkley FRM Solutions ProfitKeeper
BDO LLP Frontstream Payments PROGRADE
BeneTrends, Inc. FulCircle, Inc. Proven Match, LLC
BFC Gannett/Franchise Xpress ReachLocal
BizBuySell GBBIS ReadyTalk
BizUnite geoVue, Inc. Rehmann
BoeFly LLC Gray Plant Mooty Rhino 7 Franchise Development Corporation
Business Resource Services Greenbaum Marketing Royal Caribbean
Buxton Greenberg Traurig, LLP Royalties, Inc.
Captivate, by FranConnect Hearsay SageFire, Inc.
Careerbuilder.com Henry Wurst, Inc. SAMCO Promotional Products & Programs
Certilearn, Inc. HJH Consulting Group, Inc. Sanderson & Associates
Chase Paymentech Hot Dish Advertising SDCooper Company
Clarity Voice Hylant Group Servant Systems, Inc.
Coffee News iFranchise Group Siegel Financial Group
Constant Contact, Inc. IFX Online SproutLoud
ContactPoint Impressions on the Go St. Jacques Marketing
Coverall Health-Based Cleaning System Initial Impression Sunbelt Business Advisors
Creative Producers Group The International Franchising Centre Sutus
Deluxe Franchise Services Intuit, Inc. Synergy Media Team LLC
Digital Printers Alliance Jan-Pro Franchising International, Inc. Systino
Direct Capital Franchise Group Javelin Solutions Telestar Media
E.H. Anderson Public Relations Kiekenapp & Associates Tellermate, Inc.
Elements Kiosko Tortal.net
eMaximation Larkin Hoffman Daly & Lindgren Trabon Companies
Emma LearningZen UBS Financial Services
Engage121 Local Search Traffic Uni-Data & Communications, Inc.
Entertainment Publications Love, Douglas and Pope, Inc. Universal Background Screening
Entrepreneur Media, Inc. Luce, Smith & Scott, Inc. Valpak
ESRI Market Approach Consulting Valuevine
Experient Mercury Road Associates, LLC Vehicle Wraps USA
expresscopy.com Merrill Lynch/Bank of America The Wall Street Journal
F.C. Dadson, Inc. MFV Expositions Waterfall FMS
Faegre & Benson LLP Microsoft Watersteet Franchise Management Software
FCS Easyway Mindbody, Inc. Web.com
FisherZucker LLC MindShare Technologies WebbMason
Fishman Public Relations MPSI Where 2 Get It
Forum Analytics MSA Worldwide WM Putnam
Franchise Business Review MultiAd World Franchise Associates
Franchise Central LLC mUrgent Corporation WSI
Franchise Development Services Ltd National Cable Communication (NCC) Yesco
Franchise Direct National Event Management Yodle
Franchise Gator LLC The Nielsen Company ZeeWise, Inc.
The Franchise Handbook Nuvek Zoom.7 Meetings & Events
Showcase Your brand and Position Your Company As A Strategic iFA, Franchising Community Partner!
To inquire about remaining booth space, contact Lynette Darby at 202/662-0782 or firstname.lastname@example.org.
21 IFA 2011 AnnuAl ConventIon
PRE-REGISTRATION REGISTRATION/INFORMATION DESk
To register for all events described in this brochure, please The registration/information desk will be located on Level One
complete one registration form per person and mail with of the MGM Grand Conference Center, in the Grand Ballroom
payment to IFA’s 51st Annual Convention, 1501 K Street, NW, Pre-Function area. Registration will be open at the following
Suite 350, Washington, DC 20005. You may also fax your times:
form(s) to 202/628-0812 or register online by visiting
www.franchise.org/convention.aspx. Our pre-registration Sunday, February 13th 7:30 am – 8:00 pm
deadline is January 31, 2011. Monday, February 14th 7:00 am – 5:00 pm
Tuesday, February 15th 7:00 am – 6:00 pm
You will receive a confirmation packet via e-mail. Wednesday, February 16th 7:00 am – 4:00 pm
For questions, contact Jodi McCray at 202/662-0763 or
email@example.com. Refreshment breaks and technology stations will be set up near
our registration desks starting on Sunday morning.
Registration Fees* are per person and include: HOTEL ROOM RESERVATIONS
y Entry into all convention general sessions and educational You can book your room at the MGM Grand by calling the
sessions including the Summits and Mini-Super Sessions; hotel directly at 800/929-1111 or by visiting the IFA website
y Exhibits and evening networking events; at http://www.franchise.org/convention.aspx to make a
y Educational session instruction and materials; reservation online. Be sure to reference IFA, or group code
y Continental Breakfast on Tuesday and Wednesday; ITF015, to receive the discounted rate of $169 for February 11
y Lunch on Monday, Tuesday and Wednesday; & 12 and $119 for February 13-17. The deadline for making
y Wednesday Closing Gala your reservation is January 9 or when the IFA room block is
y Taste of Franchising; and sold out. When our room block is sold out, rooms will be
y Refreshment Breaks. offered, if available, at the IFA convention rate. The IFA room
rate includes complimentary guest room high speed Internet,
* Pertains to full convention registration fees excluding our complimentary printing of airline boarding passes at the
Spouse Rate (applicable to evening social events only) and Business Center or Concierge Desk and an MGM Value Pass
Exhibitor Badge Rate (provides booth workers entry into the which includes discounts on a variety of property outlets.
Exhibit Hall and The Taste of Franchising only.)
ABOuT THE MGM GRAND
The WFC Leadership Conference on Sunday is an additional
$100 for fully-registered Convention attendees. The MGM Grand Hotel & Casino is located at 3799 Las
The Prayer Breakfast is offered on a complimentary basis to Vegas Boulevard South and contains all the Vegas energy
fully registered convention attendees on a first-come, and excitement under one roof, including celebrity-chef
first-served basis. restaurants, nightclubs, world-class entertainment, and premier
special events. The hotel has 5,035 rooms and suites, many
Attendance at the ICFE Special Sessions on with breathtaking views and all designed to surround you with
Saturday and Sunday is not included in your luxury. Attractions at the MGM Grand include the Cirque du
convention registration fee. There is a separate Soleil production KÀ, Studio 54 nightclub, and a lion habitat.
registration form and fee for these sessions. Two pool complexes include outdoor pools, spa tubs, and
Go to www.franchise.org/certification.aspx or call cabanas. For more information about MGM Grand, visit
Rose DuPont at 202/662-0771. www.mgmgrand.com.
ATTIRE Check-in time is 3:00 pm and check-out time is 11:00 am.
“Business casual” attire is the order of the day. Please keep
in mind that meeting rooms tend to be cool, so you may be
more comfortable with a jacket. Jeans are discouraged except
during exhibits set up. Business attire is appropriate for the
Chairman’s Reception on Monday evening, and “casual” attire
is appropriate for our Wednesday evening Closing Gala.
2011 IFA Convention Registration Form Annual Convention:
February 13-16, 2011 l MGM Grand Hotel & Casino l Las Vegas, Nevada
Please complete one form per person. Pre-Registration closes on January 31, 2011.
Registrations received after this date will be processed onsite and subject to an additional $50 fee. Building the future
Full Name ___________________________________________________________________ q Franchisor q Franchisee q Supplier
Nickname for Badge ____________________________________________________________________________________________________
Job Title ______________________________________________________________________________________________________________
Spouse (if registering) __________________________________________________________________________________________________
City _________________________________________________________ State _________________ Zip _______________________________
Country (if not U.S.) _____________________________________________________________________________________________________
Telephone ____________________________________________________ Fax _____________________________________________________
(An individual email address for the actual person attending convention is required for confirmation packets.)
q Check here if you wish to receive emails and faxes on Convention events and issues of interest.
Is this your first IFA Convention? q Yes q No
Please mark the appropriate boxes to indicate your participation and fees. Registration fees are PER PERSON.
q IFA Member
q 1-3 registrants when registering together $990
q 4-9 registrants when registering together $850
q 10 or more registrants when registering together $750
q Member Exhibitor $650
q Spouse (includes evening social events only) $500
q Speaker (does not apply for roundtable facilitators) $550
q Non-Member $1,950
q University Personnel $650
q WFC Annual Leadership Conference $100
q Prayer Breakfast Complimentary
Total Fee $_________________
q Check payable to IFA (Federal Tax ID # 36-6108621)
q Credit Card: m AMEX m Visa m MasterCard m Discover
Account # ____________________________________________Expiration Date______________________________________________
Cardholder’s Name ________________________________________________________________________________________________
Cardholder’s Billing Address ________________________________________________________________________________________
CANCELATiON POLiCY: Full refunds (minus a $50 administration fee) will be granted for cancellations received in writing by January
13. Cancellations received after that date are subject to a 50% penalty + a $50 administration fee. No refunds are permitted after
January 24, 2011. Substitutions are permitted at any time.
HOTEL RESERVATiONS: You can book your room at the MGM Grand by calling the hotel directly at 800/929-1111 or online at
www.franchise.org/convention.aspx. Be sure to reference IFA, or group code ITF015, to receive the discounted rate of $169 for
February 11 & 12 and $119 for February 13-17. The deadline for making your reservation is January 9 or when the IFA room block is
sold out. When our room block is sold out, rooms will be offered, if available, at the IFA convention rate. The IFA room rate includes
complimentary in-guest room high speed Internet and complimentary printing of airline boarding passes at the Business Center or
Concierge Desk, as well as an MGM Value Pass which includes discounts on a variety of property outlets.
Send your completed form(s) with payment to: INTERNATIONAL FRANCHISE ASSOCIATION,
1501 K Street, NW, Suite 350, Washington, DC 20005 Phone: 202/628-8000 • Fax: 202/628-0812 • www.franchise.org
INTERNATIONAL FRANCHISE ASSOCIATION
1501 K Street, NW, Suite 350, Washington, DC 20005
Building the future
DON’T February 13-16
Register Today MGM Grand Hotel
Las Vegas, Nevada