franchise development workshop

Franchise Development Workshop - Denver, CO

IFA’s first 2019 Franchise Development Workshop (formerly Franchise Development Seminar) was packed with powerful content from leading franchise professionals who shared the secrets to winning development deals.
CFE Credits Available
Yes
May 16, 2019
|

918 17th Street
Denver, CO 80202
United States

GET DEALS DONE

IFA’s newly revamped Franchise Development Workshop is a one-day session designed for franchise development professionals to join experts for a discussion on the latest trends and advancements in their fields.
👥
Network with your peers
Increase franchise sales
📝
Incredible take-home value

Speakers

Additional Speakers

Jania Bailey, CFE

CEO

Larry Oberly

President & CEO

Dustin Hansen

CEO

Mark Jameson, CFE

EVP, Franchise Support & Development

Rocco Fiorentino, CFE

President & CEO
PrimoHoagies

Agenda

Denver workshop materials can be found in the FAQ section below.
Thursday, May 16

7:45 am

Registration Desk Open with Continental Breakfast

8:15 am – 9:30 am

Welcome & Opening General Session

Workshop Moderator: Renee Israel, Founder, Doc Popcorn; Strategic Advisor—Brand Development, Nextbite Brands

Industry Trends

A brief 15-minute report on industry/data trends for franchise sales.

Speaker: Keith Gerson, CFE, CMO & President, Franchise Operations, FranConnect

“Know How To Grow” Building A Sales Process and System That Is Right For Your Brand

Learn how to create the right sales process and build the right system for your brand. This program will give you insight on creating a process that fits your brand and your culture. Learn how to set the speed. Are you growing too fast or growing too slow? What are the benefits, challenges and costs of the speed you set for growth? Our panel of experts will share their experiences with you to get you on the right track.

Moderator: Rocco Fiorentino, CFE, President & CEO, PrimoHoagies
Speakers: Keith Gerson, CFE, CMO & President, Franchise Operations, FranConnect; Jeff Sturgis, Franchise Development Executive;  Teri Sullivan, VP, Franchise Development, The Inside Coup

9:30 am – 10:15 am

Know Your Franchise Recruitment Audience

In order to strategically grow your brand, you need to understand your target audience. Who are they? What motivates them? How is your audience evolving over time? From targeting millennials to seasoned corporate executives to owners of other brands, we will discuss how to sell to today’s buyer.

Speaker: Brooke Hess, Director, Paid Media, Location3 Media

10:15 am – 10:30 am

Networking Break

10:30 am – 11:15 am

Sales Process Considerations – Finding and Managing Prospects into Viable Candidates

The decisions you make today will determine the future of your franchise. This informative session will focus on the options available for finding prospects, managing the process, and screening the prospects to become true candidates.

Speakers: Jania Bailey, CFE, CEO, FranNet Franchising, LLC; Jason Zickerman, President & CEO, The Alternative Board (TAB)

11:15 am – 12:00 pm

Building and Managing a Winning Recruitment Budget

In this session you’ll learn proven and field-tested best practices for not only creating a building a financial recruiting plan, but also how to monitor and manage the often limited and precious resources. You’ll complete this session with tools and knowledge to quickly get your own winning financial plan and budget in place.

Speakers: Art Coley, CFE, CEO, CGI Franchise; Larry Oberly, CFE, President & CEO, SpeedPro Imaging

12:00 pm – 1:30 pm

Networking Lunch with Franchise Sales Turnaround Case Study

Haven't you always wondered how some franchise brands go from zero to hundreds of locations, in what seems to be, overnight? While that's the perception sometimes, it actually takes a lot more time and effort to go from concept to franchise award to opening. A lot of strategies are conceived behind the scenes and implemented over a period of time - well before the results appear.

Modeled after the mystery case study featured at the IFA Annual Leadership Conference, join other attendees at this seminar in collaborating to solve a real-world, franchise brand's challenge in turning their sales and development efforts around to fuel growth. Attendees will review a mystery-brand's real history, its struggles with franchise development and be asked to create a plan to accelerate its growth across the U.S. Once teams define and share their recommendations, you will be joined by the current CDO who will share the actual plan they implemented, its success and their current state of business.

1:40 pm – 2:25 pm

Above and Beyond: How to Ensure a Franchisee Candidate Becomes a Sustainable, Engaged and Successful Franchisee?

During this session we will identify best practices to successfully getting candidates through the process to Discovery Day, signing and then through opening and on their way to fully engaged franchisees.

Topics will include:

  • Effectively using Item 19 FPRs and franchisee validation
  • Building trust into the sales conversation and building positive relationships with candidates
  • Avoiding common mistakes that can lead to unrealistic expectations in the early stages of the franchise relationship.

Speakers: Brian Schnell, CFE, Partner, Faegre Baker Daniels LLP; Ralph Yarusso, CFE, CDO, FullSpeed Automotive

2:25 pm – 2:45 pm

Networking Break

2:45 pm – 3:30 pm

How Do I Know That My Sales Process is Successful or If I Need to Make Changes?

This session will discuss which KPIs are most important and how best to measure them. We will also discuss what to look for that indicates changes are needed.

Speakers: Dustin Hansen, CFE, CEO, Americas, InXpress; Darin Hicks, CFE, COO, City Wide Franchise Company; Mark Jameson, CFE, EVP, Franchise Support & Development, FASTSIGNS International

3:30 pm – 4:30 pm

Roundtables

Join fellow attendees and franchise executives for informal discussions on topics focused around the seminar sessions. Dive deeper into development topics and get direct feedback on issues that are important to you.

4:30 pm

Closing Remarks and Adjournment

Thursday, May 16

7:45 am

Registration Desk Open with Continental Breakfast

8:15 am – 9:30 am

Welcome & Opening General Session

Workshop Moderator: Renee Israel, Founder, Doc Popcorn; Strategic Advisor—Brand Development, Nextbite Brands

Industry Trends

A brief 15-minute report on industry/data trends for franchise sales.

Speaker: Keith Gerson, CFE, CMO & President, Franchise Operations, FranConnect

“Know How To Grow” Building A Sales Process and System That Is Right For Your Brand

Learn how to create the right sales process and build the right system for your brand. This program will give you insight on creating a process that fits your brand and your culture. Learn how to set the speed. Are you growing too fast or growing too slow? What are the benefits, challenges and costs of the speed you set for growth? Our panel of experts will share their experiences with you to get you on the right track.

Moderator: Rocco Fiorentino, CFE, President & CEO, PrimoHoagies
Speakers: Keith Gerson, CFE, CMO & President, Franchise Operations, FranConnect; Jeff Sturgis, Franchise Development Executive;  Teri Sullivan, VP, Franchise Development, The Inside Coup

9:30 am – 10:15 am

Know Your Franchise Recruitment Audience

In order to strategically grow your brand, you need to understand your target audience. Who are they? What motivates them? How is your audience evolving over time? From targeting millennials to seasoned corporate executives to owners of other brands, we will discuss how to sell to today’s buyer.

Speaker: Brooke Hess, Director, Paid Media, Location3 Media

10:15 am – 10:30 am

Networking Break

10:30 am – 11:15 am

Sales Process Considerations – Finding and Managing Prospects into Viable Candidates

The decisions you make today will determine the future of your franchise. This informative session will focus on the options available for finding prospects, managing the process, and screening the prospects to become true candidates.

Speakers: Jania Bailey, CFE, CEO, FranNet Franchising, LLC; Jason Zickerman, President & CEO, The Alternative Board (TAB)

11:15 am – 12:00 pm

Building and Managing a Winning Recruitment Budget

In this session you’ll learn proven and field-tested best practices for not only creating a building a financial recruiting plan, but also how to monitor and manage the often limited and precious resources. You’ll complete this session with tools and knowledge to quickly get your own winning financial plan and budget in place.

Speakers: Art Coley, CFE, CEO, CGI Franchise; Larry Oberly, CFE, President & CEO, SpeedPro Imaging

12:00 pm – 1:30 pm

Networking Lunch with Franchise Sales Turnaround Case Study

Haven't you always wondered how some franchise brands go from zero to hundreds of locations, in what seems to be, overnight? While that's the perception sometimes, it actually takes a lot more time and effort to go from concept to franchise award to opening. A lot of strategies are conceived behind the scenes and implemented over a period of time - well before the results appear.

Modeled after the mystery case study featured at the IFA Annual Leadership Conference, join other attendees at this seminar in collaborating to solve a real-world, franchise brand's challenge in turning their sales and development efforts around to fuel growth. Attendees will review a mystery-brand's real history, its struggles with franchise development and be asked to create a plan to accelerate its growth across the U.S. Once teams define and share their recommendations, you will be joined by the current CDO who will share the actual plan they implemented, its success and their current state of business.

1:40 pm – 2:25 pm

Above and Beyond: How to Ensure a Franchisee Candidate Becomes a Sustainable, Engaged and Successful Franchisee?

During this session we will identify best practices to successfully getting candidates through the process to Discovery Day, signing and then through opening and on their way to fully engaged franchisees.

Topics will include:

  • Effectively using Item 19 FPRs and franchisee validation
  • Building trust into the sales conversation and building positive relationships with candidates
  • Avoiding common mistakes that can lead to unrealistic expectations in the early stages of the franchise relationship.

Speakers: Brian Schnell, CFE, Partner, Faegre Baker Daniels LLP; Ralph Yarusso, CFE, CDO, FullSpeed Automotive

2:25 pm – 2:45 pm

Networking Break

2:45 pm – 3:30 pm

How Do I Know That My Sales Process is Successful or If I Need to Make Changes?

This session will discuss which KPIs are most important and how best to measure them. We will also discuss what to look for that indicates changes are needed.

Speakers: Dustin Hansen, CFE, CEO, Americas, InXpress; Darin Hicks, CFE, COO, City Wide Franchise Company; Mark Jameson, CFE, EVP, Franchise Support & Development, FASTSIGNS International

3:30 pm – 4:30 pm

Roundtables

Join fellow attendees and franchise executives for informal discussions on topics focused around the seminar sessions. Dive deeper into development topics and get direct feedback on issues that are important to you.

4:30 pm

Closing Remarks and Adjournment

IFA Member
325
2+ Members from Same Company
275
Non-member
825

Location & Travel

Sponsors

Sponsors
Denver Sponsors

FAQs

To contact the IFA Conferences Department, please email
events@franchise.org or call 202-662-0763.

Where can I find session materials from this workshop?

What is the cancelation policy?

What if I can't make the Denver Workshop?