franchise development workshop

Franchise Development Workshop - New Orleans, LA

IFA’s Franchise Development Workshop (formerly Franchise Development Seminar) is packed with powerful content from leading franchise professionals who will share the secrets to winning development deals.
CFE Credits Available
Yes
September 27, 2019
|

600 Carondelet St.
New Orleans, LA 70130
United States

THERE IS STILL TIME TO REGISTER!

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

Agenda

Friday, September 27

We will host a happy hour at a local bar/restaurant from 5:30 pm – 6:30 pm the night before the Workshop.

7:45 am          Registration Desk with Continental Breakfast

8:15 am – 9:30 am          Welcome & Opening General Session

Five Most Surprising Trends in Franchise Sales

A 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: Bill DiPaola, CFE, COO, Ballard Brands, LLC; Keith Gerson, CFE, CMO & President, Franchise Operations, FranConnect; Amy Reed, Co-Owner & Co-Founder, Woofie's Pet Ventures, LLC

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.

Moderator: Jen Campbell, President, Hot Dish Advertising

Speakers: Michael Arrowsmith, CDO, Pinch A Penny, Inc.; Charles Watson, CFE, CEO, Tropical Smoothie Café

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; Catherine Deano, CFE, Owner, Painting with a Twist, LLC

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 and 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; Josh Wall, CFE, Chief Franchise Officer, Urban Air Adventure Parks

12:00 pm – 1:20 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 a current brand executive who will share the actual plan they implemented, its success and their current state of business.  

1:30 pm – 2:15 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 on 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.

Speaker: Ralph Yarusso, CFE, CDO, FullSpeed Automotive

2:15 pm – 2:25 pm           Networking Break

2:25 pm - 2:45 pm           How to Avoid a Lawsuit in 20 Minutes or Less 

This presentation provides an overview of common issues in the franchise sales process that often lead to litigation between franchisors and franchisees. Discussion surrounds guidance on best practices to avoid such claims and topics include financial performance representations and how to draft an Item 19, unregistered sales, initial investment information and other disclosure issues that may lead to litigation. This presentation also covers procedures that franchisors should have in place to ensure that they are complying with federal and state franchise regulations so that they are not needlessly exposing themselves to claims brought by disgruntled franchisees within the system.

Speaker: Kyle C. Lennox, Associate, Greenberg Traurig, LLP

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 warning signs that indicate changes are needed.

Speakers: Richard Leveille, CFE, CDO, Painting with a Twist, LLC; Joe Lindenmayer, CFE, CEO & Owner, California Closets of the Gulf Coast; David Mesa, CFE, Executive Vice President & CDO, Ballard Brands, LLC

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

Friday, September 27

We will host a happy hour at a local bar/restaurant from 5:30 pm – 6:30 pm the night before the Workshop.

7:45 am          Registration Desk with Continental Breakfast

8:15 am – 9:30 am          Welcome & Opening General Session

Five Most Surprising Trends in Franchise Sales

A 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: Bill DiPaola, CFE, COO, Ballard Brands, LLC; Keith Gerson, CFE, CMO & President, Franchise Operations, FranConnect; Amy Reed, Co-Owner & Co-Founder, Woofie's Pet Ventures, LLC

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.

Moderator: Jen Campbell, President, Hot Dish Advertising

Speakers: Michael Arrowsmith, CDO, Pinch A Penny, Inc.; Charles Watson, CFE, CEO, Tropical Smoothie Café

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; Catherine Deano, CFE, Owner, Painting with a Twist, LLC

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 and 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; Josh Wall, CFE, Chief Franchise Officer, Urban Air Adventure Parks

12:00 pm – 1:20 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 a current brand executive who will share the actual plan they implemented, its success and their current state of business.  

1:30 pm – 2:15 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 on 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.

Speaker: Ralph Yarusso, CFE, CDO, FullSpeed Automotive

2:15 pm – 2:25 pm           Networking Break

2:25 pm - 2:45 pm           How to Avoid a Lawsuit in 20 Minutes or Less 

This presentation provides an overview of common issues in the franchise sales process that often lead to litigation between franchisors and franchisees. Discussion surrounds guidance on best practices to avoid such claims and topics include financial performance representations and how to draft an Item 19, unregistered sales, initial investment information and other disclosure issues that may lead to litigation. This presentation also covers procedures that franchisors should have in place to ensure that they are complying with federal and state franchise regulations so that they are not needlessly exposing themselves to claims brought by disgruntled franchisees within the system.

Speaker: Kyle C. Lennox, Associate, Greenberg Traurig, LLP

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 warning signs that indicate changes are needed.

Speakers: Richard Leveille, CFE, CDO, Painting with a Twist, LLC; Joe Lindenmayer, CFE, CEO & Owner, California Closets of the Gulf Coast; David Mesa, CFE, Executive Vice President & CDO, Ballard Brands, LLC

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
375
Register
Additional Members from Same Company (When All Attendees Register Together)
325
Register
Non-Member
875
Register

Location & Travel

This Franchise Development Workshop will be held at the ACE Hotel New Orleans. The deadline for making a reservation at the ACE within the IFA block, has now passed; Reservations will now be accepted on a space availability basis. If you are in need of a room, please call 504-941-9191 to book!

FAQs

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

What is the cancelation policy?

Can I earn CFE credits?