February 13-16, 2011 · 2019-12-16 · February 13, 2011 Women’s Franchise Committee 12:00 n –...

February 13-16, 2011

MGM Grand Hotel

Las Vegas, Nevada

For more information or to register, visit www.franchise.org or call 202/628-8000

2011 51st IFA 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?

At 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 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.

This year’s highlights include:

Solutions: The popular Executive Business Solution Roundtables return this year where successful franchise business leaders will share

best practices to help you take the right steps to leverage the improving economy. You can also choose from over 30 educational sessions,

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-unit growth, franchising overseas, franchise development, social media and more. To learn more, go to pages 7-13.

Networking: The famous Taste of Franchising highlighting IFA member brands returns again this year to kick-off the convention and the Closing Gala featuring live entertainment will conclude the event. Multiple receptions scattered throughout the convention schedule provide ample time for fun, entertainment and networking.

Research: Want to learn more about your franchise sales, lead costs, franchise training and support costs compared to other franchisors? Want to compare same store sales and other functions? The first-ever Franchise Benchmarking Report will be unveiled at the 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 economic impact of franchising and provide a look into how the industry will perform in 2011. Keynote Speakers: The 2011 convention will continue the tradition of securing leading experts in technology, management and leadership. We will soon confirm this year’s general session keynote speaker so stay tuned for the big announcement.

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 the franchising community. Nearly 200 companies will be waiting for you in Las Vegas to help chart your pathway for the future. To see our current list of exhibitors, go to page 14.

The IFA 51st Annual Convention is a must-attend event. Attendees consistently give the conference high marks for overall excellence.

Join us. You will be glad you did. Sincerely,Kenneth D. Walker, CFEChairman & CEO, Driven Brands, Inc.IFA Chairman of the Board

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What’s Inside

IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org

Convention Committee .....2

Schedule At-A-Glance ........3

Convention Sponsors .........4

Sunday Highlights ...............5

• WFC Leadership Conference

• New Member/First Time Attendee Reception

• Taste of Franchising

Monday Highlights ..............6

• Summits• Concurrent Educational

Sessions

Tuesday Highlights ...........10

• Concurrent Educational Sessions

• Business Solution Roundtables Hosted by Franchise Executives

Wednesday Highlights .....12 • Business Solution

Roundtables Hosted by the Supplier Forum

• “Mini” Super Sessions• Closing Gala

General Sessions & Networking Receptions ....13

• Opening General Session, Tuesday Super Session, Wednesday Super Session, Wednesday Lunch & General Session

• International Reception• WFC Networking

Reception

Exhibits .................................14

FranPAC Events ...................15

Convention & Registration Information ..........................15

Kenneth D. Walker, CFE

2011 Convention Committee

2IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org

We’d like to thank the members of the 2011 Convention Committee for lending their time and expertise to developing this year’s program.

CHAIR Jack Earle, Managing Partner, Earle Enterprises LP (McDonald’s Franchisee)

VICE CHAIR Jon Luther, Executive Chairman of the Board, Dunkin’ Brands

Ken Bartell, Owner, ServiceMaster of Redmond, ORKen Colburn, President, Data Doctors Franchise Systems, Inc.Jerry Crawford, CFE, President, Jani-King International, Inc.Maria D’Ambrosio, Senior Director, Inclusion & Diversity, Choice Hotels InternationalRon Feldman, CFE, CEO, Siegel Financial GroupRocco Fiorentino, CFE, President, Swiss Farm StoresSherri Fishman, President, Fishman Public Relations John Fitzgerald, CFE, Principal, Gray Plant MootyMark Forseth, VP & Assistant General Counsel, Marriott InternationalEvan Hackel, President, Ingage ConsultingRosemarie Hartnett, CFE, President, Abrakadoodle Remarkable Art EducationMariana Huberman, Owner, UPS Store of Washington, DCJoyce Mazero, Partner, Haynes and Boone, LLPKerry Olson, CFE, Vice President-Legal, International Dairy QueenScott Pressly, CFE, Managing Partner, Van Ness Capital AdvisorsMichael Seid, CFE, Managing Director, MSA WorldwideEric Stites, CFE, President, Franchise Business ReviewMary Thompson, CFE, President, Mr. Rooter, The Dwyer GroupKenneth D. Walker, CFE, Chairman & CEO, Driven Brands, Inc.Jason Zickerman, CFE, President & CEO, The Alternative Board (TAB)

Jack Earle

SATuRdAY, FEBRuARY 12

8:00 am – 10:00 am...................................... ICFE Registration8:30 am – 5:30 pm............................... ICFE Special Sessions:

• Financial Bootcamp• FRAN-GUARDTM

• Principles of Franchise Management• Franchise Relations Clinic

12:00 n – 1:00 pm ............... ICFE Special Sessions Luncheon7:00 pm .................................IFA Executive Committee Dinner

SuNdAY, FEBRuARY 13

7:30 am – 9:30 am ..........Educational Foundation Board of Trustees7:30 am – 8:00 pm ..........................................................Registration8:00 am – 5:00 pm ......................................................... Press Room8:00 am – 9:30 am ....................Finance, Audit & Budget Committee8:00 am – 10:00 am.............................................VetFran Committee8:00 am – 10:00 am ............................... Marketing & PR Committee8:00 am – 10:00 am......................................Membership Committee8:30 am – 5:30 pm ....................................... ICFE Special Sessions:

• Franchise Development & Franchisor Financing Strategies• International Business Development• FRAN-GUARDTM

• Strategic Thinking & Planning8:30 am – 10:00 am ..............................Legal Legislative Committee9:00 am – 11:00 am .........................Women’s Franchise Committee10:00 am – 12:00 n.......................................International Committee10:00 am – 12:00 n .....................................Past Chairmen’s Council10:00 am – 12:00 n ....................................... Technology Committee10:00 am – 1:00 pm...................... IFA Executive Committee Meeting10:30 am – 12:00 n...........................Franchise Relations Committee10:30 am – 12:00 n .................................... FranPAC Advisory Board10:30 am – 12:30 pm ..............................................Diversity Institute11:00 am – 1:00 pm .................................. ICFE Board of Governors11:30 am – 1:00 pm ..................WFC Leadership Conference Lunch12:00 n – 1:00 pm ...............................ICFE Special Sessions Lunch1:00 pm – 5:00 pm ............................ IFA Board of Directors Meeting1:15 pm – 4:45 pm .............................. WFC Leadership Conference3:00 pm – 4:00 pm ..................................Supplier Forum Orientation4:00 pm – 4:30 pm ...................................... Ambassador Orientation4:45 pm – 5:30 pm ............. WFC Leadership Conference Reception5:00 pm – 6:00 pm .....................................New Member Orientation6:00 pm – 7:00 pm ...New Member & First-Time Attendee Reception6:30 pm – 8:30 pm .............................................Taste of Franchising8:00 pm .....................................................Board of Directors’ Dinner

MONdAY, FEBRuARY 14

7:00 am – 5:00 pm ............................................................... Registration7:00 am – 7:30 am .......................Supplier Forum Executive Committee7:30 am – 9:00 am ........................................................Prayer Breakfast7:30 am – 9:00 am ............................. Supplier Forum Advisory Board & General Membership Meeting8:00 am – 9:00 am ..............................................Nominating Committee8:00 am – 5:00 pm ...............................................................Press Room8:00 am – 6:00 pm ................................................ 2012 Booth Selection8:00 am – 9:30 am..................................................... Corporate Counsel9:00 am – 11:00 am ................................................... Franchisee Forum9:00 am – 11:00 am ....................................................Franchisor Forum9:00 am – 12:00 n ..............................International Summit – Track One

Schedule At-A-Glance MONdAY, FEBRuARY 14(continued)

9:00 am – 12:00 n .................... International Summit – Track Two9:00 am – 12:00 n .............................................. Financial Summit9:00 am – 12:00 n .......................................... Technology Summit9:00 am – 12:00 n ........................................New Markets Summit9:00 am – 12:00 n .................Elements of Successful Franchising10:00 am – 12:00 n ......................................... Awards Committee10:00 am – 12:00 n ............... Social Sector Franchise Task Force10:00 am – 12:00 n .............................. FRAN-GUARDTM Seminar11:30 am – 12:30 pm .............................. FranPAC VIP Reception12:30 pm – 2:30 pm ......... Opening General Session & Luncheon

2:45 pm – 4:15 pm............................ CONCURRENT SESSIONS• Developing High Performance and Fun Franchisee Peer Groups• Developing an Effective Franchise Support Organization• Super Charge Your Franchise Advisory Council• Franchise Agreement Top Ten• How to Help Franchisees Drive Profitability• Emerging Franchisors Share All • Best Practices in Training• How to Refresh, Protect & Enhance Your Brand• Franchise Development Strategies for the New Normal• Franchisee Engagement: Dissecting the Key Performance

Drivers in Your System• How Franchisees and Franchisors Can Work Together on Small

Business Issues4:30 pm – 8:00 pm ................Chairman’s Reception w/ Exhibitors7:30 pm – 9:00 pm ..... Women’s Franchise Committee Reception

TuESdAY, FEBRuARY 157:00 am – 6:00 pm ........................................................Registration7:00 am – 8:00 am ............................. FranPAC 365 Club Breakfast8:00 am – 5:00 pm ....................................................... Press Room8:00 am – 12:00 n .......................................... 2012 Booth Selection8:00 am – 10:00 am ..........Super Session w/ Continental Breakfast

10:15 am – 11:45 am .......................... CONCURRENT SESSIONS• Focused on ROI• When the Franchisor Becomes the Banker• How to Identify and Avoid Problems in International Franchising• Best Practices for Creating and Executing a System-Wide

Modernization Program• Benchmarking Made Easy• Transformational Communication• Multi-Unit Franchisor/Franchisee Strategies for System Growth• Expansion into Airports, Universities, Military Bases and Beyond• Beyond Facebook: Reaching Your Audience Where They Live

Online• Distressing Transfers in Troubled Times• Financial Management for Non-Financial Managers

12:00 n – 2:30 pm ..........................Networking Lunch w/ Exhibitors1:00 pm – 2:30 pm ....................................Past Chairmen’s Council2.45 pm – 4:45 pm ......................... Business Solution Roundtables HostedbyFranchiseExecutives5:00 pm – 7:00 pm ................................Fun & Games w/ Exhibitors7:00 pm – 8:30 pm ...................................... International Reception

WEdNESdAY, FEBRuARY 167:00 am – 4:00 pm ......................................................Registration8:00 am – 5:00 pm ..................................................... Press Room8:00 am – 10:00 am ........Super Session w/ Continental Breakfast10:15 am – 12:30 pm ................... Business Solution Roundtables HostedbytheSupplierForum12:45 pm – 2:45 pm ........................ Luncheon & General Session3:00 pm – 4:30 pm .....CONCURRENT “MINI” SUPERSESSIONS6:30 pm ..........................................................................Reception7:30 pm ......................................................................Closing Gala3

dessert your guilt.

General Session Production Opening General Session Speaker

Hall of Fame Award

Opening General Session

Tuesday Super Session

Wednesday Lunch & General Session

Registration Bags Convention Portfolios

At-A-Glance Pocket Guides

Convention Program Book

International ReceptionConvention Badges

Registration ListsBusiness Solution Roundtables

Closing Gala

Small Screen Promotions

Women’s Franchise Committee Networking Reception

Ronald E. Harrison Award

New Member &First Time Attendee Reception

Wednesday Super Session IFA Executive Committee Dinner

Conference Center Walkway Window Decals

Entrepreneur of the Year Award

2011 Sponsors

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We want to extend a sincere thanks to our Convention Special Event Sponsors:

To learn more about sponsorships, contact Lynette darby at 202/662-0782 or [email protected]

February 13, 2011

Women’s Franchise Committee12:00 n – 5:30 pm

5 IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org

Sunday Highlights

Women’s Franchise Committee Annual Leadership ConferenceLeading 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 - andyourbusiness - for success.

Schedule of Events

12:00 n – 1:15 pm Opening Luncheon with the Crystal Compass Presentation1:15 pm – 1:30 pm Break1:30 pm – 2:30 pm Keynote Address FeaturedSpeaker: Craig Moore, President, Nothing Bundt Franchising2:30 pm – 2:45 pm Break2:45 pm – 3:45 pm Panel Discussion3:45 pm – 4:30 pm Roundtables4:30 pm – 4:45 pm Closing Remarks4:45 pm – 5:30 pm Reception

Stay tuned for more program details in the coming months, including our dynamic line-up of franchise speakers who have been in the trenches and want to share their successful solutions for today’s leaders.

The Leadership Conference is open to fully-registered convention attendees only. The fee to attend this event is $100. Please check off the appropriate box on the registration form before submitting it to the IFA Office.

Your attendance at the WFC Leadership Conference will earn you 100 Education credits toward the completion of the Certified Franchise Executive (CFE) accreditation.

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.

Conference Program

Thank you to our Sponsors:

Opening Luncheon

February 14, 2011

February 13, 2011February 13, 2011(Continued)

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Sunday Highlights6:30 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 convention.

We’d like to thank those IFA franchisor and supplier members who graciously support this event:

If you would like to sponsor the Taste of Franchising to showcase your product or to increase your visibility within the franchise community, contact Anne Poodiack at 202/662-0773 or [email protected].

Monday Highlights7:30 am – 9:00 am

Prayer Breakfast Becoming increasingly popular year after year, we invite you to join us at the Prayer Breakfast hosted by The ServiceMaster Company. This is a non-denominational event that we encourage you to attend with your family and friends. Previous year’s Prayer Breakfast events have featured special musical performances, motivational readings and inspirational guest speakers. This is a great way to begin the first official day of challenging educational sessions, networking engagements and high-powered business meetings! The Prayer Breakfast is offered on a complimentary basis to the first 400 fully-registered convention attendees on a first-come, first-served basis.

The Prayer Breakfast is sponsored by:

February 14, 2011Monday Highlights9:00 am – 12:00 n

(Continued)

International Summit – Track One DevelopedbytheInternationalCommittee

Considerations for Initiating an International Expansion Effort•Why expand to international

markets?•When is the right time to expand

internationally?•What are the financial and

personnel implications for international expansion?

•Developing the plan.

International Expansion Strategies – Choosing the Right Approach •Determining the right goals for

international expansion.•What are the options for expansion

strategies?•Where are the most logical

markets to begin an international expansion?

•Developing and implementing the plan.

International Summit – Track TwoDevelopedbytheInternationalCommittee

International Expansion – Identifying Market Opportunities•Resources for international

expansion.•Considerations before entering a

specific market.•Where are the hot markets for your

brand? Identifying the potential.•Case studies of successful

expansion efforts.

Franchisee Recruiting – Identifying the Right International Partner •Profile of your ideal master

franchisee.•Developing your recruitment plan.•Where to find international

development leads.•Closing the master franchisee deal.

Financial Summit Franchisee Access to Credit: What Can the Franchisor Do?•What is the current state of credit

to the franchise industry?•How can the franchisor facilitate

financing for new and existing franchisees?

•Should the franchisor be directly involved in financing of the franchisees?

•What are some real world success stories about franchisee access to credit?

•What resources are available to assist franchisors with access to credit?

Technology Summit

Social Technology – Cutting Through the HypeDevelopedbytheInformationTechnologyCommittee•Discover what social technologies

you should be using now and ones you should consider for the future.

• Learn how to create, manage and protect your brand.

•Use social technologies to increase sales for your franchisees.

• Find out if social media has lived up to its hype from other franchisors.

New Markets Summit

Preparing Professional Athletes for Life after Sports: What Franchising has to OfferDevelopedbytheDiversityInstitute

Professional athletes have spent years following playbooks. They know better than anyone that dedicated effort and teamwork are what it takes to win. These are the same elements needed to be a successful franchisee. Professional athletes also have access to capital. This program will showcase what has been done, what is being done and how you, too, can score with professional athletes. •Hear directly from individuals

who made the transition from professional athletes to franchise owners.

• Learn what franchise concepts are doing to attract professional athletes.

•Develop relationships with organizations such as Allied Athlete Group.

•Expand your brand through new markets.

•Understand what you need to do to get in the game!

The 20th Annual Elements of Successful Franchising

Working Through Difficult Economic Times•Up to the minute: what’s happening

right now.• Techniques for effective distribution:

where franchising fits in•Effective franchisee recruitment.•Essential elements of the franchisor

management’s philosophy and “culture.”

•Communication in franchise networks.

•How to deal with change: anticipating it, accommodating it and taking advantage of it.


The Diversity Institute

International Committee

Information Technology Committee

February 14, 2011 February 14, 2011Monday Highlights2:45 pm – 4:15 pm

(Continued)

Concurrent Sessions Developing High Performance and Fun Franchisee Peer Groups •Organizing and structuring

franchisee peer groups.•Developing franchise owners

who are focused on measurable growth.

•Keeping franchise owners focused on the key drivers for profitability in their business.

•Developing a mentality of group accountability among peer group members.

•Establishing financial benchmarking and helping to develop management skills in franchise owners.

•Developing and maintaining a commitment to the peer group by keeping meetings fun, targeted, fresh and focused.

Developing an Effective Franchise Support Organization ASupplierForumBestPracticesSeminar

•What are the similar support characteristics of the “best-in-class” franchise organizations?

•Geographic-based support vs. needs-based support.

•What are the best tactics and strategies for delivering support?

•New technologies for managing “just-in-time” support.

• Tips for increasing franchisee buy-in and accountability.

Super Charge Your Franchise Advisory Council

•Maximize your benefit from your Franchise Advisory Council.

• Learn how well-run councils can develop powerful new ideas.

• Learn how your council can help you greatly improve implementation of new concepts.

• Take your council to new levels via new social media tools.

• Improve your relationship with your franchisees through a role and use of Franchise Advisory Councils.

Franchise Agreement Top Ten: “Must Have” Provisions for a Rapidly Changing World

• Lawyers and clients weigh in on rights, responsibilities and boilerplate.

•Social media, technology, intellectual property – who owns what the future will bring?

•Dispute resolution – can we learn from our mistakes?

•Plain speaking – what do all those $10 lawyer words mean anyhow?

•Pre-signing questionnaires – are they of any value?

• Trade secrets – are they just words without meaning in your system?

How to Help Franchisees Drive Profitability

•Using franchisee goals to help them drive profitability.

• Tools for helping franchisees understand their financial health.

•How employees can buy into company profitability.

•How to help franchisees cut expenses in the right area.

•How to easily make the balance sheet and income statement work together.

•Are you benchmarking the right information?

Emerging Franchisors Share All –If I Only Knew Then What I Know Now •Hiring the right people to lead the

brand’s vision. •Establishing and nurturing banking

relationships early and often. •Bridging the communication gap

with franchisees; really listening to them.

•Developing a team of strong field consultants.

•Careful examination of costs to support new franchisees outside of your core markets.

•Why all parties need to clearly understand your FDD to avoid potential legal issues down the road.

Best Practices in Training: 10 Ways to Make Your Training More Fun and Impactful

•Cutting-edge adult learning techniques that promote understanding, confidence, retention and change.

•What types of activities should I mix into the agenda to accommodate various styles of learning?

•How can you deliver highly-technical information in interesting and interactive ways?

•What can you do to ensure the training takeaways get used in the real world?

• The top 10 things you can do to raise the bar on your training.

8

FranchisingBuilding the future

together

IFA’s 51st Annual Convention:


SUPPLIERFORUM

How to Refresh, Protect & Enhance Your Brand: Delivering a Consistent Customer Experience as You Grow

•Defining your “Brand Promise.”•Developing your support structure

to achieve consistent delivery at the unit level.

•Selecting the right franchisees and classes of franchisees for your system.

•Ensuring that your franchisee’s management team and staff are prepared for the challenge of customer service expectations.

•Avoiding “Incumbent Inertia” and managing changes to products and services.

•Managing franchisee participation–validation for growth, participation in strategic direction and tactical changes, capturing their experiences and executing as a system.

•Putting your franchise system in alignment–from the FDD through the recruitment process to the execution at the local level.

Franchise Development Strategies for the New Normal

• Lead generation in a slow economy.

•Setting up a sales process that delivers results.

• Leveraging technology, CRM and website strategy for a higher closing rate.

•Strategies for franchise financing.• The New Normal could be the best

time to grow!

Franchisee Engagement: Dissecting the Key Performance Drivers in Your SystemDevelopedbytheFranchiseRelationsCommittee

•What factors separate your truly engaged franchisees from the unengaged?

•Common mistakes that drive disengagement.

•Best practices in building franchisee performance.

•Case Studies: Franchisee engagement success stories and failures.

•Closing those performance gaps: Five tips to get more franchisees to follow your system and execute their business plans effectively.

How Franchisees and Franchisors Can Work Together on Small-Business Issues DevelopedbytheFranchiseeForum

•How franchisees and franchisors can create a team effort.

•Access to capital/SBA loans/franchise funding.

• 1099 reporting and healthcare-related issues.

•Card Check legislation and approaches.

•Energy-related issues (CAP & Trade).

• Franchisees are not employees (the Coverall case).

•Current public policy and business issues.

February 14, 2011Monday Highlights2:45 pm – 4:15 pm

(Continued)


Franchisee Relations Committee

FranchisingBuilding local businesses, one opportunity at a time.

Franchisee Forum


February 14, 2011 February 15, 2011Tuesday Highlights10:15 am – 11:45 am

Concurrent Sessions Focused on ROI: Integrating Marketing Tactics for Better Strategic Results •Determining which tactics will

most effectively reach your target audience(s).

• Integrating messaging across advertising, PR and online marketing.

•Prioritizing tactics when budgets are limited.

•Measuring the results of your integrated campaign.

•Avoiding the pitfalls–the top mistakes made when integrating marketing campaigns.

When the Franchisor Becomes the Banker–Best Practices for Franchisors Providing Financing to their Franchisees

•An overview of the types of programs franchisors have put into place to assist with franchisee financing.

• The regulatory and legal hurdles that must be addressed in structuring a franchisee finance program.

•Complying with disclosure requirements and managing franchise relationship issues.

•Best practices for structuring the offering and evaluating prospective borrowers.

How to Identify and Avoid Problems in International Franchising

• The “Proven Model” – the tenure and success of the U.S. franchise company.

•What is the business climate of the foreign market?

•What are the potential political and ethnic conflicts in the market?

•What are the cultural considerations in the market?

•Do your due diligence - surveying other franchise companies in the market.

•English speaking versus non-English speaking markets.

Best Practices for Creating and Executing a System-Wide Modernization Program •How do you effectively collaborate

with franchisees to gather input and achieve buy-in?

• Is presenting an ROI important, and if so, how do you measure and communicate it?

•How does a challenging economy affect a franchisor’s implementation and enforcement of a modernization program?

•What do you need to do to ensure that franchisor staff and vendors (including lenders) are prepared to effectively support the modernization program?

•How do you determine the necessary versus the optional items in a modernization, and can this differ between locations?

•What are the common legal issues and concerns related to a modernization program and how do you best avoid them?

Benchmarking Made Easy–How Benchmarking Can Boost Franchise System Performance

•Best practices for ways to utilize benchmarking to boost franchise system performance.

•Highlights of the Franchisor Benchmarking Report.

• “Preview” of IFA’s new Web-based benchmarking service.

Transformational Communication: How to Have Effective Conversations with Your Franchisees

• How to get up to speed with the situation/issue and determining methods of communication.

•Getting prepared mentally and focusing on the desired outcome.

• The art of “Active Listening.”•Stay in control without dictating.•Deciding on next steps and when

applicable, reinforcing with e-mail.•Did we mention follow up?

Multi-Unit Franchisor/Franchisee Strategies for System Growth DevelopedbytheFranchiseeForum

•What Franchisors/Franchisees need to know about multi-unit models.

•Multi-unit license agreement variations.

•Growth strategies for multiple units.

•Multi-unit/Multi-brand strategies.•Operations and training

differences for the multi-unit model.

•How Franchisors/Franchisees can move beyond the single unit model.

10IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org

Franchisee Forum


Expansion into Airports, Universities, Military Bases and Beyond: Negotiating Non-Traditional Development Deals

•More and more, customers are a moving target. If you can attract their attention for a sandwich, a massage, a sit-down meal, or even a tan, you’ve added a new revenue stream.

• Find out if the captive or “non-traditional” market is a place you can expand your organization and increase your sales.

•Explore the key issues subject to negotiation and the best practices for negotiating non-traditional franchise development deals with those franchisees who have relationships with and/or access to unique venues.

•How to create a business model for a captive site; the nuances of lease agreements; what to expect in economics; and, how much the franchisor should expect to control in the operations.

Beyond Facebook: Reaching Your Unique Audience Where They Live Online • Twitter tactics in franchising.• LinkedIn for recruiting and

development.• Foursquare–location-based

customer acquisition. • Tools for monitoring your brand.• The Social Tech “Watch List.”

February 15, 2011Tuesday Highlights10:15 am – 11:45 am

(Continued)

Distressing Transfers in Troubled Times: Thorny Issues in Transferring Financially Troubled Franchisees

•Why troubled transfers are different from normal re-sales and why transfer procedures should be adapted accordingly.

•How to identify potential transferees who can be quickly approved and brought up to speed.

•Should the assignment/transfer provisions of the franchise agreement be relaxed in order to get the deal done?

•Spotting purchase price issues and pitfalls and strategies to deal with them.

•How to make sure the franchisor and other creditors get paid.

Financial Management for Non-Financial Managers: Understanding KPIs, P&L and Balance SheetsASupplierForumBestPracticesSeminar •How do you make sense of a P&L,

Balance Sheet and Cash Flow Statements?

•How do you identify, track and incentivize key operating indicators for your business?

•How do you create a financial and operational dashboard to provide meaningful management information?

•How do you prepare a basic break-even analysis for your franchisees?

•How do you understand your franchisees’ Return on Investment (ROI)?

Business Solution RoundtablesFacilitatedbyFranchiseExecutives

This unique opportunity gives convention attendees a chance to hear directly from some of franchising’s most accomplished leaders. You will talk to top CEOs, CFOs, COOs, Presidents and Executive Vice Presidents about their success stories, lessons learned and the latest trends in the marketplace. Discussion topics include franchise relations, franchise sales, operations, legal and financial issues, branding, and marketing.

2:45 pm – 4:45 pm


SUPPLIERFORUM

Business Solution RoundtablesFacilitatedbytheSupplierForum

These roundtables, led by experienced Supplier Forum members, offer a wide-range of cutting-edge topics relevant to how you conduct business on a daily basis. Pick up innovative business solutions and fundamental tips on staying competitive in today’s marketplace, whether you are a new or established franchisor. This session is guaranteed to challenge your thinking and leave you with great ideas to take home to your business.

February 15, 2011

3:00 pm – 4:30 pm

Concurrent Mini-Super SessionsLast year, we continued offering concurrent “Mini-Super Sessions” as our final set of educational sessions and we are pleased to report they remain a huge hit. Returning in 2011, the Mini-Super Sessions are informative, interactive and offer 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 business, economic and political landscape. Previous topics showcased included The New Generation of Employees, Customer Service, an Economic Outlook, Technology and Your Franchise System and a Franchise Town Hall Meeting. As you can see, the topics featured had a broader application than the everyday operations of franchise businesses and the sessions were applicable to professionals at various levels, from multiple areas of expertise. Stay tuned for a list of sessions and speakers to be announced shortly.

February 16, 2011Wednesday Highlights10:15 am – 12:30 pm 7:30 pm

Closing Gala Our closing gala is a festive way to end your convention experience. With gourmet food stations and The Franchise All-Star Band entertaining you throughout the evening, the closing gala is a fun-filled evening that gets you up out of your chairs 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!

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SUPPLIERFORUM

Networking Receptions

General Sessions

Our general sessions always feature exciting and compelling programming to meet the needs of our diverse membership. And this year we’ll continue our streak of excellence with qualified speakers from the franchising community revealing best practices, marketplace trends, and insider tips for positioning your business for success in 2011.

Our Opening General Session on Monday afternoon will kick-off our 51st Annual Convention when a powerhouse speaker takes the stage to discuss what it takes to be an inspiring and effective leader in today’s challenging environment. We’ve had noteworthy speakers set the tone for our convention in the past including Former President George W. Bush, Former President Bill Clinton, General Colin Powell, Former NYC Mayor Rudy Giuliani and Former President Bush and Mrs. Bush. This year, we will offer another high-level person that you won’t want to miss.

Our Super Session on Tuesday morning will feature a thought-provoking presentation from Joseph DePinto, President & CEO of 7-Eleven, Inc. DePinto will tell the 7-Eleven story, including challenges faced and overcome, as well as plans for the future. 7-Eleven, Inc. is the world’s largest convenience retail chain. Based in Dallas, Texas, 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 and franchises in the United States, more than 4,700 are franchised. Overseas, 7-Eleven licensees and affiliates operate more than 29,700 7-Eleven and other convenience stores in countries including Japan, Taiwan, Thailand, South Korea, China, Hong Kong, Malaysia, Mexico, Singapore, Australia, Philippines, Indonesia, Norway, Sweden and Denmark. Before being appointed Chief Executive of 7-Eleven in 2005, DePinto was President of GameStop Corporation. He has also held executive positions at PepsiCo, Inc., and was the Chief Operating Officer of Thornton Oil Corporation.

Next, our Panel of the Pros session on Wednesday morning will be led by IFA Second Vice Chairman, Jon Luther, Chairman of Dunkin’ Brands, as he engages several franchise leaders in a discussion focused on the financing crisis entitled “Show Me the Money.” Our insightful speakers will give you solutions for dealing with this critical issue that has plagued franchise businesses all over the world. We’ll also share exclusive new data about the economic impact of franchising in addition to eye-opening details about what’s expected for franchising in 2011. New IFA President & CEO, Steve Caldeira, will provide his state of the association report and we’ll present four premier awards to franchise leaders who challenge and inspire us. And our closing luncheon session on Wednesday afternoon will feature another dynamic presentation given by a noteworthy leader that can only be seen at the IFA Annual Convention.

Stay tuned for new, exciting developments as they become available!

Monday, February 14, 2011

7:30 pm – 9:00 pmWomen’s Franchise Committee Networking Reception

The Women’s Franchise Committee invites all IFA convention attendees to a networking reception to learn more about the committee’s ongoing work and to mingle with friends and colleagues.

Tuesday, February 15, 2011

7:00 pm – 8:30 pmInternational Reception

All IFA convention attendees are welcome to join their colleagues from around the world at the International Reception to learn more about this growing area of franchising. Come and enjoy an evening of information-sharing with fellow franchise executives and representatives from many franchise associations around the world.

Joseph DePinto

Jon Luther

Women’s Franchise Committee

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International Committee

Steve Caldeira

Networking Receptions

General SessionsExhibits

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, don’t forget to enter the exciting door prize drawings for $1,000 each held during official exhibit hours.

Exhibit Schedule

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

this year. • 2:30 pm – 5:00 pm

Exhibit Hall remains open for optional networking

• 5:00 pm – 7:00 pm Fun & Games with Exhibitors– This is your final chance to visit with our 2011 service providers. And during this time period, many exhibitors will offer games and prizes in their booth.

Exhibitors (at press time)AdGeo, Inc.Affinity ExpressAlexander’s Print AdvantageAlthans Insurance AgencyAssociated Luxury Hotel InternationalAssociation of Small Business Development CentersAutomatic Data ProcessingAviatech, LLCBalihooBDO LLPBeneTrends, Inc.BFCBizBuySellBizUniteBlue Water MediaBusiness Resource ServicesBuxtonCaptivate, by FranConnectCareerbuilder.comCertilearn, Inc.Clarity VoiceConstant Contact, Inc.ContactPointCoverall Health-Based Cleaning SystemCreative Producers Group Deluxe Franchise ServicesDigital Printers AllianceDirect Capital Franchise GroupELEMENTSeMaximationEmmaeNR Grassroots PREntertainment PublicationsEntrepreneur Media, Inc.ESRIexpresscopy.comF.C. Dadson, Inc.Faegre & Benson LLPFCS EasywayFisherZucker LLCFishman Public RelationsFranchise Business ReviewFranchise Central LLCFranchise Development Services Ltd.Franchise DirectFranchise Gator LLCThe Franchise HandbookFranchise Opportunities NetworkFranchise Payments NetworkFranchise Software SystemsFranchise SolutionsFranchise TimesFranchise Update Media GroupFranchise.comFranchiseAdvantage.comFranchiseWorks.comFranConnect SoftwareFRANdataFranFund, Inc.FranwiseFRM SolutionsFrontstream PaymentsFulCircle, Inc.Gannett/Franchise XpressGBBISgeoVue, Inc.Gray Plant MootyGreenbaum Marketing Greenberg Traurig, LLPHearSay LabsHenry Wurst, Inc.HJH Consulting Group, Inc. Hot Dish Advertising Hylant GroupiFranchise Group, Inc.IFX OnlineImpressions On The GoInitial Impression

The International Franchise CentreIntuit, Inc.Javelin SolutionsKiekenapp & AssociatesKioskoLarkin Hoffman Daly & LindgrenLocal Search TrafficLuce, Smith & Scott, Inc.Market Approach ConsultingMercury Road, LLCMerrill Lynch/Bank of AmericaMFV ExpositionsMindbody, Inc.Mindshare TechnologiesMPSIMultiAdmUrgent CorporationNational Cable Communication (NCC)NextBigFranchise, LLCThe Nielsen CompanyOfficeRediOur TownOut of the Box TechnologyPenBenPinpoint Marketing GroupPlan Ahead EventsPOSitive TechnologyPrecision Services GroupPrimePayPrintablePrintingForLess.comProcess Peak LLCProcess Pink Payments, LLCProfitKeeperPROGRADEProven Match, LLCReachLocalRehmannReSource, Inc.Rhino 7 Franchise Development CorporationRoyal Caribbean InternationalRoyalties, Inc.SageFire, Inc.Samco Promotional ProductsSanderson & AssociatesSDCooper CompanyServant Systems, Inc.Shelton & Power, LLCSiegel Financial GroupSproutLoudSunbelt Business AdvisorsSutus, Inc.Synergy Media Team LLCSystinoTelestar MediaTellermate, Inc.Tortal.netTrabon CompaniesUni-Data & Communications, Inc.Universal Background ScreeningValpakValuevineVehicle Wraps USAThe Wall Street JournalWaterstreet Franchise Management SoftwareWeb.comWhere 2 Get ItWorld Franchise AssociatesYESCOYodleZeeWise, Inc.Zoom.7 Meetings & Events

If you would like to exhibit your company’s product or services to hundreds of franchising’s top decision-makers, please call Lynette Darby at 202/662-0782 or [email protected].

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Convention Information

FranPAC Events

All proceeds from FranPAC events help IFA support franchise-friendly legislators and candidates in Congress and educate lawmakers about the legislative issues critical to your business and the franchise community.

Silent AuctionThe FranPAC Silent Auction returns in 2011. 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 IFA members.

VIP ReceptionAnother great way to support FranPAC is during the VIP reception with our convention keynote speaker. You’ll have the chance to visit with a noteworthy leader before they take the stage during our Opening General Session.

365 Club BreakfastJoin us for the 5th Annual FranPAC 365 Club 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 protected].

Pre-registrationTo register for all events described in this brochure, please complete one registration form per person and mail with payment to IFA’s 51st Annual Convention, 1501 K Street, NW, Suite 350, Washington, DC 20005. You may also fax your form(s) to 202/628-0812 or register online by visiting www.franchise.org/convention.aspx. Our pre-registration deadline is January 31, 2011. You will receive a confirmation packet via e-mail. For questions, call IFA at 202/628-8000.

Registration FeesRegistration Fees* are per person and include:

• Entry into all convention general sessions and educational sessions including the Summits and Mini-Super Sessions;• Exhibits and evening networking events;• Educational session instruction and materials;• Continental Breakfast on Tuesday and Wednesday;• Lunch on Monday, Tuesday and Wednesday;• Wednesday Closing Gala• Taste of Franchising; and• Refreshment Breaks.

*PertainstofullconventionregistrationfeesexcludingourSpouseRate(applicabletoeveningsocialeventsonly)andExhibitorBadgeRate(providesboothworkersentryintotheExhibitHallandTheTasteofFranchisingonly.)

The WFC Leadership Conference on Sunday is an additional $100 for fully-registered Convention attendees.The Prayer Breakfast is offered on a complimentary basis to fully registered convention attendees on a first-come, first-served basis.

Attendance at the ICFE Special Sessions on Saturday and Sunday is not included in your convention registration fee. There is a separate registration form and fee for these sessions. Go to www.franchise.org/certification.aspx or call Rose DuPont at 202/662-0771.

Registration/Information DeskThe registration/information desk will be located on Level One of the MGM Grand Conference Center, in the Grand Ballroom Pre-Function area. Registration will be open at the following times:

Sunday, February 13th 7:30 am – 8:00 pmMonday, February 14th 7:00 am – 5:00 pmTuesday, February 15th 7:00 am – 6:00 pmWednesday, February 16th 7:00 am – 4:00 pm

Refreshment breaks and technology stations will be set up near our registration desks starting on Sunday morning.


Sponsored by:

Convention Information

FranPAC Events

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Convention InformationHotel Room ReservationsYou can book your room at the MGM Grand by calling the hotel directly at 800/929-1111 or by visiting the IFA website at http://www.franchise.org/convention.aspx to make a reservation online. 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 guest room high speed Internet, complimentary printing of airline boarding passes at the Business Center or Concierge Desk and an MGM Value Pass which includes discounts on a variety of property outlets.

About The MGM GrandThe MGM Grand Hotel & Casino is located at 3799 Las Vegas Boulevard South and contains all the Vegas energy and excitement under one roof, including celebrity-chef restaurants, nightclubs, world-class entertainment, and premier special events. The hotel has 5,035 rooms and suites, many with breathtaking views and all designed to surround you with luxury. Attractions at the MGM Grand include the Cirque du Soleil production KÀ, Studio 54 nightclub, and a lion habitat. Two pool complexes include outdoor pools, spa tubs, and cabanas. For more information about MGM Grand, visit www.mgmgrand.com.

Check-in time is 3:00 pm and check-out time is 11:00 am.

Getting ThereThe MGM Grand Hotel & Casino is located 5 miles from the Las Vegas McCarran International Airport. Continuous shuttle service from the airport is available 24 hours daily and the fare per person is $6.00 one-way. The MGM Grand preferred shuttle service is operated by Executive Airport Shuttles, located outside of exit door 7, and can be contacted at (702) 851-7900. Taxicabs are available outside the airport terminal on the east side of baggage claim, outside exit doors 1-4, at an approximate fare of $15.00 one way. Airport personnel are available on the taxi curb to assist passengers. Taxicabs are also available at the McCarran Rent-A-Car Center. If you are interested in renting a car, you can take a shuttle to the new McCarran Rent-A-Car Center. Rental car shuttles depart every five minutes at exit doors 10 or 11. Complimentary valet parking or self parking is available to guests upon arrival at MGM Grand.

About Las VegasLas Vegas attracts more than 36 million visitors a year by offering the grandest hotels, the biggest stars in entertainment, the highest caliber of award-winning chefs and master sommeliers and, of course, the brightest lights. Highlights of this extraordinary city include:• Fashion Show Mall: One of the nation’s largest shopping centers and Las Vegas’ premier retail destination, the

Fashion Show Mall offers seven flagship department stores, including Saks Fifth Avenue, Dillard’s, Neiman Marcus, two Macy’s locations, Nevada’s only Nordstrom, and Bloomingdale’s Home along with over 250 extraordinary shops and restaurants.

• Fremont Street Experience: Fremont Street Experience is five blocks of thrills in the heart of Las Vegas. You will find ten casinos, 10,000 slots, more than sixty restaurants, and myriad of bars and lounges, all under Viva Vision, the biggest big screen on the planet. It hangs 90 feet overhead, blasting state-of-the-art light and sound shows every night, always for free.

• Hoover Dam: Located 34 miles from Las Vegas, this engineering wonder of the modern world stands 726 feet high (220 meters) from bedrock. More than 32 million visitors have toured the dam since it opened. Tours inside and outside of the dam, as well as raft tours below the dam, are available.

• Red Rock Canyon: This scenic area of rock formations and desert is 15 miles west of Las Vegas. Visit the Bureau of Land Management Visitor’s Center or view the 3,000-foot (910-meter) escarpment produced by a thrust fault. Fees: $5 cars, $2 motorcycles.

Attire“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.

Sponsored by:

Registration Form2011 IFA 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.

Full Name ____________________________________________________________ q Franchisor q Franchisee q Supplier

Nickname for Badge __________________________________________________________________________________________

Job Title ___________________________________________________________________________________________________

Spouse (if registering) ________________________________________________________________________________________

Company ___________________________________________________________________________________________________

Address ___________________________________________________________________________________________________

City ___________________________________________________ State _______________ Zip ____________________________

Country (if not U.S.) ___________________________________________________________________________________________

Telephone ______________________________________________ Fax ________________________________________________

Email ______________________________________________________________________________________________________

(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 $_________________PAYMENT METHOd

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 _______________________________________________________________________________Signature ______________________________________________________________________________________________

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


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February 13-16, 2011 · 2019-12-16 · February 13, 2011 Women’s Franchise Committee 12:00 n –...

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