2010 Conference Program—Symposium 6

STRUCTURES AND OPERATIONAL STRATEGIES FOR SUCCESSFUL EXPANSION WITHIN THE USA
sponsored by:

Successful franchising includes a variety of business and legal issues relating to the development and implementation of a franchise expansion program; developing an effective and fair franchise relationship structure; legal compliance; furnishing products and services that benefit franchisees; and establishing durable franchise relationships. This symposium will explore a wide range of subjects bearing on the successful expansion, administration and operation of a franchise network. All symposium attendees receive admission to the exhibits on all three days.

Date

Friday, April 9, 10:00am – 1:00pm

Rates

Advance: $250 includes exhibit hall admission and seminars
On-Site: $300 includes exhibit hall admission and seminars

Individuals enrolled in the Certified Franchise Executives program will earn 100 education credits towards completion or recertification of the Certified Franchise Executive (CFE) designation by attending Structures and Operational Strategies. For more information about the Certified Franchise Executives program, please call or email Rose DuPont (202-662-0771 -- rdupont@franchise.org) or visit www.franchise.org/certification.aspx.

Who Should Attend

Franchisors, attorneys, consultants, and anyone involved and interested in domestic expansion

This Symposium Will Look At

The Business Issues:

Strategic planning for your growth
Franchise lead generation
The “Franchise Sales Funnel”
Refining your marketing materials
The “Franchise Look”
Improving your franchise sales process
Costs of franchising

Effective Franchise Relationship Structures:

System standards
Authorized products and services
Controlling sources of supply
Territorial rights
Restricting franchisees geographically
Network expansion conflicts
Covenants not to compete
Franchise transfers
Term & expiration of franchises
Franchise agreements
Operations manuals
Franchise Disclosure Documents
Dealing with regulatory issues
Disclosure regulation compliance programs
Site selection and development

Elements of Successful Franchising:

A. The Role of Franchisees

Recruiting the right franchisees
Avoiding misleading prospective franchisees
A franchisor needs the support of its franchisees to sell franchises
Expanding a franchise network at a manageable rate

B. Establishing Durable Franchise Relationships

Franchising philosophy and "culture"
Trust
Effective communication
System standards
Ending wrong relationships
Minimizing litigation

C. Franchisor Services

A distinct and protected trade identity
A "best practices" operating system
Site selection and outlet development
Initial and continuing training
Advertising and marketing
Procurement programs for inventory and supplies
Cost reduction programs
Effective field service
Business planning with your franchisees
Research and development
Financing services
Websites and social media
Intranets and extranets

Moderated by: David A. Beyer, Partner, DLA Piper US LLP(www.dlapiper.com)
Panelists: Mark Siebert, CEO and David Hood, President,
iFranchise Group

David Beyer concentrates his practice in organizing and structuring franchise and other distribution programs; negotiating and preparing complex franchise, subfranchise, and distribution agreements; representing franchisors and subfranchisors in compliance with franchise disclosure and registration laws; evaluating and negotiating supply relationships; counseling on the impact of antitrust and trade regulation laws; international franchising and distribution matters; preventing and resolving franchise disputes; assisting in franchise and dealership terminations; mergers and acquisitions; structuring dealership and licensing programs; capital raising; and various other related corporate and business matters. His practice also involves counseling on other sales and distribution methods, such as licensing, multi-level distribution, direct selling, sales representatives, dealerships, and business opportunities, with a special emphasis on avoiding burdensome franchise sales laws. Recently, he has actively represented franchisors on technology-related issues, including web site development, e-commerce, cybersquatting, and channel conflict.