These sessions reflect the 2017 Conference Program. Check back for updates for the 2018 event.

Friday Educational Seminars & Workshops

All educational seminars are FREE unless indicated otherwise. These sessions will help you make the right decisions during your franchise research.

Meet our Faculty Members here or by clicking on their names within the session descriptions.

For easy guidance, each description is related to a specific track. The legend to the right will help you understand the meaning of the symbols listed with each seminar description.

9:00 AM - 12:00 PM Franchisee Growth Summit: From Single-Unit to Multi-Unit Enterprise Part 1 (Separate Fee Required)

Room: 1B03

Moderated by: Ron Feldman, CFE, Chief Development Officer, ApplePie Capital

Panelists: Cathy Deano, Co-Founder, Painting with a Twist; Louise McKeown, Lawrenceville, NJ and Philadelphia, PA Franchisee, Camp Bow Wow; Susan Steron, Rochester and Buffalo, NY Multi-Unit Franchisee, Sylvan Learning; Ralph Yarusso, CFE, COO- Franchising, Grease Monkey International

In franchising, there have historically been two general types of franchisees: Single-Unit and Multi-Unit. Historically, Single-Unit Franchisees have been the bedrock of franchising. Over the last couple of decades, the Multi-Unit franchisee has increased in volume, power, and influence. For those single-unit owners looking to grow their business, this program will provide you with the tools to take that next step. Learn how to build a team to scale your franchise operations, create the internal financial reporting to help you manage multiple locations and utilize best practices when graduating from an owner operator to managing multiple locations. Click here for more details.
Sponsored by                    
                                          Accredited for 200 Credits

10:00 AM - 11:30 AM Negotiating Your First International Franchise: Achieving Success by Avoiding the Big Mistakes

Room: 1A05

Presented by: Carl Zwisler, Principal, Gray Plant Mooty; Gaylen Knack, Principal, Gray Plant Mooty; Mark Siebert, CEO, iFranchise Group

Because “you don’t know what you don’t know,” a systematic approach to franchising in a foreign market is essential. Experienced international professionals will discuss practices that work as well as those that don’t work in expanding to foreign markets. Critical topics will include strategies for protection of trademarks, determining whether you have found the right franchise partner, complying with foreign franchise disclosure and relationship laws, and collecting fees and payments. They also will explore important issues such as the appropriate size for a franchise territory, how to set development schedules, which franchising format to use and how to share fees in a master franchise arrangement.
Sponsored by

10:30 AM - 12:00 PM Private Equity Investing and Franchising

Room: 1B02

Moderated by: Gary Occhiogrosso, Managing Partner, Franchise Growth Solutions

Panelists: Jeremy Holland, Managing Partner, Origination, The Riverside Company; Grant Marcks, Vice President, Head of Business Development, Atlantic Street Capital; Ed Teixeira, Consultant, Franchise Growth Solutions

This session will consist of a panel discussion covering how to position your franchise company for Private Equity investment and what PE firms look for in a Franchise company acquisition or strategic partnership. In addition there will be plenty of "networking" time for both Franchisors and Private Equity attendees to meet & network. This is great opportunity for Investors and Franchisors to meet face to face and discuss current and future opportunities.

10:30 AM - 11:30 AM State of the Union on the Franchise Climate in Mexico

Room: 1C05

Presented by: Sandro Piancone, Chief Mexpert Officer, Nery's Logistics

Come and discover the opportunities available to franchise in Mexico. Learn the secrets to selling franchises and how to navigate the new political climate including NAFTA, Donald Trump and President Nieto. Grow exponentially in this vibrant environment .
Sponsored by

10:30 AM - 11:30 AM Walking the Line – How to Administer a Franchise System in Light of the NLRB’s New Joint Employer Standard

Room: 1B05

Presented by: Michael Seid, Managing Director, MSA Worldwide; Andrew Seid, Consultant, MSA Worldwide; Marisa Faunce, Partner, Plave Koch PLC

Recent actions by the National Labor Relations Board have the franchise industry on edge. This session will provide guidance to franchisors with respect to joint employment and vicarious liability standards. The panel will evaluate franchise agreement terms that can impact joint employer liability and will offer practical advice with respect to training programs, operations manuals, brand standards and franchise relationships.
Sponsored by 

10:30 AM - 12:00 PM Look Before You Leap, A Perspective from Two State Franchise Regulators and a Consultant with over 30 Years in the Industry

Room: 1B01

Presented by: Shery Christopher, Managing Director, Shery Christopher Consulting; Dale E. Cantone, Assistant Attorney General - Franchise Unit Chief, Maryland Attorney General’s Office; Joseph J. Punturo, Assistant Attorney General, Franchise Section Chief, Office of the New York State Attorney General

Before you buy that franchise, find out what you need to consider first; what due diligence should you do? What questions should you ask not only of yourself but the franchisor and the franchisees? And more importantly, what are your rights according to federal and state laws. Two Veteran Assistant Attorneys General who supervise State Franchise Units and a Franchise Consultant with over 30 years in the franchise industry discuss the most important considerations that prospective franchisees should consider before buying a franchise.
Sponsored by

10:30 AM - 12:00 PM Key Issues in Developing the Business Terms for your FDD

Room: 1C04

Presented by: Scott Jewett, Senior Advisor, iFranchise Group and Harold Kestenbaum, Partner, Harold L. Kestenbaum, PC

Prior to launching a franchise program, a new franchisor must ensure that the business terms defining the relationship with its franchisees is properly structured, and allow for long-term success at both the franchisee and franchisor levels. This session will highlight the key issues to consider when structuring the business decisions that will ultimately be documented in the FDD and Franchise Agreement.
Sponsored by        

11:00 AM - 12:15 PM What I Wish I Knew Before Buying a Franchise

Booth 158

Moderated by: Mary E. Tomzack, President/Owner, Pure Franchise, LLP

Panelists: Louise McKeown, Lawrenceville, NJ and Philadelphia, PA Franchisee, Camp Bow Wow; Allison Wilson-Maher, Center City, Philadelphia, PA, Primrose Schools; Kelsey Healy, Marlboro, NJ Franchisee, Frutta Bowls; Amal Agha, Eatontown, NJ Multi-Unit Franchisee, Rita's Water Ice and , Philly Pretzel Factory

Come hear franchisees talk about their experiences in selecting their franchise and what they learned about reading the fine print; the importance of location and local demographics in selecting a franchise; negotiating with the franchisor; whether the business category matters relative to your own background, expertise and interests; and the amount of work involved, both in researching and once they became a franchisee.
Sponsored by

12:00 PM - 1:00 PM New Techniques for Franchisee Financing

Room: 1A05

Moderated by: Bret Lowell, Partner, DLA Piper US LLP

Panelists: Rocco Fiorentino, CFE, CEO, Benetrends, Inc.; Kirsten Benson, Capital Access Advisor, FRANdata; Mark Whittle, CFE, Chief Development Officer, Hooters of America, LLC

Many franchisors assist their franchisees in obtaining financing. Learn about the different approaches to franchisee financing, including franchisor-sponsored and non-sponsored financing. This session will cover many aspects of franchise financing programs, including identifying successful industry models and examining the pitfalls of less successful programs. The session will also explore the use of tri-party agreements, the types of direct financing available to multi-unit and other franchisees, how to choose between lenders and lender products, the steps needed to obtain a loan, and the types of loans available for different purposes (i.e., new franchises vs. remodels). Finally, we will discuss opportunities for franchisors to assist their franchisees in understanding various credit programs and successfully navigating the debt markets.
Sponsored by  

12:00 PM - 1:00 PM Master Franchising/Three Party Franchising – Why Do Some Succeed and Others Struggle

Room: 1C05

Brian Schnell, Partner, Faegre Baker Daniels

Many franchisors offer some form of master franchise or area/regional director franchise where the master/area franchisee performs many of the typical franchise support functions. These functions may include franchise sales, training and operational support. Some of the most successful franchisors in the world use this three party approach. Other franchisors encounter significant problems in making this strategy succeed. What distinguishes success from failure? This session will identify how to assess whether three party franchising is right for you from the franchisor and area franchisee perspectives.
Sponsored by   

12:00 PM - 1:00 PM Important Steps for Franchisors Considering Entering the U.S. Market

Room: 1B05

Presented by: Adam Siegelheim, Attorney, Stark & Stark and Tara Speer, Associate, Stark & Stark

Franchisors that are considering exporting their franchise into the US, need to follow some important steps before making a firm commitment. This includes an analysis of the U.S. market, franchise opportunities by sector and other key factors. This session will provide insight into the major considerations that International franchisors should be aware of regarding franchising in the United States.
Sponsored by

12:30 PM - 2:00 PM How Franchisees Can Succeed in Finding Real Estate

Room: 1B02

Moderated by: Ryan Cunningham, President, Javelin Solutions

Panelists: David Townes, Ripco Real Estate Corp.; John Twist, Vice President Franchise & Business Development, Batteries Plus Bulbs; Matthew Flath, Vice President Retail Leasing, Onyx Equities, LLC; Andrew Fish, The Real Estate Equity Company (TREECO); Wayland Benbow, Real Estate Manager, Great Clips

The Tri State region is the most challenging real estate market in the country. Rental rates are high, space is limited and competition for available space is fierce. As a new Franchisee, in addition to learning a new brand, you have the additional challenge of establishing your brand in a hard to penetrate market. This session brings together some of the area’s largest shopping center owners, representatives of national brands who have succeeded in expanding in this market and a broker with extensive experience introducing franchises into the market. The goal of the panel is to explore how to approach this market, what to expect through the process, how to best approach Landlords and how to get to lease for spaces that meet your criteria.
Sponsored by

12:30 PM - 1:30 PM Springboard Event for Emerging Franchisors Sneak Preview: Franchisor Founders and Senior Execs Tell the Secrets and Shortest Path to Emerge

Room: 1C04

Moderated by: Lane Fisher, Esquire, Fisher Zucker LLC and Brad Fishman, CEO, Fishman Public Relations

Panelists: Paul Altero, CEO, Bubbakoo's Burritos; John Metz, CEO, Hurricane Grill and Wings; Gary Findley, President, Restoration1

Why do some Franchisors take off so much faster than others? How do some franchises accomplish all their obligations with few so employees? How do you build a culture around your core values with little resources? Should you use a broker? What do you do with international leads? How do you generate PR and buzz around new openings? How do you get products to distant franchisees? Single or multi unit development agreements? These days, a lot of things need to come together to launch, grow and finance a franchise brand. A lot will depend on the team you assemble, your success in leveraging available technology your choice of supplier partners, and at the end of the day, your actual success in generating and closing qualified leads. In typical Springboard format, hear how founders and Senior execs from successful brands navigated those early days. (also available on Thursday, 2:00 PM)
Sponsored by Springboard Event for Emerging Franchisors
                            September 25-27, 2017, Westin Philadelphia

12:30 PM - 1:30 PM SBA Financing for Your Business

Room: 1B01

Moderated by: Man-Li Kuo Lin, Economic Development Specialist, U.S. Small Business Administration - New York

Panelists: Brianna Brandon, TruFund Financial Services

Seeking funding to start, grow or expand your small business? Learn about SBA’s financing programs: Advantage Loan to $5,000,000; Development Loan for property and machinery to $10,000,000; and Microloan for start-ups. Meet the experts who will let you know when, where and how to apply for a loan, additional resources and assistance available, and will answer all your questions.
Supported by

12:30 PM - 1:45 PM Dating, Courtship and Marriage Part One: Is This Franchise Really The One For You?

Booth 158

Presented by: Mariel Miller, The Franchise Advisor, The Franchise Advisor

Don’t be dazzled by the brand name. Learn about the often overlooked components of the business and what you can expect during your dealings with franchise executives. Gain the confidence of a savvy investor and access to analytical tools to make the evaluation process more efficient.
Sponsored by

1:00 PM - 2:30 PM 10 Commandments of Franchise Sales

Room: 1B04

Presented by: Gaylen Knack, Principal, Gray Plant Mooty; Ryan Palmer, Principal, Gray Plant Mooty; Sandra Bodeau, Principal, Gray Plant Mooty

Understand why establishing a foundation is so important as well as about the planning tools, executive group talent and revenue enhancement programs necessary to reach that goal. Learn how the use of franchisee advisory councils and associations, and the role of an operations manual can make for effective communication in the franchise system. This seminar will also address how to achieve respect, compliance and growth by servicing your customers (franchisees).
Sponsored by  

1:00 PM - 2:00 PM Growing Your Franchise Online: Digital Marketing for Today's Consumers

Room: 1C03

Presented by: Lance Bachmann, Founder and CEO, 1SEO

In this session you will learn the importance of Local SEO and Internet Marketing to grow your business. Through organic search, paid advertisements and retargeting, email marketing, and social media, the best practices to reach a wider audience in the digital landscape will be discussed. For all franchisors, this session dives deep into local marketing to set up your business for success and increase your domain authority. Local SEO starts with a consistent NAP (name, address, phone number) across all platforms, including Google+, citations, listing, and your website. The session will inform franchisors about all aspects of increasing your leads and conversions. Audiences will learn correct social media strategies and how to increase their following with engaging and informative posts. What influences local ranking factors? Does keyword relevance and quality of inbound links to your domain play a vital role? Questions will be answered and knowledge will be gained when listening to Lance Bachmann share his expertise on local search.
Sponsored by   

1:30 PM - 2:30 PM Structuring Your Franchise Network Expansion

Room: 1C05

Presented by: Alan Greenfield, Shareholder, Greenberg Traurig, LLP and David W. Oppenheim, Shareholder, Greenberg Traurig, LLP

Is a master franchise, area development or area representative structure the right model to grow your franchise network? Even for experienced franchisors, confusion often exists when trying to determine the “best” model to expand the network to another state, region, a nearby country or across the globe. This session will explore common expansion models used for domestic and international growth, including the business and legal considerations for choosing one structure over another.
Sponsored by

1:30 PM - 2:30 PM Maintaining Brand Standards as a New Franchisor

Room: 1B05

Presented by: Scott Jewett, Senior Advisor, iFranchise Group and Barry Falcon, Senior Strategy Consultant, iFranchise Group

Whether you are considering franchising for the first time or are an established franchisor, your brand integrity must always remain your top priority. One of the primary advantages of franchising is that it provides you with a highly-motivated operator. And in many franchise systems, franchised units will routinely outperform the franchisor’s company operations on quality scores. But in poorly controlled systems, franchisees who do not follow the system will cause the brand to suffer. This seminar will focus on how to use the “four pillars of quality control” to improve consistency while harnessing the entrepreneurial spirit of your franchisees.
Sponsored by      

1:30 PM - 2:30 PM Franchise Exit Strategies

Room: 1A05

Presented by: Bret Lowell, Partner, DLA Piper US LLP and Burt Yarkin, Managing Director, The McLean Group

Owners of franchise companies (whether franchisors or multi-unit franchisees) all dream of the day when they sell their business. Along the way, they may also wish to sell partial equity to raise growth capital or to simply “take some money off the table.” Whether the sale is imminent or years away, it is crucial to understand the selling process. For those ready to sell, or to take in an investor, the knowledge you gain in this session will guide you through the necessary business and legal steps. For those who will sell or seek investment down the line, this knowledge will help you to manage the business in the meantime in ways that will maximize your exit opportunities. Come learn what every owner of a franchise business needs to know about the strategies and best practices for selling to a buyer or an investor.
Sponsored by

2:00 PM - 3:00 PM Opportunities for Veterans in Franchising

Room: 1B01

Moderated by: Sean Falk, Marine Corps Veteran; Ashland and Owensboro, KY and Jackson, TN Multi-Unit Franchisee, Great American Cookies

Panelists: Grant Springer, Army Veteran and Edgewater, MD Franchisee, Dream Vacations and Donald Harrell, Army Veteran and Clearwater, FL Franchisee, Big Frog Custom T-Shirts

Veterans have a proven track record of success in franchising. Franchises run on systems and offer training and support, just like the military. In franchising, you’re in business “for” yourself, but not “by” yourself. That’s why there are over 70,000 veteran-owned franchise establishments in the United States. Learn from veterans and business leaders in franchising how to get started in this exciting industry.
Sponsored by

2:00 PM - 5:00 PM Franchisee Growth Summit: From Single-Unit to Multi-Unit Enterprise Part 2 (Separate Fee Required)

Room: 1B03

Moderated by: Ron Feldman, CFE, Chief Development Officer, ApplePie Capital

In franchising, there have historically been two general types of franchisees: Single-Unit and Multi-Unit. Historically, Single-Unit Franchisees have been the bedrock of franchising. Over the last couple of decades, the Multi-Unit franchisee has increased in volume, power, and influence. For those single-unit owners looking to grow their business, this program will provide you with the tools to take that next step. Learn how to build a team to scale your franchise operations, create the internal financial reporting to help you manage multiple locations and utilize best practices when graduating from an owner operator to managing multiple locations. Click here for more details.
Sponsored by                    
                                          Accredited for 200 Credits

2:00 PM - 3:15 PM Franchising Year One: What An Efficient Start Up Looks Like

Booth 158

Moderated by: Mary E. Tomzack, President/Owner, Pure Franchise, LLP

Panelists: Jackie Pierce, Ft. Worth, TX Franchisee, Big Frog Custom T-Shirts; Alicia Thompson-Healy, Rochester, NY Franchisee, Smallprint and Silver Pet Prints; Janet Harris, CFE, Indianapolis, IN Franchisee, Dream Vacations; Rebecca Ferrer, Westchester, NY Franchisee, Husse TriState

Learn how to be successful as a franchisee. Franchisees discuss ten things to prioritize in the first year; time management, people management and getting a team up to speed; the biggest/most common mistakes; managing cash flow; and asking for help - from the franchisor, neighborhoods, etc.
Sponsored by

2:30 PM - 3:30 PM The Franchisor-Franchisee Relationship: Striking the Perfect Balance

Room: 1B02

Moderated by: Lane Fisher, Esquire, Fisher Zucker LLC

Panelists: Kim Nunez, CFE, Director of Franchise Development, Primrose Schools; Curt Van Emon, Burlington, MA Franchisee, Primrose Schools; Renuka Salinger, Vice President of Franchise Development, Camp Bow Wow; Louise McKeown, Lawrenceville, NJ and Philadelphia, PA Franchisee, Camp Bow Wow

The franchisor-franchisee relationship is a delicate balance that when managed correctly can result in both parties thriving. With access to capital still difficult to obtain, it is more important than ever for franchisors to support franchisees on everything from real estate, construction, food sourcing, labor management and IT to marketing and advertising. This panel will include discussions from both franchisors and franchisees on how these parties should work together in order to create a successful brand. (also available on Thursday and Saturday, 12:30 PM)
Sponsored by                      

3:00 PM - 4:30 PM What Growing Franchisors Need to Know to Find Real Estate

Room: 1B04

Moderated by: Ryan Cunningham, President, Javelin Solutions

Panelists: Craig Sherwood, Senior Vice President, Franchise, Gold's Gym; Rick Howard, Director of Franchise Sales, Massage Envy; David Townes, Ripco Real Estate Corp.; James Cozine, Vice President, Leasing, Urban Edge Properties, Inc.; Joe Allegretti, Vice President/Leasing, Urstadt Biddle Properties, Inc.

The Tri State region is the most challenging real estate market in the country. Rental rates are high, space is limited and competition for available space is fierce. This session brings together some of the area’s largest shopping center owners, representatives of national brands who have succeeded in expanding in this market and a broker with extensive experience introducing franchises into the market. The goal of the panel is to explore how to approach this market, what to expect through the process, how to best approach Landlords and how to get to lease for spaces that meet your criteria.
Sponsored by

3:00 PM - 4:30 PM How to Effectively Avoid the Most Common Franchise Disputes that Can Arise in Every Franchise System

Room: 1B05

Presented by: Brian Schnell, Partner, Faegre Baker Daniels

Disputes will happen in every franchise system, especially if a system is going to grow, evolve and be sustainable. During this session we will discuss those types of franchise disputes that are most common and what proactive best practices can be adopted in order to minimize disruption or avoid the disputes all together. With the proper understanding of when, where, why and how disputes happen and what to do if they occur or even before they occur, you will be far better positioned for sustainable growth and success.
Sponsored by

3:00 PM - 4:30 PM Best Practices for Marketing Opportunities: Lead Generation for Franchise Sales

Room: 1A05

Presented by: Mark Siebert, CEO, iFranchise Group and Matthew Jonas, President, TopFire Media

Franchise lead generation is essential to successful franchise sales. This seminar will teach you how to improve your franchise marketing efforts by leveraging digital age marketing. Topics will include improving lead generation through public relations, social media publishing, search engine optimization, Pay-Per-Click advertising, website design, and inbound marketing.
Sponsored by          

3:00 PM - 4:00 PM Structuring and Creating Item 19 Financial Performance Representations

Room: 1C05

Presented by: Adam Siegelheim, Attorney, Stark & Stark and Steve Beagelman, CFE, CEO and Founder, SMB Franchise Advisors

Each year, more and more franchise companies are including Item 19 Financial Performance Representations in their Franchise Disclosure Document. This seminar will explore the types of information and different structures you can employ when structuring and creating your earnings claim. It will also discuss strategies you can employ during the sales process if you do not have an Item 19.
Sponsored by

3:30 PM - 4:30 PM Use Your IRA or 401(k) Money to Start a New Business

Room: 1B01

Presented by: Steve Cooper, President, ERSOP.com

Did you know that 401(a) pension, profit sharing, 401(k), 403(b), 457, IRA and rollover IRA money all may be used to fund your own franchise, business start-up, business property, equipment or working capital? Steve Cooper will teach you statutory ways to move money locked in retirement accounts directly into a new or established business. This can be done without distributions, taxes, penalties or the use of loans. Emphasis will be placed on other subjects such as ways to counter the negative tax effect of being a C-corporation and exit strategies.
Sponsored by   

3:30 PM - 4:45 PM Leadership Essentials for Franchise Owners

Booth 158

Panelists: Kelly Ficarra, Mentor, SCORE NYC

Learn how to manage challenges in six critical areas: cash flow, leadership, hiring, time management, competition and customer retention.
Sponsored by

4:00 PM - 5:00 PM The Advantages of Buying an Existing Franchise

Room: 1B02

Presented by: Johnny Sellyn, Head, Franchiseresales.com

Panelists: Ralph Yarusso, CFE, COO- Franchising, Grease Monkey International

Exiting franchisees are part of the life cycle of franchising. Buying an established franchise means that everything is in place and you can hit the ground running with a mature business which has a significant cash flow in place, building from there. You will be benefiting from someone else’s hard work and using it as your own starting point to develop the business further. (also available on Thursday, 11:00 AM and Saturday, 2:30 PM)
Sponsored by

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Buying a Franchise

International Franchising

Master Franchising

Franchising Your Business

Franchisors Seeking Growth

Non-US Franchisors: Entering the USA

Small Business Growth and Development

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