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 - 12:30 PM Workshop 7: Web 2.0: Social Networking + Data in Franchising (Separate Fee Required)

Presented by: Lee Plave, Partner, Plave Koch PLC

This session will delve into how franchisors and franchisees can protect their brand while making the best use of social networking sites. Among other things, this session will explore some of the do’s and don’ts of setting up social networking sites for an entire system, addressing rogue franchisees and licensees who set up their own sites, and establish a system-wide strategy and policy for social networking and social media. This session will also explore data collection, use, and protection in franchise companies. Finally, this session will address using online tools to manage and enhance your company’s online franchise development efforts. Click here for more details.
Sponsored by              Accredited for 100 Credits

9:00 AM - 12:30 PM Workshop 10: The A to Zs of Buying a Franchise (Separate Fee Required)

Presented by: John P. Hayes, PhD, Titus Franchise Chair,

If you’re looking for no-nonsense, cut-to-the-quick, show me how to evaluate franchises so that I can buy one that’s right for me information . . . this is the workshop you need. This is the perfect workshop for people who are just getting started with their research, as well as those who are close to making a decision to buy a franchise. Click here for more details.
Sponsored by

10:00 AM - 1:00 PM Workshop 6: Structures and Operational Strategies for Successful Expansion within the USA (Separate Fee Required)

Presented by: Rick Morey, Partner, DLA Piper US LLP

Whether franchisors are in a start-up mode or are gearing up for expansion beyond their original markets there is much to learn about successful franchising. This workshop will explore a wide range of subjects bearing on the successful expansion of a franchise network. Click here for more details.
Sponsored by                     Accredited for 100 credits

10:00 AM - 11:00 AM Managing the Global Franchising Footprint ? International Unit Growth and Expansion

Presented by: Eric Johnson, CFE, Global Team Leader - Franchising, U.S. Commercial Service, Atlanta and Richard Boll, International Trade Specialist, Industry & Analysis, U.S. Commercial Service, Washington, D.C.

Learn about resources available to U.S. companies interested to expand franchise systems globally, and learn about the current top markets for franchise expansion.
Sponsored by

10:00 AM - 11:30 AM Private Equity Investing and Franchising

Moderated by: Gary Occhiogrosso, Managing Partner, 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.
Sponsored by

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

Presented by: Carl Zwisler, Principal, Gray Plant Mooty

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 - 11:30 AM Should I Franchise My Business?

Presented by: Steve Beagelman, CFE, CEO and Founder, SMB Franchise Advisors

Learn about the pros and cons of opening another corporate unit vs. franchising your brand for your future growth strategy.
Sponsored by

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

Presented by: Dave Hood, President, 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        

10:30 AM - 11:30 AM How Much Money Can You Make? Understanding the Key Drivers of Any Franchise Investment

Presented by: Eric Stites, President, Franchise Business Review

In this highly interactive session, we will explore the financial side of investing in any franchise business: understanding the business model, what are the key performance indicators, what the FDD does and does not tell you, developing a realistic business plan, and how to forecast long-term revenues, profits, and return on your investment. You will learn the big questions you must answer before buying a franchise, how to interview franchisors / franchisees, and how to make a SMART franchise investment. (Also available on Thursday at 2:30pm)
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

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

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

11:00 AM - 1:00 PM Franchising and Diverse Communities: How to Be in Business for Yourself, But Not By Yourself

Moderated by: A Representative, International Franchise Association

Are you looking to be in business for yourself, but not by yourself? Are you contemplating a career move and don’t know what to do next? Do you want more than just a job? Investigate what opportunities exist in this unique way of doing business. You will have the opportunity to participate in an educational seminar to address small business ownership through franchising. Hear first-hand what franchisors are looking for. At the end of the session, participants will be able to:

  • Understand what franchising is and isn’t
  • Understand the basic relationship between the franchisee and franchisor
  • Understand the role of a franchise coach
  • Learn about financing, resources and technical assistance

Sponsored by

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

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

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 - 1:30 PM How to Franchise Your Business More Efficiently with Technology

Presented by: Peter Maxwell Sessions, Founder and CEO, FewerHats

The marketplace of potential franchisees is experiencing a shift to a younger demographic. As you're developing your franchise system, you need to pay close attention to how you're leveraging technology. Antiquated systems and processes will deter future franchise acquisitions as the business world relies more heavily on tech. By utilizing the tips and tricks presented by Fewer Hats, a brand can properly leverage technology to streamline their operational efficiency, enter the franchise industry, and accelerate their growth.
Sponsored by

12:00 PM - 1:00 PM Financing Your Business: Meet the Lenders

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

Seeking funding to start, grow or expand your small business? Learn about SBA?s Financing programs: 7(a) loans, 504 loans, and microloans. Meet the lenders to guide you when, where, and how to apply for a loan, best practices and mistakes to avoid.
Supported by

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

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

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  

12:30 PM - 1:45 PM Courtship, Dating and Marriage Part One: What Franchise is Right for Me?

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

Are you cut out to be a successful business owner? Will you thrive in a franchised environment? How can you calculate what you can afford and what funding options are available? With hundreds of brands in dozens of categories, how can you narrow down brands to the ones that fit your goals? These and more important questions will be answered in this informative session. Perfect for the first-time attendee and helpful to those who have been shopping for some time.
Sponsored by

12:30 PM - 1:30 PM Proper Foundation: Creating a Sustainable Franchise System

Presented by: Evan Goldman, Counsel, Hill Wallack LLP

Start-up franchisors will learn the basics to creating a sustainable franchise system, including: the best entity formation options for your new franchise business, drafting an effective and protective franchise disclosure document, and registration strategies and obligations, and drafting a fair franchise agreement for the franchisor and franchisees.
Sponsored by

12:30 PM - 1:30 PM The Franchisor-Franchisee Relationship: Striking the Perfect Balance

Moderated by: Tom Kaiser, Assistant Editor, Franchise Times and Lane Fisher, Esquire, Fisher Zucker LLC

Panelists: Rob Price, CEO, School of Rock; Mariola Galavis, Ridgefield and New Canaan, CT Franchisee, School of Rock; Gigi Schweikert, President & COO, Lightbridge Academy; Steven DiNunzio, Bethlehem, PA Franchisee, Lightbridge Academy

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            

1:00 PM - 2:00 PM Closing more (and better!) franchise sales!!

Presented by: Robert Stidham, Chief Executive Officer, Franchise Dynamics and Charles Dobyns, CFE, President & Chief Development Officer, Franchise Dynamics

The first rule of franchise sales is that no one ever "sells" a franchise! However, there is a process and methodology for development that creates superior outcomes. Learn how to facilitate more and better leads and franchise sales regardless of whether you concept is emerging, mid-market or you are a well-developed franchise company seeking even better results.
Sponsored by

1:30 PM - 3:00 PM Opportunities for Veterans in Franchising

Moderated by: Radim Dragomaca, Director, VetFran

Panelists: Man-Li Kuo Lin, Economic Development Specialist, U.S. Small Business Administration - New York and Amy Amoroso, Director, Veteran Business Outreach NY/NJ

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

1:30 PM - 4:00 PM How to Become a Multi-Unit Franchisee (Separate Fee Required)

Moderated by: Sheila Lamb-Cohen, Senior Advisor, Franchise Business Intelligence, FRANdata

Panelists: Seth Berkman, Mt. Kisco, Scarsdale, Mamaroneck, New Rochelle, NY Franchisee, UBreakiFix

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                    

1:30 PM - 2:30 PM Establishing a US Franchise System ? An Overview of Franchise and Distribution Business and Legal Issues for Franchisors Entering the US Franchise Market

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

The presenters will address the primary legal and business issues that a franchisor must consider as it establishes a United States franchise system. The program will address laws governing franchising and distribution in the United States, how to structure the franchise relationship and multiple business and legal issues that domestic and international franchisors must consider before franchising in the United States.
Sponsored by

1:30 PM - 2:30 PM Structuring and Creating Item 19 Financial Performance Representations

Presented by: Adam Siegelheim, Attorney, Stark & Stark

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

1:30 PM - 2:30 PM Making the Leap: How to Succeed as a Franchisee

Moderated by: Eric Stites, President, Franchise Business Review

Panelists: Seth Berkman, Mt. Kisco, Scarsdale, Mamaroneck, New Rochelle, NY Franchisee, UBreakiFix

Hear from our expert panel of franchisees on the steps they took to grow a successful franchise business. Learn the keys that helped their business thrive, the challenges and pitfalls they faced along the way ? and how to avoid them. What one thing really made the difference to these top-performers? If they had to do over again, what would they do differently? What advice would they give to new franchisees? Don't miss this highly interactive session, with lots of time for Q&A to get all your franchising questions answered.
Sponsored by        

2:00 PM - 3:15 PM Can Your Business Be Franchised

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

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

2:00 PM - 3:00 PM Springboard Event for Emerging Franchisors Sneak Preview: Franchisor Founders and Senior Execs Tell the Secrets and Shortest Path to Emerge

Moderated by: Lane Fisher, Esquire, Fisher Zucker LLC

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 20-21, 2018, Westin Philadelphia

2:00 PM - 3:00 PM Franchise Exit Strategies

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

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 Franchising at 50! Because Life Is Still Good!

Presented by: Elayne McClaine, Regional Director, NJSBDC-Rutgers University-New Brunswick

Those who are considering a second career, buying an existing business or a franchise might be right choice. Buying into a proven business or franchise affords a glimpse of the company?s operations, competition, and future profit potential. Explore the alternatives to starting a new business. For many 50+ individuals, franchising is a proven way to invest and get started in a entrepreneurship without starting from scratch. Join us and learn: - How franchising compares to other business opportunities - How to find a franchise that fits your skillset - How to find a franchise that fits your wallet - How franchising can be the best entrepreneurial investment. SBA and SBDC support programs will be discussed. Sponsored by

2:00 PM - 5:00 PM Workshop 4: International Expansion: Master Franchising and Other Structures (Separate Fee Required)

Presented by: Rick Morey, Partner, DLA Piper US LLP and Tao Xu, Partner, DLA Piper US LLP

When does master franchising make sense? For the franchisor? For the franchisee? What are the pros and cons for each? How does it operate? What are the rights and responsibilities of each party? How do you analyze the economics? How does the franchisor find and select a master franchise partner, and how can a candidate satisfy himself as to the franchisor? What are the principal negotiating points? What are the principal pitfalls, and how can they be avoided? Finally, how are all of these issues handled differently in the international context? This workshop will address these challenging issues and draw upon the diverse experience of our panelists, all veterans of franchising. Click here for more details.
Sponsored by                              Accredited for 100 credits

2:00 PM - 5:00 PM Workshop 2: Franchising Your Business Part 1 (Separate Fee Required)

Presented by: Michael Seid, Managing Director, MSA Worldwide; Kay Marie Ainsley, Managing Director, MSA Worldwide; Marisa Faunce, Partner, Plave Koch PLC

Franchising has become the dominant method for the creation of wealth through small business ownership. Franchising, once known primarily for restaurants, today is used by over 85 industries including a wide range of consumer and business to business services, retail, hospitality, health, recreation and many more. If you are thinking about expanding your current business through franchising, this two-day symposium will provide the opportunity to learn from experts in the field and turn your business into a successful franchise.Click here for more details.
Sponsored by              Accredited for 200 credits

2:30 PM - 5:00 PM Workshop 3: Operations Manuals: The Foundation to Consistent Execution (Separate Fee Required)

Presented by: Marla Rosner, Senior Learning and Development Consultant, MSA Worldwide

Documentation of your business’ processes and procedures is the foundation to consistent execution of your franchise concept. In this workshop, learn how to create a user-friendly Operations Manual as well as key content that should be included. Click here for more details.
Sponsored by              Accredited for 100 Credits

3:00 PM - 4:30 PM Maximize the ROI on Your Franchise Development Budget . . . Regardless of your Spend!

Presented by: Stan Friedman, CFE, President, FRM Solutions

In this session, you will learn how to more quickly "engage" your leads and convert a higher percentage of them into "stronger" opportunities. We will also share readily available tools that you can begin using right now, to assure that your franchise development engine is properly tuned, fueled and delivering maximum performance.
Sponsored by

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

Presented by: Mark Siebert, CEO, iFranchise Group

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          

3:30 PM - 5:00 PM How to Effectively Avoid the Most Common Franchise Disputes that Can Arise in Every Franchise System

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

3:30 PM - 4:45 PM Courtship, Dating and Marriage Part Two: Will This Franchise Succeed?

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

The process of narrowing down attractive brands to the few deserving a good investigation is only the beginning. Now that you have your eye on a business, its time to dive into it in order to get your questions answered. From how much money you will make to will this business last? there is a lot to evaluate! Find out how to determine the health of a franchised business. Learn the critical components that make up top-performing, sustainable companies. Take away tools to help you conduct a complete due diligence. You?ll hear tips you can use immediately on the show floor in conversation with franchise brands.
Sponsored by

3:30 PM - 4:30 PM Should You Consider Franchising Your Business?

Presented by: Mark Siebert, CEO, iFranchise Group

You believe the time is ripe to expand your operation to multiple locations but don’t know which strategy is best for you. Options include internally-managed expansion or you may consider entering the formal world of franchising. Mark Siebert will explore various expansion strategies, choosing the right growth vehicle, and determine if you should consider franchising. This session will offer decision points to help you decide which expansion strategy may be better suited to your organization, and how to analyze your company’s growth options, including raising equity. Discussions will also include how franchising works, advantages and disadvantages of franchising, franchisability factors, and the timing of the franchise decision. The audience will also learn what defines a franchise, franchising history, and franchising in the U.S.
Sponsored by     

3:30 PM - 4:30 PM Are You a Perfect Fit for Franchising?

Presented by: John P. Hayes, PhD, Titus Franchise Chair,

For most people, franchising is the smart way to buy and build a business. A franchisor’s proven operating model gives franchisees a huge head start to creating a thriving and satisfying business. Plus, the franchisor’s established brand and marketing prowess immediately benefit new franchisees. However, how will you know which franchise to buy? Assuming you’re a perfect fit for franchising, you also need to know the type of franchise that will suit you best. Franchises come with many variables including investment costs and operational requirements. Before you spend too much time researching franchises, spend some time examining your strengths and preferences and lining them up with appropriate franchise opportunities. This session includes a free personality analysis as well as recommendations for the type of franchise you should buy!
Sponsored by

3:30 PM - 4:30 PM The Advantages of Buying an Existing Franchise

Presented by: Johnny Sellyn, Head,

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 and Saturday, 3:30 PM)
Sponsored by

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Each Symbol Stands For:

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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