2016 Thursday Educational Seminars & Workshops

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

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

10:00 AM - 1:00 PM Workshop 5: Global Franchise Expansion: Strategies for Lucrative and Planned Growth (separate fee required)

10:00 AM - 1:00 PM

Room: 1B03

Presented by: Philip Zeidman, Senior Partner, DLA Piper US LLP
Panelists: William Edwards, CFE, CEO and Founder, Edwards Global Services, Inc. and Catherine Monson, Chief Executive Officer, FASTSIGNS International, Inc.

This program is directed both to U.S. based franchisors planning to expand abroad and to franchise companies based outside the U.S. Some of the most promising markets for franchising are outside the U.S. The topics will address the most common business and legal problems affecting international franchising. Click here for more details.
Sponsored by         Accredited for 100 credits

10:30 AM - 12:30 PM Special Event: Growing to 10 Units: Growth, Expansion and Readiness Workshop (separate fee required)

10:30 AM - 12:30 PM

Room: 1B04

Moderated by: Therese Thilgen, CEO and Co-Founder, Franchise Update Media
Panelists: William Hall, Franchisee, Dairy Queen; Brian Sommers, Vice President Franchising, Jersey Mike's Subs; Greg Thomas, Franchisee, Great Clips and Smoothie King; Seth Goldstein, Franchisee, Dunkin Brands/Jersey Mike's

Growing from 1 or 2 units to 10 and 15 units is a big decision. Having a strategic growth plan and executing against it will help ensure successful growth. You must develop the vision for your organization while evaluating the risks. The best way to plan for growth is to start by identifying your organization's vision, develop a strategic plan and execute effectively. Start by assessing your organization's operation, talent and infrastructure. Determine what brand(s) and structure works best for you and then choose to grow with your existing or a new brand. This session will help you determine the strategies and steps to take as you develop and execute your growth plan.
Sponsored by         

10:30 AM - 12:00 PM Why NJ? Why Now?

10:30 AM - 12:00 PM

Room: 1B01

Presented by: Elayne McClaine, Regional Director, NJSBDC-Rutgers University-New Brunswick Panelists: Justin Klein, Founder, Garden State Franchise Association; Nathalia Giraldo, Director of Financial Programs, Regional Business Assistance Program; Claudia Yarborough , Lender Relations Specialist, U.S. Small Business Administration, New Jersey District Office

New Jersey continues to be a thriving market where key industries proudly base their headquarters due to exceptional talent and depth of education. Couple that with a concentration of high incomes and spending power – all within a 50 mile radius. Simply put, New Jersey is market that offers higher household income than the national average giving your business a solid base from which to build its franchise. You will be supported by the NJ Small Business Development Centers, SBA, the NJ Business Action Center, Lenders and a host of other resources. Come see why New Jersey is right for you.

10:30 AM - 12:00 PM An Overview of Key U.S. Trends and Regulatory Issues for International Franchisors

10:30 AM - 12:00 PM

Room: 1A04

Presented by: Brian Schnell, Partner, Faegre Baker Daniels

The U.S. market has always provided a leadership position in the international franchising community. It has the lure and potential of being a very strategic and lucrative marketplace, yet can also be very competitive and confusing. This special introductory seminar will provide guidance and insights for overseas franchisors entering the U.S. market for the first time - and will dispel some underlying held myths about franchising in the United States. We will cover topics such as: understanding the role of franchising in the U. S. economy; key trends affecting the growth of franchising in the next millennium; basic research tools to understand the U.S. market and evaluate the competition; challenges and hurdles to franchising in the United States; overview of the legal and regulatory issues.
Sponsored by

10:30 AM - 11:30 AM Improving Franchise Sales: Strategies & Tactics

10:30 AM - 11:30 AM

Room: 1C05

Presented by: Robert Stidham, President & Chief Development Officer, Franchise Dynamics and Matthew Jonas, President, TopFire Media

This session with help start-up and existing franchisors become more effective in the franchise sales process. Attendees will learn about the various sales strategies and how to best qualify prospects. Discussions will include steps on how to improve your sales strategies and tactics, and an overview of the compilation of best practices.
Sponsored by

10:30 AM - 12:30 PM Getting Ready to Franchise Your Business

10:30 AM - 12:30 PM

Room: 1C04

Presented by: Theresa Huszka, CFE, Senior Consultant, MSA Worldwide and Andrew Seid, Consultant, MSA Worldwide

Becoming a franchisor can be one of the most important decisions you will ever make in business. However, before hiring a consultant and lawyer to develop your franchise program, you must first understand how ready your concept is to franchise and then determine the appropriate steps to take. This seminar will identify common deficiencies in companies prior to franchising, as well as how to guide you in preparing your company and concept for franchising. This session is also useful for those companies that are about to expand, even if they are not currently considering franchising.
Sponsored by

11:00 AM - 12:15 PM Create the Business Plan that’s Right for You

11:00 AM - 12:15 PM

Booth 1159

Presented by: Sandy Eames, Mentor, SCORE NYC

A business plan is a decision-making tool. It is a living, breathing blueprint for your business that will help you guide and manage your company. A business plan represents all aspects of the business planning process declaring vision and strategy. This document generally projects 3-5 years ahead and outlines the route a company intends to take to grow revenues. In this interactive workshop you will gain insights as well as identify key elements and unique issues in your own plan. This workshop is a must for potential business owners.
Sponsored by

11:00 AM - 12:00 PM Practical Steps to Minimize Joint Employer and Vicarious Liability Risk

11:00 AM - 12:00 PM

Room: 1A05

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

Joint employer liability is viewed by many as a significant threat to the franchise business model. Whether you are a mature, emerging or start-up franchisor, you must understand the current state of the law concerning joint employment and vicarious liability. There are steps that a franchisor can and should implement to minimize the risk that it will be found to be a joint employer or vicariously liable for injuries sustained at a franchised outlet. This program will include a brief summary of the law and offer practice tips for franchisors. The presenters will address: revisions franchisors can and should make to their operations manual and standards, franchise agreement changes, joint employer compliance reviews, training, franchisor support and tips for appropriate interaction with a franchisee’s employees.
Sponsored by

11:30 AM - 12:30 PM Top 5 Strategies to Ensure Franchisee Success…for the Long Haul

11:30 AM - 12:30 PM

Room: 1B05

Presented by: Christy Wilson Delk, Speaker

Learn from a franchisee of 15 years the five most valuable secrets and habits of success for herself and for her franchisor. Humorous and to the point, this session will cover: planning for profits, leadership personified, building community engagement, handling the inevitable crisis and maintaining your (brand) advantage. A must for franchisors, as well as prospective and experienced franchisees.
Sponsored by      

12:00 PM - 1:30 PM Franchise 2.0: Tools for Taking Your Franchise Model to the Next Level

12:00 PM - 1:30 PM

Room: 1C05

Presented by: Gaylen Knack, Principal, Gray Plant Mooty and Ryan Palmer, 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  

12:00 PM - 1:00 PM The Franchisor-Franchisee Relationship: Striking the Perfect Balance

12:00 PM - 1:00 PM

Room: 1B02

Moderated by: Nancy Weingartner, Executive Editor, Franchise Times
Panelists: Lane Fisher, Esquire, Fisher Zucker LLC; Martha O'Gorman, Chief Marketing Officer and Greg Carafello, Master Franchisee, Liberty Tax Service; Doug Bostik, Vice President of Franchise Services and Mark Crayne, Texas Multi-Unit Franchisee, Fazoli's

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 Friday, 2:00PM and Saturday, 12:30PM)
Sponsored by         

12:30 PM - 1:30 PM Use Your IRA or 401(k) Money to Start a New Business

12:30 PM - 1:30 PM

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   

12:30 PM - 1:30 PM Maximizing Relationships with Franchisees

12:30 PM - 1:30 PM

Room: 1A04

Presented by: Dave Hood, President, iFranchise Group

Once you have decided to franchise your business, do you have the infrastructure in place to carry this out? How do you manage the franchise strategy? How fast will you grow? What does it take to support the system? This and a lot of other questions will be answered during this lively session.
Sponsored by

12:30 PM - 1:30 PM Think Like a Franchise Owner or From Curious to Confident….Franchise Shopping with Intelligence & Insight

12:30 PM - 1:30 PM

Room: 1C03

Presented by: Mariel Miller, Founder and Senior Consultant, The Franchise Advisor

In this session, attendees will learn how to develop an inquiring mind, the questions to ask promising concepts and how to assess growth in brands. Gain a method to visit with franchisors and spend your time at the expo in valuable conversations. Hear from an industry expert some of the best ways to investigate what franchises could be a good fit.
Sponsored by

12:30 PM - 1:45 PM Demystifying Facebook Promotions

12:30 PM - 1:45 PM

Booth 1159

Presented by: Petia Bradshaw, Prinicpal, The Stylista Group

Join us to learn how to harness the true power of Facebook to reach your target audience, build brand awareness and generate real business over time. We will take a hands-on look at how to set up targeted Facebook ads as well as the incredible insights that Facebook business pages offer!
Sponsored by

12:30 PM - 1:30 PM Selling Franchises Domestically Without Getting Into Trouble

12:30 PM - 1:30 PM

Room: 1A05

Presented by: Stephanie Zosak, Associate, DLA Piper US LLP

Federal and State franchise laws are complicated and carry heavy penalties. Learn how to comply with these laws in the selling process, whether you sell by phone, at your office, at trade shows or over the Internet. The program will cover topics such as sales staff training, recordkeeping, sales material review, financial performance representations, Internet selling, transfer and renewal issues, dealing with compliance problems and the new requirements under the FTC’s Amended Franchise Rule.
Sponsored by   

1:00 PM - 2:00 PM Spy Secrets to Keep You and Your Employees Safe

1:00 PM - 2:00 PM

Room: 1B05

Presented by: Jason Hanson, Founder (Master Spy), Spy School

This former CIA Officer will reveal “Spy Secrets” he learned at the CIA, to keep you and your employees safe. You will learn the little-known tricks of protecting yourself when going into someone’s home to do a job; How to be a Human Lie Detector so you only hire the best and most qualified employees; What you never, ever want to do when closing up your store: How to handle a potentially bad situation; What to do if it, “Hits the Fan” and much, much more. Jason will present practical, simple techniques to increase your situational awareness, protect yourself and your employees and safeguard your business.
Sponsored by

1:00 PM - 2:00 PM Master Franchising/Three Party Franchising – Why Do Some Succeed and Others Struggle

1:00 PM - 2:00 PM

Room: 1B04

Presented by: 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   

1:00 PM - 2:30 PM Franchising vs. Alternative Growth Strategies

1:00 PM - 2:30 PM

Room: 1C04

Presented by: Mark Siebert, CEO, iFranchise Group

Are you ready to grow but don’t know which strategy is best for you? Franchising is not right for everyone. This seminar will help you understand various growth alternatives and whether franchising should be a part of your long term plan. Alternatives examined will include company-owned growth, business opportunities and licensing, joint ventures, dealers and distributorships, and franchising.
Sponsored by  

1:30 PM - 2:30 PM Springboard Event for Emerging Franchisors Sneak Preview: Franchisor Founders and Senior Execs Tell the Secrets and Shortest Path to Emerge

1:30 PM - 2:30 PM

Room: 1B02

Moderated by: Brad Fishman, CEO, Fishman Public Relations
Panelists: Dan DiZio, CEO/Co-Founder, Philly Pretzel Factory; Jonathan Barnett, President and Founder, Oxi Fresh; Neal Courtney, CEO, Cookie Cutters Haircuts for Kids

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 Friday, 12:30 PM)
Sponsored by Springboard Event for Emerging Franchisors
September 21-23, 2016, Logan Hotel, Philadelphia

2:00 PM - 3:15 PM Financing Options Available to Your New Franchise Business

2:00 PM - 3:15 PM

Booth 1159

Presented by: Paul Bosley, Managing Member, Business Finance Depot

The first half of this seminar will explain the key steps to prepare your business for underwriting which is a relatively standard process. The second half of this seminar will outline the variety of financial products including Seed Capital, SBA Express & 7(a) loans, Equipment Leases, Crowdfunding & Retirement Account Rollovers which can be used to capitalize a new franchise business . Each slide will be followed with a Q&A session so participants are clear about the information being presented.

2:00 PM - 3:00 PM Structuring Your Franchise Network Expansion

2:00 PM - 3:00 PM

Room: 1C05

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

2:00 PM - 5:00 PM Workshop 9: 5 Habits of the Highly Successful Franchise System (separate fee required)

2:00 PM - 5:00 PM

Room: 1B03

Presented by: Brian Schnell, Partner, Faegre Baker Daniels

Most franchisors have implemented a number of best practices that make them successful. But what habits make a franchisor HIGHLY successful. Undying devotion to the brand, knowing and balancing the interests of the franchisor, franchisee and franchise system as a whole, and empowering franchisees are just a few highlights that will help a franchisor take their system to the next level. In today’s economy, most franchisors do not have hundreds of thousands of dollars to invest in new strategies or initiatives. This dynamic session will identify best practices that franchisors can apply – without significant financial investment – to achieve a powerful impact in the near future and over the long haul. Click here for more details.
Sponsored by         Accredited

2:00 PM - 5:00 PM Workshop 8: Strategies for Franchising into the U.S. Market (separate fee required)

2:00 PM - 5:00 PM

Room: 1A04

Presented by: Carl Zwisler, Principal, Gray Plant Mooty ; Jan Gilbert, Principal, Gray Plant Mooty; Edith Wiseman, President, FRANdata; Ray Hays, Managing Partner, FranLaunch USA; Carsten Pedersen, President, BoConcept

This symposium will explore business planning topics, featuring a panel of franchising experts, professionals and executives of overseas franchisors who have successfully developed franchising programs in the Unites States. Our focus will be on pragmatic and truly useful information with an emphasis on war stories and case studies. Click here for more details.
Sponsored by         Accredited for 100 credits

2:00 PM - 3:00 PM Selling Franchises Internationally Without Getting Into Trouble

2:00 PM - 3:00 PM

Room: 1A05

Presented by: Tao Xu, Partner, DLA Piper US LLP and Stephanie Zolsak, Associate, DLA Piper US LLP

An ever increasing number of countries around the world now have laws regulating franchising, and new statutes appear with very little if any advance notice. As in the United States, some address the sale of franchises, some deal with the franchisor - franchisee relationship. Complying with them can be difficult, and it is frequently hard even to learn what is required and how the requirements will be interpreted. This seminar will tell you what laws, in what countries, impose what obligations on you...and how you can deal with them as effectively, efficiently and economically as possible.
Sponsored by

2:00 PM - 3:00 PM How Much Money Can You Make? Understanding the Key Drivers of Any Franchise Investment

2:00 PM - 3:00 PM

Room: 1C03

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.
Sponsored by  

2:00 PM - 3:00 PM Specialty Seminar: Why Franchising? How Women Can be Successful in Today’s Franchising Marketplace

2:00 PM - 3:00 PM

Room: 1B01

Moderated by: Mary Kay Liston, President, Five Star Painting
Panelists: Ashley Pollard, Director of Franchise Development, Burger 21; Stacey Mobley, Franchisee Owner, Dream Dinners of Mobile, AL; Shane Evans, Co-Founder, President and COO, Massage Heights

Franchising is not a business opportunity for men alone. More and more franchise owners are women – women who are extremely successful and making a difference. Learn from some of the savviest female franchise leaders, representing a wide variety of backgrounds, who chose franchising for their career path. Why did they look to franchising? What have been their biggest challenges and how did they overcome them? What are the rewards? What would they do over again? Hear real stories, personal experiences, best practices and lessons learned from an elite group of female franchise founders/CEOs and franchisees. By attending this session, you will walk away with the following: insights about franchising and determining whether it is the right fit for you; who can help you learn more about franchising and the steps necessary to become a successful franchise owner; tips for overcoming obstacles in launching a successful franchise business.
Sponsored by

2:30 PM - 3:30 PM Best Practices for Developing your System with Multi-Unit Operators

2:30 PM - 3:30 PM

Room: 1B05

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

This seminar will focus on best practices to attract and develop your franchise concept with experienced multi-unit operators. We will explore effective lead generation and marketing techniques, as well as how to position your franchise model to appeal to a multi-unit operator’s needs and requirements.
Sponsored by

2:30 PM - 4:30 PM Special Event: Growing Beyond 20 Units: Building Infrastructure to Support Growth (separate fee required)

2:30 PM - 4:30 PM

Room: 1B04

Moderated by: Therese Thilgen, CEO and Co-Founder, Franchise Update Media
Panelists: Greg Cutchall, Franchisee, Sonic/Domino's/Famous Dave's, etc.; Greg Thomas, Franchisee, Great Clips and Smoothie King

How do you support growth? It begins with developing a needs assessment and identifying your problem areas. What works best, and what is stalling your progress? Our panel of experts will discuss the keys to evaluating infrastructure and your talent base. Learn how to get the wrong people off the bus and the right people in the right places to foster growth. Discover how to grow – through expansion or acquisition? Sponsored by

3:00 PM - 5:00 PM The Basics of Developing a Franchise System

3:00 PM - 5:00 PM

Room: 1C04

Presented by: Michael Seid, Managing Director, MSA Worldwide and Andrew Seid, Consultant, MSA Worldwide

For long-term success a franchise must be a win-win for both the franchisor and franchisee. This seminar will explore how to create a franchise program that really works for both the franchisor and the franchisee, how to recruit franchisees that believe in your concept and who will be an asset to the franchise system and how you can establish a strong relationship with your franchisees based on open communications and trust.
Sponsored by         

3:30 PM - 5:00 PM Going International -- Moving intelligently into international expansion

3:30 PM - 5:00 PM

Room: 1A05

Presented by: Kay Marie Ainsley, Managing Director, MSA Worldwide

Are you ready for international expansion? How do you put together a pro-active plan? What support needs to be in place? Where should you go first and what results can you expect? This and so much more will be discussed in this lively session.
Sponsored by  

3:30 PM - 5:00 PM Training: The DNA of your Franchise System

3:30 PM - 5:00 PM

Room: 1C05

Presented by: Marla Rosner, Senior Training Consultant, MSA Worldwide

The replication of a franchise concept is accomplished through effective training programs. These programs not only address franchisees but also convey standards and procedures to field staff, unit level management and employees. This presentation provides an overview of training methods used in franchising ranging from classroom to eLearning and addresses typical content covered for different audiences.
Sponsored by

3:30 PM - 4:45 PM Employment Law Essentials for Your New Franchise

3:30 PM - 4:45 PM

Booth 1159

Presented by: Eric Sarver, Esq., Attorney , The Law Offices of Eric M. Sarver

Many small business owners are not completely oriented to the laws and regulations governing hiring and managing of employees. The best way to follow the law and protect your business is to know the law, as it relates to wages and overtime, employment contracts, employee handbooks and sound H.R. policies. Following these legally sound workplace policies and practices will decrease the possibility of legal action by employees. Given by a highly accomplished employment and labor law attorney, this workshop gives business owners an overview of the employment and labor laws that affect every business. It provides sound advice on drafting employee handbooks, non-compete agreements, employment contracts, and other employment-related items.
Sponsored by

3:30 PM - 4:30 PM What Do I Need to Know Before Buying a Franchise

3:30 PM - 4:30 PM

Room: 1C03

Presented by: Jason Power, Esq., CFE, Franchise Attorney, Barber Power Law Group

Prospective Franchisees will learn the ins and outs of buying a franchise. Attendees will learn what to think about when buying a franchise, what to look for in an FDD, how to prep for life as a franchisee and the overall how to survive the franchise relationship. (also available on Friday, 1:00PM and Saturday, 2:00PM)
Sponsored by

3:30 PM - 4:30 PM Should I Franchise My Business?

3:30 PM - 4:30 PM

Room: 1B02

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

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

3:30 PM - 4:30 PM Growing Your Business in New York

3:30 PM - 4:30 PM

Room: 1B01

Presented by: Man-Li Lin, Supervisory Economic Development Specialist, U.S. Small Business Administration - New York ; Mwisa Chisunka, Director of Business Tax Services and Education, NYS Department of Taxation; Brenda Stuart-Luke, Senior Stakeholder Liaison, IRS

This session will discuss the small business resources available from New York City and New York State. These include access to capital programs, incentives, training and technical assistance, information on minority and women-owned business certification, selling to government, and other programs.

4:00 PM - 5:00 PM Hidden Franchise Opportunities in the Middle East: A U.S. Department of Commerce Presentation

4:00 PM - 5:00 PM

Room: 1B05

Moderated by: Mais Abousy, Attorney-Advisor, International Commercial Law Development Program, U.S. Department of Commerce, Office of the General Counsel

This session will highlight the emerging franchise market in Iraq, and other neighboring countries.
Sponsored by

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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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