2016 Conference Program - Workshop 9


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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.

All course materials are in English only. All workshop attendees receive free admission to the exhibits on all three days.


Thursday, June 16
2:00pm - 5:00pm
Room: 1B03


Advance: $210 includes exhibit hall admission and seminars
On-Site: $260 includes exhibit hall admission and seminars

CFE Accreditation

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 5 Habits of the Highly Successful Franchise System. 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, franchisees, and prospective franchisees. In particular, franchisors whose objective is to design and operate a premier franchise system and are seeking best practices to build and protect that system - filled with competent, profitable, empowered (and thereby satisfied) franchisees - should not miss this "Franchisor Reality 101" session.

This Workshop Will Look At

These "5 Habits of the Highly Successful Franchise System" identify the best practices that separate the highly successful franchise systems from the rest:

  1. Maintain an undying devotion to the brand. A franchisor's brand is more than just a trademark. It is an important tool for connecting with customers. The franchisor must not only protect its brand; it must identify and communicate - constantly - the promise of that brand. The brand promise must be instilled in every aspect of the franchise system.
  2. Balance the interests of the franchisor, franchisee, and the system as a whole. Highly successful franchisors establish a culture of voluntary compliance with system standards, while vigorously enforcing compliance by errant franchisees to ensure the success of the system as a whole.
  3. Stack the deck with "ace" franchisees. Highly successful franchisors understand that franchise recruiting is a separate business from their operational enterprise. They develop, and then faithfully follow, a system that focuses on recruiting high-quality franchisees. A franchisor must work hard to ensure that its development practices are energetic and creative, but still rigorously complaint with the law. Franchisors also need to know when to walk away from marginal candidates.
  4. Obsess over the franchisee's bottom line. A franchisor is only as successful as its franchisees. Franchisors must provide regular, ongoing support to franchisees, assist franchisees to improve performance, and demonstrate concern for franchisee operations.
  5. Empower franchisees. Franchisees need to feel empowered to participate in the present and future direction of the system. Highly successful franchisors identify means for the franchisee to contribute to the system while maintaining franchisor control over decision-making. When franchisees are not following the system, these franchisors asks the "why not?" question , rather than the more reflexive "how dare they?" question.

Presented by: Brian Schnell and William Killian, Partners, Faegre Baker Daniels (www.faegrebd.com)

With more than 25 years of experience in franchising and product distribution, Brian Schnell is the chair of the firm's franchise practice that represents franchisors with headquarters based across the United States and abroad. Brian's experience uniquely includes serving as the COO and Chief Legal Officer during 2012 for one of the country's leading health care franchisors. In the role, he led the company's field operations team and the franchise administration and legal groups. With this unique legal and business experience, Brian counsels both emerging and mature franchisors in a variety of industries, ranging from companies with thousands of locations worldwide to companies in the initial stages of building franchise systems. His clients operate in dozens of industries where franchising plays a key role in the U.S. and global economies. Brian combines his experience with a passion for — and keen understanding of — franchising to find practical solutions for clients. Like the rest of the Faegre Baker Daniels franchise team, he is committed to focusing on what matters most and making a difference in working with franchisors on their challenges and opportunities. His expertise is based on years of working closely with clients — getting to know them and their businesses, goals and objectives. He listens, asks questions and works diligently to find solutions and approaches that work for franchisors.

Bill is a partner in the Minneapolis office of Faegre Baker Daniels LLP. He provides counseling and dispute-resolution services to franchisors. Bill has been recognized for his work in franchising by The Best Lawyers in America, Franchise Times Magazine, Minnesota Super Lawyers, and Who's Who of Franchise Lawyers. Minnesota Law & Politics, in 2008 and again in 2012, identified Bill as one of the top 100 "Super Lawyers" in Minnesota in all areas of practice. Bill has authored many articles related to franchising. His article, "The Modern Myth of the Vulnerable Franchisee: The Case for a More Balanced View of the Franchisor-Franchisee Relationship," published in the Franchise Law Journal, received the Burton Award in 2009. Bill was the Editor-in-Chief of the Franchise Law Journal from 2003 to 2006. Bill is certified as a Civil Trial Specialist by the Minnesota State Bar Association. He is admitted to the bar in both Minnesota and Utah. Bill received his undergraduate degree from the University of Nebraska (Phi Beta Kappa) in 1970 and graduated from the University of Nebraska Law School, with distinction, in 1973. He was also a member of the Order of the Coif and was Editor-in-Chief of the Nebraska Law Review.


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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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