These sessions reflect the 2019 Conference Program. Check back for updates for the 2020 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.

Workshop 5: The A to Zs of Buying a Franchise (Separate Fee Required)

9:00 AM - 11:30 AM

Room: 1C03

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

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

Customer-Driven Strategy to Grow Your Business

9:30 AM - 10:15 AM

Room: 1B01

Presented by: Carter Pennington, Cardinal Strategy Group LLC

A straight-forward approach to win over your competition and put your company on a path of long-term growth. Strategic planning is often overly-complex and cumbersome, with many moving parts. In this session, we will break it down and introduce one of the most important parts of a strategic plan, in a common sense fashion. You will be able to immediately start re-thinking your business growth strategy. This seminar will introduce tools that will help you: Understand how to allocate your company?s resources for growth. Insulate your company from competitive threats. Prioritize your marketing and business development efforts to win. Provide a framework for you to create your own innovative path toward long-term growth

Personal Marketing Techniques That Can Double Your Business Revenues

9:30 AM - 10:15 AM

Room: 1B03

Presented by: Gary Laney, Co-Founder & CEO, Trustegrity

Come learn what you can do to enhance your personal marketing approach and how to get an increased response from potential prospects, clients and co-marketing partners.

How to have explosive franchise growth by leveraging technology

10:00 AM - 11:30 AM

Room: 1B02

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

Chinese World Journal: How to Become a Successful Entrepreneur in the US

10:00 AM - 11:00 AM

Room: Theater Two

Presented by: Thomas Chen, Crystal Window & Door Systems, Ltd.

Overcome cultural barrier challenges and demonstrate your professionalism. Grow your business by growing relationships with your employees, partners and clients. Learn the importance of building and expanding your network and relationships with local communities. Build a successful business with the right sales/marketing and operation strategies.

Workshop 6: Structures and Operational Strategies for Successful Expansion within the USA (Separate Fee Required)

10:00 AM - 1:00 PM

Room: 1C04

Presented by: Rick Morey, Partner, DLA Piper US LLP and Barry Falcon, Senior Advisor, iFranchise Group

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 Commandments of Franchise Sales

10:00 AM - 11:00 AM

Room: 1B05

Presented by: Gaylen Knack, Principal, Gray Plant Mooty; Max J. Schott , Principal, Gray Plant Mooty; Eli Bensignor, Associate, Gray Plant Mooty

The legal issues related to selling/awarding franchises should not be a mystery. A franchisor should be able to meet its sales goals with complete confidence that it did so in full compliance with the law. This session will help every franchisor understand the legal aspects of franchise sales with a focus on ten simple and common sense rules to implement as part of your sales compliance program.
Sponsored by

Look Before You Leap: A Perspective from Two State Franchise Regulators and a Consultant with over 30 Years in the Industry

10:30 AM - 12:00 PM

Room: Theater One

Presented by: Shery Christopher, Managing Director, Shery Christopher Consulting

Panelists: Joseph J. Punturo, Assistant Attorney General, Franchise Section Chief, Office of the New York State Attorney General and 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.

Should You Expand By Franchising?

10:30 AM - 11:30 AM

Room: 1C05

Presented by: Mark Siebert, CEO, iFranchise Group

Are you ready to grow your business but don't know which strategy is best for you? 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

Filling Your Sales Funnel Using LinkedIn

10:45 AM - 11:30 AM

Room: 1B03

Presented by: Beth Granger , President, Beth Granger Consulting

Are you using LinkedIn as a prospecting and sales tool or just a place to connect-and-forget? LinkedIn is like the online version of in person networking. You can find and engage with your prospects and referrers. Learn the secrets to do this well and keep your sales funnel full of ideal prospects.

How to Book the Business in 5 Easy Steps

10:45 AM - 11:30 AM

Room: 1B01

Presented by: Randy Busse, Author, Coach and Founder, Workforce Development Group, Inc.

Are you finding it hard to stand out from your competitors? Are you frustrated by price shoppers? Worried that you aren?t closing enough business? Attend this interactive presentation to learn how to: Differentiate your business from the competition, Build trust and rapport quickly, Ask questions the right way, Make powerful recommendations, Overcome objections, Book the business

1st Time Franchise Buyer's Guide, What's Right for Me?

11:00 AM - 12:15 PM

Room: Theater

Tom DuFore, CEO, Big Sky Franchise Team

You want to be your own boss and apply your passion and skills to building a business. But first make sure you are asking the right questions about your personal goals, the role you want to play in the business, and whether you are suited for the life of a franchisee. What is your investment budget and how will your initial investment measure up against expected returns, income, lifestyle, wealth and equity (ILWE) 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..

New Techniques for Franchisee Financing

11:30 AM - 12:30 PM

Room: 1B05

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

Panelists: Anthony Padulo, Chief Development Officer, School of Rock

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  

Structuring and Creating Item 19 Financial Performance Representations

11:30 AM - 12:30 PM

Room: 1B04

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

Franchising in New Jersey: Perfectly Located for Success!

11:30 AM - 12:30 PM

Room: Theater Two

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

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 income and spending power -- all within a 50-mile radius. From a legal perspective, it's one of the most protective states in the nation! Simply put, New Jersey is a market that offers a lucrative consumer market and a wealth of business support services that will afford your business a solid base from which to build its franchise. Come see why New Jersey is right for you.
Sponsored by

Higher Level Networking: How to Build a Strong Network of Trusted Partners That Will Greatly Expand Your Business

12:00 PM - 12:45 PM

Room: 1B03

Presented by: Gary Laney, Co-Founder & CEO, Trustegrity

Nothing is more important in business than establishing a network of trusted partners who can give you market access to virtually unlimited business opportunities. We will be discussing critical methods and strategies for improving your influence and reputation in the business communities you are involved in.

Closing More (and Better!) Franchise Sales!!

12:00 PM - 1:00 PM

Room: 1B02

Presented by: Charles Dobyns, CFE, CEO, 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

Most Emerging Franchisors Stay As Emerging Franchisors: How You Can Grow Beyond

12:00 PM - 1:00 PM

Room: 1C05

Presented by: Alan Majerko, Vice President, Corporate Development, Winmark Franchise Partners and Steve Murphy, Winmark Franchise Partners

To be successful in franchising takes a lot more than a good business and a dream of building a world-wide brand. Come to this session to learn the legwork that needs to be done prior to franchising your business, the effort that needs to be made once you begin franchising, and the investment and time it will take to truly position your business for ultimate success in franchising. If you are prepared to hear the harsh reality of franchising and are ready to do the work necessary to increase your chances of success, come to this session to learn, ask questions, grow and better position yourself, your business and your future franchisees for success.
Sponsored by

The Seven Essential Steps to Increasing Sales in Your Organization

12:00 PM - 12:45 PM

Room: 1B01

Presented by: Rob Fishman, Sandler Training

(it?s NOT what you think), Sales cycle taking too long? Competitors making it more difficult for you to differentiate yourself and your company? Having to drop price to remain competitive? Not getting in front of enough new, qualified opportunities? Join us for a highly engaging and informative session with Master Sales Training Guru, Rob Fishman as he discusses many of the common sales and business development issues and challenges while he walks you through a process guaranteed to help win more business, preserve valuable margins and market share!

The Franchisor-Franchisee Relationship: Striking the Perfect Balance

12:30 PM - 1:30 PM

Room: Theater One

Moderated by: Lane Fisher, Esquire, Fisher Zucker LLC

Panelists: Gigi Schweikert, President & COO, Lightbridge Academy and Steve White, PuroClean

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

Getting Control of Your Business: Insights into Managing your Priorities for Time and Life

12:30 PM - 1:45 PM

Room: Theater

Presented by: David Stone, SCORE Mentor

Too frequently, as a new franchise or small business owner, we get overwhelmed by conflicting demands on our time; we find ourselves working all the time; and we feel stressed-out, increasingly out of control and neglecting personal and business priorities. Learn how gaining insight into yourself and changing your mindset about your business challenges can be a first step towards reclaiming your life and getting your business on an even keel and a track of growth. Learn purpose-driven strategies for uncovering psychological barriers and reframing your issues, thereby increasing energy and focus and getting more done in the right areas and in less time.

Workshop 8: Web 2.0: Social Networking + Data in Franchising (Separate Fee Required)

1:00 PM - 4:30 PM

Room: 1C03

Presented by: Lee Plave, Partner, Plave Koch PLC; Marisa Faunce, Partner, Plave Koch PLC; Theresa Huszka, CFE, Senior Consultant, MSA Worldwide

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

Workshop 7: Franchising Your Business (Separate Fee Required)

1:00 PM - 3:30 PM

Room: 1B04

Presented by: Michael Seid, Managing Director, MSA Worldwide and Kay Marie Ainsley, Managing Director, MSA Worldwide

The IFA has acknowledged MSA Worldwide as the leading strategic and tactical advisory firm in franchising. This symposium will explore the basics of franchise system, design, development & expansion, franchise law, and will provide an understanding of the timing and cost to become a franchisor. Each attendee will receive a copy of Franchise Management for dummies, authored by Michael Seid.Click here for more details.

sponsored by: Accredited

Training: The DNA of your Franchise System

1:00 PM - 2:30 PM

Room: 1B05

Presented by: Marla Rosner, Senior Learning and Development 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

The Blatant Truth: Best Practices for Sales Success

1:00 PM - 1:45 PM

Room: 1B01

Presented by: Adrian Miller, Adrian Miller Sales Training

Navigating the Buying Process: What To Know Before You Invest

1:00 PM - 2:00 PM

Room: Theater Two

Presented by: Evan Goldman, Partner, A.Y. Strauss LLC

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.

How to effectively create go-to-market success for your small business.

1:15 PM - 2:00 PM

Room: 1B03

Presented by: Chae O'Brien, Founder, Thought Bakery

We are overloaded with web and social platforms feeds flooded with multiple options Join Chae O?brien as she walks through key strategies to build effective go-to-market programs, raise brand awareness in your local community. Using the art of digital conversation & focusing her session on enabling your brand to become more discoverable using free tools. Key topics include SEO, Google My Business, creating engaging visual content &more exciting digital content marketing.

Are You a Perfect Fit for Franchising?

1:30 PM - 2:30 PM

Room: 1B02

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

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

How Much Money Can You Make? Understanding the Key Drivers of Any Franchise Investment

2:00 PM - 3:00 PM

Room: Theater One

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 Saturday at 1:30pm)
Sponsored by  

First Time Franchise Buyer's Guide -- Looking Under The Hood

2:00 PM - 3:15 PM

Room: Theater

Tom DuFore, CEO, Big Sky Franchise Team

You've narrowed your choice of franchises based on your personal and financial goals. As you begin the due diligence process,, are you asking the key questions? Find out from new franchisees how they chose their franchised business, what they wish they had asked or known before buying in. Hear them talk about what they found online about franchisors, the industry or trend, potential competitors, and the difference that made to their final decision. 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.

Workshop 9: International Expansion: Master Franchising and Other Structures

2:00 PM - 5:00 PM

Room: 1C04

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

Panelists: Mark Whittle, CFE, Chief Development Officer, Hooters of America, LLC

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

Managing the Global Franchising Footprint ? International Unit Growth and Expansion

2:00 PM - 3:00 PM

Room: 1B01

Presented by: Eric Johnson, CFE, Global Team Leader - Franchising, U.S. Commercial Service, Atlanta; Aliya Shaikhina, Commercial Specialist, U.S. Commercial Service, U.S. Embassy Almaty; Mais Abousy, Attorney-Advisor, International Commercial Law Development Program, U.S. Department of Commerce, Office of the General Counsel; Chidinma Akaniro, U.S. Commercial Service

Learn about resources available to U.S. companies interested to expand franchise systems into previously underserved or little known export markets. Learn how current franchisors are handling expansion in these types of markets.

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

2:00 PM - 3:00 PM

Room: 1C05

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

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

There is always pressure on price, do more with less.

2:30 PM - 3:15 PM

Room: 1B03

Presented by: Carl Mazzanti, President, Emazzanti Technologies

Modern productivity tools keep your organization ahead of shrinking margins and enable new services to generate a competitive advantage. See how one organization grew revenue and profits without raising rates in 18 years.

Franchise Lead Generation

3:00 PM - 4:00 PM

Room: 1B05

Presented by: Jam Hashmi, ClickTecs, ClickTecs

Learn how franchisors are generating franchise leads in a competitive online market, and how they are effectively managing the relationship with franchise prospects utilizing technology to help them.

Best Practices for Marketing Opportunities: Lead Generation for Franchise Sales

3:00 PM - 4:30 PM

Room: 1B02

Presented by: 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

How to Effectively Avoid the Most Common Franchise Disputes that Can Arise in Every Franchise System

3:30 PM - 5:00 PM

Room: 1C05

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

The Advantages of Buying an Existing Franchise

3:30 PM - 4:30 PM

Room: Theater Two

Moderated by: Johnny Sellyn, Head, Franchiseresales.com

Panelists: Ralph Yarusso, CFE, Chief Development Officer, 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.
Sponsored by

Winning With Business Alliances and Partnerships in Your Community

3:30 PM - 4:45 PM

Room: Theater

Presented by: Barbara Grumet, SCORE Mentor

Did you know that forming the right partnerships and strategic Learn how to define the right goals, identify partners who will help you get there, formalize agreements that benefit both parties, implement an action plan correctly from the start; track key metrics; and nurture the relationship so it continues to grow in value over time.

How to Start A Business in New York and How SBA can Help You

3:30 PM - 4:30 PM

Room: Theater One

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

Learn How to develop an idea into a business, the pros and cons of each business structure: sole proprietorship, partnership, corporation, and LLC, the procedure to register a business in NY, responsibility as an employer, home based business regulations and How SBA can help you with Financing, Business Education and One-on-One counseling through our resource partners, Government Contracting Assistance that help you start and expand your business ???Ten Steps to Start a Small Business;???Personal Assessment;???Choosing Your Business Structure: sole Proprietorship, Partnership, Corporation and LLC;???Home-Based Business;???How to Register a New Business in NY;???Employer Identification Number;???NYC and NYS Permits and Licenses;???Business Insurance;???Franchise;???Copyrights, Trademarks & Patents.???SBA Guarantee Loans, Grants (SBIR and STTR) and Venture Capital;???SBA Guaranty Loans: 7(a) loan, (504) loan and Microloan;???Business Education and Training;???Government Contracting Assistance;???Disaster Assistance,???Advocacy: Voice of Small Businesses ???Speaker: Ms. Man-Li Lin, Economic Development Specialist, SBA .
Supported by

The Secret to Generating Leads: The Message that Gets you Noticed

3:45 PM - 4:30 PM

Room: 1B01

Presented by: Marty Katz, 360 Connects

REQUEST ATTENDEE INFO Conference Overview

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

Privacy Policy

franchise expo shows. Produced and Managed by MFV Expositions 208 Harristown Road, Suite 102, Glen Rock NJ 07452. Tel: (201) 226-1130