2017 Conference Program - Special Event


sponsored by:       

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. All workshop attendees receive admission to the exhibits on all three days.

Learn from Those that Have Done It

Susan Steron
Multi-Unit Franchisee
Sylvan Learning
5 Locations in New York

Louise McKeown
Multi-Unit Franchisee
Camp Bow Wow
3 Territory Owner

Cathy Deano
Painting with a Twist
346 Studios in 39 States

Ralph Yarusso, CFE
Grease Monkey
Oversees More Than 500 Stores


Part 1: Friday, June 16, 9:00am - 12:00pm
Part 2: Friday, June 16, 2:00pm - 5:00pm


Advance: $100 includes exhibit hall admission and seminars
On-Site: $150 includes exhibit hall admission and seminars

CFE Accreditation

Individuals enrolled in the Certified Franchise Executives program will earn 200 education credits towards completion or recertification of the Certified Franchise Executive (CFE) designation by attending Structures and Operational Strategies. 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

Single-unit franchisees exploring the opportunities of multi-unit ownership.

This Special Event Will Look At


  1. Current Snapshot – Where am I now
    • Profitable?
    • Manager in place?
    • Financially strong enough to take on new overhead?
    • Brand model – is training available?
  2. Goal Definition
    • What is my growth goal/units?
    • What is my exit/succession plan?
    • What are my personal capabilities?
    • Who do I need on my team?
    • When can I afford to invest in overhead?
    • Odd/Even analogy
    • Brand metrics – what is the 'sweet spot' in my brand?
  3. Franchisor Examples / Case Studies
    • Brand executives come in and present their multi-unit growth/support initiatives – food and non-food

    • Roundtable discussion and interactive Q & A
  4. Exercise Assignment
    • Interview brands on the show floor

    • How do they manage Single vs Multi Unit?

    • What are their brand demographics single vs multi?

    • How does their disclosure account for unit level managers vs. franchisees?

    PART 2

  5. Exercise Review
  6. Real Estate
    • Identifying the location

    • Vetting the location

    • Franchisor interaction/approval

    • Negotiating the Lease
  7. Financing
    • Knowing your financial bandwidth

    • Lending environment

    • Books and records – not your personal checkbook

    • Planning your personal empire

    • Loan packaging

    • Covenants, prepayment penalties, defaults
  8. Accounting
    • Outsource? – Franchisor vendors?

    • Profitkeeper/OOTB

    • Tax issues vs. capital access issues
  9. Legal issues
    • Development
    • Finance
    • Franchisor interaction
    • Consumer Interaction
    • Litigation – avoiding it if possible
    • Employee Issues
    • What kind of lawyer is right for me?
  10. Benchmarking
    • Franchisor Programs
    • Other Franchisee groups
    • Industry
  11. Business Plan Outline
    • Review Template
    • Being realistic
    • Holding yourself accountable
    • Using SCORE/SBA
    • Your CPA – can they help?

Presented by: Ron Feldman, Chief Development Officer, ApplePie Capital

Ron is responsible for growing ApplePie Capital's brand portfolio and contributing to the product strategy of the company. Ron has been active in franchising for over 20 years.

Prior to joining ApplePie Capital, Ron co-founded and was CEO of Franchise America Finance (FAF) and later served as Principal and Chief Brand Strategist along with its affiliate, The Siegel Financial Group. The companies are leading resources connecting and supplying debt financing to franchise based businesses. At his role with FAF, he and his team created a brand based credit modeling strategy and was able to place 20+ captive lending programs with over $300 Million in committed funds during the great recession. Subsequently, Feldman served as the Chief Development Officer of FRANdata where he was integral in creating and implementing new credit scoring models for Franchise Brands and created processes for acquisition due diligence outsourcing, and supplier strategies within the franchise sector. Feldman was also an early franchisee in The Goddard School system.

As an active advocate of the franchising business model, Feldman currently serves the International Franchise Association (IFA) as Chair of the Supplier Forum Advisory Board, sits on both the Board of Directors and the Executive Committee of the association and has previously served on the Education Foundation Board of Trustees. Feldman was awarded the Sid Feltenstein MVP Award for service to the IFA's Political Action Committee (FRANPAC) in 2013.


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