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

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.

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.

Friday, May 31 Saturday, June 1

Workshop 1: Global Franchise Expansion: Strategies for Lucrative and Planned Growth

10:00 AM - 1:00 PM

Room: 1C04

Moderated by: Philip Zeidman, Senior Partner, DLA Piper US LLP

Panelists: Catherine Monson, Chief Executive Officer, FASTSIGNS International, Inc. and William Edwards, CFE, CEO and Founder, Edwards Global Services, 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

An Overview of Key U.S. Trends and Regulatory Issues for International Franchisors

10:00 AM - 11:30 AM

Room: 1B04

Presented by: John Skelton, Partner, Seyfarth Shaw LLP and Daniel A. Blumenthal, Associate, Seyfarth Shaw LLP

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

Private Equity Investing and Franchising

10:00 AM - 11:30 AM

Room: 1B05

Moderated by: Gary Occhiogrosso, Managing Partner, Franchise Growth Solutions

Panelists: Grant Marcks, Principal, Head of Business Development, Atlantic Street Capital; Josh Smith, Head of Franchising, Riverside Company; Michael Iannuzzi, Citrin Cooperman; Scott Porter, Brightwood Capital Advisors

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 Franchisor 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 a great opportunity for Investors and Franchisors to meet face to face and discuss current and future opportunities. .
Sponsored by

Negotiating Your First International Franchise: Achieving Success by Avoiding the Big Mistakes

10:00 AM - 11:30 AM

Room: 1C05

Presented by: Gaylen Knack, Principal, Gray Plant Mooty and Max J. Schott , 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

Marketing for Franchise Sales

10:30 AM - 11:30 AM

Room: 1B02

Presented by: Mark Siebert, CEO, iFranchise Group and 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

Workshop 2: Franchising Your Business (Separate Fee Required)

10:30 AM - 1:00 PM

Room: 1C03

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

This workshop is ideal for business owners interested in franchising or those simply looking to determine if franchising is the right growth option. It will help business owners understand whether they have a business that is franchisable and the components necessary for a successful business to franchise. Attendees will also gain a thorough understanding of the process of franchising, including necessary resources, costs, and personnel needs. Discussions will include the advantages and disadvantages of franchising and will provide a framework for business owners to understand whether franchising is the best strategy to reach a company's future expansion goals.Click here for more details.

sponsored by: Accredited

Increase your number of potential customers, Get a page 1 ranking on Google

10:45 AM - 11:30 AM

Room: 1B03

Presented by: Maisha Walker, Message Medium and the Internet Strategist, Inc. Magazine

If you have a great website but your prospect visits are low, you might need to improve your ?findability.? Improving your search engine optimization can make your website rank higher in search results and can be the single most important factor in increasing the number of potential customers who discover you.

Strategies to Convert More Website Visitors & Close More Sales

10:45 AM - 11:30 AM

Room: 1B01

Presented by: Nicole McCullum, Founder, Captivate Designs

Latest Trends in Franchising

11:00 AM - 12:15 PM

Room: Theater

Tom DuFore, CEO, Big Sky Franchise Team

Every year, new start ups appear on the scene while others lose franchise-trends traction. As an entrepreneur, you need to know what's growing, which trends are real and which are fads. Changes in the population, the economy, technology and consumer behavior have all affected franchising in new and exciting ways. Find out which new categories are emerging and tracking for growth so that you can either seize them or turn a passing trend into long-term success for your business.

Who Has All the Money? Understanding investment strategies from private equity, venture capital, private placement and more.

12:00 PM - 1:30 PM

Room: 1B05

Presented by: Mary Ann O'Connell, CFE, President, FranWise® and Amy Cheng, Partner, Cheng Cohen

Not all money is the same. Do you want to sell out right sell a portion of the equity to reach your professional and personal goals? Are you looking for seed money? Are you looking for someone to handle the details? This seminar will explain the differences, what each group is looking for and how they apply to your franchise goals. .
Sponsored by

How to Find Your First Franchisees

12:00 PM - 1:00 PM

Room: 1B04

Presented by: Charles Dobyns, CFE, CEO, Franchise Dynamics

Finding your initial franchisees is often harder than it appears -- finding the right franchisees for your system is harder still. Great franchise systems are built by great franchisees. Learn how to generate leads to attract and successfully motivate the best franchisees to joining your early stage to mid-sized franchise company.
Sponsored by

The Advantages of Buying an Existing Franchise

12:00 PM - 1:00 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

Power Networking through Curated Conversations

12:00 PM - 12:45 PM

Room: 1B01

Presented by: Lara Kisielewska, Founder, Optimum Design & Consulting

Establishing a U.S. Franchise System: An Overview of Franchise and Distribution Business and Legal Issues for Franchisors Entering the U.S. Franchise Market

12:00 PM - 1:00 PM

Room: 1B02

Presented by: David W. Oppenheim, 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

Embracing the New Business Culture: A Journey Onward and Upward

12:00 PM - 12:45 PM

Room: 1B03

Presented by: George Adriopoulos, CEO, Launchpad Five One Six

Business moves at the speed of a brand new sports car full throttle on the Audubon, but if you?re still driving an ?02 Taurus then you just don?t get it. The culture that is Business 2019 is smart, sympathetic, efficient, and oh?did I mention in the cloud? Join management consultant and speaker George Andriopoulos as he journeys through the landscape of business from yesterday through tomorrow and offers his actionable insights on how to scale your business using the gift of the new business culture as your primary tool.

Simple/Free SEO Hacks and Tools For Better Search Results

12:30 PM - 1:45 PM

Room: Theater

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

Are you an SEO "newbie?" The world of search is becoming increasingly complex and competitive and is demanding many advanced tools to boost your SEO game. If all that makes your eyes cross, attend this seminar to learn some, unique SEO hacks that can help jumpstart your organic search traffic without breaking the bank. Learn simple but effective tactics to geo-target, capture and grow your local customer base through critical digital marketing strategies.

The Franchisor-Franchisee Relationship: Striking the Perfect Balance

12:30 PM - 1:30 PM

Room: 1C05

Moderated by: Lane Fisher, Esquire, Fisher Zucker LLC

Panelists: Aggie Batista, Rockaway Park, NY Franchisee, Dream Vacations

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 and Saturday, 12:30 PM)
Sponsored by

Franchising at 50! Because Life Is Still Good!

1:00 PM - 2:00 PM

Room: Theater One

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

Panelists: Linda Woolf, Dream Vacations

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; and How franchising can be the best entrepreneurial investment. SBA and SBDC support programs will be discussed.
Sponsored by

Hyper-Local Marketing for High Sales Impact

1:15 PM - 2:00 PM

Room: 1B03

Presented by: Kevin Lee, Didit

Consumer focused small businesses generate most of their revenue from customers in their immediate area and that?s where most of the growth comes from as well. In this session we?ll talk about what?s working for small businesses who are growing as a result of hyper-local marketing. The local marketing mix looks different for every business, but Google, Google Maps, Waze, Facebook/IG, Programmatic Display and Digital Direct Mail are often foundational to marketing success. Sometimes to show up in Google, businesses have to be creative and use digital and traditional PR, a concerted effort across employees, or alliances with local nonprofits to show up in search engines. Learn when to use CRM to make sure you get your fair share of the customer?s $$ (and a little more). This session will discuss the pros and cons of each strategy, channel and tactic so that you can put together a plan that works for you.

How to move beyond just solving the problem: values, vision and mission

1:15 PM - 2:00 PM

Room: 1B01

Presented by: Joe Rojas, Co-founder & Chief Visionary, Red Sapiens

Many entrepreneurs and small business owners want to ?solve the problem?, whatever that may be. They want growth, efficient operations or more income. The problem is that problem solving never ends, one solution leads to the next problem, which leads to the next solution and so on. Instead of just solving the problem, owners, leaders and managers must create the conditions for generating solutions on a continuous basis. They must align themselves, their team and their stakeholders to the business so that everyone is rowing in the same direction, building the same future and solving problems in the same way. To achieve this alignment business leaders must define, clarify and live by: The core values of the company or fundamental rules that guide thinking and actions. The vision of the company or the future objective to achieve. The mission of the company or the way the team will get there. Through this talk the audience will learn how to improve cohesion in their company and team through developing and applying these three key factors.

Workshop 3: Strategies for Penetrating the U.S. Market for Overseas Franchisors (Separate Fee Required)

1:30 PM - 4:30 PM

Room: 1C03

Presented by: John Skelton, Partner, Seyfarth Shaw LLP and Daniel A. Blumenthal, Associate, Seyfarth Shaw LLP

This workshop 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

Navigating the Buying Process: What To Know Before You Invest

1:30 PM - 2:30 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.

Understanding How Key Provisions of the Franchise Agreement Impact Your Business Decisions

1:30 PM - 2:30 PM

Room: 1B02

Presented by: Barry Heller, Partner, DLA Piper US LLP

Unlike many non-franchise arrangements, the provisions of the Franchise Agreement have a substantial impact on the business decisions that a franchisor must make and the resulting impact on the business of a franchisee. For example, the provision governing exclusivity will determine what the franchisor can and cannot do, both within the territory and beyond it; what other types of businesses the franchisor can operate; etc. The provisions relating to the operations manual (and other clauses) will affect what changes can be made in the system to which franchisees must comply. Provisions regarding pricing will determine what influence/control the franchisor may have with respect to the pricing at the retail level. The royalty provisions (along with the FDD) will affect what payments the franchisor can require be made by the franchisee. All of these provisions will thus have a direct impact on the business operations of the franchisee. Other franchise agreement provisions will be discussed as to the business decisions they impact -- both for the franchisor and the franchisee.
Sponsored by

How to Keep Your Customers Coming Back

2:00 PM - 3:15 PM

Room: Theater

Presented by: Robert Serabin, SCORE Mentor

Why do people "like" a place and want to return time and again? Marketing gimmicks, promotions and slashing prices can drive traffic. But they can't guarantee that customers will return, especially if competitors match or beat your offers. Aggressive pricing strategies can achieve short term wins but lead to lower profits longer term. Learn how to create meaningful and loyal relationships based on understanding customers' true expectations and overdelivering on what they really care about.

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 Friday, 2:00 PM)
Sponsored by Springboard Event for Emerging Franchisors

Should I Franchise My Business?

2:00 PM - 3:00 PM

Room: 1B04

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

Workshop 4: 5 Habits of the Highly Successful Franchise System (Separate Fee Required)

2:00 PM - 5:00 PM

Room: 1C04

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 for 100 Credits

Best in Class for the Best ROI - How to Build a Brand that is Attractive to Investors.

2:00 PM - 3:30 PM

Room: 1B05

Presented by: Mary Ann O'Connell, CFE, President, FranWise® and Amy Cheng, Partner, Cheng Cohen

Building a great system is critical, and important when establishing the company?s value and worth. This session will analyze systems, compliance, infrastructure, documentation, and more. Each Franchisor should leave with at least three ?take aways? for improving their systems and the investors will have an insider?s look into what is important in a brand.
Sponsored by

You Built it, Customers Love it ? Learn how to protect your Dream Now

2:30 PM - 3:15 PM

Room: 1B03

Presented by: Carl Mazzanti, President, Emazzanti Technologies

Hackers and natural disasters pose real threats to business survival. Learn how an effective cyber-defense and high availability keep you in business even when others are trying to take you down

Marketing Strategies for Your Business

2:30 PM - 3:30 PM

Room: Theater One

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

Learn about the essentials of a Marketing Plan, Measure Performance, High Impact Strategies, and Social Media Marketing: How, What and When; Who, What and How to Build Blogs for Your Business ???What is Marketing; ???Market Research is Key;???The Marketing Plan: Identify Target Markets, Products and Services, Pricing Strategies, Promotion, Locations, Place and Distribution, Competition, Marketing Budget;???Measure Performance;???High Impact Strategies;???Next Steps;???Additional Assistance;???Why should have blogs;???What functions you can have;???Pick a Domain Name;???Design Your Blog Step-by-Step.???Advance Design Your Blog???Set Functions for Your Blog;???Mange Your Blog;???Promote Your Blog???Speaker: Ms. Man-Li Lin, Economic Development Specialist, SBA
Supported by

How To Get Exceptional Marketing Results Through Messages That Connect

2:30 PM - 3:15 PM

Room: 1B01

Presented by: Jeff Loehr, CEO & Co-founder, Engage Marketing

Most businesses waste time, money and resources on marketing; they put in the time and effort, but do not see results. The reason: they are not communicating the way their prospect is listening. Informing prospects of what you do and why it matters is not enough instead you must inspire them to see your service or product as a solution to their problem. Most businesses struggle with this. So, Jeff Loehr has developed a framework for marketing communication based on story telling techniques. This is similar to frameworks used by big firms with big budgets but is something that business owners, executives and marketers can put to use themselves right away. In his talk Jeff will cover: The marketing problem most businesses face, The power of story to engage, How to create a story that engages your audience, The impact this will have on your marketing. The audience will gain a new understanding of how to improve their communications so that they can connect with their market and increase sales.

Franchise Exit Strategies

3:00 PM - 4:00 PM

Room: 1B02

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

Panelists: Burt Yarkin, Managing Director, McLean Group

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

Negotiation Strategies That Get You To Yes

3:30 PM - 4:45 PM

Room: Theater

Presented by: Jerry Weinstein, SCORE Mentor

Negotiations can be difficult and most people enter into them completely focused on what they plan to say or want. This is especially true when they feel nervous and that others have the upper hand. Avoid the traps that prevent your getting the best deal and learn the four essential steps to successful negotiations - preparation, tactics, closing, and evaluation. It's when you are able to take the emotion out of the equation that you are most likely to win.

Going International -- Moving Intelligently Into International Expansion

3:30 PM - 5:00 PM

Room: 1B04

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  

Using People Data to Make Smarter Hires, Increase Retention, and Inspire Performance

3:45 PM - 4:30 PM

Room: 1B03

Presented by: Steve Lowisz, President, Qualigence International

For decades, we?ve relied on gut feel and guesswork to assess whether someone will succeed in a given role. Whether we?re hiring or making internal talent decisions, we often struggle to predict whether they have what it takes to succeed in a position. We make hires that don?t work out, or we promote someone to a new role only to watch them fail. When a bad hire can cost us as much as $40,000, we can?t afford to make these mistakes. Instead, we can use science and data to gain a better understanding of our people. With a better understanding, we are able to hire the right candidates, get them to stay at the company, and inspire them to perform based on their unique behavioral drives. Ultimately, it?s about empowering businesses to crush their goals and drive greater profits with the right people and performance.

Using Your Digital Assets to Sell Franchises

4:00 PM - 5:00 PM

Room: 1B05

Moderated by: Gary Occhiogrosso, Managing Partner, Franchise Growth Solutions

Panelists: George Lanzaro, Internet Pioneer & Founder, Parmamagoo Media; Cody Crail, C Squared Social; Zack Fishman, FranFunnel; Nick Powills, No Limit Agency

In this seminar you?ll learn how to maximize and optimize digital assets to increase your franchise recruitment. The panel will share insights and best practices on how everything from the Websites to Facebook to Google Ads.
Sponsored by

A Franchisee's Guide to Reading and Using the FDD

4:00 PM - 5:00 PM

Room: Theater One

Presented by: Richard Bayer, Partner, Einbinder & Dunn, LLP and Mackenzie Dimitri, Litigation Associate, Einbinder & Dunn, LLP

The FDD may seem intimidating to read and even more challenging to understand. But it does not have to be. In this presentation, we will summarize the information contained within the FDD, identify potential red flags and give you tips on what to consider when negotiating a deal with the franchisor.

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

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