2016 Conference Program - Workshop 8


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While often seen as daunting, the United States offers the most prosperous market for franchising in the world. For 60 years, entrepreneurs and established companies have successfully used franchising strategies to expand their brands. While few of them have successfully entered the market from abroad, foreign brands are receiving greater acceptance in the U.S.

What do companies need to know and do to successfully franchise in the U.S.?

Our comprehensive three-hour seminar, led by world-renown franchising professionals, will outline the steps used by the most successful U.S. and international franchisors to identify the best opportunities and to avoid the pitfalls common to U.S. franchising.

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


Thursday, June 15, 2:00pm - 5:00pm
Room: 1D06


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 Strategies for Franchising into the U.S. Market. 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

Franchisor executives, franchise consultants and lawyers from outside the U.S., and executives and entrepreneurs who are considering franchising as a method of expanding into the U.S., and representatives of foreign trade ministries charged with helping their nationals expand into the U.S. This seminar is appropriate for anyone else who wants to understand successful strategies for entering the U.S. market using a franchising strategy.

This Workshop Will Explore

  • Understanding the benefits and challenges of franchising into the U.S.
  • Evaluating different methods of expanding to the U.S.
  • How to introduce and test a business concept in the U.S.
  • Prerequisites for franchising into the U.S.
  • How U.S. franchise sales laws impact the franchise sales process.
  • Budgeting and planning for expansion into the U.S.
  • How your targeted markets and the franchising format selected affect the time and costs of franchising in the U.S.
  • How to effectively use franchise disclosure documents to recruit franchisees.
  • How antitrust (competition) laws affect pricing, customer and territorial restrictions, purchase requirements, non-compete covenants and other restrictive covenants in franchising.
  • How franchise relationship laws affect franchise terminations, non-renewals, transfer restrictions and discrimination among franchisees.
  • How to avoid litigation and use compliance programs and dispute resolution practices to mitigate the costs of resolving disputes with franchisees.
  • Mistakes foreign franchisors have made when entering the U.S. and how to avoid them.

Presented by: Jan S. Gilbert and Carl E. Zwisler, Principals, Gray Plant Mooty; Edith Wiseman, President, FRANdata; Ray Hays, Managing Partner, FranLaunch USA; Carsten Pedersen, President, BoConcepts


Jan Gilbert has worked with both start-up and developed franchisors and franchisees for more than 20 years and counsels them on all aspects of international franchising.  Jan has a wide variety of experience, including: structuring franchise programs, counseling on federal and state regulatory issues, mergers and acquisitions, negotiating international agreements and disputes, obtaining exemptions and interpretive opinions from regulatory agencies, and responding to state and federal administrative inquires and investigations.

Gaylen Knack assists franchisors in structuring international franchise programs, and advises clients on related business and regulatory issues. He also advises clients on international trade regulation, trademark, Internet, and corporate law matters.  Gaylen’s combined 25 plus years of experience in private practice and as a franchise executive provide him with a unique understanding of the complex business and legal issues that companies face in establishing and operating franchise systems.

Max Schott practices primarily in the area of franchise and distribution law, assisting and counseling franchisors in structuring international franchise programs. He also advises clients on issues of disclosure and registration, advertising, licensing, and acquisitions. Max works with start-ups, as well as with nationally-recognized franchisors with multiple brands. He frequently writes and speaks on franchise-related topics, both locally and nationally, and is the former Editor-in-Chief of The Franchise Lawyer.

Carl Zwisler focuses his practice on the representation of franchisors, manufacturers, and investors in structuring, negotiating, and enforcing international franchise and acquisition agreements. He also assists executives and general counsel in more than 65 industries or industry segments with creative solutions for developing and implementing business expansion strategies.

REGISTER NOW TO ATTEND 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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