session - international franchise association · focusing on a variety of franchise sales topics,...

The International Franchise Association presents

ThAnk you To our sponsors:

Last year, the IFA’s Franchise Development Super Session was revamped to help franchisors overcome the unique obstacles they were facing in the midst of a challenging economy. Programming was redesigned, providing tips and tools to motivate franchisors and keep you on the path of successful franchising.

This year, the 2010 Franchise Development Super Session will be packed with even more real-world practices and proven strategies to grow your franchise system. There are now indications that the marketplace is starting to rebound and it is more important than ever to stay up-to-date on current strategies and trends. That’s why you won’t want to miss this year’s Super Session. Leading executives from some of the franchise community’s most well-known brands will share how their systems have been growing, despite the lackluster economy.

Focusing on a variety of franchise sales topics, this two-day session will deliver the nuts and bolts of the franchise development process—from pre-sale issues, to recruitment tips, to metrics management, to discovery days and franchisee relations. Our speakers will drive home all of the “how-to’s” to keep your system on track.

2010Franchise Development

Super SeSSion The How-To’s of Selling a Franchise in Today’s Changing Marketplace

november 3-4, 2010Millennium Biltmore Hotel Los Angeles Los Angeles, CA

TopIcs wIll Include:

• What is your system’s value proposition? How does it compare to other systems?

• Who fits your corporate culture?• What are the changes in buying behavior and how do you adapt?• Where do you go to find good sales people?• What funneling process should you have in place for working

leads correctly? • How do you get financing in today’s market?• Getting the most out of your Web site – tips for maximizing leads

and generating traffic once it’s in place.

And, don’t forget to come prepared to actively participate in our popular Unconference – where the attendees set the agenda for an open forum discussion on topical issues facing franchise systems today. You will walk away from this “marketplace of ideas” with new and exciting ways to reinvigorate your recruitment and sales processes.

openIng generAl sessIon speAker

Customer service and experience expert Shep Hyken will share concepts and strategies that will help you build successful relationships. In this high energy, fast paced and entertaining keynote presentation you will learn ten simple and easy-to-implement common sense strategies that you can use immediately to manage customer interactions, develop stronger relationships and build confidence with your customer – the prospective franchisee.

For more information, visit www.franchise.org or call the IFA Conferences Department at 202/628-8000.

Shep Hyken



schedule of events

l wednesday, november 3

7:00 am ....................................Registration Desk Open

7:30 am – 8:00 am ...................Continental Breakfast

8:00 am – 9:30 am ...................Opening General Session

9:45 am – 10:45 am .................Pre-sale Considerations

• What is your corporate culture – what type of

franchisee fits and who doesn’t?

• Value proposition- what rewards does your

business predictably produce for franchisees?

• Creating the profile of a successful franchisee.

• Understanding your competition.

10:45 am – 11:00 am ...............Refreshment Break

11:00 am – 12:00 noon ...........Recruitment

• Moving candidates through their fear

• Overcoming emotional obstacles.

• Creating commitment to follow the recruitment

process.

• Franchisee accountability during the

recruitment process.

12:00 noon – 1:30 pm .............Luncheon & General Session – Lead Management / Lead Generation

• Marketing strategies for increasing your brand’s visibility to generate interest among potential franchisees.

1:45 pm – 2:45 pm ...................Concurrent Educational Sessions

1. Managing Metrics• What should be measured?• What do the measurements mean?

What is acceptable and what is not?• What are the fixes?

2. Discovery Day• Should I or shouldn’t I? What to consider.• What are Discovery Day best practices?• How does Discovery Day fit into the practice?• Pay travel or don’t pay travel? What are my

other key considerations?

2:45 pm – 3:00 pm ...................Refreshment Break


3. Integration Into the System• Taking fear out of signing agreements.• Creating a smooth handoff to operations teams.

4. Technology• Getting the most out of your Web site – tips for

maximizing leads and generating traffic once it’s in place.

• What are leading franchisors using to drive the bottom line today?

• Social media/networking and the sales process.


5. Exit Strategy / Re-sale Process• When to coach a franchisee out of the system.• How to coach a franchisee out of the system.• How to best manage expectations.• How to make exiting easy and fast.• The trips and traps of the resale process.

6. Sales Compliance• Franchise Registration Law overview.• Online disclosure and earnings claims.• How to properly use and disclose lead referral

sources.• How to avoid legal landmines in franchise

sales. What do you and your sales team need to know to be in compliance?

5:30 pm – 6:30 pm ...................Networking Reception

l Thursday, november 4

8:00 am ....................................Registration Desk Open

8:00 am – 8:30 am ...................Continental Breakfast

8:30 am – 10:00 am .................Panel Discussion - Financing

• Financing and Franchise Development –

Oil & Vinegar or Salad Dressing?

• Up-to-the-minute market updates.

Conventional, SBA and other.

• Franchisor Best Practices – FDD, Pre-Q, lender

relations and communication programs.

• Using a holistic approach to finance – tools

you can use.

10:00 am – 10:15 am ...............Refreshment Break

10:15 am – 10:45 am ...............“Unconference” Brainstorming

Session (Topics to be determined

onsite by program attendees)

10:45 am – 12:00 pm ...............“Unconference” Session

12:15 pm – 1:45 pm .................Luncheon & Franchisor Case

Study

2:00 pm – 3:00 pm ...................Panel of Experts

3:00 pm ...................................Program Adjourns

who should Attend

This program is specifically designed for franchise development executives, from established and mature franchise systems, looking to give their sales and marketing programs a boost. This is a “must attend” event for anyone involved in the sales and marketing of franchise systems including Presidents, CEOs, Vice Presidents, Directors and Managers. If you are constantly looking for new and innovative ways to attract and recruit quality franchise candidates, you cannot afford to miss this program.

IcFe credits

You may earn 300 Education credits toward the completion of the Institute of Certified Franchise Executives (ICFE) accreditation by attending our Super Session.

west coast Franchise expo

The Super Session is scheduled in Los Angeles just prior to the West Coast Franchise Expo (WCFE). The 2010 Expo, November 5-7, will be held at the Los Angeles Convention Center and attracts savvy entrepreneurs from the West Coast region who want to tap into the franchise market. Take best practices learned during our Super Session and apply them immediately with prospects you meet at the Expo. For more information about the WCFE, visit www.WCFExpo.com.

hotel Information

The Millennium Biltmore Hotel Los Angeles is located at 506 South Grand Avenue right in the center of the downtown financial district in close proximity to the Convention Center and The STAPLES Center. The Millennium Biltmore Hotel Los Angeles is just 20 minutes from LAX Airport. For more information, visit www.millenniumhotels.com/millenniumlosangeles.

hotel reservations

IFA has reserved a block of rooms for your convenience at the negotiated rate of $219 per night (single or double). Make your hotel reservations directly with The Millennium Biltmore Hotel Los Angeles by calling 800/245-8673. Be sure to indicate you are attending the International Franchise Association (IFA) Franchise Development Super Session to receive our negotiated group rate. The cut-off date for making room reservations is October 12, 2010 or when the IFA room block is filled.



register today for this important, must attend educational and networking opportunity!

registration FormFee includes course instruction and materials, two continental breakfasts, two luncheons, a cocktail reception and refreshment breaks.

Please complete one form per person.

Full Name ___________________________________________________ Nickname for Badge ___________________________Job Title ____________________________________________________________________________________________________Company ___________________________________________________________________________________________________Address _____________________________________________________________________________________________________City __________________________________________________________________ State ___________ Zip __________________Telephone _______________________________________________ Fax ________________________________________________Email _______________________________________________________________________________________________________

q Check here if you do not wish to receive emails and faxes on IFA events and issues of interest.

registration FeesPlease mark the appropriate box to indicate your participation and fees (registration fees are per person). Onsite registrations will be subject to an additional $50 fee.

q IFA Franchisor or Supplier Forum Member ...................................................$575 q Additional Attendees (IFA or Supplier Forum Member) for same program/city .....................................................................................$525 q Non Member.....................................................................................................$975 Grand Total: $ __________

payment Methodq Check Enclosed Payable to “IFA” (Federal Tax ID #36-6108621)

q Credit Card: q American Express q Discover Card q MasterCard q Visa

Account Number ______________________________________________________ Expiration _________________________ Card Member Name_______________________________________________________________________________________ Signature_________________________________________________________________________________________________ Billing Address ___________________________________________________________________________________________

q Check here if you require special assistance to participate. Please specify:_____________________________________________________________________________________________________________

cancellation policyFull Refunds (minus a $50 administration fee) will be granted for registrations cancelled at least 14 days in advance of the Super Session. A 50% refund (minus a $50 administration fee) will be provided for registrations cancelled 7-14 days in advance. No refunds will be permitted for cancellations less than 7 days in advance or for “no shows.” All requests for refunds must be made in writing. Substitutions are permitted at any time.

Complete and return payments to:

iFA’s 2010 Franchise Development Super SeSSion 1501 K Street, NW, Suite 350, Washington, DC 20005 Telephone 202/628-8000 l Fax 202/628-0812 l www.franchise.org


Super SeSSion

november 3-4, 2010

Millennium Biltmore Hotel Los Angeles Los Angeles, CA

session - international franchise association · focusing on a variety of franchise sales topics,...

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