Business Solution Roundtables - International Franchise Association

For more information or to register, visit www.franchise.org 

or call the Conferences Department at 202/628-8000. Find it at franchise.org

Why should you invest your time and money 

to attend the IFA Annual Convention? 

We could give you hundreds of reasons why you should attend the IFA Annual Convention but why take our word for it? Your 

peers are making the commitment year after year to attend and they’re bringing more and more of their executives with them. 

Why? Because the convention is the premier event in franchising, not just for the educational value but for the opportunity to network 

with franchising’s best and brightest. Whether you are just starting out your career in franchising or are a seasoned franchise professional, 

there are new lessons to be learned and invaluable connections to be made. There’s no reason to reinvent the wheel. Join your 

friends in franchising at the IFA Annual Convention and build a better future for your business today. 

ubway joined IFA in the late 70’s when we had fewer 

“Sthan 100 outlets, and I’ve attended almost every 

convention since then. By speaking to other franchisors at IFA 

conventions, I gained the confidence to set some very high 

achievement goals for Subway.” 

Fred DeLuca, CFE 

Founder 

Subway World Headquarters 

ot getting my company actively involved in the IFA 

“Nmuch sooner is one of the bigger mistakes I have ever 

made in business. Anybody seriously involved in franchising 

should make attending the IFA Convention a priority. The 

educational content is first rate and the opportunity to build 

valuable new business relationships is unsurpassed.” 

Joe Bourdow 

President 

Valpak 

etting involved in the IFA early on was one of the best 

“Gdecisions that my dad ever made for me (fresh out of 

high school). After more than 20 years of attending IFA 

conventions, I continue to learn and grow from the educational 

sessions as well as meet new people who I reach out to 

and network with year round. I would advise anyone in franchising 

to make this an annual commitment.” 

Dina Dwyer-Owens, CFE 

President & CEO 

The Dwyer Group, Inc. 

eing a part of the IFA provides franchisors with an 

“Bunparalleled opportunity to form or renew relationships 

with the “heavy hitters” in the industry, catch up with 

emerging trends and study the techniques that are available 

to operate better franchise systems. From the exhibits to the 

general and educational sessions, the IFA provides invaluable 

information to new and seasoned members of the franchising 

population.” 

Sid Feltenstein 

Chairman 

Sagittarius Brands 

he IFA annual conference is a great opportunity to 

“Tnetwork with corporate peers and gain insight into the 

opportunities and answers to the challenges associated with 

developing and maintaining an effective franchise program. It 

is inspirational to interact with minority and women entrepreneurs, 

who have become successful despite various obstacles. 

From the pre-conference summits on Technology, Diversity 

and International issues, to the closing gala dinner, the conference 

just gets better and better.” 

Priscilla J. Hollman 

Vice President, Diversity Relations 

Marriott International, Inc. 

2 I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G

SPONSORS 

We want to extend a sincere thanks to our Convention Special Event Sponsors: 

Plaques & Trophies 

[Duskin] [The Entrepreneur’s Source] 

Registration Bags The Entrepreneur of the Year Award Bonny LeVine Award 

[PepsiCo Foodservice] [Valpak] 

Opening General Session Franchisee of the Year Awards Monday Super Session 

[American Capital Securities] [Faegre & Benson] 

Tuesday 

[iFranchise] 

Luncheon 

IFA Board of Directors’ Dinner Guest Room Key Cards 

& General Session 

[ExxonMobil] [FisherZucker] [Gray Plant Mooty] 

IFA Board of Convention Program Book Program Book IFA Board of Directors’ Registration Lists Registration Lists 

Directors’ Luncheon Badges Amenities 

[Michael H. Seid] 

Special Sponsor Recognition 

We extend our sincere thanks and appreciation to Flying Colors, our 

convention general session production partner. Leaders in creative 

thinking and innovation, Flying Colors is one of franchising’s biggest 

supporters. We are proud to work with them to provide you with dynamic 

and entertaining sessions. Discover what they can do for your next franchise 

meeting by visiting with their team during official Exhibit Hall hours. 

Increase your visibility within the franchising community by participating in our convention sponsorship program. 

For more information, please contact Debra Moss at 202/662-0772 or dmoss@franchise.org. 

I F A ’ S 4 7 T H A N N U A L F R A N C H I S E C O N V E N T I O N … F I N D I T A T F R A N C H I S E . O R G 3

SCHEDULE OF EVENTS 

Friday, February 23 

8:00 am – 10:00 am ICFE Registration 

8:00 am – 9:30 am Finance, Audit & Budget Committee 

8:30 am – 5:30 pm ICFE Special Session 

• Financial Bootcamp: Help Franchisees Gain Control of 

Their Business 


• Developing and Implementing an Effective Franchise Sales 

Program 


• Basic Principles of Franchise Management 


• International Development Fundamentals 

10:00 am – 2:00 pm IFA Executive Committee Meeting 

3:00 pm – 5:00 pm Franchisor Forum 

7:00 pm Board of Directors’ Dinner 

Saturday, February 24 

8:00 am – 8:00 pm Registration 

8:00 am – 10:00 am Educational Foundation Board of Trustees 

8:00 am – 10:00 am Franchise Relations Committee 

8:00 am – 9:00 am Matchmaker Task Force 

8:00 am – 10:00 am Membership Committee 

8:00 am – 10:00 am Women’s Franchise Committee (WFC) 

8:00 am – 12:00 n ICFE Special Session 

• International Business Development for Senior Executives 


• Franchise Relations Clinic 


• Diversity Bootcamp – Proven Strategies for Large and Small 

Franchisors 


• Essential Leadership Skills for Franchise Executives 

8:30 am – 10:00 am Legal Legislative Committee 

9:00 am – 12:00 n Global Marketing Committee 

10:00 am – 12:00 n Marketing & PR Committee 

10:00 am – 12:00 n Past Chairmen’s Council 

10:00 am – 12:00 n ICFE Board of Governors 

10:00 am – 12:00 n Minorities in Franchising Committee 

10:00 am – 12:00 n FranPAC Advisory Board 

10:15 am – 11:15 am WFC Leadership Conference Coffee 

11:00 am – 1:00 pm Technology Committee 

11:30 am – 1:15 pm WFC Leadership Conference Lunch 

12:00 n – 1:00 pm Board of Directors’ Luncheon 

1:00 pm – 5:00 pm ICFE Special Session 

• IFA Compliance Training 

1:00 pm – 4:30 pm Board of Directors’ Meeting 

1:30 pm – 4:45 pm WFC Leadership Conference 

4:00 pm – 4:30 pm Ambassador Orientation 

4:30 pm – 5:00 pm Committee Chair Orientation 

4:30 pm – 5:30 pm New Member Orientation 

4:45 pm – 5:30 pm WFC Leadership Conference Reception 

5:30 pm – 6:30 pm New Member/First Timer Reception 

6:30 pm – 9:00 pm 

Sunday, February 25 

Taste of Franchising 

7:00 am – 5:00 pm Registration & Banquet Desk 

7:00 am – 7:30 am Supplier Forum Executive Committee 

7:30 am – 9:00 am Prayer Breakfast 

7:30 am – 9:00 am Supplier Forum Advisory Board & General 

Membership Meeting 

8:30 am – 11:30 am Multi-Unit Summit 

8:30 am – 12:00 n International Summit – Novice Track 

8:30 am – 12:00 n International Summit – Advanced Track 

9:00 am – 12:00 n Financial Summit 

9:00 am – 12:00 n Technology Summit 

9:00 am – 12:00 n Diversity Summit 

9:00 am – 12:00 n Elements of Successful Franchising 

9:00 am – 12:00 n FTC/Sales Compliance Summit 

10:00 am – 12:00 n Awards Committee 

Sunday, February 25 (Cont’d.) 

11:00 am – 12:00 n FranPAC Reception 

12:30 pm – 2:30 pm Opening General Session & Luncheon 

2:45 pm – 4:15 pm CONCURRENT SESSIONS 

1. Lessons Learned – A Discussion with Successful Franchisors 

2. The Do’s & Dont’s of Franchise Turnarounds for the Large and/or Mature Franchisor 

3. Search Engine Optimization (SEO): Get Noticed Now! 

4. Establishing the Franchise Sales Process for New & Emerging Franchisors 

5. Customers Rule! Can You Manage the Relationship?(for Large and Mature Franchisors) 

6. Private Equity Panel: A Discussion With CEOs 

7. Effective Communication Strategies for Franchisors and Their Franchisees 

8. Franchisee Satisfaction: Growing a Happy and Healthy Franchise System 

9. Enforcer or Cheerleader? The Evolution of Field Support as Your System Grows 

(for Established Franchisors) 

10. Creating a Culture of Inclusion: Diversity “How To’s” 

11. The Entrepreneur Next Door 

12. Effective International Lead Generation 

4:30 pm – 8:00 pm Chairman’s Reception with Exhibitors & FranPAC Silent Auction 

7:30 pm – 9:00 pm Minorities in Franchising Reception 

Monday, February 26 

7:00 am – 6:00 pm Registration & Banquet Desk 

7:00 am – 8:00 am FranPAC Breakfast 

8:00 am – 10:00 am Super Session with Continental Breakfast 

10:15 am – 11:45 am CONCURRENT SESSIONS 

1. Administering Advertising Funds: Leveraging Collective Power for Marketing Success 

2. A Remedy for Growing Pains: How to Leverage Technology to Grow More Cohesive, 

Profitable Franchisees 

3. When the Relationship Sours: Creating an Amicable Plan 

4. Franchise Sales for the Established Franchisor 

5. Minority Franchise Recruitment Programs that Work 

6. Maximizing the Effectiveness of FACs and Franchisee Associations 

7. International Expansion: Challenges and Alternatives 

8. Leadership Development and Coaching for the Established Franchisor 

9. Proactive Steps a System Can Take Today to Improve Its Value Tomorrow 

10. Next Steps for Emerging Franchisors 

11. Franchise System Conventions: Making the Most of the Experience (for Established Franchisors) 

12. 60 Killer Marketing Tactics to Increase Sales, Maximize Profits and Stop Your Competition 

13. Why They Really Buy: Mapping the Buying Decision 

12:00 n - 2:30 pm Networking Lunch with Exhibitors & FranPAC Silent Auction 

12:30 pm – 2:30 pm Franchisee Luncheon 

1:00 pm – 3:00 pm Diversity Institute Board 

2:45 pm – 4:45 pm Executive Business Solution Roundtables 

5:00 pm – 7:00 pm Fun & Games with Exhibitors & FranPAC Silent Auction 

6:30 pm – 8:30 pm Women’s Franchise Committee Networking Reception 

7:00 pm – 8:30 pm International Reception 

Tuesday, February 27 

7:00 am – 4:00 pm Registration 

8:00 am – 10:00 am Super Session with Continental Breakfast 

10:15 am – 12:30 pm Supplier Forum Business Solution Roundtables 

10:30 am – 12:30 pm Franchisee Forum 

12:00n –12:45 pm FranPAC Reception 

12:45 pm – 2:45 pm Luncheon & General Session 

3:00 pm – 4:30 pm CONCURRENT SESSIONS 

1. The Female Consumer: That Huge Market You Can’t Afford to Ignore 

2. Best Practices in Handling Default & Termination (for Established Franchisors) 

3. The World is Flat (Not Exactly)–Preparing for Cultural Differences as You Expand 

4. Franchise Sales for the New and/or Emerging Franchisor 

5. Best Practices in E-Disclosure 

6. Starting Franchisees Out on the Right Step: Training New Franchisees from Start to Finish 

7. Best Practices in Building Your Brand 

8. Growing Pains for Established Franchisors–From Small Companies Operated by Founders 

to Hiring New Executives 

9. Innovative Methods for Choosing the Best Site to Place a Store 

6:30 pm – 7:30 pm Annual Reception 

7:30 pm IFA Hall of Fame Banquet 


GENERAL SESSIONS 

Tuesday Super Session 

8:00 am – 10:00 am 

Steve 

Greenbaum, 

CFE 

Ray Titus 

Marc 

Kiekenapp 

Jeff Elgin 

Monday Super Session 

8:00 am – 10:00 am 

This morning’s session features Dunkin’Brands Chairman and Chief Executive Officer, Jon L. Luther. 

A legend in the food-service industry, he is a proven leader at creative brand development and at 

satisfying consumers who seek quality, convenience, and value in a quick service restaurant setting. 

Mr. Luther joins us to provide an in-depth look at one of the world's largest quick service restaurant 

companies encompassing more than 12,000 restaurants, including 7,600 units in the United States 

and 4,400 units in 46 countries around the world. Baskin-Robbins is the largest chain of ice cream 

stores in the world with 5,400 outlets. Togo’s, a California sandwich shop, includes 400 locations. 

And Dunkin' Donuts, the largest coffee and baked goods shop chain in the world, includes more than 

6,000 locations worldwide in 30 countries. The chain sells more than one billion cups of coffee in the 

Jon Luther U.S. per year and had world-wide sales of $3.6 billion in fiscal 2004 and U.S. sales of $3.4 billion. 

With all its success, you would think the system would take a break and simply enjoy the fruits of its 

labor. Not so. In fact, Mr. Luther has a very aggressive growth plan in mind for Dunkin’Brands. Please join us and learn 

key insights on how to build your business from one of franchising’s giants. At this session, we’ll also present the 

Franchisee of the Year Awards to top entrepreneurs in franchising, and the Bonny LeVine Award to a long-standing female 

role model and mentor within our community. 

Panel of the Pros 

A highlight each year, the Panel of the Pros 

features top franchise leaders discussing a hot 

topic relevant to the growth and success of all franchise 

systems. In 2007, we will focus on a topic 

everyone is talking about…the changing world of 

franchise development. Hear from hands-on CEOs 

about managing the franchise development 

process in these demanding and changing times. 

What is the most effective way to grow your business? 

Our panel will consider traditional 

development methods, referral networks, brokers, 

and outsource sales departments. What are the 

pros and cons of each? Who is using what and 

why? You’ll also hear insights from our panelists 

regarding how technology has changed the way 

we all work with prospects. How has it changed 

the way we interact with third party development 

organizations? Finally, the panel will address where 

tomorrow’s prospects will come from. What challenges 

will you face in the ever-changing 

marketplace of franchise development now and 

through the rest of this decade? With four different viewpoints 

on stage, this will certainly be an interesting and lively 

discussion. 

Moderator: 

Steve Greenbaum, CFE, President & CEO, PostNet International 

Franchise Corporation 

Speakers: 

Ray Titus, President, Sign*A*Rama, Inc. 

Jeff Elgin, CEO, Capistar Franchise Holdings, Inc. 

Marc Kiekenapp, Managing Partner, Franchise Outsource 

Tuesday Luncheon & General Session 

12:45 pm – 2:45 pm 

Our fourth and final general session 

will feature another blockbuster 

speaker straight out of our nation’s 

history books – former Speaker of the 

U.S. House of Representatives Newt 

Gingrich. Well known as the architect of 

the "Contract with America,” Speaker 

Gingrich led the Republican Party to 

victory in 1994 by capturing the majority 

in the U.S. House of Representatives for 

Newt Gingrich 

the first time in 40 years. After he was 

elected Speaker, he disrupted the status quo by moving power 

out of Washington and back to the American people. Under 

his leadership, Congress passed welfare reform, passed the 

first balanced budget in a generation, and passed the first tax 

cut in sixteen years. During his address, “Lessons in 

Leadership,” Speaker Gingrich will draw on his years in the 

frontlines of politics and his current role as a leading figure in 

entrepreneurial and technological advances to discuss the 

current political climate in Washington. Mr. Gingrich shares 

the six standards he feels today’s politicians must meet in order 

to effect real change, and he addresses the specific policy 

issues and national trends affecting the way you do business. 

The Tuesday Luncheon would not be complete without 

presenting the Diversity Award and 

recognizing the CFE Class of 2007 – franchise 

executives who have met the 

qualifications and completed the course 

of study leading to the Certified Franchise 

Executive designation. 


SATURDAY HIGHLIGHTS 

8th Annual Leadership Conference 

Hosted by the Women’s Franchise Committee 

Talking About My Generation: Understanding 

Generational Diversity in the Workplace 

For the first time in history, there are four distinct generations 

comprising today’s workforce. The traditionalists, born 

between 1900-1945, value stability and are fiercely loyal; the 

baby boomers, born between1946-1964, are workaholics who 

have paid their dues and are now desperate for a healthy 

work/life balance; the generation Xers, born 1965-1980, are 

extremely resourceful and independent, focusing their energies 

on skillful performance, variety and stimulation in the workplace; 

and the millennials, born between 1981-2000, are 

high-speed stimulus junkies who are fast becoming the intellectual 

authority in their homes and work. With such distinct 

Schedule of Events 

10:15 am – 11:15 am Coffee Talk 

Join other attendees over coffee for an informal networking session 

exploring the challenges of work/life balance. 

11:30 am – 1:15 pm Opening Luncheon 

Presentation of the Crystal Compass 

Luncheon Presentation: 

“Passing the Reigns from One Generation to the Next” 

Guest Speakers: 

Mary Ellen Sheets, CEO and Founder, 

Two Men and a Truck 

Melanie Bergeron, CFE, President and 

COO, Two Men and a Truck 

1:30 pm – 1:45 pm Welcome & Introductions 

1:45 pm – 2:30 pm Keynote Address 

Speaker: 

Linda C. Haneborg, CFE, Senior Vice President of 

Communications & PR, Express Personnel 

Services 

2:30 pm – 2:40 pm Break 

2:40 pm – 3:40 pm Panel Discussion 

A candid discussion with representatives from each generation 

sharing their insights as to how to work effectively across generational 

lines. 

Moderator: 

Linda C. Haneborg, CFE, Senior Vice President of 

Communications & PR, Express Personnel Services 

Speakers: 

Bob Ritter, CFE, President & CEO, Ritter’s Frozen Custard 

Fred DeLuca, CFE, Founder, Subway World Headquarters 

JoAnne Shaw, CFE, President & CEO, The Coffee Beanery, Ltd. 

Liberty Harper, Founder/Director of Training, Liberty Fitness 

Holdings, LLC 

3:40 pm – 3:50 pm Break 

Mary Ellen 

Sheets 

Melanie 

Bergeron, CFE 

Linda C. 

Haneborg, CFE 

backgrounds and characteristics, how do you 

best work with each generation to maximize 

your workplace relationships? How can understanding 

generational diversity strengthen your 

leadership role within your organization? “Talking About My 

Generation: Understanding Generational Diversity in the 

Workplace” will explore what makes each generation tick and 

provide you with the answers you need to effectively work with 

others. You’ll learn a lot about yourself but you’ll also have an 

opportunity to expand your knowledge of your organization’s 

most valued commodity – people. Learn how to motivate and 

communicate better with other generations to bring out their 

leadership abilities while developing your own at the same time. 

The Leadership Conference is open to all fully-registered 

Convention attendees at an additional fee of $50. To reserve 

your space, please check off the appropriate box on our 

convention registration form. 

3:50 pm – 4:40 pm Roundtable Discussions 

Always a popular portion of the program, don’t miss the roundtable 

discussions where you can network with other attendees by 

exchanging important insights to help you succeed in today’s multigenerational 

workplace. 

Our roundtable facilitators are: 

Nancy Beskar, WineStyles Master Franchisee 

Josie Cicerale, CFE, Chief Operating Officer, Decor & You, Inc. 

Greg Cory, President, eMaximation LLC 

Linda Fierce, Director of Marketing-Franchise Brands, Regis 

Corporation 

Katharine Francis, CEO, SafetyNet4Kids 

Scott D. Frith, CFE, VP Marketing & Franchise Development, 

Lawn Doctor, Inc. 

Teresa Huszka, CFE, MFV Expositions LLC 

Lori Kiser-Block, CFE, President, FranChoice 

Danny D. Moran, CFE, Director of Franchising, Pollo Campero - 

Adir Restaurants Corp. 

Linda Shunk, CFE, Director of Retail Operations & 

Development, Oreck Franchise Services, LLC 

Victoria Starr, President, Discovery Map International, LLC 

Dawn Lawin, President, Hot Dish Advertising 

Ray Moore, CFE, Director of Franchise Operations Worldwide, 

Snap-On Tools Company, LLC 

Courtney Minor, Director of Franchise Development, Gold’s 

Gym International 

Dinah Coopwood, Franchise Lead Manager, ServiceMaster 

Clean & Furniture Medic 

Jodene Jensen, Co-Founder, P.B. Loco Franchising, Inc. 

Brig Sorber, CFE, VP Operations, Two Men And A Truck 

4:40 pm – 4:45 pm Closing Remarks 

4:45 pm – 5:30 pm Wine & Cheese Reception 

Thanks to our luncheon sponsors: Thanks to our conference sponsor: 

You will earn 100 Core Certified Franchise 

Executive (CFE) credits for attending this program. 


SATURDAY HIGHLIGHTS 

Taste of Franchising 

6:30 pm – 9:00 pm 

One of the most popular of all IFA convention experiences, 

the Taste of Franchising is a celebration of the 

wonders and diversity of franchising. During this spectacular 

networking event, franchisor and supplier members 

generously provide branded food and beverage items 

while others sponsor decorations, paper products and 

entertainment to make the Taste of Franchising event 

stand out from the rest. Hosted outside under the lights 

of the Las Vegas Strip, this year’s Taste will be bigger and 

better than ever. You don’t want to miss this unique 

evening of networking set in an atmosphere that puts the 

spotlight on the many faces of franchising! 

Title Sponsor 

New Member/First Timer Reception Sponsored by: 

5:30 pm – 6:30 pm 

An event specifically designed with our new members and first time convention-goers in mind, the New 

Member/First Timer Reception is an opportunity to welcome this group into the IFA family and make 

them feel right at home. This by-invitation-only event will allow attendees the chance to mingle and 

become acquainted with colleagues in the franchise community including the IFA Board of Directors and 

other members of the IFA leadership. 

SUNDAY HIGHLIGHTS 

We’d like to thank those IFA franchisor and supplier members 

who have graciously stepped forward to support this event: 

Accor Franchising 

North America, LLC 

American Leak 

Detection 

Artuzzi’s Italian Kitchen 

Constant Contact 

Dippin’Dots Franchising 

The Dwyer Group 

ExxonMobil 

Corporation 

Faegre & Benson 

Farrell Fritz, P.C. 

Fish Window Cleaning 

Services, Inc. 

Fishman Public 

Relations, Inc. 

FOCUS Brands, Inc. 

(Carvel & Cinnabon) 

Franchise Development 

Services Limited 

Franchise Solutions 

Corp. 

Fran-Systems, LLC 

Great American 

Cookies/Mrs. 

Fields/TCBY 

HoneyBaked Ham 

Company and Cafe 

Hot Dish Advertising 

House of Bread 

IFX Online 

Kayson’s Grille 

Lenny’s Franchisor, LLC 

P.B. Loco Franchising 

Pollo Campero 

Port of Subs, Inc. 

Power Smoothie Café 

Raving Brands (Moe’s 

Southwest Grill) 

re:group, Inc. 

Remote Data Backups 

Ritter’s Frozen Custard 

St. Jacques Franchise 

Marketing 

Tony Roma’s 

Uno Chicago Grill 

Virginia Barbeque 

Franchise Company 

Whether you are a franchisor or supplier, participating in the Taste 

provides companies with a wonderful opportunity to increase their visibility 

within the franchise community. If you are interested in adding your 

name to our growing list of sponsors, contact Anne Poodiack at 202/662- 

0773 or by email at apoodiack@franchise.org. 

Prayer Breakfast Sponsored by: 

7:30 am – 9:00 am 

We invite you to join us at the Prayer Breakfast hosted by The ServiceMaster Company. 

This is a non-denomination event that you attend with your family and friends. In 

addition to a special musical performance and motivational readings, we are pleased to 

feature famed keynote speaker, Ken Blanchard. For nearly four decades, Mr. Blanchard 

has been recognized as a premier thinker and writer on leadership. The author of several 

best-sellers including “The One Minute Manager,” Mr. Blanchard will speak about ways 

to inspire and equip people to lead with understanding and compassion. This is a great 

Ken Blanchard way to begin the first official day of challenging educational sessions, networking 

engagements and high-powered business meetings! The Prayer Breakfast is complimentary 

and is offered to the first 300 fully-registered convention attendees on a first come, 

first served basis. 

Co-Sponsored by: 

HomeTask Handyman 

Service, Inc. 

MagnetStreet 

The Parable Group 

Michael H. Seid & 

Associates 

Servant Systems, Inc. 

Service Brands 

International 

Two Men & And A Truck 

International, Inc. 



=International Summit – Novice Track 

Developed by the Global Marketing Committee 

(GLOMAK) and the World Franchise Council 

8:30 am – 12:00 noon 

Am I Ready for International Expansion? 

• How large does a franchise system need to be to consider international 

expansion? 

• What structure is best for my company? 

• The most effective way to structure an organization for international 

expansion. 

• How and when to adapt the concept to different cultures. 

Moderator: Kay Marie Ainsley, CFE, Managing Director, Michael H. 

Seid & Associates 

Speakers: Burt Yarkin, CEO, Cartridge World North America 

Cartridge World 

Robert F. Trota, President, Max’s Restaurants, Inc. 

The Commitment is Made--What Are the First Key Areas 

that Must Be Managed? 

• Legal and tax issues: trademark registration, tax considerations, 

and country specific franchise regulations. 

• Where to go for research and country data: U.S. Department of 

Commerce resources, franchise associations, consultants. 

• How to determine what countries to target. 

Moderator: Leonard N. Swartz, Senior Advisor, iFranchise Group 

Speakers: Finola Cunningham, Commercial Specialist, U.S. 

Embassy, US Commercial Service 

John O’Brien, CEO & President, PoolWerx Corporation 

Pty Ltd 

International Expansion from the Eyes of the Master 

Franchisee 

• What are the expectations that a master franchisee/area developer 

brings to the relationship? 

• What methods do foreign master/developers use to find and investigate 

franchise systems? 

• What can and should a franchisor do to be knowledgeable about a 

foreign market before expanding there? 

• What key factors influence the master/area developer to acquire 

the franchise system? 

Moderator: Larry Weinberg, Chair, Franchise Group, Cassels Brock 

Speaker: John Prittie, President, Two Men And A Truck Canada 

Andrew Benefield, Cookies Australia Pty Ltd. (Master 

Franchisee, Mrs. Fields) 

Elements for Building a Successful 

Franchise Network 

9:00 am – 12:00 noon 

• Techniques for effective distribution: where franchising fits in. 

• Effective franchisee recruitment. 

• Franchisor operating systems, products and services that benefit 

franchisees. 

International Summit – Advanced Track 

Developed by the Global Marketing Committee 

(GLOMAK) and the World Franchise Council 

8:30 am – 12:00 noon 

Expansion into Emerging Markets — Does the 

Opportunity Outweigh the Challenges? 

• Expansion into Emerging Markets: Does the Opportunity Outweigh 

the Challenges? 

• Definition of an international emerging market. 

• Which are the markets of the future? 

• Lessons learned in expansion into international emerging markets, 

such as India, China, Russia, and Mexico. 

Moderator: Pablo Hooper, Partner, Gonzalez Cavillo SC Abodagos 

Speakers: John Harris, International Marketing Manager, 

Crestcom International Ltd. 

Albert Kong, CFE, Asiawide Franchise Consultants Pte 

Ltd. 

Legal Update from Around the World 

• Disclosure and registration requirements around the world. 

• What countries have recently introduced franchise legislation? 

• How is my existing franchise system impacted by these new developments? 

Moderator: Peter D. Holt, Executive in Residence, Great Hill 

Partners 

Speakers: Chris Wormald, Head of Franchising, London, 

Eversheds 

Frank Zaid, Senior Partner, Osler Hoskin & Harcourt, LLP 

Stephen Giles, Partner, Deacons Lawyers 

Solving the Challenges with Underperforming Masters 

and Area Developers 

• Best practices from a business perspective. 

• Best practices from a legal perspective. 

• How to structure the relationship to minimize development problems. 

• Step by step practical advice once development problems occur. 

• What mistakes to avoid. 

Moderator: Gaylen L. Knack, Partner, Gray Plant Mooty 

Speakers: Lee Vala, Senior Vice President, International 

Development, The Quizno's Corporation 

Michael Martino, Chairman, Mail Boxes Etc. Canada 

• Essential elements of the franchisor management’s philosophy and 

“culture.” 

• Communication in franchise networks. 

• How to deal with change: anticipating it, accommodating it and 

taking advantage of it. 

Speakers: Dennis Wieczorek, Partner, DLA Piper US LLP 

Phil Zeidman, Partner, DLA Piper US LLP 

Michael M. Isakson, President & COO, The 

ServiceMaster Company and IFA First Vice 

Chairman 



Technology Summit 

Developed by the Information Technology Committee 

9:00 am – 12:00 noon 

• An overview of emerging best practices in e-disclosure. 

• Answers to your technology questions from senior franchise executives 

and franchisees during the panel of experts. 

• An opportunity to interact with franchise technology leaders during 

Summit Roundtables to learn about the good, the bad and the ugly 

of technology. 

Panel of Experts 

Moderator: Hal McLean, CFE, Director of Information Systems, Two 

Men And A Truck International, Inc. 

Speakers: Brian Spindel, CFE, Executive Vice President, PostNet 

International Franchise Corporation 

Ken Colburn, President & Founder, Data Doctors 

Franchise Systems, Inc. 

Roundtable Topics and Facilitators 

Tools for Distance Learning and Education 

Facilitator: Jeff Connally, CM IT Solutions 

Facilitator: Nancy Bigley, CFE, Director of Franchise Services, 

Dunkin’Brands 

Best Practices for Effective Franchise Email Marketing 

Programs 

Facilitator: Kevin O'Brien, Manager, Business Partner Programs, 


Data Management 

Facilitator: Ken Colburn, Founder & President, Data Doctors 

Franchise Systems, Inc. 

E-commerce Systems 

Facilitator: John Rogers, Chair, Davis and Company 

How Many Locations Can I Put in a Market and How Can 

I Predict Their Revenue? 

Facilitator: Paul Sill, Managing Partner, Forum Analytics 

Securing Customer & Company Information – Identify the 

Risks and Some of the Tools Out There to Help Minimize 

the Risk 

Facilitator: Tom Epstein, CEO, Franchise Payments Network 

Internet Strategies for Lead Generation 

Facilitator: Terry Corkery, President & CEO, FRANCHISEWORKS.com 

Facilitator: Amit Pamchea, CEO, FranConnect Software 

Using Technology to Build Your Brand 

Facilitator: Nigel Mayne, President & CEO, FranMatch 

Benchmarking for Your Franchise System - For Your Industry 

Facilitator: Tim Johnson, Director of Operations, Geeks on Call 

Benefits of Software as a Service (Third-Party Hosted 

Applications) Versus In-House Hosted Applications 

Facilitator: Jack Pearce, Business Development, Handyman Matters 

From Lead to Opening, Management & Tracking Sales 

Prospects Through to the Opening Process – What 

Systems Exist, Best Practices 

Facilitator: Bill Cody, VP of Market Expansion, HomeTask 

Handyman Service 

How to Drive Traffic to Your Web Site 

Facilitator: Paul D'Angelo, Director of Information Technology 

Services, HomeVestors of America, Inc. 

Automating Financial Payments Using Technology 

Facilitator: Dan Martin, President & CEO, IFX Online 

Automated Survey Systems for Customers and Franchisees 

Facilitator: James Mowery, Chief Information Officer, Instant Tax 

Service 

Managing Your Franchise System 

Facilitator: George Gualda, Franchisee, Link Staffing Services 

Web Site Fundamentals 

Facilitator: Marcia Hales, COO, My Girlfriend's Kitchen 

Selecting a Point-of-Sales System 

Facilitator: Brian Spindel, CFE, Executive Vice President, PostNet 


Implementation of Technology on a Budget - What to Do 

First 

Facilitator: Larry Sanders, Remote Data Backups 

How to Manage and Engage with Your Franchisees 

Facilitator: Beth Kohler, SageSoftware 

Broadband Options for Your Stores – What’s Hot 

Facilitator: Bruce Franson, Vice President, Servant Systems Inc. 

The Importance of Having a Technology Roadmap 

Facilitator: Hal McLean, CFE, Director of Information Systems, Two 

Men and a Truck 

Franchisee Technology Requirements and Fees 

Facilitator: Dennis Carroll, Information Systems Manager, Volvo CE 

Rents, Inc. 

How to Drive Traffic to Your Web Site 

Facilitator: Mike Marcus, VP, Business Systems Development & E- 

Commerce, We the People USA, Inc. 

Enabling Franchisees Through Technology 

(i.e. do we provide them e-mail, extranet, chat groups, 

financial management, scheduling, etc.) 

Facilitator: Ken Rubin, CEO, Xact Impact Natural Pest Management 

Financial Summit 

9:00 am – 12:00 noon 

Conventional Financing 

• Current credit criteria. 

• How do you attract a finance company? 

• Terms and conditions. 

SBA Financing 

• Challenges of getting franchisees financed. 

• Preparing your package for review. 

• The three biggest mistakes borrowers make when preparing their 

packages. 



Diversity Summit 

Developed by the Minorities in Franchising Committee and 

the Diversity Institute 

9:00 am – 12:00 noon 

9:00 am – 9:10 am Welcoming Remarks 

Speakers: Ron Harrison, CFE, Chair, Diversity Institute 

Terrian Barnes, Global Diversity Officer, Yum! Brands, 

Inc. and Chair, Minorities in Franchising 

Committee 

9:10 am - 9:40 am Keynote Address 

Speaker: Ron Langston, Senior Director, Minority Business 

Development Agency 

Changing demographics are creating new challenges 

and opportunities for small businesses. Highlights of 

the latest Small Business Owner survey by the Census 

Bureau and how these changes are affecting the 

growth and success of small businesses. 

Ron Langston 

9:40 am – 10:40 am Panel Discussion 

How to Be Seen as Part of the Community in Diverse 

Neighborhoods 

• Learn ways to help ensure a successful – and welcome – franchise 

operation in distinct ethnic neighborhoods. 

• The advantages of finding franchisees that mirror the community. 

• Discover techniques all franchisees can use (regardless of ethnic 

background) to be seen as part of the community. 

Moderator: Freeman Farrow, Associate, Miller, Canfield, Paddock & 

Stone 

Speakers: Elisa Garcia, General Counsel, Domino’s Pizza 

Doug Pendegrast, Executive Vice President and Chief 

Franchise Officer, Church’s Chicken, Inc. 

Mandeep Sopti, Franchisee, Jackson Hewitt Tax Service 

Robert Myer, Owner, Express Personnel Services of 

Baton Rouge, LA 

10:40 am - 11:40 am Panel Discussion 

Alternative Financing Strategies 

• Learn about a turnkey financing and assistance program for franchisors 

and their women and minority franchisees and candidates. 

• Discover financial options tailored to businesses in underserved 

areas. 

Moderator: Steve Greenbaum, CFE, Chairman, IFA Educational 

Foundation, CEO, PostNet International Franchise 

Corporation 

Speakers: Stan Friedman, Senior Vice President & Chief 

Development Officer, Maggie Moo’s International 

Don Graves, Chairman, Metropolitan Business 

Collaborative 

David Nayor, Vice President, Business Loan Express 

11:40 am – 12:00 noon Question and Answer Period for 

Panelists 

FTC/Franchise Sales Compliance Summit 

9:00 am – 12:00 noon 

Franchise Sales and Disclosure Law Compliance Issues 

• Franchise Registration Law overview. 

• The Registration and Disclosure Process. 

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

• How can you create an in-house compliance team? 

Speakers: David Kaufmann, Partner, Kaufmann, Feiner, Yamin, 

Gildin & Robbins 

Delia Burke, Director, IFA Franchise Compliance Training 

Program 

Proposed Changes to the FTC Franchise Rule 

• What are the most significant changes contained in the proposed 

FTC Franchise Rule and how will they impact your business? 

• When will the changes become effective? 

• What will stay the same? What other changes may result from the 

proposed revisions to the FTC Franchise Rule? 

Speakers: Sandra Wall, Managing Counsel, Franchise Practice 

Group, McDonald Corporation 

David Koch, Partner, Wiley Rein & Fielding 

Multi-Unit Summit 

9:00 am – 12:00 noon 

Welcome Remarks and Introduction of Panelists 

Speaker: Jack Earle, General Partner, Earle Enterprises 

(McDonald’s Franchisee) and Chairman, IFA 

Franchisee Forum 

Planning For Multi-Unit System Growth 

Legal Structures and Formats 

• Area Developers, Area Representatives, Master Licensees/Franchises, 

Converting 

• Existing License Arrangements, Other Considerations 

Speaker: Bret Lowell, Partner, DLA Piper US LLP 

Trends in Multi-Unit Development (Franchisor Practices & 

Operating Characteristics) 

Speaker: Darrell Johnson, President & CEO, FRANdata Corporation 

Study/Examples of Area Developer Models 

Area Developer Model: 

Speakers: Rick Robinson, Presidnet/Co-Owner, Jani-King 

Southwest (Jani-King Franchisee) 

Jerry Crawford, President, Jani-King International Inc. 

Area Representative Model: 

Speakers: Fred Muse, CFE, Director of Franchising, Express 

Personnel Services 

Robert Sells, CFE, Regional Developer, Express Personnel 

Services 

Case study/Example of Multi-Unit Owners 

Question & Answer and Closing Remarks 



Concurrent Educational Sessions 

2:45 pm – 4:15 pm 

Ongoing franchise training is of paramount interest to you and your executives. We are pleased to offer concurrent educational sessions 

to meet the needs of our diverse membership. With programs focusing on all facets of franchising including technology, leadership 

development, operations, franchise relations, franchise sales and marketing, international expansion and diversity, there is something of 

interest for everyone. And to better serve the needs of franchise systems in various stages of their lifecycle, we have designated certain 

sessions for New & Emerging Franchisors, Established Franchisors and Large/Mature Franchisors. Please refer to our color-coded key below 

and in subsequent pages in order to find the sessions most germane to your business. 

New & Emerging Franchisors: Under 100 units and/or franchising less than five years GREEN TRACK 

Established Franchisors: 100+ units and/or franchising six+ years RED TRACK 

Large/Mature Franchisors: 500+ units and/or franchising 20+ years BLUE TRACK 

Applicable to All Franchisors: PURPLE TRACK 

Lessons Learned – a Discussion with 

Successful Franchisors 

• The Foundation - What are the keys to building 

a successful franchise system? 

• Critical Junctures and Decisions – What were 

they and how did they impact these systems? 

• Mistakes – What were they and how did the 

company respond and recover? 

• Challenges – What were the greatest challenges 

in building your system? 

• Franchising – Why franchising as the strategy 

to build your company? 

Moderator: 

Russ Reynolds, CFE, CEO, Batteries Plus 

Speakers: 

Paul R. Hogan, CEO, Home Instead Senior Care 

Godfred P. Otuteye, CFE, President/CEO, Money 

Mailer 

Steven S. Rogers, President & CEO, The Franchise 

Company 

The Do’s & Don’ts of Franchise 

Turnarounds for Large and/or Mature 

Franchisors 

• Understanding the implications of “Incumbent 

Inertia” and “Disruptive Technology” and how 

large established brands lose their edge to 

start-ups. 

• Establishing trust in the system during difficult 

times and understanding what needs to be done. 

• Creating a Strategic Task Force to deal with 

turn-around issues and how to include franchisees 

in the solution. 

• How to implement Tactical Solutions in a franchise 

environment. 

• Getting comfortable with the change strategy 

before you implement change. 

• Understanding the legal limitations of what 

you can and can’t do to make changes in a 

franchise system. 

• Working with equity investors and other 

financing solutions. 

• When do you know that its time to make 

management changes? 

Moderator: 

Michael H. Seid, CFE, Managing Director, Michael 

H. Seid & Associates 

Speakers: 

Sid Feltenstein, Chairman, Sagittarrius Brands 

Steve Romaniello, CFE, President & CEO, FOCUS 

Brands, Inc. 

G. Thomas MacIntosh, Partner, Krass Monroe, P.A. 

Search Engine Optimization (SEO): 

Get Noticed Now! 

• SEO vs. Organic, what is the real goal for SEO? 

• SEO Today. Pay attention because it may be 

different tomorrow! 

• What are the resource options to SEO implementation? 

• How much should you expect to pay for an 

effective SEO program? 

Moderator: 

Drue Townsend, Senior Vice President of 

Marketing, FASTSIGNS International, Inc. 

Speakers: 

Dennis Carroll, Information Systems Manager, 

Volvo CE Rents, Inc. 

Jeff Meier, CIO, HomeTask Handyman Service, Inc. 

Bobby Lewis, Sr. Director of Information 

Technology, The ServiceMaster Company 

Establishing the Franchise Sales Process 

for New & Emerging Franchisors 

• How to make the decision on what route to 

take in selling franchises. 

• Dollars required to begin franchising. 

• What types of questions would you ask potential 

franchise brokers to see if they are right for 

your business? 

• Inside sales steps -- Inquiry to Award. 

• Outsourcing your franchise development to 

independent contractors. 

• Matching your sales force to your concept. 

• Positioning a new concept with a candidate. 

Moderator: 

Ron Stilwell, CFE, Partner, Franchiseexecutive.net 

Speakers: 

Ronn Cordova, Vice President of Franchise 

Development, Eatza Pizza, Inc. 

Marc Kiekenapp, Managing Partner, Franchise 

Outsource 

Customers Rule! Can You Manage the 

Relationship? (For Large & Mature 

Franchisors) 

• Top 5 mistakes businesses make in customer 

relationship management. 

• Get to know them. Using research to identify 

your customers and best prospects. 

• Create loyals and advocates. Increasing 

customer satisfaction and sales. 

• Talk with them! Using the Internet to appease 

the empowered consumer. 

• Get them engaged. Selecting a software 

system your customers can love. 

Moderator: 

Mark Royer, CTO, Aviatech, LLC 

Speakers: 

Jim Evers, President, 1-800-Dry Clean 

Ken Caldwell, SVP, Franchise Operations, 

Heavenly Ham 

Sheryl Inglat, Owner, Comfort Keepers of 

Albuquerque, NM 

Private Equity Panel: A Discussion 

with CEOs 

This year’s private equity panel is a new format 

designed to hear from you and ask questions of 

CEOs who have gone through this themselves. 

• What is private equity anyway? How is it relevant 

to me now or going forward? Get the 

private equity 101 lesson. 

• From the CEO and owner perspective: what is 

it like for a franchise business to have a private 

equity investor? 

• How should a CEO/owner go about finding the 

right private equity firm? And when should 

they do it? 

• What is the current climate for raising private 

equity money in franchising? 

• CEO or owner to CEO or owner, what should I 

big thinking about as I consider private equity? 

Moderator: 

Glenn Kaufman, Managing Director, American 

Securities Capital Partners, LP 

Speakers: 

Thomas A. Oreck, CEO, Oreck Franchise Services 

Peter Cohen, President, Educate, Inc. 



Concurrent Sessions (Cont’d.) 

Effective Communication Strategies 

for Franchisors and Their Franchisees 

• Maximizing the value of your company 

intranet site. 

• Getting the most from your annual convention. 

• Field support teams as strategic partners. 

• Advisory Boards – more than just window 

dressing. 

• Managing & understanding the “Franchisee 

Rumor Mill.” 

Moderator: 

Rhonda Sanderson, President, Sanderson & 

Associates 

Speakers: 

Thomas Wood, President & CEO, Floor 

Coverings International 

Charles E. Chase, President, CertaPro Painters 

Keith M. Gerson, CFE, VP-Sales, Marketing & 

Development, AlphaGraphics, Inc. 

Franchisee Satisfaction: Growing a 

Happy and Healthy Franchise System 

Developed by the Franchisee Forum 

• The motivating factors for franchise happiness. 

• Bottom line for the franchisee. 

• Measuring the key metrics. 

• Communicating the metrics. 

• Relating operational and marketing best practices 

to improve performance. 

• Inspiring internal competition. 

• Accountability for the franchisor. 

Moderator: 

Larry Tate, Sr. Vice President of Franchise Sales, 

Golden Corral Buffet & Grill 

Speakers: 

Todd R. Recknagel, President, Mr. Handyman 

Kristi Mailloux, President, 1-800-DryClean, 

Service Brands International 

Kerry J. Olson, Senior Attorney, International 

Dairy Queen 

MIF Reception 

7:30 pm – 9:00 pm 

Sponsored by: 

Enforcer or Cheerleader? The 

Evolution of Field Support as Your 

System Grows (for Established 

Franchisors) 

• Is there a right mix of specialists and generalists 

in the field support structure? 

• How does field support interact with the 

internal corporate support structure and 

develop as the system grows? 

• How does the new franchisee, single and 

multi-unit operators, impact the field support 

structure? 

• What are the key communication elements to 

identify field support needs as the system 

matures? 

• What are the benefits of implementing staff 

cross-training for your field support system? 

• How do your priorities in field support 

change as the system grows? 

Moderator: 

David Mlotkiewicz, Owner, Lawn Doctor of 

Toms River, NJ (Lawn Doctor Franchisee) 

Speakers: 

Ewald Altstadt, CFE, Vice President, Operations 

& Support Services, Lawn Doctor, Inc. 

Robert Bonsutto, Vice President, Operations, 

The UPS Store 

Emma Dickison, National Director of Franchise 

Service, Educate, Inc. 

The Entrepreneur Next Door 

• FACT: A franchisee with the right personality 

is worth 8 times more in royalty generation. 

• FACT: Engaged franchisees are 4 to 5 times 

more productive and profitable. 

• FACT: Franchisee Engagement Surveys 

measure the level of your organizational 

health vs... potential dysfunction. 

• LEARN: How to use objective tools to 

measure Franchisee Satisfaction. 

• LEARN: How to select the right 

franchisee...the first time and keep them 

engaged. 

Speaker: 

Bill Wagner, Chief Executive Officer, Accord 

Management Systems 

Join us at the Minorities in Franchising Committee Reception for an 

evening of food, prizes and networking in support of a diverse franchising 

community. The MIF reception is open to all IFA convention attendees. 

Creating a Culture of Inclusion: 

Diversity “How To’s” 

Developed by the Minorities in 

Franchising Committee 

• Take steps towards creating a truly inclusive 

business environment. 

• Learn assessment tools to determine your 

current state and how to set your strategy. 

• Discover what it takes to retain diverse stakeholders 

(franchisees, customers, suppliers, 

employees). 

• Understand the importance of diversity 

training at all levels. 

Moderator: 

Kelley Johnson, Director, Diversity & Internal 

Communications, Accor North America, LLC 

Speakers: 

Wanda Jackson, VP, Human Resources, National 

Urban League 

Mauricio Velasquez, President, Diversity Training 

Group 

Wrenton Wright, Director of Urban/Multi 

Cultural Marketing, PepsiCo Bottling Group 

Effective International Lead 

Generation 

Developed by the Global Marketing 

Committee (GLOMAK) and the World 

Franchise Council 

• How to generate the most qualified 

international leads. 

• Follow-up and screening procedures. 

• How to validate a franchisee candidate. 

• The roles of consultants in the international 

development market. 

• Creating effective printed lead generation 

material. 

Moderator: 

William Le Sante, CFE, CEO & Managing 

Director, Le Sante International 

Speakers: 

Yoshino Nakajima, Vice President, International 

Development, Home Instead Senior Care 

Rolf G. Kirst, Regional President, Uniglobe Travel 

of Germany & Austria 


MONDAY HIGHLIGHTS 


10:15 am – 11:45 am 

Please refer to our color-coded key below in order to find the sessions most germane to your business. 





Administering Advertising Funds: 

Leveraging Collective Power for 

Marketing Success 

• When and how to structure local and 

national advertising funds. 

• Do we need an advisory council? How to 

build consensus for your plan. 

• Can we use our ad fund for this? The do’s 

and don'ts of allocation. 

• Whose money is it anyway? Decision-making 

and control. 

• Encouraging participation and enforcing 

collection. What happens when not everyone 

agrees. 

Moderator: 

Janet Muhleman, CFE, President, re:group, Inc 

Speakers: 

Jim Wassell, Chief Marketing Officer, The 

ServiceMaster Company 

Cathleen Stewart, Director of Advertising & 

Marketing, Batteries Plus 

Steve Spicer, North Dakota Area Franchisee, 

Chair of Marketing Advisory Council, The 

UPS Store 

Maximizing the Effectiveness of 

FACs and Franchisee Associations 

• Proper formation of an FAC. 

• Working with a Franchisee Association. 

• Working together on an ongoing basis with 

an FAC. 

• How it can move your system forward. 

Moderator: 

George Zografos, CEO, Z Donut Co. (Dunkin 

Donuts Franchisee) 

Speakers: 

William G. Hall, CFE, CEO, William G. Hall & 

Co., (Dairy Queen Franchisee) 

Bill Anderson, President, Wave Services Inc. (The 

UPS Store Franchisee) 

Barry E. Miller, Executive Director, NBM 

Management, Inc. (Sylvan Learning Centers 

Franchisee) 

A Remedy for Growing Pains: How to 

Leverage Technology to Grow More 

Cohesive, Profitable Franchisees 

(A Supplier Forum Best Practices 

Seminar) 

• “Quality vs. Quantity” - improving 

the franchise sales process: using 

technology to identify potential 

franchisees with the greatest 

potential for success. 

• How to maximize technology “buy-in”: tips 

on how today's top franchise organizations 

convince franchisees to use technology on a 

regular basis. 

• Bringing franchisees together: powerful and 

affordable applications designed to focus 

ideas and innovations that benefit every franchisee, 

not just the eggheads and 

loudmouths. 

• Developing a proactive approach to establishing 

and maintaining profitable franchise 

locations: using online training, 24/7 help 

desk services, benchmarking, sales and 

royalty reporting, customer management and 

instant communication to get franchisees on 

track and keep them there. 

• Really stupid technology blunders: real-life 

case examples of how to blow up your franchise 

organization with the wrong 

technology approach. 

Moderator: 

Dan Martin, President & CEO, IFX International 

Speakers: 

Steve Greenbaum, CFE, President & CEO, 

PostNet International Franchise Corporation 

Gary Greenberg, Technology Support Manager, 

World Inspection Network, Inc. 

When the Relationship Sours: 

Creating an Amicable Plan 

• Creating the right environment before the 

relationship begins by establishing the right 

expectations. 

• Using the proper legal documents. 

• Spotting early warning signals by creating 

open communication. 

• Taking early action and providing franchisee 

on-going financial review. 

• When all else fails, how to protect yourself. 

Moderator: 

Geoff Hill, CFE, President, Cinnabon, FOCUS 

Brands, Inc. 

Speakers: 

Robert Kaplan, Owner, Money Mailer of 

Chicago Northside, MM Franchise Advisory 

Council 

Lynette McKee, CFE, Vice President of 

Franchising, Dunkin'Brands, Inc. 

Mark Kirsch, Partner, DLA Piper US LLP 

Franchise Sales for the Established 

Franchisor 

• Learn how resales can re-energize your 

company. 

• Consider thinking differently about smaller 

markets. 

• Structuring a sales department for a mature 

franchise company. 

Moderator: 

Mark Liston, CFE, Director, New Franchise 

Development, Valpak 

Speakers: 

Jeffrey C. Bevis, CFE, Executive Vice President, 

Comfort Keepers 

Tim Evankovich, President, The Cleaning 

Authority 

Minority Franchise Recruitment 

Programs that Work 

Developed by the Minorities in 

Franchising Committee 

• Case studies of successful minority franchise 

recruitment programs. 

• Franchisor panelists share their success stories 

from their respective viewpoints. 

• Understand the specific programmatic steps 

and management tactics taken. 

• Learn what program components and strategies 

are the most attractive and what are the 

least. 

Moderator: 

Jeff Sturgis, Vice President, Franchise Sales & 

Development, Fantastic Sams 

Speakers: 

Norman K. Jenkins, Senior Vice President, North 

American Lodging Development, Marriott 


Cesar Saldivia, Emerging Markets Manager, Two 

Men And A Truck International, Inc. 




International Expansion: Challenges 

and Alternatives 

Developed by the Global Marketing 

Committee (GLOMAK) and the World 


• What is the best method of international 

expansion for my 

company? 

• Advantages and challenges of 

expansion methods. 

• Financial implications of international expansion. 

• Direct franchising as an alternative. 

Moderator: 

Brian Smart, General Director, British Franchise 

Association 

Speakers: 

Irene LaCota, President & COO, It's Just Lunch 

International, LLC 

Stuart Ford, Director, Franchise Development, 

Gymboree Play & Music 

Leadership Development & Coaching 

for the Established Franchisor 

• Even Tiger Woods needs a Coach! Justifying 

the need for leadership development in your 

organization. 

• The best resources and leadership development 

tools on the market. 

• Identifying future leaders. 

• Traits of the best leaders in franchising. 

Moderator: 

Joe H. Bourdow, President, Valpak 

Speakers: 

Paul Crump, Franchise Director, New Store 

Development U.S. & Canada, RadioShack 

Kenneth D. Walker, President & CEO, Meineke 

Car Care Centers 

JoAnne Shaw, CFE, President & CEO, The Coffee 

Beanery, Ltd. 

Franchisee Luncheon 

12:30 pm – 2:30 pm 

Join other franchisees for a networking lunch featuring an 

exciting presentation from one franchising’s top leaders. 

Proactive Steps a System Can Take 

Today to Improve Its Value Tomorrow 

Developed by the Franchise Relations 

Committee 

This program will focus on specific steps a franchise 

system can take today to improve its 

marketability and valuation in the future. 

• How do buyers of franchise systems evaluate 

and value franchisors? 

• What are potential mistakes franchisors make 

that could impact the future value and 

marketability of their business? 

• What are specific steps a franchisor can take 

to help position the company to maximize 

future value? 

Moderator: 

Andrew F. Perrin, Larkin Hoffman Daly & 

Lindgren, Ltd. 

Speakers: 

H. Scott Pressly, Partner, Roark Capital Group 

Philip Friedman, President & CEO, McAlister's 

Corporation 

Jeffrey E. Kolton, Principal, Franchise Market 

Ventures, LLC 

Next Steps for Emerging Franchisors 

The basics to success in franchising including 

infrastructure, staffing, technology, business 

plans, financial models and more. 

• Is it possible to grow your system on a 

budget? Learn some keys to success. 

• Top 3 big "don't do's" in your first year of 

operation. 

• Top 3 must do's in your first year of operation. 

Moderator: 

Nancy Bigley, CFE, Director of Franchise Services, 

Dunkin’Brands, Inc. 

Speakers: 

Doug Dwyer, President, DreamMaker Bath & 

Kitchen by Worldwide 

David Massie, Senior Vice President Franchise 

Development, Island Ink-Jet Systems Inc. 

Jerrod Sessler, President & CEO, HomeTask 

Handyman Service, Inc. 

What Makes Franchising Work 

C. Stephen Lynn, CFE 

IFA Past Chairman, C. Stephen Lynn, CFE, who is credited with spearheading 

efforts to open IFA’s membership to franchisees, will share his experiences in 

“what makes franchising work.” As IFA Chairman in 1993, Mr. Lynn joined with 

other IFA leaders to develop IFA’s first Franchisee Advisory Council (now known as 

the IFA Franchisee Forum), change the IFA Bylaws to have FAC members represented 

on the IFA Board of Directors, and ultimately, revising the IFA Bylaws to 

open up IFA membership to franchisees. Mr. Lynn is former CEO of Sonic, Inc. and 

currently, Chairman of Cummings, a franchise consulting firm. 

Franchise System Conventions: 

Making the Most of the Experience 

(for Established Franchisors) 

• Learn how to make your conference the gift 

that keeps on giving, carrying your important 

messages forward throughout the entire year. 

• Learn how to position the "value proposition 

of franchising" into your message, bringing 

everyone into alignment. 

• Learn how to get your franchisees to think 

outside the box, be open-minded to change 

and receptive to a higher order of business. 

• Learn how to get your message across from 

within, showcasing existing franchisees and 

their success stories, in addition to outside 

speakers. 

• Learn how to make your franchisees "want 

to" attend your conference. 

Moderator: 

Jon Jameson, President & CEO, MaggieMoo's 


Speakers: 

Bette Fetter, Founder and CEO, Young 

Rembrandts Franchise, Inc. 

Michael Haith, CEO & President, Maui Wowi 

Franchising, Inc. 

Dave Sanders, President, Re-Bath, LLC 

60 Killer Marketing Tactics to 

Increase Sales, Maximize Profits and 

Stop Your Competition 

• Timed-release coupons that keep on working. 

• 10 ways to cash-in on the birthday bonanza. 

• Seven ready-to-exploit Neighborhood 

Marketing Freebies lurking in the shadows of 

our own premises. 

• The new crossover discount strategy: it’s a 

bold ploy competitors may never detect! 

• How to turn loyal customers into “selfish” 

stakeholders and ultimately fanatic fans. 

• Plus many, many more ingenious promotions 

for instant Neighborhood Marketing success. 

Speaker: 

Tom Feltenstein, CEO/President, Tom 

Feltenstein’s Power Marketing Academy 

Why They Really Buy: Mapping the 

Buying Decision 

In this follow-up to last-year's session, “The 

Emotional Connection,” learn how to uncover 

the truth about why candidates choose to buy— 

or reject—your franchise offering. 

• What your candidates will never tell you. 

• The importance of getting multiple perspectives. 

• Why emotions are more influential than facts. 

• Why marketing materials fail to connect. 

• How undiagnosed staff issues can undermine 

your best efforts. 

• How to align your selling strategy with the 

true reasons candidates buy. 

• How to use targeting to maximize your 

marketing investment. 

Speakers 

Rick Cornish, President & Creative Director, 

Flying Colors Incorporated 

Andy Perkins, Vice President Strategy & 

Research, Flying Colors Incorporated 



Business Solution Roundtables 

Facilitated by Franchise Executives 

2:45 pm – 4:45 pm 

Sponsored by: 

One of the most invaluable networking events you’ll attend all year, our Business Solution Roundtables 

facilitated by Franchise Executives offer participants a unique opportunity to learn from some of the 

best and brightest in the franchising community. Sit down with top CEOs, CFOs, COOs, Presidents and 

Executive Vice Presidents and pick their brains about their success stories, best practices they’ve 

employed, and the latest trends they see in the marketplace. The franchise executives facilitating these 

roundtables have years of experience and know what it takes to be successful. Come ready to share your 

own thoughts and ideas too – everyone learns from each other during these sessions. A wide-variety of 

topics will be addressed including franchise relations, franchise sales, operations, legal and financial 

issues, branding, and marketing. We will also offer several tables hosted by members of our Franchisee 

Forum, all focused on topics relevant to the everyday issues faced by small buiness owners. 

WFC Networking Reception 

6:30 pm – 8:30 pm 

Sponsored by: 

To celebrate the accomplishments of women in franchising, the 

Women’s Franchise Committee is pleased to invite all IFA 

convention attendees to the WFC Networking Reception. The 

event promises to be a fun evening of networking and mingling 

with friends. WFC members will be on hand to answer questions 

you may have about the resources and programs developed under 

their stewardship. 

TUESDAY HIGHLIGHTS 

International Reception 

7:00 pm – 8:30 pm 

Sponsored by: 

All IFA convention attendees are welcome to join their 

colleagues from around the world at our International 

Reception. Whether you are new to international franchising, 

have been globetrotting for some time, or are interested in 

learning more about the international opportunities available 

today, come and enjoy an evening of networking with fellow 

franchise executives and representatives from several franchise 

associations around the world. 

Business Solution Roundtables 

Facilitated by the Supplier Forum 

10:15 am – 12:30 pm 

Sponsored by the Supplier Forum, these roundtables offer a wide-range of cutting-edge topics 

relevant to how you conduct business on a daily basis. What you learn from our franchise 

service experts at these discussions are guaranteed to help your bottom line. Pick up innovative 

business solutions and fundamental tips on staying competitive in today’s marketplace whether 

you are a new or established franchisor. You’ll participate in three discussions and it’s up to you 

to decide which table topics are most germane to your franchise business. We encourage an 

open exchange of ideas so all participants should raise questions, describe challenges and lessons 

learned, and offer best practice stories. See pages 16-17 for our list of topics & facilitators. 



Relationship Track 

Managing System Change/ 

Modernization Through the 

Franchise Agreement 

Nina Greene Kersh, Genovese Joblove 

& Battista 

Harold Kestenbaum, Counsel, Farrell 

Fritz, P.C. 

Franchisor and Franchisee 

Communications 

Katrina Meeks, Quantum Direct, Inc. 

Marisa Faunce, Partner, Wiley, Rein & 

Fielding, LLP 

How to Get Franchisees to Buy 

into Improved Franchise Controls 

Aaron Chaitovsky, Citrin Cooperman 

& Company, LLP 

Harris J. Chernow, Chernow Katz, LLC 

Managing the Default/ 

Termination Process in the Field 

William K. Whitner, Paul, Hastings, 

Janofsky & Walker, LLP 

Scott C. Sandberg, Partner Snell & 

Wilmer, LLP 

Dealing with Problem 

Franchisees/Addressing 

Franchisee Discontent 

Darryl Hart, Bartko, Zankel, Tarrant & 

Miller 

Gurmeet Jakhu, Hamilton Pratt 

International Track 

Choosing Your International 

Franchise Model 

Stephen Teasdale, Partner & Chair, 

Franchise Law Group, Miller 

Thompson LLP 

Bruno Floriani, Partner, Lapointe 

Rosenstein LLP 

International Expansion: 

Planning for Success 

Larry Weinberg, Chair, Franchising 

Group, Cassels Brock LLP 

Leonard Swartz, Senior Advisor, 

iFranchise Group 

Bridging the Cultural Divide 

Regina A. McConahay, Global Market 

Director, Interlaw, Ltd. 

Leonard Polsky, Partner, Gowling 

Lafleur Henderson 

Business Solution Roundtables (Cont’d.) 

Facilitated by the Supplier Forum 

10:15 am – 12:30 pm 

Franchising in the Asia Pacific 

Stewart Germann, Principal, Stewart 

Germann Law Office 

Michael Brennan, Partner, DLA Piper 

US LLP 

Bring U.S. Franchise Systems to 

Canada 

John L. Rogers, Chair, Davis & 

Company LLP 

Charles M. Scrivener, General 

Manager, National Franchising, 

Canadian Imperial Bank of 

Commerce 

Disclosures in Canada 

Joseph Adler, Partner, Hoffer Adler 

Peter Snell, Partner, Alexander 

Holburn Beaudin & Lang LLP 

Franchising in China 

Rod Young, Executive Director, DC 

Strategy 

Paul Jones, Barrister, Solicitor & 

Trademark Agent, Jones & Co. 

Franchising into the European 

Union – Practice and Priorities 

Chris Wormald, Partner- Head of 

Franchising, Eversheds, LLP 

Iain Martin, Howarth Franchising Ltd. 

Strategic Considerations for 

Expanding to Mexico and Latin 

America 

William Le Sante, CFE, CEO & 

Managing Director, Le Sante 


Jorge Mondragon, Partner, Gonzalez 

Calvillo 

Finding and Signing Master 

Franchisees in Foreign Markets 

Edward Levitt, Partner, Gowling, 

Lafleur, Henderson 

Frank Zaid, Senior Partner, Osler, 

Hoskin & Harcourt, LLP 

Franchising in France 

Carol Chopra, Executive Director, 

European Franchise Federation 

Franchising in Brazil 

Luiz Henrique O. Amaral, Partner, 

Dannemann Siemsen Bigler & 

Ipanema Moreira 

Ricardo Camargo, Executive Director, 

Brazil Franchise Association (ABF) 

Franchising in the Philippines 

Samie Lim, CFE, Chairman, Asia 

Pacific Franchise Confederation 

Albert Kong, CFE, Asiawide Franchise 

Consultants Pte Ltd. 

Technology Track 

Achieving Effective Electronic 

Marketing Campaigns 

Jeff Hughes, President & Co-Founder, 

Uproot Marketing, LLC 

Leslie Gibson, Marketing Manager, 

BISON Advertising 

Selecting and Working with 

Lead Generation Websites 

Kim M. Ellis, President, BISON 

Advertising 

Terry Corkery, President & CEO, 

FRANCHISEWORKS.com 

Internet Violations After 

Termination – Who Fixes, and 

How? 

Bethany L. Appleby, Wiggin & Dana 

Mary Beth Brody, Special Counsel, 

Faegre & Benson, LLP 

Franchisee Data Management 

Dan M. Dugal, CEO, Remote Data 

Backups 

Emily Duke, Fredrickson & Byron, P.A. 

Getting the Most Out of Your 

Technology Investment 

Rusty Deane, COO, Revenir, LLC 

Stan Garber, Sales Manager, ONOSYS 

Variable Data Direct Mail; 

How Can it Benefit Your 

Organization? 

Craig Eldridge, Sales, BFC 

General Track 

Working with Development 

Schedules in Multi-Unit 

Franchise Agreements 

Carl Zwisler III, Of Counsel, Haynes 

and Boone, LLP 

Generating Innovation from 

Your Entire Organization 

Philip St. Jacques, President/Creative 

Director, St. Jacques Franchise 

Marketing 

David L. Cahn, Franchise & Business 

Law Group 

Should Franchisors Provide 

Financial Performance 

Information? 

Brian Cole, Counsel, Bryan Cave, LLP 

John Baer, Partner, Sonnenschein 

Nath & Rosenthal, LLP 

Disaster Preparation – What 

Every Business Should Know 

Janice M. Dwyer, CFE, President, 

Luce, Smith & Scott Inc. 

Craig R. Tractenberg, Partner, Nixon 

Peabody LLP 

Best Practices in Royalty 

Collections 

Tom Epstein, CEO, Franchise Payment 

Network 

Tom Harrington, Director, Franchise 

National Accounts, First Data 

Merchant Services 

Getting Productive Employees 

for Your Franchise Organization 

Bob Kane, VP- Sales, McBee Systems, Inc. 

Fred Berni, President, Dynamic 

Performance Systems, Inc. 

Selecting and Protecting Your 

Trademarks 

Douglas Berry, Graham & Dunn 

Judy Rost, Partner, Alexander Holburn 

Beaudin & Lang LLP 

Exit Strategies: Getting Your 

Franchise Ready to Sell 

Mike Gray, Partner, Gray Plant Mooty 

Manny Armesto, Sr. VP, Praetorian 

Group 


A Review of the Panoply of 

UFOC Delivery Options: By 

Paper, CD or Other Electronic 

Means- What Can You Do and 

How Can You Do It? 

Jonathan Toronto, Gray Plant Mooty 

Andrew Zappia, Partner, Nixon 

Peabody LLP 

Best Practices for Working 

with Franchisees on Transfers 

Kevin J. Collette, CFE, Ryan Swanson 

& Cleveland PLLC 

Leslie D. Curran, Associate, Wiley 

Rein & Fielding, LLP 

Best Practices to Avoid 

Litigation 

Barry Heller, Partner, DLA Piper US LLP 

Warren Hummer, Of Counsel, Haynes 

and Boone, LLP 

Franchisor’s Liability for 

Franchisee’s Conduct 

Freeman L. Farrow, Associate, Miller 

Canfield, Paddock & Stone P.L.C. 

Frank H. Steed, President, The Steed 

Consultancy 

Best Practices in Resolving 

Franchisee/Franchisor Disputes 

Rivka Schochet, Miller, Canfield, 

Paddock & Stone P.L.C. 

Daniel S. Kaplan, Kaplan & Greenswag 

Successful Strategies for New 

and Emerging Franchisors 

Mary Ann O’Connell, President, 

O’Connell & Company, Inc. 

Lori Lofstrom, Holmes & Lofstrom 

Managing You Territories – 

Drawing Lines for Success 

Michael D. Joblove, Partner, 

Genovese, Joblove & Battista 

Richard M. Krumbein, Snell & 

Wilmer, LLP 

The Real Estate Matrix: 

Balancing the Dynamics 

Among Franchisors, 

Franchisees and Lessors 

David Reif, McCarter & English, LLP 

Operations Track 

Creating and Maintaining 

Operations Manuals 

Craig Dietz, President, Special Ops LLC 

Dan Levy, Senior Consultant, The 


Employee Retention...Your 

Key to Success 

John Boyens, President, Boyens 

Group, Inc 

Matthew Henderson, Insight 

Worldwide 

Benchmarking and 

Performance – Analysis for 

Your Franchise System 

Paul Baron, Director of Business 

Development, Sage Software 

Brian D. Jones, Managing Partner, 

BD Jones 

How to Find a Well Qualified, 

Motivated Local Real Estate 

Broker 

Ryan Cunningham, President, Javelin 

Solutions 

Dean C. Waldt, Ballard Spahr 

Andrews & Ingersoll, LLP 

Utilizing Webinars in Your 

Franchise Training and Support 

David Handler, The Coach, Success 

Handler, LLC 

David Castella, Sales VP, Learn.com 

Challenges in Training Execution: 

Reaching Unit-Level Employees 

Marla Rosner, Sr. Consultant, Michael 

H. Seid & Associates 

Cordell Riley, Tortal.net 

Franchisee Territory, Market 

Area, Demographics and 

System Growth 

John A. Bender, Ryan, Swanson & 

Cleveland, PLLC 

Edith Wiseman, Sales Manager, 

FRANdata Corporation 

Dealing with Franchisee 

Associations 

Kevin Kennedy, Wiggin & Dana LLP 

Alexander Tuneski, Wiley Rein & 

Fielding, LLP 

Financing Track 

Funding Real Estate 

Development 

Joseph A. Ciardiello, SVP of Acquisition, 

National Retail Properties, Inc. 

David Hill, Managing Director Advisory 

Services, Krass Monroe, P.A. 

Raising Capital – The Growing 

Role that Private Equity is Playing 

Peter Holt, Executive in Residence, 

Great Hill Partners 

Cyndi Vetovick, Director, American 

Securities Capital Partners, LP 

Ways Franchisors Can 

Facilitate the Financing of 

Franchisees 

Darrell M. Johnson, President and 

CEO, FRANdata 

Rick Anderson, General Manager, 

Franchise Finance 

Finance Programs for Franchisees 

Jonathon Smith, Finance Manager, 

Direct Capital Franchise Group 

Kathy L. Sleigher, CFE, Director of 

Finance Development, NetBank 

Business Finance 

Franchise Resales – How to 

Develop a Win/Win Strategy 

Dennis Fuller, Consultant, 

FranchiseResales, LLC 

Sarah Yatchak, Faegre & Benson 

Franchise Sales Track 

Generating and Evaluating 

Leads 

Thomas Portesy, President, MFV 

Expositions 

Jenn Onnen, VP, Hot Dish Advertising 

Public Relations as a Franchise 

Lead Generation Tool 

Debra Vilchis, SVP, Fishman Public 

Relations 

Dan Martin, President & CEO, IFX 


Qualifying Internet Leads 

Sharon Dietrich, Direct Sales, 

Franchise Solutions Corp. 

Ken R. Costello, Partner, Bryan Cave 

Closing More Deals 

Lori-Kaiser Block, Franchoice, Inc. 

David Holmes, Holmes & Lofstrom, LLP 

Best Practices in Selecting New 

Franchise Owners 

Rick Upton, The Entrepreneur 

Authority 

Greg Nathan, Franchise Relationships 

Institute 

Expand Your Brand: Winning 

Strategies to Successfully Grow 

Danielle Jordan, geo Vue, Inc. 

G. Thomas MacIntosh, Partner, Krass 

Monroe, P.A. 

How Can I Use My Consumer 

Marketing to Build My 

Franchise? 

Jennifer Campbell, Account 

Supervisor, Hot Dish Advertising 

Eugene Scheiman, Partner, McCarter 

& English 

Advertising Portals vs. 

Corporate Franchise Websites 

Greg Cory, President, eMaximation 

Martin Greenbaum, President, 

Greenbaum Marketing 


Consumer Marketing Track 

Local Public Relations for 

Franchisees and Franchisors 

Mick Ferraro, Director of PR Program 

Sales, eNR Grassroots PR 

Courtney Thomas, VP, Sanderson & 

Associates 

Don’t Get Deleted! Effective 

Email Marketing Strategies 

Janet C. Muhleman, CFE, President, 

re:group, Inc. 

Rich Hollander, President/Customer ID 

Director, Buxton 

Helping Franchisees 

Successfully Market Their 

Business 

Michael St. Jacques, President, 

Franchise Relations, St. Jacques 

Marketing 

Evelyn Lamden, COO & Executive VP, 

Aviatech 

Improving the Efficiency and 

Effectiveness of Your 

Franchisees’ Advertising 

Dollars 

John Olson, VP Product 

Development, MediaMixNet, Inc. 

Stephanie Whitaker, National Account 

Executive, Michaels Wilder 

Customer Experience 

Measurement: What Are the 

Best Methods for Measuring 

ROI? 

Brent Stevenson, VP Sales & 

Marketing, Tell Us About Us Inc. 

Brad Liski, President/CEO, Globally 

Boundless 

Grand Opening Strategies 

Jim Lipson, VP/Sales, Gannett/ 

Franchise Xpress, Gannett 

Company, Inc. 

Catherine Dunbar, Henry Wurst Inc. 

Best Practices for Email 

Marketing 

Chris Baggott, VP, ExactTarget 

Alec Stern, Constant Contact 

Marketing ROI: Creating 

Measurable Marketing 

Campaigns 

Jennie Green, Co-Founder, Uproot 

Marketing, LLC 

Ryan Farris, President, CGX Solutions, 

Consolidated Graphics 

Increasing Sales by Increasing 

Customer Loyalty 

Jack Mackey, VP, Service 

Management Group (SMG) 

Rick Batchelor, CEO, ZeeWise, Inc. 

Managing Marketing and 

Brand Control 

Bill Marchiony, Corporate Account 

Executive, Expresscopy.com 

The Final Days of Marketing 

As We Know It! 

Tom Feltenstein, CEO & President, 

Tom Feltenstein Power Marketing 

Academy 


TUESDAY TUESDAY HIGHLIGHTS 


3:00 pm – 4:30 pm 

Please refer to our color-coded key below in order to find the sessions most germane to your business. 





The Female Consumer: That Huge 

Market You Can’t Afford to Ignore 

• Are you targeting women for franchise 

opportunities? 

• Learn about the segment of the population 

you may be overlooking. 

• Learn what women look for in a business 

opportunity and why they make outstanding 

franchisees. 

Moderator: 

Therese Thilgen, Editor, Franchise Update 

Magazine 

Speakers: 

Linda Shunk, CFE, Director of Retail Operations & 

Development, Oreck Franchise Services, LLC 

Heather Rose, President & CEO, Sona MedSpa 

Linda L. Burzynski, CFE, CEO, Liberty Fitness for 

Women 

Best Practices in Handling Default & 

Termination for Established 

Franchisors 

• How do defaults in mature franchise systems 

most often arise? How can you see them 

coming? 

• How can the franchisor work with the franchisee 

to cure defaults? When is it time to 

terminate? 

• What's the proper form of notice? Who 

should communicate with the franchisee? 

• Making the decision to litigate. 

Moderator: 

Patrick J. Maslyn, Counsel, Hunton & Williams 

Speakers: 

Alan J. Rabinowitz, Senior Vice President, 

General Counsel, Accor Franchising North 

America, LLC 

Rich Kolman, Senior Franchise Counsel, The UPS 

Store 

Darin Harris, Vice President Franchise 

Development, Arby’s Restaurant Group, Inc. 

The World is Flat (Not Exactly) – 

Preparing for Cultural Differences As 

You Expand 

Developed by the Global 

Marketing Committee 

(GLOMAK) and the World 


• Cultures are not flat! 

• How social and business cultures vary. 

• Cultural differences as opportunities for business. 

• How to work with all cultures. 

Moderator: 

Charles M. Weeks, Senior Director, Edwards 

Global Services, Inc. 

Speakers: 

Samuel Lim, CFE, Chairman, Asia Pacific 

Franchise Confederation 

Ned Lyerly, Senior Vice President, International, 

CKE Restaurants, Inc. 

Franchise Sales for the New and/or 

Emerging Franchisor 

(A Supplier Forum Best Practices 

Seminar) 

• Your UFOC as a marketing tool: 

simple tips on how to turn a 

remarkably one-sided disclosure 

document into one of your most 

effective sales tools. 

• Need leads, but no money: how to generate 

quality franchise prospects on a practically 

non-existent budget. 

• Put your eyeglasses on: how to focus a 

refined marketing approach designed to build 

regional or national brand awareness and 

greater potential for franchisee success. 

• Brokers vs. in-house: key questions and 

answers designed specifically for today's 

start-up franchisors. 

• Something when there's nothing: how to 

build credibility, create urgency and generate 

sales when you have absolutely no franchisees 

to begin with. 

• Maintaining momentum: how to maximize 

your existing franchisees to sell more franchises 

through secondary purchases, area 

development, master franchising and joint 

ventures. 

• 20/20 hindsight: how to avoid the 10 most 

common franchise sales blunders most often 

made by new franchisors. 

Moderator: 

Brian B. Schnell, Partner, Faegre & Benson, LLP 

Speakers: 

Rob Goggins, Vice President, Franchise 

Development, Molly Maid, Inc., Service 

Brands International 

Mike Watorski, President & Co-Founder, ZGurus, Inc. 

Best Practices in E-Disclosure 

• Legal Issues – the FTC Rule, State Franchise 

Laws, NASAA Policy Statement and the E- 

Sign Act. 

• Practical strategies for giving eDisclosure 

properly - posting on your own website, 

posting on a third-party commercial website, 

sending eDisclosure by CD, sending 

eDisclosure by e-mail. 

• Best practice techniques for giving 

eDisclosure - how to most effectively send, 

get receipts, and run back-up procedures. 

• Franchisors’ Experiences. 

• Vendors’ Experiences. 

Speakers: 

Lee J. Plave, Partner, DLA Piper US LLP 

Paula Greenwell, Director, Franchise 

Administration, Papa John’s International 

Starting Franchisees Out on the 

Right Step: Training New 

Franchisees from Start to Finish 

• How do you train new franchisees? 

• Best and worst practices of what works and 

what doesn’t for training new franchisees. 

• What if a new franchisee is failing training? 

• What to do when franchisees pass training 

but cannot apply it in the field. 

• Do current “qualified” franchisees get 

involved with training? 

• What is your follow-up to your training? 

Moderator: 

Susan E. Black-Beth, CFE, Senior Vice President, 

Director of Franchising, Super Wash, Inc. 

Speakers: 

Gina-Lynne Scharoun, President, Value Place 

Brig Sorber, CFE, Vice President of Franchise 

Operations, Two Men And A Truck 


Susan Blanchard, U.S. Training, Learning and 

Development Director, McDonald’s 

Corporation 




Best Practices in Building Your Brand 

• Maintaining consistency through all communications 

(i.e. direct marketing, advertising, 

collateral, and internet). 

• Fast-track brand building: what franchise 

companies have done to streamline their 

brand building. 

• Branding on the local level: how to build 

franchisee participation. 

• Branding importance in franchise development 

strategies. 

• Leveraging your brand online. 

Moderator: 

Martin Greenbaum, President, Greenbaum 

Marketing Communications 

Speakers: 

Barbara Moran, President, Moran Industries, Inc. 

Heidi Morrissey, Vice President, Kitchen Tune- 

Up 

Beth Schmitz, Marketing Director, FranNet 

James Young, President, Spring-Green Lawn 

Care Corp. 

Growing Pains for Established 

Franchisors -- From Small Companies 

Operated By Founders to Hiring 

New Executives 

• Learn how to let go and let it grow! 

• Learn how to identify the right time to reach 

outside for executive talent. 

• Learn how to attract qualified executives to 

your brand. 

• How to build, train and retain an "empowered" 

executive team. 

• Learn how to transform the game from 

"small ball" to the major leagues, without 

compromising the founder's visions, values 

or ethics. 

Moderator: 

Richard B. Rennick, CFE, Founder, American 

Leak Detection, Inc. 

Speakers: 

Matt Friedman, CEO & Founder, Wing Zone 

Franchise Corporation 

Raymond J. Margiano, President, Heel Quik!, 

Inc., Foot Solutions 

Innovative Methods for Choosing 

the Best Site to Place a Store 

• Understanding why acquiring real estate is 

becoming increasingly difficult. 

• Determining whether you have the necessary 

resources to do the job internally. 

• How can you best train and work with your 

franchisees to participate fully in the process 

of locating acceptable real estate? 

• How should you use outside resources 

including establishing a broker network? 

• Should you guarantee your franchisee’s real 

estate obligations and what are the implications 

if you do? 

• What do you need to do to make your franchise 

system more attractive to landlords? 

• What are the trends for the future in real 

estate and what can you do to benefit from 

the changing marketplace for locations? 

Moderator: 

Graham Bryan, Senior Vice President, Real 

Estate Services, FranchiseResales, LLC 

Speakers: 

Michael Atwell, Vice President of Real Estate, 

Little Caesar Enterprises, Inc. 

Richard Leveille Jr., Executive Vice President of 

Franchise Development, Smoothie King 

Franchises, Inc. 

Mark A. Whittle, Vice President, Real Estate, 

FOCUS Brands, Inc. 

Hall of Fame Banquet 

7:30 pm 

ICFE Special Sessions 

Don’t miss your chance to earn 

credits towards your Certified 

Franchise Executive accreditation. 

ICFE Special Sessions will be held 

on Friday, February 23 and 

Saturday, February 24. Registration 

for these sessions is separate from 

the IFA Convention. For more information 

or to register, visit 

www.franchise.org/certification. 

Building the Future Together 

The Annual Hall of Fame Banquet is a festive way to end the convention with your 

friends in the franchising community. During this event, we will recognize an 

industry legend by bestowing the most prestigious honor in franchising….our Hall of 

Fame award. 


SPECIAL EVENTS 

SUPPORT FRANPAC 

Please join us again for the FranPAC Silent Auction, held in the Exhibit Hall during 

regular Exhibit hours. The silent auction is a great way to support FranPAC by 

bidding on travel packages, electronics and other spectacular prizes donated by IFA 

members. Another great way to support FranPAC is at our VIP receptions, first with 

our Opening General Session speaker, then with our Tuesday Luncheon speaker. 

Each reception will be held prior to the general session at which the speaker will 

appear. We will also be hosting our 1st annual “365 Club” PAC Breakfast on 

Monday, February 26, prior to the Super Session. The “365 Club” allows IFA 

members to make a modest investment to the PAC and to be part of one of the 

most important endeavors to which IFA has committed. All proceeds from the 

auction, the reception and the “365 Club” breakfast help IFA support franchisefriendly 

legislators and candidates in Congress and educate lawmakers about the 

legislative issues critical to your business and the franchise community. For more 

information, please call Victoria Adams at 202/662-0781 or vadams@franchise.org. 

21st Annual International Society of 

Franchising Conference 

The International Society of Franchising (ISOF) members welcome the opportunity to 

visit with franchisors and franchisees attending the IFA’s 47th annual convention 

and cordially invite you to stop in and listen to a session at our 21st annual research 

conference on Saturday, Feb. 24 and Sunday, Feb. 25, 2007, at Caesars Palace in Las 

Vegas. The Society provides a means for professors interested in franchising to discuss 

relevant teaching and research methodologies and conduct scholarly research to 

enhance knowledge of the franchising phenomenon. The multidisciplinary, multinational 

membership organization is composed of university professors and graduate 

students from 22 countries. 

For over 20 years the ISOF has accumulated and disseminated information on international franchising, franchisor/franchisee 

relationships, systems structure, hospitality management, entrepreneurship and other special topics, including legal 

research. Over 500 franchise research papers are available from the International Institute for Franchise Education (IIFE) in 

the H. Wayne Huizenga School of Business and Entrepreneurship at Nova Southeastern University, the headquarters of the 

ISOF. 

For further information about the ISOF, contact Cheryl R. Babcock, CFE by phone at (954) 262-5071, by email at 

babcockc@nsu.nova.edu or visit the ISOF website at http://www.huizenga.nova.edu/ExecEd/ISOF/default.cfm. 


EXHIBITS 

Our Exhibit Hall is a one-stop shopping experience for the latest and greatest 

in services and products available to the franchising community. Your business 

solution partners are eager to meet you and demonstrate a wide selection 

of state-of-the-art support services to increase the efficiency and overall production 

of your business. Our exhibitors are leading professionals with years of 

experience in various fields including accounting, business and legal services, 

financial services, insurance programs, marketing and public relations specialists, 

software and technology providers, human relations experts, franchise development 

resources, travel, hotel and special event services and more. Be sure to bring 

your business cards to enter our exciting door prize drawings of $1,000 each 

during official Exhibit hours. 

Exhibitors (at Press Time) 

Accord Management 

Systems 

Acquire Web 

Ad Giants 

ADT / Sensormatic 

Association of Small 

Business Development 

Centers 

Automatic Data Processing 

Aviatech, LLC 

Awardcraft / Visions Awards 

Benetrends, Inc. 

Benjamin Litho Inc. 

Best Franchise Opportunities 

BFC 

BISON Advertising, Inc. 

BR Signs, Inc. 

Brinks Business Security 

The Broadmoor Hotel 

Bruxton Career Clothing 

Bryan Cave, LLP 

Business Broker Network 

Business Loan Express 

Business Resource Services 

Butler Capital Corporation 

Buxton 

Canadian Franchise 

Association 

CertiLearn, Inc. 

CIT Small Business Lending 

CM IT Solutions 

Comerica Bank 

Commercial Bank 

Commercial Lighting 

Industries 

Conferon 

Consolidated Graphics 


Cowan Costumes, Inc. 

CPC Associates, Inc. 

Cyrious Software 

F.C. Dadson, Inc. 

Direct Capital Corporation 

Direxxis, Inc. 

Dixon Direct 

Dynamic Performance 

Systems, Inc. 

EBSCO Media 

eMaximation LLC 

Emerald Commercial 

Leasing 

eNR Grassroots PR 

Entrepreneur Media, Inc. 

ESRI 

First Corp. 

First National Merchant 

Solutions 

FisherZucker LLC 

Fishman Public Relations 

Flying Colors Incorporated 

Ford-Howsmon, LLC 

Franchise Benefit Solutions 

Franchise Business Review 

Franchise Development 

Services Limited 

Franchise Finance 

Franchise Gator LLC 

The Franchise Handbook 

Franchise Payments 

Network 

Franchise Solutions Corp. 

Franchise Times Magazine 

Franchise UPDATE 

Publications, Inc. 

Franchise.com 

FranchiseForSale.com 

FranchiseOpportunities.com 

FranchiseResales, LLC 

FRANCHISEWORKS.com 

FranConnect Software 

FRANdata Corporation 

Gannett/Franchise Xpress 

GE Franchise Finance 

geoVue, Inc. 

Globally Boundless 

Greenbaum Marketing 


Harris Goldman Productions 

Haynes and Boone, LLP 

Helm, Inc. 

HelmsBriscoe 

Henry Wurst, Inc. 

Highline Capital 

Corporation 

Holsag 

Hot Dish Advertising 

Hunton & Williams 

Hylant Group 

Ideal Images 


IFX International, Inc. 

Impact Marketing Services 

Initial Impression 

Insight Worldwide 

IntelleVue 

Intuit, Inc. 

Kenexa 

Learn.com, Inc. 

LexisNexis 

LK Industries, Inc. 

Load.com 

Lortz Direct Marketing, Inc. 

Luce, Smith & Scott, Inc. 

M3 

MagnetStreet 

MailMark 

MapInfo 

Marketing Architects 

Merrill Corporation 

MFV Expositions 

Michaels Wilder 

Monster 

Mount Pleasant Capital 

Corp. 

Cheryl Mullin & Associates 

mUrgent 

Exhibit Hall Schedule 

Chairman’s Reception 

Sunday, February 25 

4:30 pm – 8:00 pm 

Networking Luncheon 


12:00 pm – 2:30 pm 

Exhibit Hall will remain open for the 

afternoon. 

Fun & Games Reception 


5:00 pm – 7:00 pm 

National Cable 


National Cooperative Bank 

National Retail Properties 

Net Solace 

New Benefits/Stifenab 

Nixon Peabody, LLP 

NorthStar Advisory Services 

Northwestern Mutual 

Finance Network 

NSI 

OKS - Ameridial Worldwide 

One Safe Place Media Corp. 

Our Town 

Pay By Touch 

PIN, Inc. 

Power Training & 

Development 

Praetorian Group 

W.M. Putnam Company 

QuantumMail.com 

Rainbow International 

Restoration and Cleaning 

ReadyTalk Conferencing 

Remote Data Backups, Inc. 

Reno-Sparks Convention & 

Visitors Authority 

Revenir LLC 

Robyn Promotions and 

Marketing 

Sage Software, Inc. 

SD Cooper Company 

Servant Systems, Inc. 

Siegel Capital, LLC 

Small Business Opportunity 

Source4 

Spot Runner 

SRC 

St. Ives Inc. 

Sterling Global Executive 

Search 

StoneBridge Business 

Partners 

Sunbelt Business Advisors 

Tell Us About Us, Inc. 

Tortal.net 

USA Today 

Valpak 

Vivid Ink, Inc. 

The Wall Street Journal 

Walls + Forms, Inc. 

Waterstreet 

Wireless Toyz 

Wirth Business Credit 

Wolters Kluwer Legal-CCH 

& Aspen Publishing 

World Trade Printing 

Company 

Xegy, Inc. 

ZeeStore by Palmer 

Promotions 

ZeeWise, Inc. 


CONVENTION INFORMATION 

Only Vegas 

The glitz. The glamour. The dazzling lights. There is no other place in the world quite as exciting as Las Vegas. Playing 

host to the very best in entertainment, gourmet dining and world-class shopping, Las Vegas is the place to go to see 

or be seen. Las Vegas has it all and more but did you know… 

✓ Seventeen of the twenty biggest hotels in the world are in Las 

Vegas? 

✓ Howard Hughes stayed at the Desert Inn for so long that he was 

asked to leave? He bought the hotel. 

✓ Vegas Vic, the enormous neon cowboy that towers over Fremont 

Street, is the world’s largest mechanical neon sign? 

✓ The city of Las Vegas celebrated its 100th birthday on May 15, 

2005? 

✓ The first hotel and casino to open in Las Vegas was the Golden Gate 

Hotel and Casino in 1906? 

✓ The Hoover Dam was completed in 1935? It took a total of 21,000 

men five years to complete the structure. 

✓ In 2005, more than 37 million people visited Las Vegas? Compare 

this to 1970 when a mere 6.7 million people visited the city. 

✓ More than 22,000 conventions were held in Las Vegas in 2005? 

✓ More than 5,000 people move into the Las Vegas valley on a monthly basis? 

✓ The Stratosphere Hotel and Tower, at more than 1,100 feet, is the tallest building west of the Mississippi and the fifth tallest 

building in the United States? 

These are just some of the many fun facts about Las Vegas. But there is much more to discover. Coined the 

“Entertainment Capitol of the World,“ every visit to this city is unique, so join us and experience your very own Vegas. 

Getting There 

McCarran Airport is the 

main airport serving Las 

Vegas and Clark County. It is 

located 1 mile (1.6 km.) 

from the Strip and serves 

over 40 air carriers. With 

over 950 flights arriving and 

departing daily, McCarran 

International Airport offers 

direct flights to more than 

100 U.S. cities. 

★ 

★ 

All Roads Lead to Caesars Palace 

From the moment you walk through the doors of 

Caesars Palace, you know you’ve arrived at one of the 

most prestigious resorts in the world. Caesars is located 

right in the heart of the “Las Vegas Strip” at 3570 Las 

Vegas Boulevard. In the Casino, you will find more than 

129,000 square feet of casino space featuring everything 

from high-limit slots to table games such as baccarat, 

blackjack, craps and roulette. An array of spa and worldclass 

salon services, a state-of-the-art fitness facility and 

four pools await you. Golf aficionados will enjoy Rio 

Secco Gold Club, a spectacular 18-hole, par 72 Rees 

Jones-designed course located just a short drive from the 

“Strip”. In addition to name entertainment, Caesars also 

offers a wide array of dining experiences including 

restaurants showcasing world-renowned chefs, Bobby 

Flay and Guy Savoy. No trip to Caesars Palace would be 

complete without a visit to the infamous upscale Forum 

Shops, coined the “Shopping Wonder of the World.” 

For more information about Caesars Palace, visit 

www.caesarspalace.com. 


CONVENTION INFORMATION 

Hotel Room Reservations 

IFA has negotiated a special convention rate at several worldclass 

properties on the Las Vegas Strip. Caesars Palace, our 

convention host hotel, is close to selling out!! Don’t delay, 

make your reservations now at Caesars or Paris Las Vegas 

(approximately 10 minutes from Caesars). Please call 800/634- 

6661 to make your reservations at either property. Indicate you 

are attending the International Franchise Association (IFA) 

Convention to receive our special rate at Caesars of $199 or 

$229 per night or our special rate at Paris of $169 per night. 

The deadline for making reservations is January 23, 2007 or 

when the IFA room block is filled. Rooms reserved after that 

date are subject to availability. Rates apply two days prior and 

two days following our official convention dates. 

Convention Attire 

“Business casual” is the order of the day. Please keep in mind 

that meeting rooms tend to be cool, so you may be more 

comfortable with a jacket. Ladies will be comfortable in skirts 

or slacks and low heels or flat shoes. Jeans are discouraged 

except during Exhibit set up. Business attire is appropriate for 

the Chairman’s Reception on Sunday evening. The Hall of Fame 

Banquet is Black-Tie optional. 

Convention Pre-Registration 

To register for all events described in this brochure, please 

complete one registration form per person and mail with 

payment to IFA’s 47th Annual Convention, 1501 K Street, NW, 

Suite 350, Washington, DC 20005. You may also fax your 

form(s) to 202/628-0812 or register online by visiting 

www.franchise.org. You will receive a confirmation packet in 

the mail. 

Registration Fees* are per person and include: 

• Entry into all convention general sessions and educational 

sessions 

• Exhibits and evening networking events 

• Educational Session instruction and materials 

• Continental Breakfast (Monday-Tuesday) 

• Luncheons (Sunday-Tuesday) 

• Taste of Franchising and other evening cocktail receptions 

• Hall of Fame Banquet 

• Refreshment Breaks 

* Pertains to full convention registration fees excluding our Spouse 

Rate (applicable to evening and social events only) and Exhibitor 

Badge Rate (provides entry into the Exhibit Hall only for booth 

workers). 

On-Site Registration 

The registration/information desk will be located in Office 3 on 

the Palace Tower’s Promenade Level (3rd Floor) of the Caesars 

Palace Conference Center. The Desk will be open at the 

following times: 

Saturday, February 24 8:00 am – 8:00 pm 

Sunday, February 25 7:00 am – 5:00 pm 

Monday, February 26 7:00 am – 6:00 pm 

Tuesday, February 27 7:00 am – 4:00 pm 

Registration Lounge 

For your convenience and comfort, we are pleased to offer a 

Registration Lounge equipped with email stations located near 

our on-site Registration/Information Desks. We encourage you 

to take advantage of the lounge for refreshments, visiting with 

friends, checking email, or simply relaxing in between sessions. 


Please complete one form per person. 

Full Name __________________________________________________________ ■ Franchisor ■ Franchisee ■ Supplier 

Title________________________________________________________________ Nickname for Badge____________________________________ 

Spouse (if registering) ________________________________________________ 

Company __________________________________________________________________________________________________________________ 

Address ____________________________________________________________________________________________________________________ 

City____________________________________________________State________ Zip_______________Country (if outside the U.S.) __________ 

Telephone __________________________________________________________ Fax __________________________________________________ 

Email ______________________________________________________________________________________________________________________ 

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

Are you? ■ CEO ■ COO ■ CFO ■ Founder Number of Units_________ 

Is this your first IFA Convention? ■ Yes ■ No 

Are you franchising internationally? ■ Yes ■ No 

Please mark the appropriate boxes to indicate your participation and fees. 

Registration fees are PER PERSON. 

IFA Member 

■ 1-3 registrants when registering together .................. $ 899 $ ______________ 

■ 4-9 registrants when registering together ................ $ 799 $ ______________ 

■ 10 or more registrants when registering together ...... $ 699 $ ______________ 

■ Member Exhibitor ................................................................ $ 599 $ ______________ 

■ Nonmember ........................................................................ $ 1849 $ ______________ 

■ University Personnel ............................................................ $ 599 $ ______________ 

■ Spouse (includes evening social events only) ........................ $ 400 $ ______________ 

■ Convention Speaker 

(this rate is not applicable to roundtable facilitators) ........ $ 550 $ ______________ 

■ WFC Annual Leadership Conference.................................... $ 50 $ ______________ 

■ Check here if special assistance is required to fully participate. 

Total Fee .............................. $ _________________ 

■ Check here if you would like to receive information about the ICFE Special Sessions 

held during the Convention. 

■ Check here to subscribe to the IFA SmartBrief – our free online franchising news service. 

Payment Method 

■ Check payable to IFA (Federal Tax ID # 36-6108621) 

■ Credit Card: ■ AMEX ■ VISA ■ MasterCard ■ Discover 

Account # ________________________________________________Expiration Date__________ 

Cardholder’s Name ________________________________________________________________ 

Cardholder’s Billing Address ________________________________________________________ 

________________________________________________________________________________ 

Signature ________________________________________________________________________ 

Cancellation Policy: Full refunds (minus a 

$50 administration fee) will be granted for 

cancellations received in writing by January 

19, 2007. Cancellations received after that 

date are subject to a 50% penalty and a 

$50 administration fee. No refunds are 

permitted after February 2. Substitutions 

are permitted at any time. 

For Hotel Reservations, please contact 

Caesars Palace or Paris Las Vegas directly 

at 800/634-6661 and ask for the 

International Franchise Association (IFA) 

rate of $199 or $229 (Caesars) or $169 

(Paris) per night. The cut-off date for 

making reservations is January 23 or when 

the IFA room block is filled. 

1501 K Street, NW, Suite 350 

Washington, DC 20005 

Phone: 202/628-8000 

Fax: 202/628-0812 

www.franchise.org 

PREBROCH2007

Business Solution Roundtables - International Franchise Association

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