CONFERENCE SCHEDULE

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Performance Workshops for Development Executives

The 2008 Pre-Conference Workshops deliver an expanded program designed specifically for key levels of franchise development. Focused sessions have exclusive attendance requirements, in order to deliver optimum value through interaction and open dialogue with their executive peers. (Additional rates apply. Lunch included.)

10:15am - 3:30pm

Concurrent Performance Workshops

1. CEO Summit: Mindshare session for CEOs and Presidents only. This interactive program is all about "Executing Strategies." How are franchise CEOs implementing successful Corporate Performance Management systems? CEO Dialogue will examine those key performance metrics that are critical to the health of a franchise company. Meet your peers and share processes for driving success to the next level. This high-powered, exclusive gathering is the perfect forum for sharing intellectual capital and ideas among franchising CEOs and Presidents. Seating is limited. Reserve your place today.

Program Leader: Linda Burzynski, President, V/L Service Corp.

2. Sales Management Forum: Senior Executives and Sales Managers Only. In an uncertain economy, sales organizations may be tempted to tighten up spending, reduce training costs and implement a hiring freeze. How do you maintain sales success regardless of economic conditions? How do franchise organizations and individuals develop comprehensive deal strategies to conquer today’s complex sales environment? This dynamic workshop addresses these tough questions, and tackles key challenges that must be overcome to achieve successful development. Discussions will focus on the nuts and bolts of engineering a winning recruitment process that ensures a higher level of professionalism, facilitates effective sales management, and dramatically increases the odds of capturing the right franchisees. Learn how top performing sales teams are applying new concepts and tools to close performance gaps in their companies. Workshop leaders will address how to identify and manage, in real-time, the variables that directly impact the development process.

This includes:

• Effectiveness and consistency of your process
• Proactive management —identifying, monitoring and correcting performance challenges in your selling and marketing efforts
• Harnessing technology for greater sales management intelligence
• Implementing best recruitment practices and accountability standards for each member of your sales team
• Establishing milestones and metrics to guide you and your team in achieving your development goals

Program Leader: Nikki Gahr Sells, Vice President Franchise Development,
Tasti D-lite

Panelists:

Scott Haner, Scott Haner, Vice President of Franchise Development, Yum! Brands Brian Spindel, President/COO, PostNet Intl. Franchise Corp.

3. Franchising Sales Fundamentals: For Emerging Development and Sales Professionals. A must for new franchisors and the perfect refresher for sales managers and staff. The session addresses the basic “how to’s” of constructing a franchise development program. This drill down session embraces the fundamentals of franchise sales necessary for any growing franchise system. A team of experts will address recruitment, budgeting, prospecting, lead generation to discovery day, UFOC requirements and more. This workshop is a must for new franchise organizations and the perfect refresher for sales managers and sales staff. How do franchisors sell their first franchises? How do franchisors looking to revitalize their brands through franchise expansion make it happen? Certain aspects of the process and procedures are exactly the same and others require special customization. Learn what these are and how to adjust accordingly.

Program Leaders:

• Brian Schnell, Faegre & Benson
• Kurt Landwehr, President, BrandOne Franchise Development
• Mike Herrera, Director of Broker Relations, Home Franchise Concepts

4:30 – 5:30pm

First Timer’s Reception

First time attending conference? You'll receive helpful hints, insights and encouragement to help you navigate through the 2008 conference and beyond.

5:30 – 7:30pm

Cocktail Reception in the Sponsor Networking Area

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Driving Performance in Tough Times
7:30 – 8:30am	Breakfast in Sponsor Networking Area
8:30 – 8:45am	Welcome and Opening Address
8:45 – 9:25am	Keynote Speaker: Stuart Varney

21st Century America: A New Day in Politics, Culture, and Business

The 21st Century began with America as the role-model for the world. If you want vigorous growth, low unemployment and consistent gains in prosperity, America's stake-holder society is the way to go. And demographic trends, along with our dynamic entrepreneurial culture, suggest America will stay out in front.

Stuart Varney is a popular business correspondent and anchor, best known for his work on FOX News Channel. He joined the Fox Business Network as an anchor on October 15, 2007. Formerly with both CNBC and CNN, he has hosted such shows as Wall Street Journal Editorial Board with Stuart Varney and The Moneyline Newshour. His erudite, charismatic, and articulate style of analyzing financial and economic news has charmed audiences for years.

9:25 – 9:45am	State of Franchising: Darrell Johnson, President, FRANdata
9:45 – 10:00am	Break
10:00 – 11:00am	Grow to Greatness - Franchise Success Drivers and Sales Trends.

Results of the 11th Annual Franchise Development Report & Mystery Shopping Reports.

Program Leader: Steve Olson, Publisher, Franchise Update Media Group

11:00 - 12:00pm

CEO Panel: Exceeding Goals in Tough Times

Franchise success starts with leadership. Executing growth solutions in an uncertain economy can be most challenging. Frustration, second guessing, and lack of direction can spiral an organization into confusion. This panel of development champions knows how to steer their franchises above the turbulence gripping so many others. It’s their “total management commitment” to do what it takes to execute successful franchise growth strategies.

These leaders will share solutions to their ongoing journeys in overcoming economic downturns, competitive challenges and franchisee discontent through the years.

Program Leader: Linda Burzynski, President, V/L Service Corp.

CEO Panel:

Keith Gerson, President, PuroSystems Mary Kennedy Thompson, President, Mr. Rooter Plumbing Corporation Steve Greenbaum, CEO, PostNet Intl. Franchise Corp.

12:00 - 1:00pm	Lunch in Sponsor Networking Area
1:00 - 1:30pm	Our Age of Transformation: What's Next in Our High Tech, Global 21st Century World.

In a high-energy, multimedia presentation, Leyden gives audiences a big picture overview of the extraordinary transformation the world is going through right now. He clearly explains the interconnected transformations in technology, the economy, the media, and the fundamental restructuring of the new global order, as well as the sea change in the demographics of America with the rise of the young Millennial Generation and immigrants. America is going through one of the biggest demographic transformations in its history, including a generational transition of epic proportions. Make way for the Millennial Generation, those young people now in their 20s and teens, who are bigger than the Baby Boom generation. Born from 1978 to 1996, these young people are very different than their predecessors - much more optimistic, civic-minded, and group-oriented. They are both the main consumers and producers of the new media of the internet that is superseding the old Boomer media of television and newspapers. Prepare for the Millennials to rework the economy, society, and politics as much as the Boomers did. It's already started. Any business or organization needs to understand how this generational shift is reworking their workforce and their customers today and for many years to come.

Keynote Speaker: Peter Leyden

1:40 – 2:50pm

Concurrent Success Driver Workshops Choose from one of four workshops.

Strong Franchisee Satisfaction

Franchise companies with high levels of franchisee satisfaction grow at an annual rate faster than companies with low satisfaction.* Satisfied franchisees can produce stronger validation and referrals, which produce more prospects and franchise sales. Building a high performance network starts with your selection process. Who is your ideal franchise candidate? How can you identify characteristics that can help you recruit the right and reject the wrong players? How strong is your training program and field support to get your new owner off to a great start? This interactive session examines key franchisee relations topics that can make or break your expansion efforts. These include:

• Establishing a brand culture and communication network with franchisees
• Implementing feedback surveys, recognition and award programs
• Gaining buy-in and support of your system expansion
• Creating a successful franchise referral program
• Structuring a franchisee validation process for maximum impact
• Developing an exit program for helping franchisees sell their businesses

Program Leader: Charlie Simpson, COO, Great Clips

Panelists:

Shelly Sun, President, BrightStar Franchising, LLC Susan Black, Director of Franchising, Super Wash, Inc.

* Annual Franchise Development Report.

Compelling Franchise Program

Today’s competitive landscape for qualified buyers has increased significantly. Industry growth is at record pace, with over 900 new franchise concepts springing up over the past three years.* This means more franchisors competing for less buyers in a tight market. How attractive is your franchise opportunity now? In what ways do you stand out among competitive opportunities? “Tired brand,” “dated concept” or “no legs” are scary labels causing companies to shutter. Does your program still deliver what it takes in this environment, or should you consider changes that can increase buyer interest? How do you approach these challenges? This strategic planning session includes:

• How to respond to today’s buying market
• Reviewing your options, competition, and industry environment
• Identifying and promoting your points of differentiation
• Considering non-traditional approaches and solutions
• Gaining support and organizational buy-in for your changes
• Establishing accountability and focus on deliverables

Program Leader: Keith Gerson, President, PuroSystems

* Annual Franchise Development Report.

Successful Lead Generation

Developing a smart marketing plan in today’s unstable market is tough. How do you determine your best lead sources to attract the right candidates to buy your franchise? Your workshop presenters will address essential drivers to successful lead generation: (1) defining your market of qualified prospects, (2) creating your message that motivates their responses, (3) determining the lead sources that get you in front of them and (4) measuring your results to improve performance. How can we better overcome the current challenges of online recruitment? Are franchise shows really making a comeback? What should you consider in contracting brokers as an additional lead source? Is print still an important part of multi-media advertising, and if so how do you track its effectiveness? What about recruitment PR?

• Building lead generation plans based on industry performance standards
• Producing prospects through free & low cost sources
• Key elements for creating a response-driven website
• Implementing follow-up tools to increase prospect applications
• Developing buyer-driven materials for greater responses

Program Leader: Marc Kiekenapp,Senior Partner, Kiekenapp & Associates

Panel: Jeff Sturgis, Vice President of Franchise Sales & Development,
Fantastic Sams

High Performance Saless

This session is for franchise development executives seeking more tips, techniques and polish in high-performance selling. Session leaders will address seasoned selling topics such as: understanding and capitalizing on buyer motivations and behaviors; selling the opportunity rather than your products and what the business is; qualifying and pre-closing candidates during each step; utilizing interactive assignments that trigger greater candidate involvement; employing winning “power probes” that reveal what candidates really think and want in a franchise opportunity; sending prospects to “reform school” when they stray from your investigation process; developing a strong validation process; positioning and promoting Discovery Day to optimize buyer attendance and higher closing ratios; implementing timely agreement signings through a well-constructed process that prevents delays and lost deals. Other topics include:

• Understanding the psychology of franchise buying
• Creating the profile of the “right” candidate
• Leading the process – the best close starts with the opening.
• How much information do you share with prospects?
• Selling benefits of using the new earnings claims guidelines
• Implementing effective prospect follow-up programs

Program Leader: Jeff Bevis, President, Interiors by Decorating Den

Panelists:

Steve Dunn, Vice President, Denny’s Bill McPherson, Vice President Franchise Sales, FASTSIGNS

2:50 – 3:50pm

Break In Sponsor Networking Area

3:50 – 5:15pm

Development Roundtables

Don’t miss this opportunity to engage with peers on specific drill down topics. Tables will be facilitated by industry leaders and rotate ever 25 minutes to maximize your learning experience. (Registrants will have the opportunity to select round table topics when registering. Most popular will be included.)

Lead Generation Roundtables – Table topics include working trade shows, capturing internet sales, response-driven websites, key technology tools, search engine optimization, high impact promotional materials and ads, successful multi-media plans, targeting local markets, creative marketing ideas, franchisee referral programs, and marketing metrics that matter.

Sales Roundtables – Table topics include recruiting sales talent, compensation, earnings claims, closing deals faster, measuring sales performance, selling prospects in today’s economy, mystery shopping, attracting multi-unit franchisees, candidate profiling, Discovery Day, resales, outsourced sales teams, using brokers, and sales metrics that matter.

International Development/Area Representation Roundtables – International table topics include launching an international program, selecting target markets, how to market your concept, supporting international franchisees, dealing with laws and customs. Area representation topics including types of representation models, how they are typically executed, development roles of franchisor and area representative, initial opening fees and royalty splits, and creating the development agreement.

6:30pm

10th Annual STAR Awards Banquet

Introducing The Franchise All-Star Band! It’s one of the Conference’s Signature Events, with a whole new style. Join us as we honor and celebrate our 2008 Franchise Sales Stars with a night of food, fun, music and dancing.

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8:30 – 9:30am

Concurrent Sessions

Legal Program

Learn about the most important legal issues you will be facing in 2008. Get the inside scoop from the franchisor and franchisee perspective.

• Post mortem on the new FTC rule
• Financial representations ( earnings claims)
• What the multiunit developer or private equity prospect wants from
  the franchisor
• Rapid fire review of trends in key areas
  
  Program Leaders:
  Joyce Mazero, Partner, Haynes and Boone
  Jan Gilbert, Partner, Haynes and Boone
  Kerry Olson, Vice President - Legal, Dairy Queen
  Shelley Harris-Horn, Lead Franchise Examiner, Illinois Office of the Attorney General

Financing to Fuel System Growth

Back by popular demand, it’s money talk with the franchise funding experts! What are today’s most attractive programs for financing franchisees? This past year new and expanding franchisees have been challenged by higher rates, property equity erosion, and tightening qualifications for loan approvals and prime retail locations. What’s the latest scoop on SBA loans, conventional and non-conventional sources, 401K financing, leasing options, special minority lending and inner city programs? What new programs and opportunities are available that may not be on a franchisor’s radar screen? How about funding sources for franchisor growth? Franchise lending professionals will share up-to-date news on money programs and solutions, and field your questions during this financing forum.

Program Leader: Darrell Johnson, CEO, Frandata

9:30 – 11:00am

Gold Minds: Development Power for Greater Success

Our ever popular mindshare finale harnesses development expertise in a team-building format. Experienced development leaders will challenge the group for solutions, as franchise executives collectively pool their sales and marketing strategies in responding to today’s recruitment market. How are the leaders of growing franchise companies leveraging their people, budgets, brands and resources to meet their goals in 2008 and beyond? We conclude this high-energy session with at least 10 takeaways in a stimulating environment of interactive networking and information sharing. Don’t miss this profitable event!

• Session I: Investment levels up to $149,000 - Program Leader: Stan Friedman President, COO, RetroTax™ ACI Franchising, LLC
• Session II: Investment levels over $150,000 - Tom Wood, President & CEO of Floor Coverings International
• Session III: Multi-Concept franchisors NEW! - Program Leader: Rocco Fiorentino, President, United Financial Services Group/Eagle Tax Services