Workshops
Join your colleagues for pre-conference workshops during the 2011 Franchise Leadership & Development Conference in Atlanta! Pre-conference workshops are extended learning sessions that take place on Wednesday.
9:00AM TO 4:00PM
Franchise CEO Summit
Ensuring You Have Highly Successful Franchisees
(Franchise Presidents and CEOs Only)
It isn’t exactly a newsflash that today’s business environment is a challenge. In fact, the challenging environment has been going on for so long that the time for reactive solutions or hoping that things will get better has passed. Now is the time for rethinking old ways of doing things, for a more proactive approach and for a more disciplined and better prepared executive team capable of both new thinking and new ways of working.
A key issue franchise CEO’s face is ensuring new and existing franchisees are highly successful. More than protecting existing royalty revenues, this is about gaining a competitive edge by producing the types of results that make your current franchisees tell your prospective ones that the risk is lower and the returns are higher if they go with you. In this environment, the strongest franchisees and hence franchisors will prevail. And one key strategy in making sure both succeed is franchisors becoming much more proactive and responsive to the needs of their franchisees.
In this one day workshop we will roll up our sleeves and tackle this issue.,We will frame the issue and CEOs will work with their peers to craft a tangible plan they can follow after the workshop to insert this as a core strategy in their business. A key deliverable of the day is leaving with a plan to discuss and evolve with your executive team regarding how to take franchisee success to an entirely different level. Including measuring the ROI of doing so. And leaving the competition behind.
Program Leader: Otis Woodard, Founder, The Leadership Forge
9:00AM TO 12:00PM
Mastering Franchise Sales
(Open to all)
For emerging and experienced development and sales professionals, and a must workshop for new franchise organizations. Are you seeking an accelerated course for closing qualified candidates? How do franchisors sell their first franchises? How can more established franchisors looking to revitalize their recruitment make it happen? How do you deal with hesitant buyers in today’s market? Do you want to avoid costly selling mistakes that scare buyers away?
What are legal land mines we need to know about and how to prevent them? We all hear about the “New Norm” for selling franchisees. What does this mean, and what if anything should we modify in our sales and lead generation efforts to be more successful?
This interactive session addresses the basic “how to’s” of constructing a franchise development program. The workshop embraces the fundamentals of franchise recruitment necessary for any growing franchise system. Our session leaders will share the keys to building successful franchise growth. Franchise recruitment is
a counter-intuitive selling process, and adapting to this reality is essential.
Discover the success keys for the initial prospect contact and prequalification, program review, franchisee validation, FDDpresentation, Discovery Day event, andgranting of your franchise. Learn powerful relationship-building techniques and utilize closing methods that begin with your first conversation.
Program Leaders: Marc Kiekennap, Principal, Kiekenapp & Associates, Jeff Sturgis, President, Franchise System Advisors
Panelist: Lane Fisher, Partner, Fisher Zucker
1:00PM TO 4:00PM
Achieving High-Performance Sales Management
(Franchise 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 … credit issues and hesitant buyers? How do franchise organizations and individuals develop comprehensive deal strategies to conquer today’s complex sales environment? This dynamic workshop tackles these 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 employing technology intelligence to help identify, monitor and correct performance challenges in your sales and marketing efforts, and establishing milestones and metrics to guide you and your team in achieving your development goals
Program Leader: Steve Dunn, Vice President of Development, Denny’s
Panelists: Greg Vojnovic, VP Development, Popeye’s; J.D. Sun, Co-Founder, Brightstar
1:00PM TO 4:00PM
Developing Successful Programs for Multi-Unit Franchise Growth
(Open to all)
How do successful multi-unit franchisees find, investigate and buy additional brands? 52% of today’s franchise units are now operated by multi-unit franchisees, and experienced multi-unit operators continue expanding in spite of the economy! These high achievers seek opportunities to grow existing brands and diversify their portfolios by adding new franchise concepts – including non-food retail and service brands. So, how do franchisees shop for additional franchise opportunities, and what components of a franchise system do they look at?
What are the best marketing sources for attracting these business builders? What type of research do they do? What turns franchisees on and off to potential brands? What are FDD deal breakers? Learn how to recruit these mega franchisees and what characteristics are needed to succeed.
Program Leaders: Rocco Fiorentino, President, Swiss Farms Stores; John Metz, President, RRMEC Restaurants
Panelists: Shawn Caric, Franchising Manager, Dunkin’ Donuts; Aziz Hashim, President & CEO, National Restaurant Development; Greg Thomas, President, Parkside Ventures, Anthony Calamunci, Partner/Franchise Law Group, Roetzel & Andress