Power UP YoUr BUsiness

with winning strategies & solUtions

MaY 23-24, 2010las Vegas Hiltonlas Vegas, nevada

The Multi-Unit Franchise Best Practices Conference is being held in conjunction with ICSC’s RECon event, the world’s largest gathering of retail real estate professionals.

For more information, visit www.franchise.org or call 202/628-8000.

international franchise associationpresents

MUlti-Unit francHise best practices conference

Dear Friends: Here’s the question that changed forever how I manage my franchise business – “How do you find the time to work on your business and not in your business?” The answer is – “ You don’t find the time, you make the time.” In my 31 years owning and operating franchises, including more than two dozen Great American Cookie, PretzelMaker, Coffee Beanery, and TCBY locations, never have I experienced the magnitude of problems and challenges that franchise business owners face today. As one franchisee told me, “there’s tremendous pressure to hunker down and do nothing.” I firmly believe that “doing nothing” is not an option!! What we can do is work together and learn from each other. That’s why for the last six months I have been working with other franchisees and franchisors to develop an educational program and best practices conference for multi-unit franchise owners. In developing plans for this conference we made one key decision – we wanted to focus on teamwork between multi-unit franchisees and their franchisors. We wanted to put the spotlight on the approaches and solutions that franchisees and franchisors have been taking together to deal with issues like financing growth and credit access, the challenges of going from single-unit to multi-unit and even multi- brand management, finding ways to cut costs and improve margins while staying two steps ahead of the competition, and dealing with landlords to keep real estate costs at an acceptable level. To accomplish this, we organized the conference programming around joint presentations by top, experienced executives – franchisees and franchisors — from many of the best franchise systems in the industry. I was thrilled and deeply moved by the response from these executives when we reached out and asked them to share their experiences, ideas, and best practices with others. The response was overwhelmingly positive – “yes, we will!” “Yes, more than glad to…tell us what you need!!” It is in this spirit of cooperation, sharing and teamwork that this conference has come together. It is also my sincere belief that this sharing and teamwork is what makes franchising the business model of choice, especially during these challenging times. I encourage you to attend the IFA’s first annual Multi-Unit Franchise Best Practices Conference. Join me and other multi-unit franchisees in Las Vegas on May 23-24 as we tap into the knowledge, resources, and business connections that will help you develop winning strategies for your business.

Sincerely,

Doc Cohen, CFEPresident, DOC & Associates (Great American Cookies Franchisee) and Chairman, IFA Multi-Unit Franchise Best Practices Conference

PRogRam

Our program is being held in conjunction with the icsc recon event, the world’s largest gathering of retail real estate professionals.

sunday, May 23, 2010

8:00 am ................................. Registration & Continental Breakfast with Table-Top Exhibitors

8:45 am – 9:00 am .................. Welcome

9:00 am – 10:00 am ................ Opening General Session

The Changing Dynamics of Leadership

Keynote Speaker: Jon Luther, Executive Chairman of the Board, Dunkin’Brands

Multi-unit franchising is one of the fastest growing segments of the franchise business model but it hinges on developing a well-executed multi-unit business plan. A strong leader is critical in staying on track and making sure expansion is a success. This session will address:

• Effective leadership strategies for taking your business to the next level.

• Changes to leadership style you must consider as you expand from a single-unit operation to a multi-unit operation.

• Focusing on growth and profitability while maintaining the quality of the franchise system.

• Creating the best team for your expansion plans — leading with a team approach.

• The importance of communication.

10:00 am – 10:30 am .............. Refreshment Break with Table-Top Exhibitors

10:45 am – 12:00 noon ........... Choice of 2 Concurrent Sessions:

Operational Issues that Make a Difference

• Leadership from the front office to the front line – staying focused on core values, core business, and serving the customer.

• Little things matter – maximizing the customer experience.• Live by the Operations Manual! Everything that touches the customer and

the brand must be operationalized!• Measure, monitor, reinforce – what’s working, what’s not working.• Focus field and administrative support on the most critical areas (quality

control, supply chain, security, cash control, equipment use/maintenance, records retention and legal compliance).

• Continuous training and coaching.• Open communications & transparency, customer, employee, and vendor

feedback (How can we do better?)• Financial Management – timely, accurate, and actionable. Speakers:Aslam Khan, CEO, Falcon Holdings (Church’s Chicken Franchisee); Michael Kuzminsky, SVP, Franchise Operations, US, Church’s Chicken;Steve Greenbaum, CFE, CEO, PostNet International Franchise Corporation; John Francis, Area Developer, PostNet International Franchise Corporation

ifa’s MUlti-Unit francHise best practices conference

MaY 23-24, 2010las Vegas Hiltonlas Vegas, nevada

Jon Luther

We thank the following IFa members for sponsoring this event:

Best Practices for Communicating with Management

• Forums for providing management feedback: marketing committees, FACs, operations committees, product development committees, regional meetings, advertising co-ops, etc.

• Effective use of technology to allow for franchisee input about the system, i.e. corporate Intranet.

• Appropriate channels for optimal communication between the franchisee and franchisor regarding customer satisfaction, service recovery, customer service.

Speakers: Mike Bamrick, CFE, Vice President of Franchising, Jack in the Box;David Beshay, Jack in the Box Franchisee; Melanie Bergeron, CFE, Chairwoman, Two Men And A Truck; Kyle Norcutt, Two Men And A Truck Franchisee

12:15 pm – 1:30 pm ................ Luncheon & General Session Partners for Progress: How to Make Franchisees an Integral and Essential Part of Your Strategic Plan for Success

Guest Speaker: Jim Johannesen, Executive Vice President and Chief Operating Officer, McDonald’s USA LLC

• The meaning of teamwork: how can – and should – franchisors work with franchisees in the strategic planning process?

• Why is it important?• What are the key factors to consider before bringing franchisees into

the process?• What type of impact will including franchisees have on the strategic

planning process? Is there a downside?• How is franchisors and franchisees working in tandem advantageous for

the overall health of the franchise system?

1:45 pm – 3:00 pm .................. Choice of 2 Concurrent Sessions:

Best Practices in Margin Improvements

• Income statement management – knowing your costs.• Profit planning, budgets & cash flow.• Metrics That Matter – cost of goods sold, inventory turnover, accounts

receivable and turnover, costs of goods sold/accounts payable, accounts payable turnover.

• Reports That Matter – daily dashboards, KPI, etc. Know what is happening before it’s too late.

• Benchmarking – comparing your business against prior years, against future plans, against industry standards.

Speakers: Chris Dull, President, NexCen Brands; Joe Delphry, The Athlete’s Foot Franchisee; Leigh Anne Snider, COO, Long John Silver’s; Tabbassum Mumtaz, Apex Restaurant Management, Inc. (Long John Silver’s & A&W Franchisee) Non-Traditional Sites for Multi-Unit Operators

• What are today’s non-traditional sites?• What is the ROI for pursuing non-traditional sites vs. traditional sites?• What is the process and methodology for identifying non-traditional

sites?Speakers: Martin Amschler, VP Franchising, Radio Shack; Kerry Symons, Radio Shack Franchisee; Stuart Mathis, CEO, The UPS Store; Nicole Byrne, The UPS Store Franchisee

3:00 pm – 3:30 pm .................. Refreshment Break with Table-Top Exhibitors

3:30 pm – 5:00 pm .................. Business Solution Roundtables

5:30 pm .................................. Reception with Table-Top Exhibitors

6:30 pm .................................. Dinner

Monday, May 24, 20108:00 am – 8:30 am ............... Continental Breakfast with Table-Top Exhibitors

8:30 am – 9:30 am ............... General Session Obtaining Capital to Grow Your Business: Which Road to Take — Private Equity, Conventional Lenders or SBAModerator:Doc Cohen, CFE, President, DOC & Associates (Great American Cookies Franchisee)

Speakers:David Barr, PMTD Restaurants (Kentucky Fried Chicken & Taco Bell Franchisee); Steve Romaniello, CFE, Managing Director, Roark Capital Group; Bob Bielinski, Managing Director, CIT Corporate Finance• Overview of current access to capital.• Using private equity vs. conventional/SBA financing to achieve growth, unit-by-unit or by acquisition.• Knowing when you are ready. What is a private equity investor looking for? What is a bank or lender looking for?• Finding a private equity group, bank or capital source that is right for you.• Getting ready for the first meeting. What will they ask?

What should you ask?• Using private equity as an exit strategy.

9:30 am – 10:00 am ............. Refreshment Break with Table-Top Exhibitors

10:00 am – 11:15 am ........... Choice of 2 Concurrent Sessions:

Multi-Unit Growth through Multiple Brands• When does the franchisee know when to make the transition from multi-unit to

multi-brand growth?• When does it make more sense to grow within your brand vs. multi-branding?

Determining the company’s ROI and infrastructure required.• What are the advantages of multi-branding? • What are the opportunities and challenges of co-branding?Speakers: Mike Bidwell, CFE, COO, The Dwyer Group; Saunda Kitchen, Mr. Rooter of Sonoma, CA; Boo White, Rainbow International Restoration & Cleaning and Mr. Rooter Franchisee

Keeping Your Shadow on the Business• Finding the right balance between being hands-on and hands-off. How do you

master the art of delegation?• Who is watching your business as you continue to grow? Making sure you have

the right team in place to take care of the business while you are gone.• How do you manage and motivate your team? What sort of oversight and

processes do you need to have in place for your top management?• How do you manage multiple locations and ensure your vision is being executed

in the same way by everyone on your team?Speakers: Ken Walker, CFE, Chairman & CEO, Driven Brands & IFA Chairman of the Board; Phil Collins, Maaco Franchisee; Bryan Brown, Meineke Franchisee; Joel Walker, Driven Brands Franchisee

11:30 am – 2:00 pm ............. Closing Luncheon with Panel of Experts

Moderator: Doc Cohen, CFE, President, DOC & Associates (Great American Cookies Franchisee)Speakers:Jerry Crawford, CFE, President, Jani-King International, Inc.; Tom Enmon, Master Franchisee, Jani-King International; David Barr, PMTD Restaurants (Kentucky Fried Chicken & Taco Bell Franchisee); Ken Walker, CFE, Chairman & CEO, Driven Brands & IFA Chairman of the Board Join us for your last opportunity to share best practice stories and solutions. Our Panel of Experts will provide time for attendees to pose questions to top franchisors and franchisees from some of the most well-known franchise brands.

2:00 pm ............................... Conference Adjourns

Steve Romaniello, CFE

David Barr

Jim Johannesen

icsc reconThe Multi-Unit Franchise Best Practices Conference is being held in conjunction with the International Council of Shopping Center’s (ICSC) Global Retail Real Estate Convention (RECon), May 23-25, at the Las Vegas Convention Center. RECon features a Leasing Mall & Trade Expo which is the largest gathering of shopping center professionals in the world. In addition to the Exposition, the event offers over 50 educational sessions and workshops. RECon provides the opportunity to make deals, form successful partnerships and grow professionally. When you attend the Multi-Unit Conference, you will have access to the RECon sessions at no additional charge. You will be able to interact with ICSC members which include shopping center owners, developers, managers, marketing specialists, investors, lenders and retailers. For more information, visit www.icsc.org/2010SC.

Who should attendThe Multi-Unit Franchise Best Practices Conference is a tremendous opportunity for multi-unit and multi-brand franchisees to learn from industry experts and to share best practices with each other during educational sessions and multiple networking events. The program was developed by a task force of franchisees and franchisors to ensure the topics featured specifically address the challenges multi-unit franchisees are facing operating their businesses in today’s complex marketplace.

Our conference is a “must attend” event for:• Multi-Unit Franchisees• Multi-Brand Franchisees • Area developers• Franchise company CEOs, COOs, Presidents• Franchise company real estate executives• Franchise company sales/development executives • Franchise company finance executives • Lenders• Brokers • Retail Real Estate Owners/Developers • Service providers looking to network with franchisors and multi-unit or

multi-brand franchisees

forMatOur general sessions will feature leading franchising executives sharing their insights on broad issues impacting any type of multi-unit franchisee. Our educational sessions will take an in-depth look at a multi-unit franchisee-related topic and are unique in that they showcase panels comprised of franchisor senior-level executives and their multi-unit franchisees. Interactive roundtables on Sunday afternoon allow attendees time to exchange ideas in smaller groups. Finally, our Panel of Experts will provide time for attendees to pose questions to top franchisors and franchisees from some of the most well-known franchise brands. All of our sessions are meant to be an open exchange of information so come prepared to share your experiences and best practices. We encourage you to bring your questions to the table — our speakers and other participants are dealing with the same challenges as you and may have already developed a solution you can use in your own business. Our program also provides time to meet with franchisors and suppliers during our table-top exhibits. This is a unique opportunity for one-on-one face time with professionals who can help multi-unit and multi-brand franchisees streamline their operations and expand their businesses.

conference Venue All sessions associated with the IFA Multi-Unit Franchise Best Practices Conference will occur in the Las Vegas Hilton which is located adjacent to the Las Vegas Convention Center (LVCC). This convenient location allows for quick and easy access to the ICSC RECon occurring next door in the LVCC. The Hilton is accessible to the LVCC by crossing a service road and there is a climate controlled skybridge that goes to the center. For more information about the Las Vega Hilton visit www.lvhilton.com.

hotel inforMationICSC has a block of rooms at a variety of Las Vegas properties for RECon and IFA Multi-Unit Franchise Best Practices Conference attendees. You may book your room online at one of the ICSC RECon hotels by visiting www.icsc.org/2010SC. The Las Vegas Hilton is adjacent to the Las Vegas Convention Center. Many of the other hotels may be accessed via shuttle service being offered by ICSC.

icfe credits Attendees at the Multi-Unit Franchise Best Practices Conference will earn 300 Certified Franchise Executive (CFE) education credits.

sponsorship opportunities There are several opportunities for franchisors and suppliers to market their brand to conference attendees. Sponsorships vary and many include the chance to set-up a table-top display where participants can interact one-on-one with attendees about their franchise opportunity, services and products. If you want to build relationships and make deals with savvy multi-unit and multi-brand franchisees, this is an opportunity not to be missed. Please contact IFA Conferences & Exhibits Manager, Lynette Darby, at 202/662-0782 or ldarby@franchise.org for more information.

pre-registration Your registration fee includes the following:• Course instruction and materials• Two continental breakfasts• Two luncheons• One reception & dinner • Refreshment breaks • Fully-registered conference attendees will also have access at no charge

to the ICSC RECon, May 23-25, at the Las Vegas Convention Center.

Please complete one registration form per person and submit it with payment by fax to 202/628-0812 or by mail to: IFA’s Multi-Unit Franchise Best Practices Conference 1501 K Street, NW, Suite 350, Washington, DC 20005

You may also register online for this program by visiting www.franchise.org/multiunitconf.aspx.

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

with winning strategies & solUtions

Power UP YoUr BUsiness

REgIStRatIon FoRmFee includes course instruction and materials, two continental breakfasts, two luncheons, one reception & dinner and refreshment breaks. Fully-registered conference attendees will also have access at no charge to the ICSC RECon, May 23-25. Please complete one form per person.

Full Name ____________________________________________________ Nickname for Badge __________________________Job Title _________________________________________________________________________________________________Company ________________________________________________________________________________________________Address _________________________________________________________________________________________________City ________________________________________________________________State ___________ Zip _________________Telephone ______________________________________________Fax ______________________________________________Email ___________________________________________________________________________________________________

q Check here if you do not wish to receive emails and faxes on Conference events and issues of interest.q Check here if you require special assistance to participate. Please specify:______________________________________________________________________________________________

Registration FeesPlease mark the appropriate box to indicate your participation and fees (registration fees are per person): Franchisors q IFA Member .............................................................................$625 q Non-Member ...........................................................................$1,700 Suppliers q IFA Member .............................................................................$1,250 q Non-Member ...........................................................................$2,500 Franchisees Franchisees affiliated with IFA franchisor members qualify for the franchisee member rate. q IFA Member .............................................................................$295 q Non-Member ...........................................................................$590 RECon Attendees* q .................................................................................................Complimentary

Grand Total: $ ______________

*Complimentarypassonlyappliestopre-registeredREConattendees.YourregistrationwillbeconfirmedwithICSCbeforearegistrationfortheIFAMulti-UnitFranchiseBestPracticesConferencecanbeprocessed.

Payment Methodq Check Enclosed Payable to “IFA” (Federal Tax ID #36-6108621)q Credit Card: q American Express q Discover Card q MasterCard q Visa

Account Number ______________________________________________________ Expiration ________________________ Card Member Name _____________________________________________________________________________________ Signature ______________________________________________________________________________________________ Billing Address _________________________________________________________________________________________

Complete and return with payment to: IFA’s Multi-Unit Franchise Best Practices Conference, 1501 K Street, NW, Suite 350, Washington, DC 20005, USA. Fax: 202/628-0812 Questions? Call 202-628-8000

Hotel Information: You may book your room online at one of the ICSC RECon hotels. The Las Vegas Hilton is adjacent to the Las Vegas Convention Center. Many of the other hotels may be accessed via shuttle service being offered by ICSC. For more hotel information and forms, please visit www.icsc.org/2010SC.

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

with winning strategies & solUtions

Power UP YoUr BUsiness

ifa’s MUlti-Unit francHise best practices conference

MaY 23-24, 2010las Vegas Hilton las Vegas, nevada

IFAWS2010