800-847-5763 www.MGMT2000.com

TRAINING SEMINARS

“This program was very thought provoking. It emphasized the importance of consistent, standardized processes & how the meticulous application of the right processes, will bring about successful results.”Premila VishwanathYum! Brands

I loved the program. The ideas and tools are relevant and easy to implement. I will be able to use them personally and also teach these principles to my team of consultants. Katie RiordanGreat Clips.

Excellent –the most informative session I have ever been to. John ZimmermanSteamatic

I learned what questions to ask and how to control the process, rather than allowing it to control you. Vanessa FoxJack in the Box Inc.

I learned how to engage the candidates’ feelings through questions, media and every conversation. I would recommend it to any company which wants to improve their franchise recruitment system. Dave GrahamGodfather’s Pizza

A fantastic course designed with the franchisor and their goals, in mind. I thoroughly enjoyed the learning process – being taught how to learn and how to teach others to learn. This was a great course and a tremendous learning experience. Aaron AbramsMolly Maid International

I just wanted to let you know how much the team and I got out of the seminar last week. It was time well spent. Your insights into the franchise world were enlightening beyond my expectations.Mike HedemannAaron’s Franchise Real Estate & Construction

OUR ENLIGHTENEDATTENDEES

Bob Gappa - The Founder and CEO of Management 2000 has had 35 years’ experience in helping individuals and companies develop personal skills and systems for improving their performance. His dedication to the franchise business strategy has been very strong over the years. Bob has served as the Director of Education for the International Franchise Association [IFA], and he has lead and guided numerous Brands to increased profits and success. Bob has been involved in several franchise concepts, bringing to Management 2000 clients a perspective of the Franchisee in addition to his other franchise expertise.

Andrew Erskine - Vice President of Management 2000. Andy is an expert at developing successful strategies and tactics involving; technology, people behaviors, philosophies and processes and he has used these talents to assist Brands improve their results. With his extensive background in developing websites, SEO, digital marketing, public relations, Social Media, etc. he has persuaded many Brands to change their marketing methods to bring their Brands into the 21st Century. Andy has also worked for several franchise Brands and this experience brings a unique perspective to his approach when consulting clients.

SEMINAR LEADERS

Improving Your FranchiseDevelopment Process

800-847-5763

Benefit of This Seminar:This seminar is designed to help you grant franchises to qualified individuals and groups who believe they can achieve their personal and business goals by becoming your Franchisee/ Strategic-Partner.

You will learn and leave knowing:Generating & Qualifying Inquiries & Leads• 6 Steps to complete prior to Marketing the

franchise• 12 Qualifying Questions to use with leads• Website design• Participants’ Websites Evaluated• Lead Tracking• Scripts• Closing on the first call• Strategies for spending your lead generation

budget• Using PR, SEO, PPC, & Social Marketing• Franchise Expos• Deciding markets of highest opportunity• How to define the profile of a qualified lead• Sources for locating the qualified leads• Strategies for getting leads to respond

Turning leads into candidates – How to qualify• 12 Key elements in the Recruit System• The 5 Question Close• Components of a successful “Qualifying Process”• Top 10 Reasons people join a franchise• Leveraging on-line tools• Candidate interaction• Actions to build trust & Rapport

Turning Candidates into new franchisees[Helping people make a decision] • What the candidate must know and do to make a

decision• What the franchisor must know and do to make a

decision• What must be done together to make a decision• 16 Key influences on candidates• The importance of involvement & interactivity

with candidates• How to use candidates’ emotions and

motivations to close deals• How to make the FDD & Franchise Agreement

helpful & positive

Effective Processes, Tools & Techniques  • What is Franchising? [Article]• Request For Information and Consideration• Decision Making Check List• Personal Goals Drive Business Goals• On-Site Experience• Discovery Day• FAQs• Face-to-Face Interview• FDD & Item 19• Testimonials• Culture; Mission, Vision• Brand: promise, promise, PurposeWrap-up & Evaluations

The value you will leave with:A Workshop Manual with sample forms, checklists, processes, and PowerPoint slides to be used later. These materials include a very valuable model for dealing with franchise development from initial inquiry to the close, signing of the Agreement and the transition to your Operations team.

150 CFEEDUCATIONCREDITS

“M2000 presents complicated

techniques in an understandable

& defined process. Tremendous

help in defining “process for

performance enhancement.”

Greg BrooksIntelligent Office

How To Become A More E�ectiveField Consultant, Coach & Mentor

150 CFEEDUCATIONCREDITS

Benefit of This Seminar:This seminar is designed to:• Provide new Field Consultants with the beliefs,

behaviors, processes, tools, techniques, and forms to be successful.

• Provide existing Field Consultants with some new ways of believing, thinking, and acting when dealing with franchisees.

• Providing both new and existing Field Consultants with the opportunity to interact with one another and exchange best practices.

• Provide participants the opportunity to get new ways of solving new and recurring problems.

• Provide participants the opportunity to learn from the experience of the seminar leaders.

• Learn and develop new and existing skills, knowledge and abilities needed to be an Effective Field Consultant, Coach and Mentor.

Field team members are the most critical link between you and your franchisees. They need to be viewed as business consultants and business coaches rather than “cop inspectors”. The seminar is designed to help improve your ability to make a difference with your Franchisees.

You will learn and leave knowing:Understanding the Field Consultant/Franchisee Relationship

• Understanding and explaining franchising as both Brand Building and achieving personal goals

• The correct understanding of the Initial Fee and the Royalty Fee

• Understanding the difference between “giving advice and recommendations” and consulting

• How to have a “perception clarification” meeting with franchisees

• Help franchisees see the value of following your system

• How to become a “Valued Advisor” to your franchisees

• Helping franchisees understand their role in the franchise system

Defining the Job, Role, and Function of Field Team Members

• How to get alignment about your job, role and function

• How to communicate the reason, purpose, and result of a franchised business to your franchisees

• How to have a common understanding of the “business of business”

• How to be perceived as helping franchisees improve their results

• How to become a business consultant to your franchisees

• The “Consultant” approach vs. the “Inspector” approach

• How to get cooperation when there is a “them/us” attitude

• How to focus franchisees on the critical elements of managing the business

• How to get franchisees to “discover” what they need to do, without you telling them

• How to build trust and rapport with franchisees

Building Strong Communications with Franchisees

Consulting and Coaching with Franchisees to Help Build Their Business

Problem-Solving with Franchisees

The value you will leave with:A Workshop Manual with sample forms, checklists, processes, and PowerPoint slides to be used later. These materials include a very valuable model for consulting, coaching and mentoring your franchisees.

Strategies for IncreasingFranchisees’ Unit Revenue & Profits

www.MGMT2000.com

150 CFEEDUCATIONCREDITS

Benefit of This Seminar:This seminar is designed for individuals and teams who are primarily responsible for helping franchisees achieve one of their primary goals: increase revenue and profit. New products can result in increased revenue. Controlling costs can increase profit. But the greatest driver of increasing revenue comes from creating and retaining very satisfied, frequent user, promoter customers. This is true for all businesses, B2B & B2C.

Today, most franchisees are focused on increasing revenue and profits. But, there is a better way of getting there. That better way is by creating feelings within each customer, every time, resulting in their becoming more loyal and more frequent users of your Brand. This seminar gives practical “how to” strategies and tactics participants can use immediately.

The key is to constantly work at understanding what customer’s value, designing experiences to deliver that value, and having team members execute the experiences. The seminar provides participants with practical ways of measuring customer and team member perceptions of your Brand.

Think how much more revenue and profit you could make if:• More first time customers were retained and became frequent users• Existing customers came in more frequently• A high percentage of customers influenced their friends and families to do business with you• Your team members were committed to creating the best experiences for your customers• Your team members loved to work in your business and thought it was a great place to work.

This seminar will help you help your franchisees to create great customer experiences that drive revenue and profits.

What if you, like past attendees, after attending this seminar, could help franchisees increase customer retention by 10%, average ticket by 10%, and frequency by 10%.

Assumptions [make your own] make the seminar worth attending• Number of new customers per 12 month period, per location = 1,000• New Customer Annual Retention currently, per location = 50%• Average new customer ticket currently, per location = $32.00• Annual new customer frequency, per location = 6 visits• 1,000 X 50% X $32.00 X 6 = $96,000 per location. Participants will leave the seminar with specific action items they can implement immediately on how to increase retention, average ticket, and customer frequency.

You will learn and leave knowing:•The Evolution of our Culture & Economy• Understand the Keys to creating and retaining

customers• How your Culture is your Customer Experience• Profit & Growth Process

Fees Include:• Morning Continental Breakfast• Morning and afternoon refreshments• A gourmet lunch• Seminar materials designed by our experts to

enhance your learning and the take away value of the day and include useful aids to increase Franchisees' Unit Revenue and Profit.

• The ability to call our seminar leaders after the seminar if you have questions on how to use the materials and content covered during the session.

Bring M2000 Seminars In-House & Everyone Benefits!

M2000 o�ers a wide range of continuing education programs for professional development. Meeting the requirements of the program and completing the course of study leads to the Certified Franchise Executive (CFE) designation.

If you are a CFE, a CFE candidate, or interested in learning more about the CFE program, please contact Management 2000 today.

Management 2000 offers a variety of seminars to support many of the topics we consult to. All are available as In-House Programs, customized to meet the client’s specific goals. Comments from a few of our In-House sessions:

Comments:

•Showed me how to focus on effective ways to work with franchisees.

•Understand the needs and wants of the Franchisee so I can achieve a “win-win” for both of us.

•Outstanding value! I wish I could have attended earlier – but it is never too late!

•Provided a clear path with effective techniques I can adopt immediately.

•How to approach situations, how to define the Franchisees and my obligations, and how my role presents value in the relationship.

•The concept of ILWED™ – Income, Lifestyle, Wealth, Equity, Debt elimination and how it affects behavior.

•I must stop telling franchisees what they should do and I must concentrate on asking questions to discover their personal goals and show them how these goals will lead to achieving their business goals.

•The importance of removing “I” and “should” from my vocabulary. Say, “Help me understand”. I’m actually looking forward to having difficult conversations in order to practice my new skills

Comments:

•The concept of “Customer Focus” should be embraced if a Brand is to survive, let alone grow.

•Never realized how important a Mission Statement is in developing culture.

•Need to change cultures when referring to the franchisee: “Brand Partner” is much more effective than “owner” We need to understand that the customer owns the Brand. This was a revelation!

•A great session. I learned to regard problems as opportunities.

Comments:

•Please come back and see us again!•Awesome 2 days. Incorporated humor with real life experiences and passion.

•Gave me a 21st Century approach to customers and Customer-Centric focus.

•Like the challenge to think differently.•Opened my eyes to how asking questions can get to the root of the problems.

•Loved the Role Plays. Helped us understand how to use the new concepts.

800-847-5763Visit www.MGMT2000.com for seminar dates & locations

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GODDARD SYSTEMS,INC.

FRANCHISOR OF THE GODDARD SCHOOL