Agenda

Golf Tournament
Separate registration fee required

(Note: separate registration fee required. Please contact Tim Gardner at timg@franchiseupdatemedia.com or 800-289-4232 ext. 213 for sign-up information)

Multi-Unit Franchisee Cocktail Reception & Welcome (Franchisees Only)
Sponsored By: Bill.com EnerAllies, Inc, Lavazza Espression, & Taco Bell Corp

Grab a cocktail and mingle with your multi-unit franchising peers. It’s fun, it’s casual, and it’s the perfect way to start the conference.

Registration Desk Open
Sponsored By: Retro Fitness

Continental Breakfast

OPENING GENERAL SESSION

Welcome:

• Therese Thilgen, CEO and Co-Founder, Franchise Update Media Group 
• 2013 Conference Chairman, Sean Falk, Franchisee, WolFTeaM LLC, Nachogang LLC, Marine
  
  WolFTeaM LLC, Nachogang LLC
  Marine

Keynote:

• Leading In Uncertain Times: What's Your Story? - Peter Guber, #1 NYT Bestselling Author of Tell To Win, Legendary Sports Team Owner, and CEO, Mandalay Entertainment
  The rapid changes reshaping business today require leaders who stay ahead of the curve, embrace uncertainty, overcome FEAR (Guber's "False Evidence Appearing Real"), and take informed risks by "flying in the red zone" where failure lurks, but a greater opportunity horizon lies. Guber credits much of his tremendous business success in volatile times to heading these navigational stakes in five different industries. He draws answers from four decades of acclaim and successes in entertainment, investment, and professional sports.

Coffee Break
Sponsored By: Roetzel

GENERAL SESSION: Healthcare Reform Exchange - Protecting Your Hard-Earned Profits

The ultimate outcome of healthcare reform is one of the greatest challenges facing multi-unit franchisees today. It will have a dramatic impact on your business. Learn what is on the horizon and how to prepare for upcoming changes.

Facilitator: John Metz, President, RREMC Restaurants; CEO, Hurricane AMT; Director, Meyer Metz Capital Partners

Panelists: David Barr, Founder and Chair, PMTD Restaurants; Jeff Lungren, Director Congressional and Public Affairs, U.S. Chamber of Commerce; Mike Kahley, Senior Vice President, Lockton Companies;  Christy Williams, COO, National Association Management Group

Franchisee Only Luncheon - Conversations and Franchise Magic (Franchisees Only)
Sponsored By: Bill.com, Jack in the Box, Lenny's Sub Shop, & McAlister's Deli

During lunch franchisees will have the opportunity to enjoy conversations with their peers and to also continue the discussion from the preceding General Session Program on Healthcare Reform. The Healthcare Reform panelists will be present for a limited time during  lunch to answer pressing questions from franchisees.

Lunch will close with a special presentation, Franchise Magic,  from Philadelphia Eagles' long snapper and Master Magician, Jon Dorenbos.

Augustus 1,2

Franchisor Focused Luncheon: Building Successful Programs for Multi-Unit Growth - Lead Generation Best Practices (Franchisors and Suppliers Welcome)
Gold Sponsor: Benetrends, FISH Consulting, & Service Management Group Bronze Sponsor: FC Dadson, Javelin Solutions, Roetzel, SproutLoud

 What does it take to develop a successful franchise concept that attracts and benefits experienced multi-unit operators? Does your business model complement their growth objectives and work within their organizational infrastructures? Driving successful growth and ROI is vital to both parties. Find out how to deliver the development incentives, operational and real estate support, technologies, marketing, products and brand strength these mega owners require. How committed is your brand leadership to cater to the business expectations of successful, multi-unit operators?

Facilitator: Lane Fisher, Partner, Fisher Zucker

Panelists: Dan Collins, Senior VP of Brand Development, East Coast Wings & Grill; Greg Tanner, National Director of Franchise Development, Aaron's Inc.; Steve Dunn, Sr VP of Global Development, Denny's; Pete Lindsey, VP of Franchising, Sport Clips; Scott Mellon, Vice President of Franchise Sales, Papa Murphy's

Palace Room

CONCURRENT BREAKOUT SESSIONS

• Mega Franchisee Summit: Lessons Burned and Lessons Learned (Discussion)
  There is a special breed of multi-unit operator who oversees dozens, perhaps hundreds of units. They didn’t get there by accident. Hard work, skill, shrewd management, intuition, and a little luck all played a role in their success. If you’re serious about growth and looking to expand your empire, this session is for you. Personal stories of struggle and success, mistakes and victories, are sure to inspire, motivate and lead you to better decisions in growing your organizations to higher level
  Milano Room 1,2,3
  
  Facilitator: Aziz Hashim, President/CEO, NRD Holdings LLC, Dandle Inc.
  
  Panelists: Guillermo Perales, President and CEO, Sun Holdings LLC; Ted Torres, President, Caerus Hospitality Partner; Rob Branca Jr., President, JLC Donuts, Branded Realty Co., Batista Management Co.; Tony Lutfi, CEO/President, MarLu Investment Group; Dawn Lafreeda, CEO and President, Den-Tex Central Inc.; Aslam Khan, CEO, Falcon Holdings; Charles Smithgall III, Chairman and CEO, SEI/Aaron's, Inc.; Michael Kulp, President, KBP Foods; David Grimaud, President and Franchisee, Grimaud Enterprises Inc.; Anil Yadav, President, JIB Management Inc.
  
  

Growing to 10 Units (Case Studies)
Multi-Unit Franchisees consistently say getting those first ten open are the toughest. Find out what it takes to grow to ten units and what it looks like when you get there. Successful multi-unit franchisees who have done it will share insights into HR, marketing, finance, accounting, operations, training, and more. Profit from their success and sidestep their mistakes. Find out what they did right and what they would do differently if they had to do it all over again.

Milano Room 5,6,7

Facilitator: Sean Falk, President, Wolfteam LLC, Nachogang LLC, 2013 Chair, Multi-Unit Franchisee Conference

Panelists: Randy Allen, CFO, Morelock-Ross Group of Companies; Dan Burrell, Area Developer, Jersey Mike's Subs; Gary Avants, Franchisee, Zaxby's; Karim Khoja, CEO and President, Northshore Management Group Inc.

Creating Infrastructure to Support 20-30 units
What does it take to grow to 20 units and beyond? What should your multi-unit organization look like when you get there? How do you sustain growth as a profitable multi-unit operator without stretching beyond control? Two franchisees will discuss how they managed their growth and still do. This session includes insights into HR, marketing, finance, accounting, operations, training, and more. If you are considering adding to the units you already own and operate, this session is a must.

Neopolitan 1,2

Facilitator: Cheryl Robinson, Owner, Sapphire Ventures

Panelists: Michael Knobelock, President and Owner, MSK Enterprises Inc.; Bob Chase, President, Money Mailer Response Marketing; Gary Grace, President, GG Enterprise; Chair, 2009 Multi-Unit Franchisee Conferenc; Jack Hough, CEO and Founder, MSE Branded Foods

CONCURRENT BREAKOUT SESSIONS

• Silver Bullets for Selecting Additional Brands
  How do successful multi-unit and multi-concept franchisees select a new brand to add to their portfolio? If you’re in food, should you add a service or retail concept, or stick with what you know? Here is your chance to learn from multi-brand franchisees. Find out what qualities they look for in a franchisor, how they evaluate earnings claims, analyze franchise agreements, and minimize risks.
  
  Facilitator: Todd Owen, Former VP of Franchise Development, Qdoba Mexican Grill
  
  Panelists: Bryan Seldon, Partner and General Partner, Lone Star Restaunts/Dough Rollers;  Brian Kelley, Franchisee, Hardee's; Frank Cariello, Franchisee, Goddard Schools, Saxby's Coffee, Swiss Farms
  Milano Room 1,2,3
  
  
• Building Customer Loyalty and Profits
  All franchise brands strive to deliver a remarkable customer experience. Why? Because that's how you win customer loyalty. Customer loyalty shows up in greater share of the customer's wallet and higher frequency of purchase. Loyal customers create brand fans, who actively build new customers by sharing their positive experiences and testimonials. You can market all you want, but in the end, customers believe and talk about what they experience. Find out today’s best strategies for attracting and retaining customers.
  
  Facilitator: Steve Baxter, General Manager / Global Mid-Market Solutions, Satmetrix
  
  Panelists: Jason Mann, President, FSSG and Mann's Diversified Industries; Ruth Swanson, VP Marketing, Fantastic Sams International; William Bruce, CEO, Abundant Brands LLC; Chet Kenisell, CEO, Sugar on Top Corporation; Sally Myers, Franchisee, Sizzler, Texas Roadhouse, Richie's Diner
  Milano Room 5,6,7
  
  
• Show Me the Money: Franchise Finance Pitch Session
  Today’s lenders will present their franchise financing opportunities in a fast-paced pitch format. Find out how they are funding deals, and if they could be an ideal money partner for your organization.
  Neopolitan 1,2
  
  
  

• Franchisee Exit Strategies & Succession Planning

  This presentation will focus on what multi-unit franchisees need to think about when contemplating their exit from the franchise—whether through transfer to a family member; selling to their franchisor or to a prospective or existing franchisee; changing flags or even shutting down and walking away. This presentation will help you prepare for your future. How do family franchisee chains build their business with the goal of passing it on to the next generation of family members? Learn how to plan for a business transition that ensures security for you, yet provides continued opportunities for success for your children or other successors. Hear how others have effectively structured a plan in the face of strong family dynamics, inter-generational conflict, sibling rivalry, and other competing needs.
  
  Falilitator: Glen Helton, Senior VP / Global Operations, Burger King
  

  Panelists: Michael Dady, Founding Partner, Dady & Gardner; Dave Glodowski, President, MRG Management Inc.; Loyd Rawls, CEO and Founder, The Rawls Group; Sonny Cohen, Senior Vice President, AFC Enterprises
  Neopolitan Room 3,4
  

Expo Hall Open

Welcome to the opening Cocktail Reception, a great time to relax, talk shop with industry peers and colleagues, and discover a wealth of new franchise opportunities and business solutions.

Registration Desk Open
Sponsored By: Retro Fitness

Continental Breakfast

General Session

• Industry Trends - Darrell Johnson, President, FRANdata
• Multi-Unit Franchisee Magazine MVP Awards
  Multi-Unit Franchisee Magazine’s MVP (Most Valuable Performer) Awards recognize five exceptional multi-unit franchisees.
  Sponsored By:  Comcast Business Class
  
• Keynote: Endeavour to Succeed - Captain Mark Kelly, Commander of Space Shuttle Endeavour's Final Mission
  On January 8, 2011, Captain Mark Kelly would face the toughest challenge of his life when an assassination attempt was made on his wife, former Congresswoman Gabrielle Giffords. His dedication to family and Giffords' road to recovery would captivate the nation. For Mark Kelly, focus equals success – even in the face of adversity. Personifying the best of the American spirit, Kelly is a homegrown hero who was a combat pilot in Iraq, an astronaut on four space shuttle missions, and commander of the final flight of Space Shuttle Endeavour. He has combined teamwork, leadership, communication, and family in an unwavering commitment to succeed. Kelly shows audience how to accomplish their mission while maintaining the love and devotion to family that is the foundation of true success.
  

CONCURRENT BUSINESS SOLUTIONS ROUNDTABLES

• Technologies that Drive Profitability Roundtables: Social Media, Marketing & Mobile Payment Technologies Roundtables
• Customer Building and Retention Roundtables: Loyalty, Customer Acquisition, LSM
• Accelerating the Process of New Store Openings Roundtables: Permitting, Construction, Site Selection, Building format options (inline, conversion)
• Human Resources Roundtables: Background checks, Attracting & Retaining Key People, Profiling, Employee Safety & Loss Prevention
  Augustus Room 1,2
  

Lunch in Exhibit Hall
Sponsored By: Menchies Frozen Yogurt

GENERAL SESSION: Leadership Panel: Driving Franchisee & System Profitability with Private Equity

• Best Practices & Cautionary Tales from Franchisors and Franchisees
  
  Facilitator: Rocco Fiorentino, President & CEO, Benetrends
  
  Panelists: Dina Dwyer-Owens, CEO, The Dwyer Group; Aziz Hashim, President/CEO, National Restaurant Development; Rob Branca Jr., President, JLC Donuts, Branded Realty Co., Batista Management Co.; Gary Robbins, President, G&C Robins Co.; Kathleen Gilmartin, CEO, Interim HealthCare; Jim Lyons, COO, Quiznos
  

CONCURRENT BREAKOUT SESSIONS

• Financial Dynamics and Valuation Trends for the Franchise Industry
  Are you looking to sell a location or locations? Do you really know the value of your network? This experienced group of professionals will teach you how to realistically assess your business for potential divesture. This session examines current and future trends of valuation multiples and how buyers are seeing the market in a variety of industries today.
  
  Facilitator: Dean Zuccarello, President, Cypress Group
  
  Panelists: Ellen Hui, Former CEO, EBR Investments; Dave Smith, CFO, AmRest USA; Giovanna Koning, CFO, Falcon Holdings
  Milano Room 1,2,3
  
  
• Driving Profitability Through Cost Controls
  What's going on in the back of the house? Are you controlling costs to maximize profits? Learn from some of the industry's best to find new ways to keep your costs in line. What tools, systems and processes are helping you become more profitable?
  
  Facilitator: Rene Lacerte, CEO / Founder, Bill.com
  
  Panelists: Glen Helton, Former Senior VP / Global Operations, Burger King; Seth Lucas, Franchisee, East Coast Wings & Grill; Maureen Grimaud, Principal and Franchisee, Grimaud Enterprises Inc., Precision Tune Auto Care; Clyde Rucker, Franchisee, Jack in the Box; Tom Compere, Client Accont Services Manager, RBZ
  Milano Room 5,6
  
  
• Expensive Pitfalls to Avoid when Negotiating New Leases or Renegotiating Existing Ones
  If you've ever walked away thinking you left something on your landlord's negotiating table, this is the session for you. Now is the time to get smarter about negotiating leases – new or existing. You can make your location more profitable before you break ground. You'll leave this session armed with the know-how to find and capitalize on these tenant opportunities.
  
  Facilitator: Ryan Cunningham, President, Javelin Solutions
  
  Panelists: Gary Grace, President, GG Enterprise; Chair, 2009 Multi-Unit Franchisee Conference, Ron Millard, Partner, Redstone Capital Partners; Laurel Wilkerson, Franchisee, Marco's Pizza
  Milano Room 7,8
  
  
  
• ROI Growth Strategies for Integrating Additional Brands
  You've committed to adding a new brand and need to get your organization and infrastructure ready. What are the steps to implement a new brand without compromising the operations and profitability of your existing brand(s)? Get your infrastructure ducks in a row here. Bring your questions to this all-industry forum addressing the intricacies of multi-brand franchise growth.
  
  Facilitator: Madison Jobe, Senior VP and COO, Pizza Inn Holdings Inc.
  
  Panelists: Alan Balen, President, I.B Corporation; Jesse Keyser, Franchisee, Little Caesar's, Sport Clips; Gary Myers, Franchisee, Sizzler, Texas Roadhouse, Richie's Real American Diner; Sherman Lewis, Franchisee, Jack in the Box
  Neopolitan Room 1,2
  
  
• Franchisee Associations and Advisory Councils that Drive System Profitability
  The franchisee-franchisor relationship is the linchpin of franchising success: when it's going well, an organization prospers; when it goes negative, well... Despite the best intentions of both franchisees and franchisor, there are times when the relationship becomes adversarial, or two parties with similar goals honestly disagree on the best way to reach them. Resolving these conflicts with the greater good of the franchise system in mind is not always smooth sailing. That's why some of the best franchise systems use franchisee associations and advisory councils to balance discussions and bring about fair resolution. When franchisees and franchisors are in alignment, everyone wins. Learn the best practices of successful franchisee associations through a frank discussion among the experience franchise associations and advisory council representatives.
  
  Facilitator: Michelle Rowan, President, Franchise Business Review
  
  Panelists: Keith Miller, Chairman, Coalition of Franchise Associations, Owner, Subway of Auburn and Grass Valley; Mark Rinna, President, RRG Inc.; Stephen Stark, Franchisee, Sears Hometown Store; Whayne Hougland, Franchisee, Long John Silver's
  Neopolitan Room 3,4
  

CONCURRENT BUSINESS SOLUTION CASE STUDIES

• Increasing Local Store Sales: (delivering marketing and customer service on steroids)
  As multi-unit operators build out their territory, how do they tailor their marketing to the buying behaviors of the different demographic, ethnic, and age groups they’re sure to encounter? Locations cannot survive on mass media alone. Take charge of the impact on your location at the local level. Step up your marketing and customer service programs to drive the topline - it depends on you. Attend this session and take home some real revenue-generating solutions.
  
  Facilitator: Greg Thomas, Franchisee, Great Clips, Locos Grill & Pub, Smoothie King
  
  Panelists: JD Penland, Franchisee, East Coast Wings & Grill; Dennis Salle, Franchisee, Pita Pit; Marilyn Tokatly, Franchisee, Fantastic Sams; Roger Wilder, Franchisee, Smoothie King
  Milano Room 1,2,3
  
  
• Financing Franchisee Growth through Private Equity and Other Capital Sources
  The needs of a very attractive prospect pool—large, growth-focused franchisees backed by private equity and other investors - beg for a change in thinking by franchisors and franchisees. This starts with the negotiation of the franchise relationship, which is especially well received when the investors business realities. This program focuses on how to build the best negotiation position and the sources making funds available.
  
  Facilitator: Jeffrey Kolton, Principal, Franchise Market Ventures LLC
  
  Panelists: Cary Albert, President, Albert Restaurant Group LLC; Michael Kuryllo, Franchisee, Fantastic Sams; Michael Kulp, President, KBP Foods
  Milano Room 5,6
  
  
  
• Profit Mastery: Focus on Unit Profitability and Performance
  Unit profitability and performance are, at their core, a function of three key drivers: 1) financially astute owners, managers and advisors;  2)  an effective performance management model;  and 3) accurate financials. This session will help you adjust your priorities to fit the times and your budget. You will come away with a performance checklist and tools and techniques to increase unit profitability and performance.
  
  Facilitator: Steve LeFever, Chairman, Profit Mastery
  
  Panelists: Gary Myers, CEO and Chairman, BMW Group; Roger Mongeon, CEO, Turf Holdings Inc.; Tracy Balen, Franchisee, Checkers, Rally's Qdoba
  Milano Room 7,8
  
  
• The 10 Commandments of Top Performing Managers
  How to build a front line that will build your bottom line through better management. Our experts will tell you how and it doesn't cost a lot of money!
  
  Facilitator: Mel Kleiman, Founder and President, Humetrics
  
  Panelists: Al Rodriguez, Franchisee, Sport Clips; Martha Jordan, Franchisee, Subway, Mooyah Burgers & Fries
  Neopolitan Room 1,2
  
  
  

Cocktail Reception in Expo Hall

CLOSING SESSION: Great Brands + Great Franchise Partners = Franchise Partner Profitability

Program Leader: Russ Umphenour, CEO, Focus Brands

Listen to Russ Umphenour as he leads a discussion about how to be a Great Franchise Partner, how to help make your Brand Great, and how to maximize Profitability.  He will talk about your Goals, how to align your goals with your Brand, how to really know the business intimately, how to manage through good times and bad, how to view the business from a Short-term and a Long-term view, and how to think about Exit Strategies.

Russ Umphenour joined FOCUS Brands as CEO in 2008.  FOCUS Brands is comprised of Carvel®, Cinnabon®, Moe's Southwest Grill®, Schlotzsky's® and Auntie Anne’s® with over 3,650 outlets worldwide. Russ has invested over 45 years in the fast food industry, previously as founder and CEO of RTM Restaurant Group. Until the company was sold on July 25, 2005, RTM Restaurant Group was the largest franchisee in the Arby's System with 775 units.