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TUESDAY, April 22 | Pre-Conference
WEDNESDAY , April 23 | Main Conference
7:45AM to 8:45AM CONTINENTAL BREAKFAST - Octavius Foyer
9:00AM to 11:00AM OPENING GENERAL SESSION - Augustus
Welcome: Therese Thilgen, CEO and Co-Founder, Franchise Update Media
& Aziz Hashim, 2014 Multi-Unit Conference Chair and CEO, NDR Holdings, LLC
   John Maxwell, The Leadership Authority
11:00AM to 11:30AM COFFEE BREAK - Augustus Foyer
11:30AM to 12:30PM GENERAL SESSION: People Planning for Growth: Attract, Recruit, Retain - Augustus
12:30PM to 2:00PM FRANCHISEE ONLY LUNCHEON: Outsourcing Discussion - Augustus 1,2
  Growing to 20 Units Growing from 20 – 30 Units Growing Beyond 50 Units
2:00PM to 3:15PM Going from Grandma's Pocketbook to Lender Financing - Milano 5,6,7 Management to Leadership - Neopolitan 1,2 The Right Capital Plans for Growth - Milano 1,2,3
3:30PM to 4:45PM Making the Commitment to Grow - Milano 5,6,7 Executing The Vision - Neopolitan 1,2 People – A Critical Element of Growth - Milano 1,2,3
4:45PM to 7:45PM Cocktail Reception in Expo Hall – Exhibits Open
THURSDAY, April 24 | Main Conference
7:30AM to 8:15AM CONTINENTAL BREAKFAST - Octavius Foyer
9:30AM to 12:15PM GENERAL SESSION: - Augustus
Opening Remarks, Aziz Hashim, 2014 Multi-Unit Conference Chair
State of the Franchise Industry, Darrell Johnson, Franchise Economist & CEO, Frandata
   J.B Bernstein, Legendary Sports Agent and Marketing Pioneer and Inspiration for the Upcoming Disney Film Million Dollar Arm
11:45AM to 12:15AM Legislative Threats to Franchise Business
12:15PM to 1:45PM LUNCH IN EXPO HALL - Exhibits Open
2:00PM to 3:00PM GENERAL SESSION: - Healthcare Update - Augustus
  Marketing Track Financing & Operations Track Relationships Track Growth Track
  Marketing Math - Milano 1,2,3 Secure Financing for Growth:
Large Investments, Acquisitions & Valuations - Milano 5,6,7
Understanding Your FDD & Franchise Agreement - Neopolitan 1,2 Real Estate: Own It, Lease It, Manage It - Neopolitan 3,4
  Marketing Track Financing & Operations Track Relationships Track Growth Track
  Own Your Market For Optimal Local Store Marketing - Milano 1,2,3 Early Growth Capital for Emerging Franchisees - 5,6,7 Exit Strategies & Succession Planning – includes selling units to plan for growth - Neopolitan 1,2 Outsourcing: Why, What, When & How to Implement Workshop - Neopolitan 3,4
FRIDAY , April 25 | Main Conference
9:00AM to 11:00AM CLOSING SESSION: - Milano 3,4,7,8
Develop Your Capital Growth Plan Workshop, For Franchisees and Franchisors
Tuesday, April 22nd, 2014

12:00PM - 06:30PM

Golf Tournament
Separate registration fee required

Join your franchise colleagues at the 2014 Multi-unit Franchising Conference Golf Tournament. The tournament is a premier networking event and a casual forum to strength existing relationships and build new ones with industry decision makers. All players must be registered for the Multi-Unit Franchising Conference in order to participate in the golf event.

Reservation deadline is April 15, 2014

06:30PM - 08:00PM

Multi-Unit Franchisee Cocktail Reception & Welcome (Franchisees Only)

Welcome to all our Multi-Unit Franchisees!

Join your peers for cocktails, hors d’oeuvres, and some lively conversation at our opening franchisee-only event. Relax and kick off your conference experience at a beautiful poolside location.

Sponsored by: Captain D's, LLC; Hungry Howie's Pizza; Massage Envy Spa; Smashburger

Wednesday, April 23rd, 2014

07:30AM - 07:30PM

Registration Desk Open

Sponsored by: Shoney's Restaurants

07:45AM - 08:45AM

Continental Breakfast

Sponsored by: Save-A-Lot Food Stores & Shoney's Restaurants

09:00AM - 11:00AM


Welcome: Therese Thilgen, CEO & Co-Founder, Franchise Update Media & Aziz Hashim, 2014 Multi-Unit Conference Chair and CEO,  NRD Holdings, LLC

Keynote Speaker: John C. Maxwell is an internationally renowned leadership expert, coach, and author with more than 22 million books sold. Dr. Maxwell founded The John Maxwell Company and EQUIP, organizations that have trained more than 5 million leaders in 185 countries. Every year he speaks to Fortune 500 and 100 companies, international government leaders, and organizations such as the United States Military Academy at West Point, the NFL, and the United Nations. A New York Times, Wall Street Journal, and Business Week best-selling author, Maxwell’s The 21 Irrefutable Laws of Leadership has sold more than 2 million copies. Developing the Leader Within You and The 21 Indispensable Qualities of a Leader have each sold more than 1 million copies.

Sponsored by: Popeyes Louisana Kitchen

11:00AM - 11:30AM

Coffee Break

11:30AM - 12:30PM

GENERAL SESSION: People Planning for Growth: Attract, Recruit, Retain

People Planning for Growth: Attract, Recruit, Retain – Does the topic of finding, training, and retaining the right people for your organization keep you up at night? You’re not alone in dealing with this challenge every day, at all levels. Successfully navigating the “people puzzle” is a key factor not only in maintaining, but also in building a growing, sustainable multi-unit company. Our panel of experts will discuss how to assess your internal talent pool, develop people and talent for success, and develop and execute your bench plan for growth.

Facilitator: Robert Branca, President, JLC

Panelists: Charles Smithgall, Chairman & CEO, Aaron's Inc; Roland Spongberg, President & CEO, WKS Restaurant Group; Michael Kulp, President & CEO, KBP Foods;

12:30PM - 02:00PM

Franchisee Only Luncheon - Outsourcing Discussion (Franchisees Only)

Network and share ideas with other multi-unit franchisees during our franchisee-only luncheon. The post-lunch discussion will address the pros and cons of outsourcing, how it can benefit your business, as well as when, how, and where to outsource. Seating will be open or available by industry. Details available when you register.

Facilitator: Aziz Hashim, President & CEO, National Restaurant Development

Panelists: Frank Bonanno, President & CEO, Fifth Avenue Restaurant Group; Dan Burrell, Area Developer, Jersey Mike's; David Ostrowe, President, O&M Restaurant Group;

Sponsored by: 

Checker's & Rally's Restaurants

Costa Vida Fresh Mexican Grill

Modern Business Associates

Moe's Southwest Grill

SIB Development & Consulting

12:30PM - 02:00PM

Franchisor & Supplier Luncheon

Attracting multi-unit franchisees to your brand offers a big opportunity for growth. You’ve got a plan in place but you’re not signing as many franchisees as you would like and are not sure why.  How can you improve to stand out from the competition? During this session you’ll learn best practices for attracting, educating and signing multi-unit franchisees.

Facilitator: Marc Kiekenapp, Owner, Kiekenapp & Associates

Panelists: James Sullivan, Senior Vice President of Domestic Franchise Development, CKR; Scott Iversen, Vice President of Marketing, Toppers Pizza; Brian Sommers, Vice President of Franchise Development, Jersey Mike's; Todd Evans, Vice President of Franchising, Aaron's

Sponsored by: Service Management Group (SMG)

02:00PM - 03:15PM

Afternoon Breakout Sessions

These sessions have been created to provide education and encouragement based on the size of your franchise organization. You’ll learn from our panels of experts about the logistics, nuts and bolts, emotions, and challenges they experienced as they expanded their franchise organizations. Sessions are divided into three tracks for franchisees of the following sizes:

  • Track 1 – Growing to 20 Units
  • Track 2 – Growing from 20 to 30 Units
  • Track 3 - Growing Beyond 50 Units

Track 1: Moving from Grandma’s Pocketbook to Lender Financing – Many franchisees started their business using cash on hand, credit, or money from family and other “angels.” Learn the ins and outs of how to transition your franchise organization from mom-and-pop funding to structured lender financing. What steps must you take before you present your organization to lenders. A panel of financing experts will discuss how to organize and package your finances, budget, growth plans, and management team in the most effective way to increase your success with any lenders you approach.

Facilitator: Rob Parsons, Managing Partner, Synergy Dining Group

Panelists: Rick Crews, President, Doctors Express; Kyle Norcutt, Owner, Two Men & A Truck; John Russell, Owner, Wireless Zone

Track 2: Management to Leadership – As your franchise organization grows, you must look for ways to let go of managing the daily business and learn how to lead your company more strategically. The panel will share their own experiences in letting go and learning how to make the hard decisions, both logistically and emotionally. They will discuss how to share your long-term vision, step back from involvement in day-to-day operations, and how to implement new systems and processes to create an environment of change – and how it all affects the bottom line both during the process and afterward.

Facilitator: Gary Robins, President, G&C Robins Co.

Panelists: Yaron Goldman, Owner, Southern Deli Holdings; Steve Adams, CEO, U.S. Retail Inc;

Track 3: The Right Capital Plans for Growth – You have a solid growth plan in place and you’re ready to take action. All you need is the right financing. But what is the “right” financing? Traditional or non-traditional? Equity or debt? How much is enough without incurring too large a debt/equity ratio? How much control/ownership are you willing to give up to achieve your longer-term goals? And are you ready to present your company’s culture, people, and financial plan to lenders so they see your value as an investment opportunity? Learn the steps you must take to present your organization as the #1 candidate to secure the financing you need to grow.

Facilitator: Robert Branca, President, JLC

Panelists: Michael Knobelock, Owner, MSK Enterprises; Tony Lufti, President & CEO, Marlu Investments Group; Dawn LaFreeda, CEO/President, Den-Tax Central

03:30PM - 04:45PM

Afternoon Breakout Sessions

Track 1: Making the Commitment To Grow – How do you know you’re ready to grow? Are you satisfied with a handful of locations and a good golf game? Do you have the right people in place to succeed? Learn from a panel of experts what you must do to prepare for growth – and how to make the necessary changes, both organizationally and personally, to develop your strategies and build a management team ready to run a larger company with a growth-oriented culture.

Facilitator: David Ostrowe, President, O&M Restaurant Group

Panelists: Don Davey, Owner, Firehouse Subs; Steven Starke, Owner, JABEZ - Sears Hometown & Outlet Store

Track 2: Executing the Vision – Now that you’ve made the decision to grow, learn how to make it happen. This panel will address how to establish a culture of growth to execute your new expansion strategies. How do you make the difficult decisions about positions, people, and processes? Do you further develop your existing brand, invest in new ones, or both? To succeed, you’ll need to grow your infrastructure, budget, and capital. Learn how to bring all the pieces together – from the highest level to the nuts and bolts – to expand your current operation to match your vision. 

Facilitator:  Sean Falk, President, Wolfteam LLC

Panelists: Karim Khoja, President & CEO, Northshore Management Group; Greg Parker, Area Developer, Workout Anytime; David Newman, CEO/President, Newman Investments

Track 3: People, the Essential Element for Growth – Spend a “day in the life” of large multi-unit franchisees and learn what they think about, how they plan, what gets them out of bed in the morning, and what keeps them up at night. Our panel of multi-unit operators will share their experiences on culture, core values, work/life balance, implementing change, and the similarities and differences between managing a smaller and a larger multi-unit or multi-brand organization – especially in the areas of your people needs (talent development, compensation, and retention). Learn to avoid “rookie mistakes” as you prepare yourself and your organization for growth at the pace you need to succeed 

Facilitator: David Grimaud, President, Grimaud Enterprises Inc

Panelists: Maureen Grimaud, Principal, Grimaud Enterprises Inc; Russ Berner, Vice President of Restaurant Operations, Quaker Steak & Lube; Guillermo Perales, President/CEO, Sun Holdings LLC; Aslam Khan, CEO, Falcon Holdings

04:45PM - 07:45PM

Cocktail Reception in Expo Hall - Exhibits Open

Thursday, April 24th, 2014

07:30AM - 08:15AM

Continental Breakfast

Sponsored by: Save-A-Lot Food Stores & Shoney's Restaurants

07:30AM - 07:30PM

Registration Desk Open

Sponsored by: Shoney's Restaurants

08:30AM - 09:15AM

Business Solution Roundtables

Facilitator: Madison Jobe, Consultant, Pizza Inn Holdings

09:30AM - 12:15PM

General Session

Introduction – Aziz Hashim, 2014 Multi-Unit Conference Chair & CEO, NRD Holdings, LLC

Economic Trends – Darrell Johnson, Franchise Economist & CEO, Frandata

Keynote Speaker – J.B Bernstein,  Legendary Sports Agent and Marketing Pioneer and Inspiration for the Upcoming Disney Film Million Dollar Arm 

10:00AM - 11:30AM

MVP Awards
2014 MVP Awards

Multi-Unit Franchisee Magazine’s MVP (Most Valuable Performer) Awards recognize five exceptional multi-unit franchisees.

Sponsored by: Comcast Business

11:35AM - 12:15PM

GENERAL SESSION: Legislative Threats to Your Franchise Business

Facilitator: Aziz Hashim, President & CEO of National Restaurant Development

Panelists: Steve Romaniello, Managing Director at Roark Capital Group;

12:15PM - 01:45PM

Lunch in Exhibit Hall - Exhibits Open

02:00PM - 03:00PM

GENERAL SESSION: Healthcare Update

Healthcare 2014: Clarifying Misconceptions & the Latest on the ACA

This educational and solutions-focused session will provide strategies for how to deal with new healthcare laws and help you understand what you should be doing today to prepare. An expert panel will clarify misconceptions about the ACA such as “pay to play,” who’s included, and respond to questions from attendees; discuss the bill’s most recent developments; and present scenarios of how multi-unit operators are dealing with the onslaught of regulations. Should you handle the ACA yourself or hire someone – and who? Learn how to manage and communicate with your employees, as well as what questions you should you be asking your franchisors.

Facilitator: David Barr, Chairman, PMTD Restaurants LLC

Panelists: Mike Kahley, Senior Vice President, Lockton Companies; Don Fox, CEO, Firehouse Subs of America; Jeff Lungren, Director of Congressional & Public Affairs, U.S. Chamber of Commerce

03:15PM - 04:00PM


Our afternoon breakout sessions follow four tracks: Marketing, Financing & Operations, Relationships, and Growth. You may choose to follow one track or attend the sessions most important to you and your organization.

Marketing Track: Marketing Math – You’re contributing to the ad fund, but still need a sales lift at the local level. What are the practical and financial implications of a local store marketing (LSM) program? How do you decide where to allocate dollars? How to execute and evaluate effective program returns? When is the timing right to add a person dedicated to local store marketing – or should it be the responsibility of your managers? A panel of marketing pros will share their experiences for implementing successful local marketing programs and the numbers behind making it work.

Facilitator: David Buckley, CMO, Sears Hometown & Outlet Stores

Panelists: Jason Mann, Owner/Area Representative, Planet Smoothie & Tasti d'Lite; Randy DuBoise, Owner, Meineke; Christina Coy, Director of Marketing, Pie Five Pizza

Financing & Operations Track: Secure Financing for Growth, Large Investments, Acquisitions, and Valuations – You’ve set the bar to grow your current multi-unit organization into a larger enterprise by adding new units, territories, and/or brands, and you’re looking for new ideas to help achieve this goal. Learn from a panel of financing experts how to evaluate acquisition opportunities, valuate single and multiple locations, and secure the optimal type and amount of funding to make it happen for your organization.

Facilitator: Jeff Sturgis, Chief Development Officer, McAlister's 

Panelists: Ted Torres, President, Caerus Hospitality Partners; Mike Record, SVP/Manager of Program Finance, Wells Fargo Bank; John Draper, Partner, Cottrell McNeal Group

Relationships Track: Understanding Your FDD & Franchise Agreement – Does anyone really understand every sentence in their FDDs and franchise agreements? Learning to decode these critical documents can be a tremendous advantage in negotiating better deals with franchisors. Bring your toughest questions to this interactive session, get useful answers from a panel of experts, and improve your bargaining position going forward.

Facilitator: Keith Miller, Owner, Subway

Panelists: Aaron Sills, Owner, Colors on Parade; Michael Dady, Franchisee Lawyer, Dady & Gardner; Lane Fisher, Partner, Fisher Zucker;

Growth Track: Real Estate – Own It, Lease It, Manage It – How do you make real estate decisions that are right for you, no matter what size your organization is today? Should you lease or consider buying a property? When is the time right to move your real estate management from an Excel spreadsheet to a formal management program? Should you hire an outside real estate expert? What kind of help, if any, can you get from your franchisors? A panel of real estate pros will help you identify the best choices, opportunities, pitfalls, and timing for making the most of your real estate options.

Facilitator: Mike Parkhill, Director of Real Estate & Finance, Jersey Mike's

Panelists: Spencer Smith, President & CEO, Smith Group; Glen Lax, Owner, Uncle Maddio's Pizza Joint; Abid Khutliwala, Owner, Checker's T-Mobile

04:15PM - 05:00PM


Marketing Track: Own Your Market For Optimal Local Store Marketing – The benefits of an effective local store marketing (LSM) program are generally well understood. But what steps (and at what cost) should you take to fully understand LSM and “own your neighborhood”? How do you measure the ROI of an LSM program? Learn from a panel of marketing experts who will share ideas, best practices, and tools that will help you fully own your market to steal visits from the competition and drive top-line sales.

Facilitator: Heather Neary, CMO, Auntie Anne's

Panelists: James King, Operating Partner, GT Mid-States LLC, Josh Dexter, Owner, Dunn Bros. Coffee; Matt Graham, Marketing Director, Jiffy Lube;

Financing & Operations Track: Early Growth Capital for Emerging Franchisees – Opportunities abound to grow your business with capital programs that don’t give away the farm. After all, you’ve started the business to be your own boss, so why give away control to expand it when you don’t have to? Among the many options available for growth funding, learn which best suit your needs – and how to choose which will work best for you to achieve your goals and maintain the level of control you want. Learn from a panel of experts who will share their experiences working with a variety of financing options.

Facilitator: Ellen Hui, Managing DirectorNational Franchise Sales

Panelists: Bob McQuillan, President, Hand & Stone Massage; Angelo Crowell, CEO, Kalo Restaurant Group; Kim Crowell, PresidentKalo Restaurant Group; Mike Record, SVP/Manager of Program Finance, Wells Fargo Bank

Relationships Track: Exit Strategies & Succession Planning – Are you prepared for the next step in the evolution of your organization – whatever it may be? Planning to take your organization to the next level and need to sell some locations to properly prepare? Building a legacy organization to turn over to your children so you can retire confidently? Take on a partner and phase out of the business? Sell it to the highest bidder and walk away, or to the buyer most likely to retain the culture (and team) you’ve so painstakingly built? This session is geared to help you explore your options and implement a program to achieve your desired outcome.

Facilitator: William Bruce, COO, Abundant Brands

Panelists: Greg Cutchall, President & CEO, Cutchall Management; Dean Zuccarello, CEO/Founder, The Cypress Group

Growth Track: Outsourcing – Why, When, What, and How? – You’re growing and can no longer do it all – or perhaps no longer want to. Should you grow your infrastructure – and at what cost to your G&A? Should you outsource to any of the growing number of companies eager to take on some of your load – for a price? How do you evaluate the pros and cons? Choose what to outsource? Evaluate outside vendors and consultants? When is the time right, and how do you integrate outsourced services into your existing structure? Get all these questions and more answered by a panel of pros.

Facilitator: Dan Burrell, Area Developer, Jersey Mike's

Panelists: Aaron Sills, Owner, Colors on Parade

05:00PM - 07:00PM

Cocktail Reception in Expo Hall - Exhibits Open

Friday, April 25th, 2014

09:00AM - 11:00AM

CLOSING SESSION: Develop Your Capital Growth Plan Workshop For Franchisees and Franchisors

This final session takes what you’ve learned on the two previous days about people, infrastructure, capital, culture, and more, and wraps it all up in a neat package lenders are sure to love. In this highly interactive workshop, you’ll learn what types of materials, data, and other information are needed to showcase your organization’s growth plan and make it stand out from the competition. You’ll leave this session prepared to present your organization to stakeholders, lenders, and investors in the best possible light. Are you ready to grow?

Facilitator: Michael Kulp, President & CEO, KBP Foods

Panelists: Jeffrey Kolton, Principle, Franchise Market Ventures; Anil Yadav, President, JIB Management; Nick Cole, Executive Vice President, Wells Fargo Corporate Banking Group


  • "The success and depth of knowledge of fellow attendees motivates me more than any other conference I attend."

    Grant Simon, President, Simon Clips

  • "A wonderful show with great speakers and terrific information. The topics covered really hit home to us in the franchisee community, and it was delightful to meet other similar minded, industrious entrepreneurs."

    Ted Torres, President, Caerus Hospitality Partners

  • "Listening to franchisees of all sizes from brands across the franchise industry has made me recognize the need to improve our franchisee training and support programs."

    Madison Jobe, COO, Pizza Inn

  • "Each year I learn more about the challenges facing franchisees. I take the knowledge and improve my product that allows me to better support our franchisee and franchisor partners."

    Tom Epstein, CEO, Franchise Payments Network

  • "The multi unit franchising conference is an absolute must attend for people who are serious about their business and franchising. This is by far the most productive conference that I go to."

    John Hotchkiss, Partner, L&M Restaurant Group