GO BOOK - FranConnect
Transcription
GO BOOK - FranConnect
May 18-20, 2016 Gaylord National Resort and Convention Center National Harbor, MD GO BOOK THANK YOU TO OUR SPONSORS NUM GO 2 DIAMOND PLATINUM GOLD SILVER GO Welcome Dear FranConnection’16 Guests, On behalf of our esteemed speakers, our sponsors, and the FranConnect team, we would like to personally welcome you to FranConnection’16! This year’s event occurs at a time that is both exciting and challenging for franchising. Our industry growth rate continues to outpace that of the general economy driving demand for existing franchisors and new concepts. This speed of change can often be accompanied by unforeseen challenges and resistance from all that are affected. Now, more than ever, collaboration is a critical component of our collective success. We hope this year’s FranConnection provides a robust forum for the free flow of ideas and information as we tackle these important subjects. We are honored and excited to have such highly regarded keynote speakers and panelists join us for this year’s event. It’s amazing how many pioneers and innovators there are in franchising and we are lucky to have attracted the best and brightest to FranConnection’16. In addition to the keynotes and panel discussions, you will have an opportunity to engage in lively debate and explore your FranConnect system at the following sessions: • Educational tracks for development, operations, and marketing leaders that go beyond typical discussions. During these sessions, we will strive to identify tactics for closing the gap between what we know and what we do. • FranConnect product experts will be available in an “Ask the Experts” area – dig into the product, share your insights, and find out something new about FranConnect’s products (both new and existing). ENGAGE • And, we have some fun time planned as well! This is where we connect in ways that cannot be done via web meetings or telephone. Please join us for fun and laughter at both Grace’s Mandarin on Wednesday night and Bobby McKey’s, for dinner and entertainment, on Thursday night. While you read through the content in this program, please begin to capture the objectives you have for being here and how we can help you achieve them. Together we have the knowledge, experience, and perseverance to reach new heights. Thank you for joining us for FranConnection’16. Warm Regards, Christopher Fountain Keith Gerson, CFE Chief Executive Officer, FranConnect President and Chief Client Advocate, FranConnect FranConnection'16 Conference Chair 3 SCHEDULE AT-A-GLANCE TUESDAY MAY 17, 2016 5:00 PM - 6:30 PM REGISTRATION Pienza 5:00 PM - 6:30 PM WELCOME RECEPTION Pienza WEDNESDAY MAY 18, 2016 ALL DAY Ask the Experts National Harbor 1 8:00 AM - NOON Registration National Harbor Pre-Function 8:00 AM - 9:00 AM Breakfast National Harbor Pre-Function 9:00 AM - 11:00 AM General Session :: CEO Welcome: Christopher Fountain FranConnect National Harbor 2 & 3 :: Keynote: Aziz Hashim Chairman of the IFA and Managing Partner of NRD Capital Managment, LLC 11:00 AM - 11:15 AM BREAK National Harbor Pre-Function 11:15 AM - 12:30 PM General Session :: Undercover Boss Panel National Harbor 2 & 3 12:30 PM - 1:45 PM LUNCH Old Hickory 1:45 PM - 3:00 PM Marketing Session 1: TITLE Boxing Club Digital Marketing Case Study Camellia 3-4 1:45 PM - 3:00 PM Operations Session 1: Advancing Your Franchise System Through Innovation In Operations National Harbor 2 1:45 PM - 3:00 PM Development Session 1: Closing the Franchise Sales "Knowing & Doing Gap" National Harbor 3 3:00 PM - 3:15 PM BREAK National Harbor Pre-Function 3:15 PM - 4:30 PM Marketing Session 2: Digital Marketing: Optimization Guide & Managing On A Budget Camellia 3-4 3:15 PM - 4:30 PM Operations Session 2: Tools and Techniques for Achieving Unit and System Growth National Harbor 2 3:15 PM - 4:30 PM Development Session 2: Creating a Killer Sales Process and Leveraging It Through Your FranConnect Franchise Sales System Tools National Harbor 3 6:30 PM - 10:00 PM Dinner and Shenanigans Grace’s Mandarin LEAD 4 SCHEDULE AT-A-GLANCE THURSDAY MAY 19, 2016 ALL DAY Ask the Experts National Harbor 1 8:00 AM - 9:00 AM Breakfast National Harbor Pre-Function 9:00 AM - 10:30 AM General Session :: Keynote: Bryon Stephens President and COO of Marco’s Pizza National Harbor 2 & 3 10:30 AM- 10:45 AM BREAK National Harbor Pre-Function 10:45 AM- 11:45 AM GENERAL SESSION :: Private Equity Panel of the Pros National Harbor 2 & 3 11:45 AM - 12:15 PM IFA State of Franchising :: Robert Cresanti President and CEO, IFA National Harbor 2 & 3 12:15 PM - 1:30 PM LUNCH & NETWORKING Old Hickory 1:30 PM - 4:30 PM Roundtable 1: Optimize Your Organizational Structure for Improved Franchise Sales National Harbor 2 1:30 PM - 4:30 PM Roundtable 2: Business Intelligence Has Come of Age in Franchising, Get the Basics Here National Harbor 14 1:30 PM - 4:30 PM Roundtable 3: Unit Level Economics, Sharing Best Practices National Harbor 9 1:30 PM - 4:30 PM Roundtable 4: Marketing; Improving Engagement and Adoption National Harbor 15 1:30 PM - 4:30 PM Roundtable 5: Best Practices in Field Support National Harbor 3 3:00 PM - 3:15 PM BREAK National Harbor Pre-Function 6:30 PM - 10:00 PM Dinner and Shenanigans Bobby McKey's FRIDAY MAY 20, 2016 8:00 AM - 9:00 AM Breakfast 9:00 AM - 10:00 AM General Session :: Keynote: Evan Hackel Founder and Principal of Ingage Consulting 10:00 AM- 12:00 PM IDEAS Summit National Harbor Pre-Function National Harbor 2 & 3 National Harbor 2 & 3 5 HOTEL MAPS Look for Directional Signage Throughout Venue KEY NATIONAL HARBOR CONFERENCE ROOMS BALLROOM LEVEL LOBBY LEVEL LOWER ATRIUM ELV ? Restrooms Stairs Registration Desks Elevator Escalator Coat Check National Harbor Conference Rooms 15 14 Maryland 8 7 6 13 12 5 4 11 10 3 2 9 Pre-function FREIGHT ELV Potomac Ballroom Ceiling 1 ELV Ballroom Level Lobby Level Service Areas Everyone has a story. We tell the perfect one. 1851 is the franchise industry’s most innovative content marketing solution. Brands are given a personalized publication that allows them to celebrate their great news and distribute it to the perfect target audience. Ready to tell your story? 1851franchise.com 312.526.3996 INNOVATE [email protected] WEDNESDAY MAY 18, 2016 ALL DAY Ask the Experts 8:00 AM - Breakfast 9:00 AM National Harbor Pre-Function 9:00 AM - General Session 11:00 AM CEO Welcome Keynote: The Innovation Imperative: Changing the Narrative of Franchising Aziz Hashim Chairman of the IFA and Managing Partner of NRD Capital Management, LLC National Harbor 2 & 3 11:00 AM - Break 11:15 AM National Harbor Pre-Function 11:15 AM 12:30 PM National Harbor 2 & 3 General Session Panel Be Your Own Undercover Boss: Learn from the Pros Panelists: Shawnon Bellah, COO, Nestle Toll House Cafe Nader Masadeh, President & CEO, Buffalo Wings & Rings Bryon Stephens, COO and President, Marco’s Pizza Nick Powills, CFE, Chief Brand Strategist, 1851 Franchise 12:30 PM - Lunch and Networking 1:45 PM 1:45 PM 3:00 PM Old Hickory Discussion and Hands-On Workshop Sessions With Your Peers From the Industry Marketing Session 1: TITLE Boxing Club Digital Marketing Case Study Camellia 3 - 4 Operations Session 1: Advancing Your Franchise System Through Innovation In Operations National Harbor 2 Development Session 1: Closing the Franchise Sales “Knowing & Doing Gap” National Harbor 3 3:00 PM 3:15 PM Break National Harbor Pre-Function 3:15 PM 4:30 PM Discussion and Hands-On Workshop Sessions With Your Peers From the Industry 6:30 PM 10:00 PM 8 National Harbor 1 ACTION Marketing Session 2: Digital Marketing: Optimization Guide & Managing On A Budget Camellia 3 - 4 Operations Session 2: Tools and Techniques for Achieving Unit and Sales Growth National Harbor 2 Development Session 2: Creating a Killer Sales Process and Leveraging It Through Your FranConnect Franchise Sales System Tools National Harbor 3 Dinner and Shenanigans Grace's Mandarin KEYNOTE AZIZ HASHIM Chairman of the IFA and Managing Partner of NRD Capital Management, LLC Recognized as one of franchising’s most powerful leaders, Aziz Hashim sets the standard for franchise leadership and development. His inspiring story of discipline and perseverance will be one to remember – and one to replicate in your business. GROW GO PLAN GO Action Item/Goal Who By When? Impact on profit: Other Benefits: Does this need an Action Plan? 9 BE YOUR OWN UNDERCOVER BOSS: LEARN FROM THE PROS SHAWNON BELLAH, COO, NESTLE TOLL HOUSE CAFÉ NADER MASADEH, PRESIDENT & CEO, BUFFALO WINGS & RINGS BRYON STEPHENS, PRESIDENT & COO, MARCO'S PIZZA NICK POWILLS, CFE, CHIEF BRAND STRATEGIST, 1851 FRANCHISE The wildly popular show “Undercover Boss” has become a cultural phenomenon. Founders, CEOs and leading executives from some of North America’s most recognized brands have gone under a “transformation” – changing their looks and personas to discover the truth about what is going on within their organizations. Our panel is made up of several “stars” of Undercover Boss along with one of the industry’s most recognized public relations executives who has worked closely with the executives of the show, all who have a very important vantage point to share. While only a few of us will have the opportunity to appear on Undercover Boss, many of us can learn from their experiences. Our expert panelists will share their insights on how to create an Undercover Boss transformation without being under the spotlight and control of the producers and editors. Learn from our experts: •The original objectives for agreeing to go on the show and success metrics achieved •Lessons learned and how the Undercover Boss experience changed the panelists – personally and professionally •How to create a “listening post” for tapping into the insights and recommendations of employees •How to create a highly differentiated service culture that transforms the very definition of what a brand is INSIGHT 10 UNDERCOVER BOSS PANEL NOTES GO PLAN Action Item/Goal Who By When? Impact on profit: Other Benefits: Does this need an Action Plan? INSPIRE 11 SESSION 1 DESCRIPTIONS Marketing Session 1 TITLE Boxing Club Digital Marketing Case Study The purpose of this session is to help franchisors – CEO/Presidents, Marketing teams, Development teams – understand the importance of how your digital presence impacts your brand and efforts across the ecosystem. Your digital footprint is becoming (and often already has become) the main representation of your company. However, the lack of consistency with other corporate efforts including adherence to a clear message or branding guidelines can often confuse your audience, and worse, negatively impact your brand’s image. During this session we will review: •How to understand the hard and soft benefits of a digital footprint •How to develop consistency throughout your franchise ecosystem •How to get the most bang for your buck with regard to social channels and message •How to measure and what to measure Operations Session 1 Advancing Your Franchise System Through Innovation In Operations •Effectively managing resources around franchisee evaluation and support •Current and future state of compliance and process information gathering (frequency and depth of data, trend analysis) •Actionable intelligence – closing the loop on improving your system •Collaborating with your franchisees for win-win outcomes • Advancing your franchise system through innovation in operations Development Session 1 Closing the Franchise Sales “Knowing & Doing Gap” The sad truth is that there are no silver bullets when it comes to improving closing effectiveness in Franchise Sales. Each year, the results from mystery shopper programs of franchise sales departments bear-out the same abysmal results. Whether it’s failure to return phone calls, inability to correctly qualify candidates, poor overall response rates, slow or inconsistent followup, etc. most franchisors are not alone. We all know better, and yet execution continues to be the underlying issue. Our expert panelists have cracked the code and are prepared to share where, what and how they are doing to ensure that each and every candidate is handled in a way that increases their closing effectiveness rates. If you’re ready to close the gap between what your organization knows, and what it does then this is the session for you. •Learn the top 8 sales management tips that can increase the number of deals you close each year by <20% •Learn how to use technology to turn your weakest performers into sales machines •The 5 most critical metrics for predicting and ensuring success SUCCESS 12 SESSION 1 NOTES MARKETING/OPERATIONS/DEVELOPMENT GO PLAN Action Item/Goal DEVELOP Who By When? Impact on profit: Other Benefits: Does this need an Action Plan? 13 SESSION 2 DESCRIPTIONS Marketing Session 2 Optimization Guide & Managing On A Budget In session 1, we will review a detailed digital and social audit of TITLE Boxing Club’s marketing strategy and tactics. There will be a multitude of lessons learned for every executive and marketer. This breakout session will be the follow-on discussion of what to do next. Where do you start and how do you decide what tools are right for you? Join us for an open dialogue about the challenges and to share what works for you. You will receive a detailed workbook that will get you started today, help you filter through the clutter and create a plan that is manageable for your business. Operations Session 2 Tools and Techniques for Achieving Unit and System Growth •Correlating Franchisee Evaluations with Franchisee Performance • Using Business Intelligence to help grow your system • The role and realities of shared performance comparisons • Effective performance goal-setting and benchmarking Development Session 2 Creating a Killer Sales Process and Leveraging It Through Your FranConnect Franchise Sales System Tools In this session, proven franchise sales experts will create a learning environment for those that are looking to improve both their sales processes and their sales capability. Attendees will learn how to map a killer sales process and align it with the features of their FranConnect Sales Management module for maximum benefit. LEVERAGE 14 SESSION 2 NOTES MARKETING/OPERATIONS/DEVELOPMENT GO PLAN Action Item/Goal Who By When? Impact on profit: Other Benefits: Does this need an Action Plan? GOAL PLAN 15 THURSDAY MAY 19, 2016 ALL DAY Ask the Experts National Harbor 1 8:00 AM - Breakfast 9:00 AM National Harbor Pre-Function 9:00 AM - General Session 10:30 AM Keynote: Creating a Culture of Accountability Bryon Stephens President and COO of Marco's Pizza National Harbor 2 & 3 10:30 AM - Break 10:45 AM National Harbor Pre-Function 10:45 AM - General Session Panel 11:45 AM Private Equity Panel of the Pros Panelists: Gay Burke, Chairman, Alphagraphics & Working Partner of Black Street Capital Jeremy Holland, Principal, The Riverside Company Michael Skitzki, CFE, COO, Franworth Kevin Wilson, CEO, Mosquito Joe Christopher Fountain, CEO, FranConnect National Harbor 2 & 3 11:45 AM - IFA State of Franchising 12:15 PM Robert Cresanti President and CEO, IFA National Harbor 2 & 3 12:15 PM 1:30 PM Lunch and Networking 1:30 PM 4:30 PM Roundtable Sessions Old Hickory Roundtable 1: Optimize Your Organizational Structure for Improved Franchise Sales National Harbor 2 Roundtable 2: Business Intelligence has Come of Age in Franchising, Get the Basics Here National Harbor 14 Roundtable 3: Unit Level Economics, Sharing Best Practices National Harbor 9 Roundtable 4: Marketing: Improving Engagement & Adoption National Harbor 15 Roundtable 5: Best Practices in Field Support National Harbor 3 3:00 PM 3:15 PM Break National Harbor Pre-Function 6:30 PM 10:00 PM Dinner and Shenanigans Bobby McKey's CONNECT 16 KEYNOTE BRYON STEPHENS COO and President of Marco’s Pizza Bryon is going to share with you how Marco’s Pizza has adopted and executed a thorough and rigorous approach to culture and accountability. By embracing the Oz Principle techniques and making a long term corporate commitment to its employees and community of franchisees, Marco’s has become the fastest growing pizza chain in the US, having just opened its 700th location and will quadruple in size over the next 5 years. CULTURE GO PLAN Action Item/Goal Who By When? Impact on profit: Other Benefits: Does this need an Action Plan? 17 PRIVATE EQUITY PANEL OF THE PROS GAY BURKE, CHAIRMAN, ALPHAGRAPHICS & WORKING PARTNER OF BLACK STREET CAPITAL JEREMY HOLLAND, PRINCIPAL, THE RIVERSIDE COMPANY MICHAEL SKITZKI, CFE, COO, FRANWORTH KEVIN WILSON, CEO, MOSQUITO JOE CHRISTOPHER FOUNTAIN, CEO, FRANCONNECT Navigating the Private Equity world can be overwhelming for even the most seasoned executives. In this session, we have assembled people from industry that live in the world day in, day out. We will ask our panelists these and all your most pressing questions: •Is the overall perception that Private Equity firms have a reputation for dramatically increasing the value of their investments deserved? •If so, what are a few of the primary strategies that PE’s apply that result in dramatic changes in the trajectory of the business post acquisition? •How does the private equity sponsor typically interact with the business? •What are 3-6 things that PE investors look for in CEO’s? INTERACT 18 PRIVATE EQUITY PANEL NOTES ACTION GO PLAN Action Item/Goal Who By When? Impact on profit: Other Benefits: Does this need an Action Plan? 19 ROUNDTABLE SESSIONS Don’t miss these interactive, idea generation sessions that will leave you with a guide and plan for enhancing your development, operations, digital marketing, and engagement programs! 1. Optimize Your Organizational Structure for Improved Franchise Sales 2. Business Intelligence Has Come of Age in Franchising, Get the Basics Here 3. Unit Level Economics, Sharing Best Practices 4.Marketing: Improving Engagement and Adoption 5. Best Practices in Field Support FOCUS 20 ROUNDTABLE 1 NOTES GO Optimize Your Organizational Structure for Improved Franchise Sales 21 ROUNDTABLE 2 NOTES 22 IDEATE Business Intelligence Has Come of Age in Franchising, Get the Basics Here ROUNDTABLE 3 NOTES Unit Level Economics Sharing Best Practices SOLUTIONS 23 ROUNDTABLE 4 NOTES Marketing: Improving Engagement and Adoption LEARN 24 ROUNDTABLE 5 NOTES SUPPORT Best Practices in Field Support 25 FRIDAY MAY 20, 2016 8:00AM 9:00 AM Breakfast National Harbor Pre-Function 9:00AM 10:00 AM Keynote Speaker: The Art of Communication - It's Time to Break the Mold Evan Hackel Founder and Principal, Ingage Consulting The Art of Communication - It's Time to Break the Mold National Harbor 2 & 3 10:00AM - The IDEAS Summit 12:00 PM National Harbor 2 & 3 PERSPECTIVE Conventional wisdom tells us, “It’s just business—it’s not personal.” We help businesses see things from a different perspective. Business is personal. 26 KEYNOTE EVAN HACKEL Founder and Principal of Ingage Consulting Communication is the lifeblood of every franchise system. If your message doesn’t get through to your franchisees and you’re not truly being heard, your business – and theirs – will suffer. We know that people are bombarded with more and more information than ever today. Facebook, Twitter, blogs, email, a million websites are stealing the attention of your franchisees. The solution inevitably seems to be more communication. The problem is, franchisees become overwhelmed and eventually tune you out. Sending repetitive messages only exacerbates the problem. It’s time to break the mold. We need to think and act differently about communication. This keynote will challenge you to think about communication in a new way. Concepts and ideas will be transformative. Turn one of your biggest headaches into your organization’s number one asset. GO PLAN Action Item/Goal Who By When? ACTION Impact on profit: Other Benefits: Does this need an Action Plan? 27 THIS IS ACTIO. Where meetings and marketing merge. B2B MARKETING EVENT MANAGEMENT CREATIVE STRATEGY DESIGN & PRODUCTION www.actiomarketing.com www.actiomarketing.com 404.220.7593 404.220.7593 one west court square suite 750 atlanta, ga 30030 one west court square suite 750 atlanta, ga 30030 GO Ahead GO Ahead –– elevate elevate your your meetings meetings above above the the ordinary. ordinary. 28 SPEAKER BIO’S IMPACT AZIZ HASHIM Chairman of the International Franchise Association Managing Partner of NRD Capital Management, LLC KEYNOTE Aziz Hashim is the Chairman of the International Franchise Association and Managing Partner of NRD Capital Management, LLC. NRD Capital is the first franchise business fund sponsored and managed by a Multi-unit franchisee. NRD Capital is focused on acquiring franchise concepts that offer compelling unit economics, and represent solid opportunities for franchisees. The fund helps franchisees achieve the American Dream in the same way franchising helped Aziz rise from an entry level worker in his youth, to become one of the largest franchisees in America. NRD Capital looks at franchise brands not just as financial vehicles but as living entities in which concept founders and franchisees have invested significant amounts of time and resources. Prior to founding NRD Capital, Hashim, a highly regarded executive in the U.S. and international franchise space, founded NRD Holdings in 1996 after a decade of working as an entry level employee at Burger King and rising up to management while completing University. He began his business career in franchising with one QSR location and grew the company to more than 60 restaurants, including several high-profile brands: Popeyes®, Domino’s Pizza, and Checkers/Rally’s Drive-In Restaurants, Inc®. Through expert risk identification and management, unique portfolio management strategies and superior execution, Hashim has become a leading multi-state, multi-brand, multi-national franchisee, growing to one of the top 200 franchise operators in the U.S. Prior to NRD Holdings, Hashim graduated as an electrical engineer from the University of California Irvine with honors and landed a prestigious job at Rockwell Semi-conductor Division in Newport Beach, California. Aziz is deeply involved in community service and frequently contributes to the industry at large, sharing his knowledge and experience at major business conferences. His dynamic leadership and strategy for success is reflected both in his compelling message to the industry and in NRD’s significant and consistent innovation and growth. In 2014, Aziz and his wife Farah established the Aziz and Farahnaz Hashim Chair for Franchise Entrepreneurship at Georgia State University. The Aziz and Farahnaz Hashim Faculty Position in Franchise Entrepreneurship provides the School of Hospitality with the resources to expand the graduate and undergraduate curriculum to encompass this fast-growing business model. BRYON STEPHENS President & COO, Marco’s Franchising, LLC In 2014 Bryon Stephens was named President & COO of Marco’s Franchising, LLC. Since starting with Marco’s Pizza in 2004, Stephens had demonstrated significant success in his leadership roles as Vice President of Development and Chief Operating Officer, a position he was promoted to in 2013. KEYNOTE Stephens, who came to Marco’s with much success developing YUM! Brands, Inc., and Yorkshire Global Restaurants, was the first person hired by CEO and Chairman of Marco’s Pizza, Jack Butorac when Butorac bought the franchising rights in 2004. Throughout the past decade, he has helped grow the number of stores from 123 to over 600, including locations in the Bahamas and Puerto Rico. During Stephens’ tenure, system wide sales have increased by nearly $180 million, unit profitability has increased, and 1,860 new stores have been signed into the system. As President, Stephens’ focus is on oversight of day-to-day operations and achieving sales, profitability and growth goals, as well as maintaining high benchmarks for product quality and customer service. Stephens is also the Marco’s Culture Champion, having introduced the Partners in Leadership framework of an Accountability Culture to the entire system. Stephens believes the Culture of the organization is key to attaining Key Results by operating within a set of seven self-determined (by franchisees and corporate leaders together) Cultural Beliefs, such as Execute Excellence and Embody Trust, which guide and focus the company. 29 SPEAKER BIO’S STRATEGIC PARTNERSHIPS EVAN HACKEL Founder and Principal, Ingage Consulting KEYNOTE Evan Hackel is Founder and Principal of Ingage Consulting, a consulting firm focused on improving the performance of franchises by creating a culture of partnership and common purpose between franchisors and franchisees. Put simply: he helps franchises create massive growth. Previously Evan launched three franchise systems, turned around a bankrupt franchise system with system-wide sales of $700 million in four years to a system with $2 billion in sales. At CCA Global Partners, Evan was responsible for four business divisions with over $5 billion in sales and operating in four countries. Evan received an MBA from Boston College and a BA, in Economics, from Colorado College, Colorado Springs, CO. Evan resides in Reading, Massachusetts with his wife, Laura, and three children. SHAWNON BELLAH COO, Crest Foods (franchisor of Nestlé Toll House Café by Chip®) Shawnon Bellah is Chief Operating Officer of Crest Foods, franchisor of the successful Nestlé Toll House Café by Chip® concept. Shawnon began her career with Razzoo’s Cajun Cafe before moving to Metromedia Restaurant Group in 2001. She worked in Bennigan’s franchise operations until 2008 when she was hired as Director of Training and Menu Development for Nestlé Toll House Café by Chip®. Shawnon served as VP of Operations and SVP of Global Operations before becoming COO in 2015. She also initiated the opening and growth of the concept in the Middle East and Canada. She was featured on CBS’ “Undercover Boss” in December 2015. SUSAN BORESOW, CFE President, TITLE Boxing Club Susan Boresow is the President of TITLE Boxing Club, an explosive trainer-led, total body boxing and kickboxing fitness franchisee with over 170 locations nationally and internationally. Prior to joining TITLE Boxing Club in 2015, she was the Chief Marketing Officer for Massage Envy Spa, where her primary role was overseeing all aspects of the brand to drive revenue. This included strategy, branding, creative, media, research, digital, PR, promotions and strategic partnerships, and co-ops. For the past 30 years, she’s worked for some of the biggest names in franchising: McDonald’s, Sport Clips, Cold Stone Creamery, Godfather’s Pizza and Fun Brands (parent company of Pump It Up and Bounce U, entertainment for kids). She’s managed research teams, advertising and PR agencies and has been instrumental in developing strategic partnerships. Susan received her bachelor’s degree in advertising/journalism from the University of Kansas and earned her master’s degree in marketing from Webster University in Kansas City, Missouri. 30 SPEAKER BIO’S GAY BURKE Executive Chairman AlphaGraphics and Operating Partner at Blackstreet Capital Management Gay Burke has 20 years of experience working with private-equity owned companies. Her roles have included Operating Partner for a private-equity firm as well as serving as CEO, Chairman, and Executive Chairman of numerous private equity portfolio companies. She has been involved in sale transactions from both the selling and buying side. Currently, Gay serves as Chairman or Executive Chairman of four companies owned directly or indirectly by private equity, including serving as the Executive Chairman of franchisor, AlphaGraphics, Inc. Gay started her professional career as a national level private practice attorney where she focused on transactional taxation, business law and mergers and acquisitions at Holme Roberts & Owen (now Bryan Cave) in Denver Colorado. Gay received her J.D. with Distinction from the University of Nebraska College of Law and her B.S. in Interpersonal Communications from Nebraska Wesleyan University. ROBERT CRESANTI President & CEO, International Franchise Association Robert Cresanti serves as President and Chief Executive Officer of the International Franchise Association. Cresanti joined the IFA as Executive Vice President of Government Relations and Public Policy from SAP America, Inc., where he served as vice president of Communications & Government Relations beginning in 2009. In his public service, he was confirmed by the U.S. Senate in 2006 as Under Secretary for Technology for the Department of Commerce. He chaired multiple bilateral technology trade missions for the U.S. government in the European Union, Asia and Russia and served as co-chair for the White House President’s Council of Advisors on Science and Technology (PCAST). In his nearly decade-long service on Capitol Hill, ranging from Legislative Counsel in the House to Committee Chief of Staff in the Senate, he handled legislation before the Banking, Judiciary, Commerce, Government Affairs and Finance Committees. OLIVER EVANCHO VP Franchise & Development Administration, La Quinta Oliver Evancho has more than 14 years’ experience in the hospitality industry, joining La Quinta in August 2003. He has served in a variety of management roles within the hotel management industry, including General Manager, Director of Revenue Management, Operations Statistical Analysis, Development & Acquisitions and Brand Pricing. SEAN FITZGERALD, CFE Chief Development Strategist, 1851 Franchise Sean Fitzgerald is the Chief Development Strategist for No Limit Agency and 1851 Franchise and has 20 years of experience working with startup franchise concepts to large developed franchise systems and corporations in need of rebranding, giving a unique insight and perspective in growing, operating and building franchise brands. Fitzgerald is a former Executive Vice President for BrightStar Care, Senior VP of Quiznos and National Vice President of Franchise Development for Wireless Zone, a Verizon Wireless retail chain. In 2 years, lead the growth of Wireless Zone from under 200 locations to over 480 stores. Prior to Wireless Zone, he was COO of a startup women’s fitness franchise that grew to over 100 franchisees and 250 locations in 3 years and Co-founder and COO of an automotive accessory retail chain out of Cincinnati, OH, which grew to a national franchise and eventual IPO trading on the NASDAQ-QTC. LISTEN 31 SPEAKER BIO’S CHRISTOPHER FOUNTAIN CEO, FranConnect Christopher Fountain has an extensive track record of leading and growing privately held information technology companies in both the United States and the United Kingdom. During his 25+ year career Chris has successfully led efforts that include raising capital, recruiting high performance teams, completing successful mergers and acquisitions, actively serving on corporate boards and serving as a senior executive through the IPO process. In each leadership position, Chris executes a consistent approach of increasing shareholder value by driving each company to maintain a customer centric, results-oriented culture that recognizes the critical role all employees play in a company’s success. Currently, Chris serves as FranConnect’s Chief Executive Officer and is a member of the board. FranConnect provides franchise industry specific software to brands that helps them to optimize the entire franchising lifecycle from development through operations, finance, and marketing. Chris leads all aspects of operations and strategy for a team 250+ employees who serve more than 600 brands and their associated 110,000 plus franchisees. Prior to FranConnect, Chris served as Chief Operating Officer of Kinnser Software, a high growth SaaS software company where his primary responsibilities were customer and market facing operations. He led the company’s strategic initiative to increase its addressable market by expanding into large post-acute healthcare organizations. Chris graduated cum laude from the University of Michigan with a B.S. degree in Industrial & Operations Engineering. KEITH GERSON, CFE President & Chief Client Advocate, FranConnect Keith Gerson brings 40+ years of executive level franchise expertise in building rapid-growth franchise organizations able to generate sustainable profits. Recognized in franchising circles for his extensive leadership experience, and ability to drive execution, Keith has guided companies to record levels of franchise sales, implementation of best in class systems and alignment around critical success drivers. Keith has helped lead some of the best known brands in franchising both in the QSR, home and business services industries including McDonalds, Jack in the Box Restaurants, ChemDry, PuroClean. Mrs. Fields, and AlphaGraphics. He also has been a Franchisee. Keith is passionate about providing leading edge management, solutions-oriented knowledge, services and has demonstrated his capabilities throughout his extensive career. And now through FranConnect Franchise Technology Solutions, he is eager to share the best practices learned from FranConnect’s extensive Business Intelligence data and from helping over 600 franchise brands and 110,000+ franchise units to the next level of franchise success. GO 32 SPEAKER BIO’S JEREMY HOLLAND Principal, The Riverside Company EXECUTE Jeremy R. Holland is a Principal at The Riverside Company managing origination of new investment opportunities. Mr. Holland leads deal sourcing activities for the western region of North America, helping Riverside to be among the world’s most active private equity firms. Mr. Holland sources deals for Riverside globally with a focus on western North America. He has more than 18 years of private equity experience. Mr. Holland works across five global fund families, which make control and non-control investments in companies of all sizes up to $350 million in enterprise value. In addition to his role in origination, Mr. Holland is the industry sector head for Riverside’s franchising specialization. Before joining Riverside, Mr. Holland was a principal with Vintage Fund Management. Prior to Vintage Fund Management, he was a principal with Wedbush Capital and an associate with Buttonwood Capital Group. Mr. Holland holds a BS in finance from California State University, Northridge. NADER MASADEH President and CEO, Buffalo Wings & Rings Masadeh earned a Bachelor of Science degree in Mechanical Engineering at the University of Cincinnati before attaining his MBA in International Business and Negotiations from Xavier University. Born into a family of restauranteurs and owners, he inevitably eased into the business as a natural fit, working his way up from dishwashing to later help his father run a Buffalo Wings & Rings location. Becoming heavily engaged with the brand, Masadeh became a part owner of the brand in 2005 alongside business partners Philip Schram and Haytham David. The three have spent the past ten years working together to develop a fast-growing, club-level sports restaurant franchise with more than 65 units globally, offering a chef-inspired menu and the ideal experience for socializing with friends and family over sports. Today, Masedeh is the President and CEO of Buffalo Wings & Rings and recently appeared on CBS’s Undercover Boss. HEATHER MCLEOD, CFE, MBA Director of Marketing, The Cleaning Authority Heather McLeod serves as Director of Marketing for The Cleaning Authority. She has bachelor and master’s degrees from Baylor University and recently earned a CFE certification. In her senior marketing role with The Cleaning Authority, McLeod is responsible for setting and driving strategic direction for customer acquisition and revenue generation through online, traditional and social media channels. She is also responsible for driving lead flow for new franchisee acquisition and introducing non-broker sales as a viable channel. 33 SPEAKER BIO’S INNOVATE NICK MECOZZI Senior Vice President, Sales Engineering, FranConnect Nick Mecozzi is the Senior Vice President of Sales Engineering at FranConnect. He brings over 30 years of experience in sales, marketing and management for companies including IBM, HP and numerous startup companies in Silicon Valley. Nick’s experience gives him a balanced knowledge of underlying technology and processes as well as the business benefits of utilizing strategic platforms and solutions in enterprise and SMB environments. Nick’s prior role at FranConnect was Vice President of Client Services, where his team managed all of FranConnect’s existing client relationships and systems. He is a graduate of Duke University where he earned degrees in Computer Science and Economics. MIKE METTLER, CFE Director of National Franchise Sales, International Dairy Queen Mike is the Director of National Franchise Sales for International Dairy Queen responsible for recruiting industry leading multi-unit operators to franchise with the Dairy Queen Brand in the US. Dairy Queen is a 76 year old brand that is growing through the expansion of new restaurants in major US markets and the conversion of our existing 4,500 domestic stores into DQ Grill and Chill restaurants that offer high quality food and treat products. Prior to Dairy Queen, Mike held a similar position at Domino’s Pizza. Before entering the franchising business with Domino’s Pizza, Mike spent 15 years in the electronics business as President of two companies, Molded Interconnect Devices, LLC (MID) and a Division of PPC, Inc. He grew MID from a start-up company to a world leader in cell phone antenna technology with over $ 25 million in revenue and sold the company to Tyco Electronics in 2001. Mike has an undergraduate degree from the University of Pennsylvania in Economics where he also rowed crew and he has an MBA from the University of Michigan. BILL MICHAEL Brand Manager, AdviCoach Bill Michael has been the Brand Manager, AdviCoach since June 2015 and a Region Developer with AdviCoach since January 2004. AdviCoach is a Business Coaching Franchise focused on helping owners of small and medium sized businesses (primarily less than $20MM) build strong teams, make more money and help the owners free up their time so they are not chained to the business. Prior to this Michael held various Sales, Marketing, Strategic Planning and Executive Management roles at Roadway Corp, Case Corp, and GE from 1986 - 2003. Michael has a BSEE from the University of Cincinnati and an MBA from the University of Chicago. In his current role he is responsible for leading AdviCoach including training new coaches and helping them develop and build their own coaching practice. He has worked with 100’s of coaches in groups and 1-to-1. He is committed to the success of franchisees and, based on this, has won the Region Developer of the Year award in 2015, 2014, 2013 and 2012 along with numerous other awards. 34 SPEAKER BIO’S TRACEY MOON Vice President of Marketing, FranConnect As FranConnect’s Vice President, Marketing, Tracey is responsible for the strategic planning and execution of the company’s marketing, branding, and customer outreach programs. Tracey has an entrepreneurial spirit and high energy approach that has have resulted in her becoming an accomplished senior global marketer with a history of positive organizational impact. Prior to joining FranConnect, Tracey held leadership roles at global organizations such as Cognizant, Brillio, and GANTECH, where she led strategy planning and execution, product positioning and launch management. Her experience also includes leading integrated marketing communications, advertising and promotional campaigns designed to reach business customers around the world. Tracey received her Executive MBA from the Kellogg School of Management at Northwestern and has a Business undergraduate degree from Salisbury University. In addition to her general management MBA courses, Tracey studied Business Strategies in Asia and Contemporary Chinese Politics at the Hong Kong University of Science and Technology. She also led a team of MBA students on a trip to Dubai, Abu Dhabi, and Qatar in March of 2009 to study the driving forces behind consumer behavior and increased spending in the United Arab Emirates and surrounding regions. Tracey is active in her community having served on several non-profit boards including Big Brothers/Big Sisters, Frederick Chapter; The Hampden Family Center in Baltimore; Co-Chair of Washington DC Relay for Life; and Team in Training for the Leukemia & Lymphoma Society. Currently, Tracey serves as a Compass Consultant leading the development of strategic alignment plans for clients. SCOTT OAKS Vice President of Franchise Development, BrightStar Care Scott Oaks is the Vice President of Franchise Development for BrightStar Care. His 13 years of franchise development experience in service, retail, and the food franchise sectors have helped him develop best practices that can apply to all brands. He currently oversees the domestic expansion for BrightStar Care, a premium in-home healthcare franchise brand, as well as having direct sales responsibilities. He was recently pick as one of the “25 Young Ones To Watch” by 1851 Franchise. IVAN OLMEDO Director of IT, Philly Soft Pretzel Factory Ivan Olmedo has over 20 years of experience in the Franchising. He started his career with Rita’s Water Ice in the late 1990’s, where he helped develop their accounting infrastructure. He automated their sales reporting system and royalty collection system. He also implemented Rita’s 1st intranet system Webrizon (the predecessor to FranConnect). During the last eight years, he is part of the Philly Pretzel Factory (Soft Pretzel Franchise Systems, Inc.) as the IT Director & Controller. During this time, he has developed their accounting infrastructure and automated all reporting processes. These innovations allow both the Franchisee & Franchisor the ability to have real time data at their fingertips. Using FranConnect as our central data center allows us to gather and analyze how our stores are trending and help make better decisions. LEAD 35 SPEAKER BIO’S ANGELA ZERDA PAULES Vice President of Marketing, Mosquito Joe Angela Zerda Paules is the Vice President of Marketing for Buzz Franchise Brands, franchisor of fast-growing mosquito control company Mosquito Joe and newly launched pool service franchise, Pool Scouts. Her responsibilities cover new brand development, corporate marketing and branding, franchise development marketing and marketing support for franchise partners. Prior to her entry into the franchise industry, Angela worked for the University of Texas at Austin’s top-ranked McCombs School of Business, well-known Austin advertising agency GSD&M, and exercised her entrepreneurial side running a successful coffee shop business. She is a proud graduate of the University of Texas at Austin and the proud mother of a German Shepherd dog named Chevy. NICK POWILLS, CFE Chief Brand Strategist, 1851 Franchise Nick Powills, CFE, founded No Limit Agency and its sister company 1851 Franchise in 2008 and serves as Chief Brand Strategist for the Chicago-based firm. Prior to starting No Limit at the age of 27, Nick spent four years working at a franchise PR agency where he mastered the art of building rapport with media outlets and creating newsworthy pitches for earned media placements. Prior to jumping into PR, Powills worked as a writer at the Northwest Herald, a daily newspaper in Chicago; started Lumino, an online music magazine; and had internships at Rolling Stone and Details Magazine. He holds a Bachelor of Journalism from Drake University in Iowa. MICHAEL SKITZKI, CFE COO, Franworth Michael serves as the Chief Operating Officer of TITLE Boxing Club International. He was recruited as Vice President of the brand in 2012; Michael designed and implemented franchise systems and infrastructure helping to achieve a three year growth rate of 1,774%. This earned the brand recognition by Inc. Magazine as the fastest growing franchise in America in 2015. He has spent nearly 15 years in the franchise industry. He joined the Ann Arbor-based Service Brands International in 2003 and later became senior development manager, overseeing franchise development for its Molly Maid and DUCTZ brands. He worked with John Rotche to form the Belfor Franchise Group, parent company to DUCTZ and HOODZ, and served as its Vice President beginning in 2010. With his systemization, DUCTZ and HOODZ each grew into the largest in their industry within three years. His areas of expertise span franchise development, operations and administration. Michael has worked with both unit franchise and area representative models. He has overseen initial international development in Canada and Mexico with multiple concepts. In 2013 he was honored by Crain’s Detroit Business 40 under 40 awards which recognizes the best and brightest who have made their marks in business before age 40. Skitzki volunteers as a mentor with the International Franchise Association and University of Michigan athletics. COMMIT 36 TRANSFORM SPEAKER BIO’S KEVIN WILSON CEO, Mosquito Joe Kevin is the CEO of Mosquito Joe, a franchisor of outdoor pest control services. In his three year tenure, Kevin has grown the company from one unit to 160 locations in 26 states with a further 70 territories under development. As the Head Joe, Kevin oversees the business and works to drive the company's franchisee-centric support system. Kevin hails from the great white north where the mosquito season was short but very intense. Armed with a degree from the University of Western Ontario, he began his career in consulting with Bain and Company. While in Texas a mild bagel addiction drove him to found Benny’s Bagels and franchised bagel stores in the state. His next move was to Johannesburg, South Africa working for South African Airways overseeing all the maintenance operations of the airline. Upon returning to Virginia Beach in 2001, Kevin joined Discovery Americas, a private equity fund based in Mexico City, Mexico. Drawing from his experience in the airline industry, Kevin co-founded Volaris, an ultra-low cost airline and the second largest airline in Mexico. Wanting to be closer to home, he became a partner with Envest Ventures and oversaw $160M across three funds. After meeting the founders of Mosquito Joe, he was sold on the need for the services and the opportunity for franchisees and was excited to build a great and lasting company. In the spring of 2016, Kevin and his team launched their second franchise concept, Pool Scouts, a business dedicated to cleaning and maintaining residential pools. While mosquitoes’ appetite for him could be described as average, he prefers to spend his outdoor time mosquito-free with his wife, drinking wine or attending their three kids’ sporting activities. ROBERT STIDHAM President, Franchise Dynamics Robert Stidham is President of Franchise Dynamics, a full-service franchise sales outsourcing and consulting firm based in Chicago. They currently represent a variety of emerging to large sized franchisors in virtually every category of business throughout the United States and Canada. Robert is an accomplished franchise sales and business development executive with proven track record of increasing franchise units, revenue and profitability while gaining market share and expanding brand awareness for both new franchise concepts and established brands. He is active in the International Franchise Association (IFA), having received his CFE and is serving as a member of the International Committee and Research Committee after having served as a member of the IFA Membership Committee. He has personally been involved with over 2,000 franchised business start-ups, multi-unit and area development agreements in 45 countries across a variety of franchise categories. Robert is a graduate of DePaul University, and has completed graduate studies at Loyola University Chicago. A frequent speaker on the topic of franchising he has also recently written or been interviewed on various franchise topics for Entrepreneur, Franchise Times, Franchise Update, Franchise World, SUCCESS and Vetreprenuer Magazines. DAVID WURST Co-Founder and Senior Director, Social Audit David is the Co-Founder and Senior Director at Social Audit. Founded in 2015, Social Audit measures, evaluates, interprets, optimizes and improves the digital footprint of an organization’s social media and digital marketing performance. Prior to Social Audit, David was Senior Director of Social Media and Digital Marketing at Trier and Company, one of Silicon Valley’s top communications agencies servicing global technology clients. With deep experience in digital and social media marketing, he developed a specialty in integrated program development which resulted in successful executions spanning multiple channels of engagement. David helped clients to effectively leverage social and digital technologies to meet their business objectives. 37 ABOUT OUR SPONSORS PARTICIPATE 1851 FRANCHISE - DIAMOND LEVEL 1851 Franchise is the industry’s most comprehensive content marketing and franchise development solution. 1851 Franchise has been able to leverage more than 200,000 monthly readers and potential franchisees, to create custom marketing campaigns to drive potential leads franchise brands. AMERICAN SOLUTIONS FOR BUSINESS - PLATINUM LEVEL American Solutions for Business is a leading distributor of print, promotional products, corp. logoed apparel, eCommerce and marketing solutions. With over 7,000 suppliers and 800 sales associates and support staff, American is your connection to a solid network of people and possibilities. ACTIO MARKETING - PLATINUM LEVEL Actio is two agencies in one. We are a meeting agency that understands how to grow your brand and we are a marketing agency that understands how to leverage meetings most effectively. We are Technology and Franchise Organization experts. LISTEN360 - GOLD LEVEL Listen360 is a powerful, NPS-based customer engagement platform for companies that understand customer feedback is key to creating loyalty, making smart decisions and growing their business. The Listen360 platform enables businesses to engage customers, take necessary action to improve deficiencies, and transform delighted customers into brand advocates via social media. BOEFLY - SILVER LEVEL BoeFly’s Franchise Sales & Financing System helps brands source new leads, increase their lead-tofranchise sale conversion rate and accelerate openings. BoeFly helped Papa Murphy’s spike their conversion rate by 14 times; find out what BoeFly can do for you. www.BoeFly.com/franchisor.cfm CTO NATION - SILVER LEVEL Every business needs a Chief Technology Officer. CTO Nation provides experienced franchise technology executives to assess your technology strategy, to develop a roadmap that supports business objectives, and to help maximize ROI on technology. FRANCHISE BUSINESS REVIEW - SILVER LEVEL Make informed ROI maximizing decisions regarding support and sell units faster. Franchise Business Review’s (FBR) franchisee satisfaction survey provides actionable feedback regarding what matters most to your franchisees so you can prioritize tasks in order to quickly strengthen your brand. This results in better validation, which leads to more sales. 38 EXPLORE SOLUTIONS Go Back and Put It Into Action. Reston International Center 11800 Sunrise Valley Drive • Suite 900 • Reston, VA 20191 franconnect.com | info@ franconnect.com | 1.800.280.8305