#FranchiseeGrowth2015

Dear Colleagues:

I invite you to join us for our first-ever Franchisee Growth Conference, September 28-29, 2015, at the iconic Ronald Reagan Building and International Trade Center in downtown Washington, DC. You asked for education and networking opportunities specifically designed for franchisees and we heard you loud and clear. We are proud to present this conference and hope you will join us for our first endeavor…and then return year after year.

IFA believes that franchisees are an integral part of the franchising community. We are key contributors to the franchise model and our needs are being put front and center at the Franchisee Growth Conference. We will focus on what fuels a successful franchisee and the many factors that must be taken into account when looking to better manage existing operations while searching for new opportunities, whether it be within your current system or with another brand. Because let’s face it. Franchising is a relationship. The franchisor cannot exist without the franchisee. The franchisee cannot exist without the franchisor. So what do we, as franchisees, need to arm ourselves with in order to be key contributors, grow our brands and increase our bottom line? What training do we need to become better leaders and better partners? Our program line-up is top-notch and includes a variety of perspectives and experiences to empower you and take your business to the next level.

With all of the legislative and public policy challenges facing our great industry, it makes sense for us to host this conference (rich with educational content focused on the success of your business) the day before our annual legislative fly-in, the Franchise Action Network Annual Meeting. During our fly-in, you will have the opportunity to protect your franchise business by meeting with your Member of Congress (and their staff) to educate them on the importance of franchising to the nation’s economy and how their (and others’) decisions affect our bottom line. More information about the Franchise Action Network Annual Meeting can be found at www.franchise.org/franchise-action-network-annual-meeting but I strongly encourage you to maximize your time in Washington by attending both events. There is no fee for franchisees to participate in our fly-in and this is a critical time for our industry. We need your voice!

We know your time and resources are limited and you must carefully make choices about the events you attend. The Franchisee Growth Conference takes on the most important issues our task force of franchisee members have identified so you walk away with tactical information and best practices you can put to use the minute you get back to your businesses. Coupled with valuable networking time with other franchisees and franchisors interested in meeting with potential new candidates…this event is a must-attend!

So join us this September and learn from (and meet with) other franchisees in an intimate setting where the focus is on you.

I look forward to seeing you in the nation’s capital for the Franchisee Growth Conference!

Sincerely,

Jeff TewsChairman, IFA Franchisee Forum BrightStar Multi-Unit Franchisee

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Who Should Attend?The all-new Franchisee Growth Conference was designed by a task force of IFA franchisee members with a particular emphasis on offering educational and networking opportunities to franchise owners looking for best practices and strategies to help them build upon their success. Featured topics will include how to step up customer service practices to retain your current customer base while bringing in new business as well; collaboration skills to enhance the franchise relationship; financing your growth; succession planning; real estate issues; having the right infrastructure in place; retaining and recruiting top talent; local store marketing; and understanding the latest technology disruptions heading your way. Franchisors are encouraged to attend in order to meet with franchisees seeking new partnerships.

SPONSORSWe express our sincere thanks to the following IFA members for their support of this year’s Franchisee Growth Conference:

Sponsorship and exhibit opportunities are available. Please contact Lynette James at ljames@franchise.org or call 202-662-0782 for more information.

Schedule of Events:MONDAY, SEPTEMBER 2811:00 am – 5:00 pm Registration Desk Open

11:00 am – 12:00 noon Refreshments & Networking with Table-Top Exhibitors

12:00 noon – 2:00 pm Opening General Session & Luncheon with Keynote SpeakerCollaboration: How Do You Work Together to Manage

Collaboration: How Do You Work Together to Manage Dynamic Change and Come Out on Top?The linchpin to any successful franchise system is a relationship built on collaboration and trust between the franchisor and franchisee. What do you do when the franchisor is proposing a dynamic change that will affect the overall system…and more importantly, the franchisee’s bottom line? Hear from a franchise leader who recently navigated such a change – the installation of a new product offering in each store and the steps both sides of the relationship had to take in order to work together to gain buy-in, confidence and ultimately, acceptance. How was the change communicated to the franchisees and how did they react? What were the challenges and how did the franchisor and franchisee overcome them together? Who were the key stakeholders that needed to be involved and what role did each play? Did this make the franchisor/franchisee relationship stronger and if so, how? What has been the effect of this change on the franchisees’ bottom line and has it been a success? Would either party do anything differently? This is a compelling look at the franchisor/franchisee relationship in action that you won’t want to miss.

Guest Speaker:Russ Reynolds, CEO, Batteries Plus Bulbs;Dustin Meyers, Franchisee, Batteries Plus Bulbs Franchisee

2:15 pm – 3:15 pm Concurrent Sessions

Boost Your Bottom Line through World Class Customer Service • Learn three unique Customer Service strategies that have helped

our franchisee panelists grow their business year over year.• Stellar customer satisfaction increases customer loyalty and

decreases marketing costs – if you only retain 5% of the customers you usually lose, your profits could increase up to 125%. Learn how these pros do it.

• The top 25% of your clients bring you the majority of your profits – tips to keep them happy and coming back.

• Think you are losing out on customers because of your price? You could be making a costly mistake. Hear how these franchisees deal with price objection and manage to keep the clients inside their doors.

Moderator: Mariana Huberman, UPS Store of Washington, DCPanelists: Tim Lightner, Two Men and A Truck of Madison and Racine/Kenosha, WI; Lynn Berberich, BrightStar Care of Baltimore City, MD; Mara Fortin, Nothing Bundt Cakes of San Diego, CA

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Financing Your FutureOver the last few years, market conditions have continued to impact franchisees’ ability to finance their growth. During this session, industry leaders will provide unique perspectives on: financial markets and their impact on funding new operations, growth through acquisition, and issues relating to franchisee retirement and exit strategies. Speaker: Dallas Kerley, Chief Development Officer, Benetrends

3:15 pm – 3:45 pm

Refreshments & Networking with Table-Top Exhibitors

3:45 pm – 5:00 pm General Session with Keynote Speaker The Key to Growth Readiness: People CapitalThere are three pillars of growth readiness: 1) Securing the financial resources to grow; 2) Building your bench in advance of growth; and 3) Building the appropriate business infrastructure to support a multi-unit organization. While money is more accessible from lenders and banks are loosening up their purse strings, the second and third pillars remain a challenge for many franchisees looking to expand. In this session, attendees will have an opportunity to hear from two franchisees that have extensive experience attracting, selecting, training, motivating, and retaining top talent in a competitive landscape. Are you looking to grow your organization and expand? The first step is to look internally and evaluate your infrastructure. Join us for an eye-opening and candid discussion about the most important commodity of all in terms of your next steps- PEOPLE. Guest Speakers:Danny Malamis, Jersey Mike’s Multi-Unit Franchisee, Washington, DC Metro AreaDavid Melton, Domino’s Multi-Unit Franchisee, New York City and Connecticut and Author of Hire the American Dream

5:00 pm – 6:30 pm Networking Reception with Table-Top Exhibitors

TUESDAY, SEPTEMBER 299:00 am – 1:30 pm Registration Desk OpenContinental Breakfast available at 9:00 am

9:30 am – 10:30 am General Session with Guest Speaker

Simple Steps to Protect Your Franchise From Hackers The Cyber-Security threat to your business continues to grow, causing apprehension and anxiety to grow as well. What may appear as a highly technical issue actually comes down to human behavior in most cases. By understanding how hackers are infiltrating business, you can take steps to

minimize your chances of becoming the next victim. This session will provide you with simple, but effective steps you can take to protect your franchise from hackers. Featured Speaker:Ken Colburn, President/CEO, Data Doctors

10:30 am – 10:50 am Refreshments & Networking with Table-Top Exhibitors

11:00 am – 12:00 pm Concurrent Sessions

Local Store Marketing Strategies/Best Practices In 2015, the imperative is growth. Attend this informative session focused on growing traffic and top-line sales through the use of local store marketing (LSM). Hear from Applebee’s franchisee Jim Ilaria, CEO of Potomac Family Dining Group, on how his team is driving same store sales growth through the use of local store marketing and how new technologies such as social media and geofencing are quickly becoming an important part of the LSM marketing mix. In addition, Kathy Schneider, a franchisee of Instant Imprints, will lead a lively panel of franchisees on how they use LSM to stimulate trial, shift share and grow their business. Come ready to take notes so that you can return home with new traffic building ideas! Speakers: Jim Ilaria, CEO, Potomac Family Dining Group; Kathleen Schneider, Instant Imprints Franchisee; Anjali Varma, Franchise Owner, Kidville of Bethesda, MD

Key Points of Real Estate NegotiationDuring this session, our presenters will share insights on the following areas:• Focus on “A” Quality Sites FIRST.• Deal Structures – purchasing, building/center lease,

purchase and SLB flip.• Key negotiation points.• What are the values gained and the real time wealth real

estate creates for franchisees?• Today’s returns for developers have never been greater.

Lessons learned from working with real estate investors. Speakers: Mark Whittle, Senior Vice President, Global Development, Hooters; Seth Goldstein, Dunkin’ Donuts/Baskin Robbin’s of Bayshore, NY

12:15 pm – 1:25 pm Boxed Luncheon with Interactive Roundtable Discussions

Our roundtables provide a unique opportunity for you to sit down with your peers one-on-one and share tips, challenges, solutions, and best practices on a wide-range of issues of interest to franchisees. Topics up for discussion will include operations, marketing, collaboration/relationship issues, growth, leadership, customer service and more! Many say our roundtable discussions are among the best sessions offered at any IFA program so don’t miss your chance to learn tactical information from others that will have an impact on your businesses’ future. 1:25 pm – 1:30 pm Closing Remarks

1:30 pm Program Adjourns

Stay in town and advocate for franchising at the Franchise Action Network Annual Meeting! Registration is FREE for franchisees and you will receive a discount on your Franchisee Growth

Conference registration if you attend both meetings. See page 5 for more details. 3

CONFERENCE PRE-REGISTRATIONPre-registration rates are available through Monday, September 27. Rates after that date (processed at our onsite registration desk) are subject to an additional $50 charge. To register onsite, please visit our registration desk located in the Pavilion Foyer of the Ronald Reagan Building during official registration hours. Pre-registration for concurrent sessions is not required – rooms will be set to maximum capacity and seats are available for all events on a first-come, first-served basis.

Our individual registration fees are as follows (fees are per person):

Franchisee IFA Member $295Franchisee Non-Member $590

Franchisor IFA Member $595Franchisor Non-Member $1,500

Supplier Forum Member $1,095Non-Member Supplier $2,095

To register for all programs and events described in this brochure, visit http://www.franchise.org/franchisee-growth-conference.

You may also complete the registration form found on the last page of this brochure and send it with payment to IFA’s Conferences Department at:

IFA’s Franchisee Growth Conference1900 K Street, NWSuite 700Washington, DC 20006Fax: 202-628-0812Email: hmurtaza@franchise.org

Questions? Call IFA’s Conferences Department at 202-662-0763 or email Haleema Murtaza at hmurtaza@franchise.org.

To appear on our pre-registration list that is emailed to attendees a week before the event, you must send in your registration form no later than Thursday, September 17.

WHAT DOES YOUR REGISTRATION FEE INCLUDE?• Entry into all educational sessions and table-top display

area• Course materials on a flash drive • Lunch on September 28• Cocktail reception on September 28• Breakfast on September 29• Lunch on September 29• Refreshment Breaks

ICFE CREDITS You will earn 300 Education Credits toward the completion of the Certified Franchise Executive (CFE) accreditation by attending the IFA’s 2015 Franchisee Growth Conference.

VENUE INFORMATIONThe Ronald Reagan Building and International Trade Center is an icon in the Washington, DC landscape. The building was dedicated on May 5, 1998 by President Clinton and Nancy Reagan and is the second largest federal building in the nation. Congress established the building to create and enhance opportunities for American trade, commerce, and cultural exchange. The International Trade Center has become the focal point for trade events, policy programs, trade delegations and other activities in Washington, DC. It is a sought after venue for special events and has played host to multiple high-level functions including the NATO Summit 50th Anniversary and inaugural festivities for President George W. Bush. The building’s stunning architecture includes an Atrium space featuring an eight-story foyer which gives way to an arched, glass skylight that soars from 35-125 feet. A section of the Berlin Wall is housed in the building, standing over nine feet high and 3 ½ feet wide, weighing almost three tons. Other important pieces of historical artwork can be found throughout the building including a Congressionally-authorized memorial bas-relief of former President Woodrow Wilson and a bas-relief of President Reagan, sculpted by renowned American artist, Chas Fagan. Join us for the Franchisee Growth Conference to take advantage of this unique opportunity to visit a one-of-a-kind Washington, DC landmark.

HOTEL INFORMATIONPlease reserve a room at the newly renovated JW Marriott by visiting https://aws.passkey.com/event/13833688/owner/559/home or calling 1-800-393-2503. Indicate you are attending the IFA Fall Meetings to receive our special room rate of $328 per night, single or double occupancy (includes free wifi in the guest room). This is indeed a discounted hotel rate for the month of September in Washington so take advantage and don’t delay! The deadline for making reservations is September 8, 2015 (or when the room block is full, whichever is first). Once the block is sold out, reservations will be accepted on a space and rate availability basis. The JW Marriott is located at 1331 Pennsylvania Avenue, NW, directly across the street from the Ronald Reagan Building. For more information about the hotel, please visit www.jwmarriottdc.com.

See our discounted

package deals on the next

page!

The JW Marriott is across the

street from the Ronald Reagan

Building!

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SAVE MONEY WHEN YOU REGISTER FOR THESE TWO CRITICALLY IMPORTANT EVENTS!We want you to participate in both the Franchisee Growth Conference and the Franchise Action Network Annual Meeting! IFA Members who register for both events receive a discount.

Franchisors are encouraged to join their franchisees for both events, and will receive a discount!

Franchisees will receive a discount on their Franchisee Growth Conference registration fee if they attend the Franchise Action Network Annual Meeting, which is complimentary for all franchisees.

Supplier incentives are also being offered. Our package deals are outlined below. Sign up today! Your business (and franchising) will thank you if you do.

• Franchisees attending the Franchise Action Network Annual Meeting and the Franchisee Growth Conference: $195 (a savings of $100).

• Franchisor/Franchisee from the same system: $590 for both parties (a savings of $300) and a complimentary registration to the Franchise Action Network Annual Meeting for the franchisor.

• Franchisor who brings three Franchisees from the same system to the Franchisee Growth Conference receives a complimentary registration for both the Conference and Franchise Action Network Annual Meeting (a savings of $845).

• Supplier with a Franchisor or Franchisee Client: $895 for both parties (a savings of $200 for the supplier).

IFA’S WASHINGTON, D.C. FLY-INSEPTEMBER 29-3O, 2O15 // JW MARRIOTT // WASHINGTON, D.C.

ANNUAL MEETING

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Please complete one form per person. Registration fee includes all programming, one continental breakfast, two luncheons, networking reception and refreshment breaks. Questions? Please email Haleema Murtaza at hmurtaza@franchise.org. Register by September 14th to appear on our pre-registration list.

Full Name:_____________________________________________________________________________________________________________Nickname for Badge: ___________________________________________________________________________________________________Job Title: _____________________________________________________________________________________________________________Company: _____________________________________________________________________________________________________________Address: ______________________________________________________________________________________________________________City: _____________________________________State: ______________Zip: __________________ Country (if not U.S.): ______________ Telephone: ___________________________________________________Fax: ____________________________________________________Email: _________________________________________________________________________________________________________________Valid e-mail needed for your registration confirmation letter.q Check here if you do not wish to receive e-mails on conference events and issues of interest.

HOTEL RESERVATIONS: You may book your room online at the JW Marriott by visiting https://www.tphousing.com/ph2/index2.aspx?EICode=3051&Attcode=72&WebSessionsResID=25096805. The JW Marriott is located across the street from the Ronald Reagan Building. Deadline for making a reservation is Sept. 8th (or when the IFA room block is filled, whichever is first). Once the room block is sold-out, reservations will be accepted based on availability at the group rate of $328.

SEND YOUR COMPLETED FORM(S) WITH PAYMENT TO: INTERNATIONAL FRANCHISE ASSOCIATION, 1900 K Street, NW, Suite 700, Washington, DC 20006 Phone: 202/628-8000 • Fax: 202/628-0812 • franchise.org

Please mark the appropriate boxes to indicate your participation and fees. Registration fees are PER PERSON unless otherwise noted.

PER PERSONFranchisee q IFA Member $295 q Non-Member $590

Franchisor q IFA Member $595 q Non-Member $1,500

Supplier q IFA Member $1,095 q Non-Member $2,095

PAYMENT METHOD

q Check payable to IFA (Federal Tax ID # 36-6108621)

q Credit Card: q AMEX q Visa q MasterCard q Discover

Account # ___________________________________________________________________________ Expiration Date_______________Cardholder’s Name _______________________________________________________________________________________________ Cardholder’s Billing Address ______________________________________________________________________________________Signature ________________________________________________________________________________________________________

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

REGISTRATION FORM

Register online at franchise.org/franchisee-growth-conference!

DISCOUNT PACKAGE DEALS FOR IFA MEMBERS ATTENDINGTHE FRANCHISEE GROWTH CONFERENCE AND OUR FLY-IN

q Franchisor & Franchisee (from the same system) $590 for both This package includes a complimentary registration for the persons franchisor to the Franchise Action Network Annual Meeting q Supplier & a Franchisor or Franchisee Client $895 for both persons

q Franchisee also attending the Franchise $195 each Action Network Annual Meeting:

September 28-30, 2015 at the JW Marriott, Washington, D.C. Our Annual Fly-In is complimentary for franchisees.

q Franchisor & 3 Franchisees $295 for each (from the same system) franchisee

The franchisor will receive a complimentary registration to the Franchisee Growth Conference and Franchise Action Network Annual Meeting when they pay for 3 franchisees at the $295 each rate.

Total Fee $_________________ Total Fee $_________________

*Additional $50 fee will apply to on-site registrations **To register for the Franchise Action Network Annual Meeting, please visit www.franchise.org/franchise-action-network-annual-meeting