October – December 2022 - New

Serving

IF THE CONCEPT FITS, Grab It!

Established since 1984, TungLok Group is a Singapore-grown SGX-listed company with close to 40 years of successful track record in owning and operating award-winning restaurants in both Singapore and in the region. It now offers you the following brands and restaurant concepts for Licensing Opportunities.

SCAN TO VISIT

www.tunglok.com

Dancing Crab, launched in April 2014, is an original fun and vibrant dining concept by TungLok Group.  It offers seafood boil, lobster rolls and great seafood dishes, alongside thirst-quenching lemonades, cocktails, craft beers and lively music to complete the dining experience.

• Orchard Central, Singapore

• VivoCity, Singapore

• Northshore Plaza II, Singapore

• Grand Front Osaka, Osaka, Japan

• Shinjuku, Tokyo, Japan

TungLok Heen, a pavilion of retreat for those who appreciate exquisite, authentic Chinese cuisine, is helmed by internationally-acclaimed Celebrity Chef Susur Lee and his right-hand man, Chef Ken Ling.

• Hotel Michael, Resorts World Sentosa, Singapore

• Vinhomes Riverside Long Bien, Hanoi, Vietnam

This flagship of TungLok Group opened in 1984.  A popular venue for corporate dining and special occasions, it offers a tantalising range of traditional and authentic Chinese cuisine such as Cantonese, Shanghainese and Sichuan.

• Orchard Rendezvous Hotel, Singapore

• Clarke Quay Central, Singapore

• City of Dreams, Manila, The Philippines

TungLok Seafood specialises in the best of Singapore-style seafood created with award-winning recipes. The Singapore Chilli Crab, Black Pepper Crab and the original Wasabi-mayo Prawn are amongst its specialties.

• Orchard Central, Singapore

• PLQ Mall, Singapore

• d’Arena, Singapore

• Park Regis Hotel, Singapore

• S Maison, Manila, The Philippines

Interested parties, please contact: Jasmine Chen (jasminechen@tunglok.com) / Amanda Liman (amandaliman@tunglok.com)

BEYOND FISH & CHIPS!

Big Fish Small Fish is one of the most trendy restaurants that emerged in Singapore the last 5 years. Our popularity grew exponentially and we expanded to 5 stores in Singapore plus 2 franchise stores in Malaysia over a period of 3 and a half years.

We are the rst to serve Fish & Chips using freshly-sliced potato crisps. Crispy batter, variety of sh and free ow of sauces and dips are a hit with the adventurous diners! We continue to grow as we offer the traditional Fish & Chips lovers Haddock, Halibut and Mushy Peas to satisfy their craving.

Big Fish Small Fish sealed our position as a top of the mind restaurant for Fish & Chips, amidst a casual and fun environment. We look forward to working with like-minded partners to bring this vibrant concept further into the international dining scene.

Our Story

We started from a humble shipping container at Punggol Waterway, unpretentiously serving Fish & Chips lovers. Today it is our dream to introduce this classical dish to both the traditionalists and to the adventurous.

Setting our hearts on authenticity and bold innovations, we are dedicated to cook-to-order freshness. We bring to you a place for families, loved ones, friends & colleagues to share memorable moments.

Sincerity & passion de ne us. Big Fish Small Fish truly goes Beyond Fish & Chips.

For franchise enquiry: thamkokyun@bfishsfish.com

Note from the Editor

Note from the Editor-in-Chief

Franchise companies, once they have built a solid net work of outlets in their own countr y, will often st art to look at overseas markets. Because many entr y barriers can be overcome via franchising , this is naturally a preferred model for overseas expansion.

However, in my 33 years in franchise consulting , I have seen many franchisors rush overseas in the most unprepared conditions – e.g ., when their nancial position is still relatively weak; when their team members are still inexperienced and psychologically unprepared to travel frequently overseas; and when their intellectual propert y protection is not in place…

If you have attended previous Franchising & Licensing Asia (FLAsia) shows before (not counting the last two years’ virtual shows), you would remember the buzz on the show foor to the wide assortment of educational sessions that went on throughout the threeday event. FLAsia is acknowledged as an opportunity for every interested person to learn or discover something new about the world of franchising, and it is also a great place to forge new business relationships.

Interestingly, I recently read an article about international expansion by Wharton management professor Exequiel (Zeke) Hernandez who studied a phenomenon in the banking industr y in his paper, “When Do Ethnic Communities A ect Foreign Location Choice? Dual Entr y Strategies of Korean Banks in China” Professor Hernandez mentioned the example of a Korean bank which, among other strategies it deploys, open branches in China populated by people of its own ethnic group.

I opine that before venturing overseas, doing tons of pre-entr y homework, and evaluating the external environment of a business by breaking down the opportunities and risks into Political, Economic, Social, Technological, Environment al, and Legal factors (PESTEL) is tot ally essential.

May 2022 be a year when great breakthroughs happen for the good of all humanit y

Albe Editor

Our 29-years-old magazine has been most fortunate (blessed) for being the de-facto offcial magazine for FLAsia (since its inaugural show) and a media partner for many franchise and related shows (e.g., Food & Hotel Asia, Speciality & Fine Food Asia, Restaurant Asia, Café Asia, ThaiFex Anuga, etc.) throughout the Asia Pacifc (including those in France and the UK).

The topic might seem unusual, but the phenomenon of rms expanding into foreign markets [to follow immigrants] is actually quite common. I am inclined to see Philippines’ fast-food Jollibee as a real example. Their rst outlets were in California because there are many Filipinos who live there…

In spite of the tough economic situation in many parts of the world, franchising is thriving as more people consider joining a franchise as an alternative to employment. Many successful companies (successful— this is an important criterion amongst other essential factors)have also chosen to expand their business via franchising. Which is why in Indonesia, instead of the normal two franchise shows a year, there will be three this year. Another indicator is the increasing number of platforms that offer all sorts of franchising opportunities (note: please be very cautious in the process of selection as getting into a franchise relationship requires very strong commitment. Asiawide Franchise Consultants will be conducting a workshop to address this topic in day three of FLAsia 2022)

But not all companies will nd it desirable to locate where immigrants from their home countr y live. There are cases in which companies deliberately avoided locating where immigrants live because they didn’t want to be associated with catering to a ‘niche-y’ ethnic group of customers or workers. Instead, they actually wanted to ser ve the broader market. Professor Hernandez’s ‘dual entr y strategy’ is quite interesting “If I am a rm and I’m considering expansion into a location that has an ethnic population, I’m going to do it if that location has a weak institutional environment weak courts, weak laws, weak propert y rights — but I will not or I will be at least much less swayed by the ethnic population in places where institutional environments are strong”

I wish one and all good health and success in your business endeavours.

Publisher Asiawide Trends Pte Ltd

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Albert Kong Editor

Editor-In-Chief Albert Kong

We welcome views and comments from our readers. Correspondence should be addressed to Editor-in-Chief at the above address.

Asia Franchise & Business Opportunities (AFBO) reserves the right to edit letters for publicaiton and also reserves the right to refuse advertising. With the publicaiton of AFBO, Aisawide Trends is not offering legal, fnancial or any professional advice or endorsements. Readers are encouraged to seek advice from professionals in specialized felds before acting on any information published herein. The views and opinions expressed in AFBO are those of the author(s) and do not necessarily refect the views and opinions of Asiawide Trends.

The QSR brand that serves great food for more than a century – A&W

Consumers are seeking out foods and favors that bring back fond childhood memories. As for the Millennials and Gen Z’ers, they are also inclined to like foods that deliver nostalgic favors in a reimagined way, making them appealing. One ‘evergreen’ quickservice-restaurant brand is A&W, with its ever-popular root beer foat ice cream and coney dog being two of their iconic offers. Fans of A&W are jumping for joy as they are going to see more outlets in the region, starting in Malaysia. Confectionery and cocoa-based biscuits maker Pan Malaysia Corp Bhd (PMC) inked the deal in March 2022 with Inter Mark Resources Sdn Bhd for RM21.04 million. Inter Mark is the master developer and exclusive franchisee of the A&W franchise for Malaysia and operates the A&W chain of restaurants via its wholly owned subsidiary, A&W (Malaysia) Sdn Bhd. The new majority owner is part of the conglomerate MUI Group, the main businesses of which include retailing, hotels, food and confectionery, fnancial services, property, travel and tourism. The group has business presence in the UK, Continental Europe, the US, Canada, the UAE, Malaysia, Thailand, Australia, Hong Kong, China, Japan and Singapore.

Introduced into Malaysia in 1963, the A&W franchise was brought into Malaysia by Mr and Mrs Lie Boff from the USA. The Lie Boff family opened their frst outlet in Jalan Tuanku Abdul Rahman making it the frst fast food outlet in

Malaysia. This was followed in 1965 with the frst Drive-in restaurant in Petaling Jaya next to Shah Village Motel.

The A&W chain of restaurants is currently ramping up its expansion drive and tweaking its menu in a bid to boost its revenue threefold to RM180 million this year and to RM250 million in 2023.

“We plan to double our 75 outlets currently to 150 by 2025 to be the second or third largest player in Malaysia. We’re opening another 12 stores by the end of the year and will hit our 100th by 2023. “ Inter Mark Resources Founder and Director, George Ang said. “ We are putting the operations and quality right. First, we will continue to serve root beer in frozen mugs and do away with the paper cups. The root beer is our most proftable product, contributing 15% to 18% of A&W Malaysia’s sales,” says Ang. “ Second, we now use fresh chicken and have done away with frozen poultry, which has made a signifcant enhancement to taste.” A&W recently had its biggest opening in Asia with its Alor Setar DT smashing the record with RM60,000 on its opening day!

A&W Malaysia will also penetrate the Borneo market by opening its frst 2 outlets in Kota Kinabalu, Sabah by the end of this year followed by plans to have eight outlets across Sabah and Sarawak by the end of 2023.

Andrew Khoo, Chairman/CEO of MUI Bhd, enthusiastically shared “A&W Malaysia will also continue to leverage on technology and the lessons of the pandemic by capitalising on platform aggregators and its own channels for delivery, while exploring options such as ghost kitchens and kiosk concepts which have a lower operating expenditure such as rental and labour costs.”

消费者正在寻找能够带回美好童年回忆的食物和 口味。至于千禧一代和Z世代，他们也倾向于喜 欢以重新想象的方式提供怀旧风味的食物，使 它们具有吸引力。一个“常青”快餐店品牌是A&W，其广受 欢迎的根汁汽水漂浮冰淇淋和康尼狗香肠是他们的两个标 志性产品。A&W的粉丝们很高兴，因为他们将在该地区， 从马来西亚开始, 看到更多的网点。糖果和可可饼干制造商 Pan Malaysia Corp Bhd （PMC）于2022年3月与Inter Mark Resources Sdn Bhd以两千一百零四万令吉的价格签署了 这笔交易。Inter Mark是马来西亚A&W特许经营权的主要开 发商和独家特许经营商，并通过其全资子公司A&W（马来 西亚）私人有限公司经营A&W连锁餐厅。新的大股东PMC 是MUI集团的一部分，后者的主要业务包括零售，酒店， 食品和糖果，金融服务，房地产，旅行和旅游。该集团在 英国，欧洲大陆，美国，加拿大，阿联酋，马来西亚，泰 国，澳大利亚，香港，中国，日本和新加坡开展业务。

A&W特许经营权于1963年引入马来西亚，由来自美国的Lie Bof先生和夫人带入马来西亚。Lie Bof家族在Jalan Tuanku Abdul Rahman开设了第一家分店，使其成为马来西亚第一 家快餐店。随后在1965年，在八打灵再也的第一家免下车餐 厅，毗邻Shah Village Motel（汽车旅馆）。

A&W 连锁餐厅目前正在加大扩张力度并调整其菜单，以期 将今年的收入增加三倍，达到 1.8 亿令吉，到 2023 年达到 2.5 亿令吉。“我们计划到 2025 年将我们目前的 75 家门店翻 一番，达到 150 家，成为马来西亚第二或第三大餐饮品牌。 我们将在今年年底前再开设 12 家门店，到 2023 年将达到 第 100 家。” Inter Mark Resources 创始人和总裁 George Ang 说。 “ 我们正在把运营和质量放在正确的位置。首先，我们

将继续在冷冻杯中供应根汁汽水，并取消纸杯。根汁汽水 是我们最赚钱的产品，占 A&W Malaysia 销售额的 15% 至 18%，” George Ang说。 “第二，我们现在使用新鲜鸡肉， 取消了冷冻家禽，这大大提升了口感。” A&W 最近在亚洲 举办了其最大的开幕式，其 Alor Setar DT 在开幕当天以 RM60,000 打破了纪录！

马来西亚 A&W 也将在今年年底前在沙巴哥打京那巴鲁开设 2 家分店，从而打入婆罗洲市场，随后计划到 2023 年底在 沙巴和砂拉越开设 8 家分店。

MUI Bhd 主席/首席执行官 Andrew Khoo 热情地分享：“我

们也将继续利用技术和从疫情中收集的教训，利用平台聚 合器和自己的交付渠道；同时我们将探索诸如云厨房和信 息亭大小的概念等选项，这些选项在租金和劳动力成本方 面具有较低的运营支出。”

Message from Guest-of-Honour, Minister of State for Trade and Industry, and Minister of State for Culture, Community and Youth, Mr Alvin Tan

I am pleased to join you at the 17th Franchising & Licensing Asia (FLAsia) –which also marks the frst time the event is held physically since 2019. Despite the challenges faced over the past two years, membership in the Franchising and Licensing Association (FLA) grew, signalling the continued importance of Franchising and Licensing (F&L) as a mode of expansion for businesses. After overcoming disruptions posed by COVID-19, FLAsia 2022 is an opportune event for us to interact with our overseas counterparts and uncover new opportunities for partnership and collaboration.

During the pandemic, FLA continued its active engagement of its members to encourage growth and internationalisation. With borders reopening, more opportunities for businesses to expand their global footprint are emerging. I am glad to note that FLA has expanded the scale of FLAsia this year to tap on the higher demand observed across various sectors. FLA 2022 has 20% more booths this year, with 5 overseas pavilions, a signifcant increase from 2 pavilions in 2019.

As the F&B sector moves towards recovery, F&L will be an important modality for companies to resume market entry and expansion efforts by allowing them to diversify risks and uncover new channels. It is critical for companies to internationalise and capture new growth. Trade associations like FLA can help support businesses in their endeavours by organising training, capability building, and overseas missions. Enterprise Singapore (EnterpriseSG) also supports companies in their innovation and internationalisation journeys through various programmes and initiatives.

FLA has done well to scale up this year’s FLAsia event, which remains an important platform for connecting brand owners and franchise owners. By leveraging the support from FLA and EnterpriseSG, I encourage companies to embark on transformative efforts in anticipation of future challenges and opportunities. Together, we can build a stronger, more resilient economy, and strive in the everchanging global arena. I wish FLA and its members a successful FLAsia 2022.

Thank you.

Message from the President of Franchising & Licensing Association (FLA) Singapore

Greetings to all visitors to our 17th edition of Franchising & Licensing Asia (FLAsia), the most international franchise event in this region.

I want to start off by saying that as President of the association, my fellow ExCo members and I want to ensure that our annual Franchising & Licensing Asia (FLAsia) exhibition and conferences is committed to advancing franchising knowledge and the healthy growth and expansion of all sorts of life-style businesses (including those of our members) both locally and overseas.

The FLA Secretariat, together with the team from our show manager Constella, have worked very hard with the plethora of renowned speakers, and exhibitors (local and overseas), to deliver an excellent programme focused on innovations and advances in the franchising fraternity around the world.

We are delighted to have Minister of State for the Ministry of Trade & Industry, and for Culture, Community and Youth, Mr Alvin Tan as our Guest of Honour this year. With the strong support from the ministry and especially from Enterprise Singapore, we are confdent that franchising will continue to grow healthily and continue to contribute positively to Singapore’s economy.

I am confdent that this show will engender good feedback from all participants, and I am hopeful that we will receive rave reviews across all the social media platforms, thereby further boosting the quality and attendance of our show in the following years.

I wish all of you a fabulous experience at FLAsia 2022.

Andrew Khoo President, FLA Singapore

Message from the FLAsia 2022 Committee

Greetings to one and all.

Welcome to FLAsia 2022 and Singapore. After two years of the virtual version of FLAsia, no thanks to the Covid-19, we now look forward to an exciting ‘physical’ (yes, face-toface, unmasked!) FLAsia 2022 taking place at the beautiful Marina Bay Sands Convention Centre. FLAsia 2022 is a vital bouncing back business opportunity for franchisors and companies/individuals to grow and start new businesses as regional countries have begun to live with this endemic. Despite the current global challenges, economic recovery is beginning to gain momentum in the ASEAN region. Hence, FLAsia 2022 is very timely!

Other than having an increase in the number of booths, visitors will also notice that there are new elements added to give more buzz to the show. For example, FRESH!BRANDS (for established brands to showcase their new franchise opportunities), and DISCOVERY DAYS (for prospective franchisees to pay a physical visit to franchisors’ stores and offces), just to name a few. We have also lined up an enriching 2-day conference program during which domain experts will share their knowledge, experience and insight. In addition, on day 3, there is a workshop on “How to evaluate a franchise” which will help prospective franchisees select the “right” franchise brand.

We are confdent that this edition of FLAsia will be one that meets visitors, exhibitors and related parties’ expectations.

We would like to thank all delegates, collaborating organizations, speakers and panelists for making this event a remarkable and successful one.

Looking forward to meeting you during FLAsia 2022.

Sincerely,

Dhiren, Albert, Emie, Wendy, Robert

Dhiren Shantilal Albert Kong Ernie Koh

Wendy Foo

Robert Leong

The State of the Franchise Sector in Australia

Some numbers

The Franchise sector measured by revenue in Australia is around A$156.0 bn in 2022

Franchising in Australia is extremely well developed with over 90,000 franchised business units, employing over 510,000 people. (Source- IBISWorld Franchising in Australia report published June 2021). It is also a highly regulated sector in Australia.

Sector Growth

The franchise sector is expected to increase 0.6% in 2022. The sector declined 2.4% per year on average between 2017 and 2022, with Covid-19 having a huge impact on the hospitality sector as was the case in most countries. Some other interesting statistics are as follows:

• 69% of Australian franchised businesses were operated by men and 29% by women.

• 57% were born in Australia, more than 40% were born overseas with India the second most common place of birth at 15%, followed by China 7% and the UK 3%.

• 73% of franchise units were owned by single operator, 20% operated 2-3 units and 7% with 4 or more units for their franchise system.

• 33% commenced their business in the last fve years (2017-2021),30% commenced their business between 2012 and 2016 and 37% had been operating the business for more than ten years.

• 76% of franchised businesses are based in capital cities with 24% in regional areas

• 80% of the businesses reported turnover of more than A$10,000 per week. These 80% were in the hospitality sector.

Sector Forecast

Forty nine percent of Franchisors expected better trading performance in 2022 in sectors such as convenience stores, retail food outlets, retail stores, pet and home services.

The risk of further Government lockdowns was identifed as the greatest challenge over the next twelve months (as of June 2022) with staff shortages the other.

Eighty percent of franchisees found their franchisors supportive during the Covid-19 issues over the past twelve months with the diffculties of Covid and receiving high levels of marketing support from their franchisor, with 67% indicating they were receiving high levels of technology and systems support.

Thirty to forty percent of franchisees indicate they were receiving high levels of franchisor support in the areas of dealing with landlords, vendor relationships, payroll and HR issues and accessing government support programs.

Foreign franchisors entering Australia

There are no prohibitions to international ownership in Australia, unlike certain countries in Asia who may require local ownership and control.

Anyone entering Australia should however seek advice from Franchise Specialists. Sanicki Lawyers act for overseas companies establishing their business in Australia in the franchise and other business sectors.

Robert Toth and the Franchise, Licensing and Distribution team at Sanicki Lawyers have over 35 years of on the ground knowledge and expertise in the sector.

Tips for entering Australia

Franchise Plan

Franchisors should prepare a business entry plan and seek local assistance to remodel their system to meet Australian conditions as our Australia’s workplace laws, a staff costs and leasing costs are generally higher than overseas.

Financial modelling

Conducting fnancial modelling to ensure the revised franchise model will work for a franchisee in Australia is critical to ensure the successful roll out of the brand. This should include forecast proft and loss modelling, revenues and margins. A ‘good’ franchise system is one where the franchisee can draw a reasonable salary for their hours worked and get a return on their investment.

Seek local knowledge

There are many local tricks and traps to establishing a franchise in Australia. Every State and Territory has different demographics and the point of entry for a franchisor can make or break the system whether it is Sydney, Melbourne or Adelaide or Perth.

Many new franchise systems enter the Australian market as we are Australia is considered a stable market with a good political and legal system and an attractive consumer market. Recent sectors that show good promise are in the areas of children services, real estate, ftness/ health care and wellness, recruitment and fnance, leisure, hotels, catering and home care and pet services.

ACCC enforcement action

The Australian Competition and Consumer Commission (ACCC) is the regulator of the franchise sector and it has recently stepped-up enforcement of the Franchising Code of Conduct.

The ACCC’s 2022/23 compliance and enforcement priorities focus on deceptive advertising in the digital economy, environmental claims and sustainability, and disruption to global and domestic supply chains.

The ACCC is targeting online companies that send false reminders and engage in misleading conduct to consumers ( example: low-stock warnings), and design interfaces that discourage unsubscribing, manipulation of online reviews and search results, comparison websites and social media infuencers who don’t disclose commercial relationships including paid promotions.

The ACCC will also closely scrutinise businesses that are making environmental and sustainability claims, including claims about consumer goods, and sectors in the manufacturing and the energy sector.

An ACCC report examining general online retail marketplaces, such as Amazon Australia, Catch, eBay Australia and Kogan, has highlighted a range of concerns about how they operate as well as the alleged signifcant benefts they provide to consumers and sellers.

Online marketplaces provide a low-cost way for sellers to enter the market and give consumers a greater choice of goods. A recent 2022 ACCC report noted that Amazon Australia’s sales remains signifcantly lower than eBay Australia and well below the sales of many large Australian online retailers such as Big W, David Jones, Kmart, Myer or Target.

In its ffth Digital Platform Services Inquiry report, the ACCC is considering whether Australia needs a new legal framework to address competition and consumer concerns with digital platform services.

Recent Cases

1. The most recent and prominent cases involved a franchisor Jump Loops Pty Ltd (in liquidation) (Jump Swim) which was ordered to pay penalties of A$23 million for making false or misleading representations, and wrongly accepting payments from franchisees, in proceedings brought by the ACCC in the Federal Court.

2. The Federal Court ordered Megasave Couriers Australia Pty Ltd (Megasave) to pay A$1.9 million in penalties for making false or misleading representations to prospective franchisees. The proceedings were brought by the ACCC, and Megasave’s sole director Gary Bourne was ordered to pay a penalty of $120,000.

3. The latest “HOT OFF THE PRESS” case which is likely to be the largest franchise test case for some time involves Mercedes-Benz dealers seeking $650m compensation from the German car maker.

The Dealers say they were forced to sign new Agency agreements that dramatically reduce their profts and destroyed years of goodwill built over time with customers. This will be a test case for the recently updated franchise laws which found an imbalance in power in the car industry.

The Franchise Code changes introduced an obligation on car manufacturers to include “fair and reasonable compensation for franchisees in the event of early termination of their dealership”.

This was off the back of Holden (GM) axing the Holden brand in Australia and Honda’s treatment of dealers moving to a fxed-price agency model. The case will test whether the practises engaged in by these car manufacturers are

The ACCC when taking enforcement action can:

• accept an administrative resolution from a franchisor, where the franchisor agrees to do, or stop doing, certain things to address concerns that were raised about their conduct

• accept a court-enforceable undertaking from the franchisor, where the franchisor agrees to do, or not do, certain things. A court can enforce what is agreed

• issue an infringement notice to the franchisor, if the franchisor has breached a penalty provision which will be noted on the public register.

• take court action against the franchisor, leaving the Court to make orders if any laws have been breached.

Issues for Franchisors in Australia

1. Funding

One of the biggest issues for franchisors over the past 2 years has been the strict and restricted criteria of the banking and fnance sector as they have not been willing to lend to potential franchisees if the only security is the equity in their home.

This has led Sanicki Lawyers to work with its new franchisor clients to reduce the upfront cost of entry (initial capital) into a franchise to make it attractive to potential franchisees and in some cases to offer franchisor funding or deferred payment options over time.

The key issue is (and this is an irony) that the ideal franchisee is often the one that does not have the capital and funds to enter into the franchise, whereas the not-so-

ideal applicant may have the funds. Franchisors need to be selective and ensure that they carefully select their franchisees as they will invest considerable time and effort with them, and disputes are costly and unproductive if you they selected the wrong applicant.

2. Landlords and Leases

There has been a signifcant shift in the leasing market, and again local knowledge and expertise can be valuable to ensure you the franchisor and/or your franchisees have entered into a good commercial lease. Despite the volume of vacancies in retail premises, landlords are still seeking high rents with security deposits and personal guarantees.

3. Recent franchise regulation changes

On 1 June 2021, amendments were made to the Franchising Code of Conduct in response to the 2019 Fairness in Franchising report, which identifed a substantial power disparity between franchisors and franchisees.

The latest changes to the Franchising Code aim to address that disparity by improving fairness and transparency of the franchising sector, in line with the overarching goal of the Competition and Consumer Act 2010 to promote competition and fair trading.

The following are key changes to be aware of, that apply to agreements entered into, renewed, or extended on or after 1 July 2021.

The mandatory Disclosure regime requires franchisors to provide additional information to prospective franchisees at least 14 days before entry of a franchise agreement or making a non-refundable payment such as:

• a copy of the lease of the premises or a summary of the commercial terms of the lease;

• the percentage of franchisees in the franchise system that were a party to any alternative dispute resolution processes conducted in the previous fnancial year;

• details around rebates and other fnancial benefts that franchisors receive from suppliers;

• the prospective franchisee’s rights relating to any goodwill generated by the franchisee.

These additional pre-entry disclosure requirements apply to disclosure documents given to franchisees on or after 1 November 2021.The cooling off period has also been extended from 7 to 14 days from when the franchisee enters into the franchise agreement.

New Franchise Register

In November 2022 the Australian Government will launch a new Franchise Disclosure Register, a public database which aims to increase transparency in the franchising sector.

Franchisors have until 14 November 2022 to access the Register and create a profle and learn more about their obligations. The Register will ‘go live’ and be searchable by potential franchisees from 15 November 2022.

This free, online service will require a franchisor to upload key information to create a profle on the Register by logging-in with a MyGov ID, enabling prospective franchisees to make informed decisions before entering into a franchise agreement. However, while the Register will add greater compliance to franchisors, the information to be fled is signifcantly reduced from that suggested in the Government’s 2021 Exposure Draft legislation which required franchisors to fle disclosure documents, standard franchise agreements and key facts sheets with some redaction allowed for commercially sensitive information.

The only information required to be included by a franchisor will be:

• its name and the name under which the franchisor carries on business in Australia relevant to the franchise (if any);

• its Australian Business Number, if it has one ;

• the addresses of its registered offce and principal place of business in Australia (if any);

• its business telephone number and email address; and

• the industry classifcation code used by the Australian Bureau of Statistics for the industry in which the franchised business operates.

A franchisor may choose to fle its disclosure document, key facts sheet or standard franchise agreement with personal information and commercially sensitive information redacted, but now has no obligation to do

so. It is therefore likely that most franchisors will not. As is usually the case, the changes will not really increase transparency of the operation and structure of franchise systems as the Government intended.

Franchisors who have a disclosure document in the form required by the Franchising Code who provide a copy to a prospective franchisee on or before 31 October 2022 must register by 14 November 2022.

Franchisors who issue an Australian disclosure document after 31 October 2022 must register at least 14 days before they enter into a franchise agreement with the prospective franchisee.

The penalty for a failure to do so is up to AUD 133,000, but it will not invalidate a franchise agreement. Also, a franchisor who has no more than one master franchisee will not be required to register; however, their master franchisee will need to register.

Once registered, the franchisor’s details will remain on the public register until:

• replaced by the franchisor;

• removed after 18 months, unless the franchisor has confrmed that the information remains current; or

• the franchisor requests removal as it ceased to operate the franchise or the franchise system.

The Franchise Disclosure Register website can be found at: www.franchisedisclosure.gov.au

Annual updates required

A registered franchisor will be required to confrm the information remains accurate or update the information with annual updates or confrmations required by the 14th day of the ffth month following the end of the franchisor’s fnancial year. The registration process and technical requirements will not be clear until later this year when the online Register becomes available.

Summary

Franchising is on the move after a diffcult period (no thanks to Covid-19) for many sectors, but Australia is a worthwhile market for overseas franchisors to enter the market.

Seeking local specialist advice will limit the risks ad help to ensure the overseas franchisor’s success, and with no barriers to entry.

Robert Toth Accredited Commercial Law and Franchise Specialist Special Counsel Mobile 0412

67 37 57

robert@sanickilawyers.com.au

澳洲特许经营现状

特许经营在澳洲的发展非常好。据2022年澳洲财政收入测 算，大约有1560亿元来自特许经营。根据IBISWorld 2021 年6月出版的关于特许经营的报告所显示，澳洲大约有9万 个特许经营单位，它们雇佣了超过51万名员工。

• 33%的特许经营单位是在过去5年内开始运营（20172021）的，30%是在2012到2016年开始运营的，37%已经 运营了超过10年。

• 76%的特许经营生意位于主要的大城市，24%位于偏远地 区。

据相关报告，76%的特许经营生意的营业额每周超过1万澳 币，其中80%是与服务性行业相关。

特许经营单位在2017到2021年底平均每年下降2.4%，特别 是在疫情期间由于各国的服务性行业遭受到巨大影响, 下 降幅度较大，但预计在2022年期间涨幅为0.6%。其它一些 值得注意的统计数据如下：

49%的特许经营者期待同行们在2022年会有好的商业表现， 包括便利店，食物零售直销店，其他行业零售店，宠物及 家居服务。

• 57%的运营者出生于澳洲，超过40%的出生于海外，其 中15%来自于人口出生率第二高的印度，接下来的是3% 来自于中国，3%来自于英国。

• 73%的特许经营单位是由单人操作，其中20%的单一运 营者操作2-3个单位，7%的单一运营者操作4个及4个以 上的特许经营单位。

自2022年6月起的接下来12个月，政府封城被认为是特许经 营最大的挑战，然后就是员工的短缺。

80%的加盟商认为他们的特许授权者在过去12个月的疫情期 间，针对于来自疫情中的各种困境，给予了他们有效的支 持，特别是提供了高水平的市场营销支持，其中67%的加盟 商认为得到了高水平的技术和系统支持。

30-40%的加盟商认为他们在跟房东交涉，供货商关系，工 资发放，人力资源，以及加入政府扶持计划等方面，均从 特许授权者那里得到了支持。

澳洲对海外人士的特许经营拥有权不实行任何限制，不像 某些亚洲国家要求所有权和控制权掌握在他们自己人手 里。然而任何人进入澳洲市场都首先应当寻求特许经营方 面的专家的建议。

Robe Toth以及Sanicki律师行的专业团队具有超过35年的专 业知识及相关领域的经验。

租赁市场不断发生巨大的变化，对当地的了解及具有专业 性知识是非常有价值的，因为它能够确保特许授权者及加 盟商能够获得合理的租约。尽管零售商铺存在着大量的空 置，但房东们还是一直会寻求高房租，高保证金及私人担 保。

2021年6月1日，针对2019年的特许经营公平性报告，特许 经营行为准则进行了调整。调整后的行为准则阐述了特许 授权者与加盟商之间巨大的权利差距。

这些关于额外的需要前期公开的信息的规定适用于在2021 年11月1日及以后加入的加盟商。另外，冷静期从加盟商签 约的那天开始，也得以从7天延至到了14天。

特许经营计划:特许授予者应该具备一个进入澳洲市场的总 计划，在本地专业人士的协助下建立新的系统，以便符合 澳洲工作场所法律条文的要求。

财务方面的运作模式:建立财务方面的运作模式， 以确保 在原有基础上加以修改后的特许经营模式对本地的加盟商 奏效，这是成功建立品牌至关重要的一环。

好的特许经营模式应该是加盟代理商能够从他们的小时工 作中获取合理的报酬，以及从他们的投资中得到回报。

寻求当地的讯息: 在澳洲建立特许经营会遇到一些无法避 免的本地所特有的陷阱。每个州及领地都有着不同的人文 特色，无论是悉尼，墨尔本还是珀斯。

许多新的特许经营模式陆续进入到澳洲市场，因为澳洲被 认为是一个无论从政治到法律系统都比较稳定的市场，而 且是个有吸引力的消费市场。

从2022年11月起，澳洲政府将启动一个新的公开的 系统–特许经营公开注册系统，目的是为了提高特 许经营类别的透明度。特许经营公开注册网站是www. franchisedisclosure.gov.au

注册后的特许授权者会被要求确认相关信息是否仍旧准 确，要求每年更新注册信息，或者在特许经营财政年结束 后的第5个月的第14天前重新确认。

特许经营在经历了最困难的疫情后继续前行，澳洲是一个 值得海外特许授权者投资或进入的市场。寻求当地的专家 的建议会减少风险，并且帮助确保海外特许授权者在无障 碍的情况下获取成功。

Robert Toth

澳洲竞争及消费者协会是特许经营类的执法部门，此部门 最近加强了关于此类别行为准则的执法力度。澳洲竞争及 消费者协会2022及2023年度的执法重点是针对数字经济中 所常见的欺骗性广告，环保及环境可持续发展的索赔问 题，以及全球及本地供货链的破坏等。

具有认证资格的商业法及特许经营专家 手机号码： 0412 67 37 57 邮箱地址： robert@sanickilawyers.com.au

特许经营最大的问题之一是过去两年多来，银行和金融行 业越来越缩紧政策，因为他们不愿意把钱贷给那些唯一的 抵押是他们的房屋产权的加盟商。

特许授权者需要谨慎地选择加盟商，以确保加盟商会投入 足够的时间和经历，因为如果选错了加盟商，解决纠纷是 很耗时且费资金的。

China Lifestyle Service Industry Development Conference (Beijing Sep 5th, 2022)

China Chain Store & Franchise Association (CCFA) held the above-mentioned event so as to spur the development of lifestyle service enterprises in China.

During the conference, representatives from the government, private enterprises and experts gathered to discuss the development issues of China’s lifestyle service industry and to seek solutions so as to accelerate the development and modernization of the industry. The goal is to fnd measures to help better meet consumers’ pursuit of a better life.

Pei Liang, CCFA’s President, said in his speech that after more than 20 years of introduction and continuous development of chain operations, China’s lifestyle service industry has gradually grown into a number of chains with larger scale, higher brand awareness and better service quality. With the popularity of the Internet, consumption upgrades, and the increasing number of young consumers, the industry is also rapidly evolving. He said that the future development of the lifestyle service industry mainly has the following directional characteristics: distinct characteristics of a sharing economy; mainly providing community-friendly lifestyle services; having low-carbon and sustainable development; fashionable; professional; digital; and other characteristics.

推动生活服务企业和行业发展，9月5日，由中国 连锁经营协会主办的生活服务业发展大会在北京 召开。生活服务业发展大会以“连锁化、数字化 助力生活服务业现代化”为主题，会议期间，政府、企业、 专家齐聚一堂，共同探讨中国生活服务业发展议题，寻求生 活服务业加速发展和现代化的对策和路径，助力更好地满足 消费者对美好生活的追求。

中国连锁经营协会会长裴亮在致辞中表示，中国的生活服务 业经过20多年连锁经营的导入和持续发展，已经逐渐成长起 来一批规模较大、品牌知名度较高、服务质量较好的连锁 企业，并带动了中国生活服务业水平的提升。随着互联网普 及、消费升级，以及年轻消费者不断成长，生活服务业也在 快速迭代和发展。

裴亮会长表示，生活服务业的未来发展主要有以下几个方向 性特点：未来生活服务业将具有鲜明的共享经济的特征，以 提供社区便利性生活服务为主，将具有低碳、可持续发展， 时尚化、专业化，以及数字化、平台化等特征。在“做有温 度的商业-生活服务业创新案例”环节中，北京埃菲特国际 特许经营咨询股份有限公司总裁兼CEO卢航，内蒙古西贝餐

Panelists on the session of “ Innovation Cases in the Lifestyle Service Industry” include Lu Hang, President and CEO of Beijing Eft International Franchise Consulting Co.; Ltd., Jia Guolong, Chairman of Inner Mongolia Xibei Catering Management Co., Ltd., and Beijing Jiahe Yipin Catering Management Co. Ltd.; Liu Jingjing, Chairman of the Co., Ltd.; Pan Zhongguang, Chairman of Oriental Sports and Entertainment Technology Co., Ltd.; Li Jia, CEO of UniPurpose Petrochemical Co., Ltd.; and Fan Wenhua, founder of Guangzhou Fan Wenhua Cosmetics Co., Ltd..

During the “international connection” session, World Franchise Council’s (WFC) Secretary General Simon Bartholomew and Asiawide Franchise Consultants (Singapore)’ Chairman Albert Kong shared in-depth views on the development of overseas brand franchising in the lifestyle service industry.

Four major reports of the “Report on the Development of Capital Market in China’s Lifestyle Service Industry”, and an in-depth interpretation of the report were shared with the attendees.

饮管理有限公司董事长贾国龙，北京嘉和一品餐饮管理有限 公司董事长刘京京，东方体娱科技有限公司董事长潘仲光， 统一石油化工有限公司CEO李嘉，广州樊文花化妆品有限公 司创始人樊文花从各自企业实践出发，分享了企业在生活服 务业领域的创新案例。

会议通过国际连线环节，邀请世界特许联合会（WFC）秘书 长 Simon Bartholomew、爱思威（新加坡）特许经营顾问公 司主席江进兴分别对生活服务业海外品牌特许经营发展概况 进行了深入分享。此次生活服务业发展大会还分享了生活服 务业数字化转型升级案例，以及发布了《中国生活服务业就 业指数报告》，《中国生活服务业数字化报告》，《中国生 活服务业消费趋势报告》，《中国生活服务业资本市场发展 报告》四大报告，并在会议现场进行报告深度解读。

中国生活服务业发展大会9月5日初举办

Franchising the right strategy to enter Vietnam?

39representatives from the Consultancy, Education/Enrichment, F&B, Lifestyle, Retail and Services industries attended a workshop entitled “Is Franchising the right strategy to enter Vietnam?”. The event was held on 25th August 2022 at the Trade Association Hub (TA Hub). Invited speakers shared their experience and insights concerning the Vietnam market. Invited guest speakers from Vietnam shared on the legal requirements & franchise regulations, the local business culture & consumers behaviour, and the secrets to successful expansion in Vietnam. Local speakers with deep experience operating in Vietnam shared many real stories. And Thai restaurant franchise operator Coca’s stories were also eye-opening. These guest speakers are: Lawyer Pham Duy Khuong (Pham), Managing Partner, ASL Law Firm; Ms Nguyễn Phi Vân, Chairwomen, ASEAN Business Angel Alliance; • Mr Albert Kong, CEO of Asiawide Franchise Consultants Pte Ltd ; Ms Wendy Foo,Managing Director, Ryan’s Grocery; Mr Lee Zhuang Hao,Regional Manager, Franchise & Business Development, Pastamania; Mr Matthieu François Partner, Ho Chi Minh city, McKinsey & Company; Mr Trevor MacKenzie, Managing Director/Partner, Exquisine System Co Ltd & COCA & Mango Tree Restaurants Worldwide; Ms Sandee Wu,Sales and Operations Director, Innovative Hub; and Ms Amy Wee,Country Head, ASEAN, Vietnam, Singapore Business Federation (SBF). Contact: hanming@fasingapore.org for assistance or clarifcations.

自咨询、教育、餐饮、美容、零售和服务行业 的 39 名代表参加了题为“特许经营是进入 越南的正确战略吗？”的研讨会。该活动于 2022 年 8 月 25 日在贸易协会中心 (TA Hub) 举行。受邀

演讲者分享了他们对越南市场的经验和见解。来自越南的 特邀演讲嘉宾分享了法律要求和特许经营法规、当地商业 文化和消费者行为，以及在越南成功扩张的秘诀。在越南 经营经验丰富的当地演讲者分享了许多真实的故事。泰国 餐厅特许经营商 Coca 的故事也令人大开眼界。

特许经营是进入越南的正确战 略吗

Into its 28 years, the Malaysia International Franchise Exhibition and Conference 2022 (FIM2022) is one of the largest franchise exhibition and conference events in Southeast Asia. According to the Malaysian Franchise Association (MFA), the organization of FIM2022 is the result of a mutual effort between the Ministry of Internal Trade and Consumer Affairs (KPDNHEP) and MFA the association itself. MFA’s chairman, Datuk Radzali Hassan said that FIM2022 played an important role as a platform and a container for franchise industry activists as well as prospective franchise entrepreneurs from within and abroad to get together.

The government is encouraging more parties to take chances, to dive into the country’s franchise industry that is seen to have great potential to continue to grow. Minister of Interior Trade and Consumer Affairs Datuk Seri Alexander Nanta Linggi said that the industry plays an important role in the country’s economic recovery phase, specifcally involving employment opportunities for Malaysians.

Part of the speech from the Prime Minister, Datuk Seri Ismail Sabri Yaakob, read out by Minister Alexander Nanta Linggi says, “The sales value of the country’s franchise industry is targeted to increase from RM14.65 billion in 2020 to RM22.66 billion. The franchise industry has grown

rapidly with as many as 1,149 franchising companies registered under the Franchise Act 1998.”

2 022年马来西亚国际特许经营展览及会议 (FIM2022) 迈入其 28 年，是东南亚最大的特许经 营展览及会议活动之一。根据马来西亚特许经营协会 （MFA）的说法，FIM2022的组织是国内贸易和消费者 事务部（KPDNHEP）和MFA协会本身共同努力的结果。 MFA主席拿督拉扎里哈桑表示，FIM2022作为特许经营 行业活动,为来自国内外的特许经营企业家聚集的平 台和容器发挥了重要作用。政府正在鼓励大家抓住机 会，涉足该国的特许经营行业，该行业被认为具有继 续增长的巨大潜力。内政贸易和消费者事务部长拿督 斯里亚历山大南塔林吉说，该行业在该国的经济复苏 阶段发挥着重要作用，特别是涉及马来西亚人的就业 机会。

首相拿督伊斯迈尔的部分演讲由部长亚历山大南塔林 吉宣读，“马国特许经营行业的销售价值目标是从 2020 年的 146.5 亿令吉增加到 226.6 亿令吉.特许经 营行业发展迅速，根据 1998 年特许经营法注册的特

许经营公司多达 1,149 家。”

MFA’s w\bsite: http://www.mfa.org.my

IP Week @ SG 2022

September 6th, 2022, Marina Bay Sands Convention Centre

This highly popular event was offcially declared open by Minister for Culture, Community and Youth, and Second Minister for Law Edwin Tong. A strong lineup of IP professionals including Mr. Daren Tang, Director General of the World Intellectual Property Organization, Dr Stanley Lai, Chairman of the Intellectual Property Offce of Singapore, and Mrs Rena Lee, Chief Executive, IPOS attracted many participants from all around the world, convening at the iconic Marina Bay Sands in Singapore. An extract of Minister Edwin Tong’s message: “But as an IP ecosystem develops and becomes more sophisticated, it allows innovators to do more with that claim, beyond simply using it to prevent others from copying their innovation. For instance, (a) IP facilitates collaborative research and development, because it allows the collaborators to meaningfully control the fruits of their collaboration.(b) IP can also be used as a strategic tool for businesses.

i) At its most basic, businesses can use IP to deny competitors access to protected innovations.

ii) Businesses that are IP-rich, but cash-poor can also use their IP not just to exclude others, but as leverage to help obtain support and fnancing.

iii) That same leverage can also be used by businesses to enter cross- licensing deals with some of their competitors and go further together by sharing complementary technologies.

iv) Similarly, since IP also allows businesses to claim a share over any derivative or subsequent innovations, innovators can beneft not just by cross-licensing, but by encouraging others to use and improve their technology.”

化、社区及青年部部长、法务部第二部 长唐振辉正式宣布这项广受欢迎的活动开 幕。世界知识产权组织总干事邓鸿森先生, 新加坡知识产权局局长黎智昌博士,和新加坡知识产 权局局长陈惠菁,等知识产权专业人士的强大阵容吸 引了来自世界各地的众多参与者，齐聚新加坡标志性 的滨海湾金沙。唐部长的信息摘录：“但随着知识产 权生态系统的发展和变得更加复杂，它允许创新者利 用这一主张做更多的事情，而不仅仅是使用它来防止 他人复制他们的创新。例如，(a)知识产权促进了合 作研发，因为它允许合作者有效地控制他们合作的成 果。(b)知识产权也可以用作企业的战略工具。

i) 在最基本的情况下，企业可以使用 IP 拒绝竞争 对手获得受保护的创新。

ii) 知识产权丰富但资金匮乏的企业也可以利用其知 识产权不仅排斥他人，还可以作为获得支持和融 资的杠杆。

iii) 企业也可以利用同样的杠杆与一些竞争对手达成 交叉许可协议，并通过共享互补技术走得更远。

iv) 同样，由于知识产权还允许企业在任何衍生或后 续创新中享有份额，创新者不仅可以通过交叉许 可受益，还可以通过鼓励其他人使用和改进他们 的技术而受益。”

See It My Way: Top Tips for Persuading Others

Even highly experienced leaders can stumble when it comes to persuading individuals or their team. In this Nano Tool from Wharton Executive Education, Wharton’s G. Richard Shell o ers guidance on how to tailor your pitch to achieve your goals.

Nano Tools for Leaders® — a collaboration between Wharton Executive Education and Wharton’s Center for Leadership and Change Management — are fast, effective tools that you can learn and start using in less than 15 minutes, with the potential to signifcantly impact your success.

Contributor: G. Richard Shell, Wharton professor of legal studies and business ethics and author of The Conscience Code: Lead with Your Values. Advance Your Career. Shell is also co-author of the book The Art of Woo: Using Strategic Persuasion to Sell Your Ideas.

The Goal:

Increase your infuence and get more of what you want by mastering the art of persuasion.

Nano Tool:

Persuading others to go along with a course of action, to agree to a commitment, or to accept a decision can be diffcult even for highly experienced leaders. Often, that’s because of a mistaken belief that it’s all about the

evidence: Make your data-supported case, and you’ll win. In fact, persuasion is not just about rhetoric. There’s plenty of work to be done before you even approach an individual or team.

First, you need to understand who to talk to and, just as importantly, in what order. That means identifying the connections between people and how to draw the shortest distance between any two of them in an organization (hint: it’s almost never a straight line). Once you’ve got a plan for strategically reaching out to the right people in the right sequence, you must map out what you want from each person.

Have a very specifc goal for each encounter. It may not be money or authority. It could be that you need them to open the door to someone they know better than you do, or to give you access to some important information. Having a systematic strategy for these conversations beats just following your gut every time. You need to be aware of who may put up resistance, what kind of resistance it might be, and how you can adjust your pitch to better appeal to them. A one-size-fts-all approach is almost always doomed to fail.

Action Steps:

1. It’s always about relationships. As the African folk saying goes: “If you want to go fast, go alone. But if you want to go far, go together.” Ask yourself throughout the workday: “In this interaction, how can I leave the relationship better than I found it? Can I fnd a way to help this person solve a problem, support them in an important task, or assure them that their efforts are noted and appreciated?”

2. Grab their attention. Develop and practice the perfect fve-minute pitch. Nobody is going to listen longer than fve minutes if you don’t get that right. We teach a simple four-step structure for that pitch: 1) frame the problem so they can understand it and accept it as legitimate, 2) explain how the problem arose, 3) propose your answer in simple terms, and 4) make the case why your answer is the best one compared with obvious alternatives.

3. Give them credit. When you make others look good, they want to support you. By far the most powerful motivation in the social aspects of work is the need to feel respected and appreciated. Self-esteem is like oxygen — people need it to live. When you share the credit for success in important undertakings, and when possible simply give away the credit entirely to others, people will come back to you the way bees return to a fower that has nourished them. Of course, it does not pay to be a doormat when others steal the credit for things you do away from you. But when you can be generous, be as generous as possible.

4. Practice fairness. In the American South, people like to say, “Pigs get fat, but hogs get eaten.” Build trust by refusing to overreach. Working relationships thrive on reciprocity, the give-and-take of favors, accommodations, taking turns, and exchanging information. When you are seen mainly as a “taker” in social interactions, people stop wanting to cooperate with you. That puts sand into the gears of working life and will ultimately make your job much, much harder.

5. Develop multiple paths, then pick the best one for the most people. Brainstorming a variety of options for solving problems rather than settling on the frst one you happen to stumble upon will give you the chance to enhance working relationships with more people. You will also solve problems in ways that do not create new

or unexpected issues for others. The chances are good that the frst solution you come up with will work well for you, but the second or third may work equally well for you but also better for others. To put it simply: consult

widely before deciding what to do. Then examine the available options from multiple perspectives, not just your own.

How One Leader Uses It:

When Tyler Odean was product leader for Chrome at Google, he wanted to go forward with a controversial project. A senior engineer disagreed. “For various reasons,” he says, “that person was not able to attend the decision meeting. It would have been really easy to run up the scoreboard and only present arguments in my favor. But that would have worked against the team’s desire to understand the truth. I worked hard to represent the case that the engineer would have made if he had been there. When the decision was made to go with my proposal, no one felt like it was a gimmick. I wasn’t trying to sweep his arguments under the rug but instead treated them with respect. I was an honorable debate partner.”

Odean, who also served as product lead at Pinterest, says good persuasion is subtle. “The most persuasive people have the least confict. You can make a big, dramatic argument and get what you want. In reality, though, that’s a failure. Winning that way means you just barely persuaded people. Whatever you want in a specifc situation, it’s small in comparison to the total number of things you want from that relationship over time. We sometimes have a zerosum way of thinking about it: Go in and win by sheer force of will. That’s not what I consider persuasion. You need to be open to the other person, and try to build consensus together. If people believe that your point of view is baked in before they talk to you, or if you come across as an ideologue, you are a threat to be warded off. Instead, approach others as allies. You are seeking the truth with them instead of being an outside force.”

Having a systematic strategy for these conversations beats just following your gut every time.

Be Your Own Boss

Own a Jaymak Franchise or Master Country License

Jaymak is an Australian-owned B2B company that has been providing hygiene and energy saving solutions for the hospitality, healthcare, and food industries since 1998, as the only company for specialised cleaning services in Australia with an internationally recognised certification, ISO 22000 Food Safety Management System and ISO 9001 Quality Management System.

Clients

Our history, reputation and ISO certification provides businesses with confidence that their specialised equipment is being serviced by trusted professionals in certified cleaning.

Support

You’re not alone. Our head office team are always willing to support our franchisees. You will also have a whole franchise network to fall back on for support.

Opportunities

You will have a large exclusive territory to operate an established brand and capitalise on the current emphasis on commercial and industrial cleaning and hygiene.

Time

We help you manage all compliance and certification requirements, so you can focus on what you do best - looking after the client!

The 20th IFRA in conjunction with ILE 2022

Indonesia Franchise, License and Business Concept Expo and Conference (IFRA) Hybrid Business Expo, in conjunction with Indonesia License Expo (ILE) 2022 took place over the period August 5-7 at the Jakarta Convention Center. Simultaneously, online activities were held at www. ifra-virtualexpo.com.

Fully supported by Malaysia Franchise Association (MFA), Franchising & Licensing Association (FLA) Singapore, Philippine Franchise Association (PFA), Association of Chain and Franchise Promotion, Taiwan (ACFPT), Korean Franchise Association (KFA), and Hong Kong Trade Development Council (HKTDC), IFRA is also endorsed by the Ministry of the Trade, the Ministry of Cooperatives and Small and Medium Enterprises, and the Ministry on Tourism & Creative Economy. There were 30 overseas companies and 220 local companies, showcasing 375 brands.

VIPs that graced the Opening Ceremony include Director General of Domestic Trade, Ministry of Trade of The Republic of Indonesia / Mr. Syailendra; Assistant Deputy Director of Partnership And Market Explanation, Ministry of Cooperation And SMEs/ Mrs Fixy; Chairman of Indonesian Franchise Association (Af) / Anang Sukandar; Chairman of Indonesian License Association (Asensi)/ Susanty Wijaya; President Director Dyandra Promosindo / Mr. Daswar Marpaung.

Organizer Dyandra Promosindo’s manager Raenita Pristiani Aktuariana reported that there were close to 40,000 visitors over the 3-day event.

度尼西亚特许经营、许可证和商业概念博览会和

会议 (IFRA) 混合商业博览会与 2022 年印度尼西

亚许可证博览会 (ILE) 于 8 月 5 日至 7 日在雅加达 会议中心举行。与此同时，在线活动在www.ifra-virtualexpo. com 举行。

马来西亚特许经营协会（MFA）、新加坡特许经营协会 （FLA）、菲律宾特许经营协会（PFA）、台湾连锁和特许 经营促进协会（ACFPT）、韩国特许经营协会（KFA）、 香港贸易发展局全力支持（香港贸发局）；IFRA也得到了 贸易部、合作社和中小型企业部以及旅游与创意经济部的认 可。参展展位： 海外企业30家，本土企业220家，展示品牌 375个。参观人数：接近4万。

For more information, please contact:

Email: press.id@dyandra.com

Website: www.ifra-indonesia.com | www.dyandra.com

Instagram: @ifra_expo

We are connected internationally... Our Strategic Partners:

Australia

George Georgiou

Britain

Iain Martin

Brazil Paulo Mauro

Cambodia Sim Hoy

Chhoung Sim

Canada & Africa

J Perry

Maisonneuve

Canada Steve Chui

Canada

Andrae Marrocco

China (North)

Alex Xu

China (Wester n)

Eileen Lou

China (Shanghai)

Joy Gou

China (Chengdu)

Li Weishi

China (HK/Guangzhou/ Macau)

Norman Cheung

China (Hong Kong)

Karen Kwan

Croatia Dr. Ljiljana Kukec

France

Louis Malta-Bey

Finland

Veli-Pekka

Pihlainen

Greece

(1)Sotiris Yanakakis

Greece (2)Kostas

Sarris-Tzamtzis

Hungary (Budapest)

Tamas Milla

India

Srinivas Kona

Indonesia

(1)Feca Hanafi

Indonesia

(2)Nancy W idjaja

Italy

Federico Fiorentini

Japan

(1)Jun Harada

Japan

(2)Joseph H. Shima

Japan

(3) Kotaro Kohata

Korea

(1) David Kwon

Korea

(2) Simon Yoo

Lebanon

Yasser Kouatly

Lithuania

Severin Zhilinskis

Malaysia (1)Sest Nee Lim

Malaysia (2)Doris Wong

Malaysia (3)Yau Sir Leng

Mexico Ferenz Feher

Middle East (1)Sary Hamway

Middle East (2)Mukesh Viroomal

Mongolia Luvsantseren

Davaadelger

Myanmar (1)Ko Myo Niang

Myanmar (2)Hannie Hay

New Zealand David McCulloch

Nigeria Oluseyi Adebayo-Olubi

Pakistan M Naeem Younas

Philippines (1)Marvin Q. Da Silva

Philippines (2)Henry Ong

Portugal (1)Jose Antonio Cavaco

Portugal (2)Ana Martins Correia

Romania Constantin Anton

Russia (1)Ekaterina Soyak

Russia (2)Vasil Gazizulin

South Africa Vera Valasis

Taiwan (1) Lin Ku Yeh

Taiwan (2)Yeoh Ewe Chean

Thailand Sethaphong Phadungpisuth

USA

(1)W illiam LeSante

USA (2)Mark Shieh

Vietnam (1)Adrian Leong

Vietnam (2)Dau Van Huan

More strategic partners, all with high integrity in other countries, will be recruited on an ongoing basis so as to serve our customers even better.

Latin American partners since May 2019

Germany

Rolf G Kirst

Asiawide Franchise Consultants’ Franchising Calendar of Events

Note: All event dates and formats (physical or virtual) are subject to change due to the ongoing COVID19 situation

2022 - 4th QUARtER

Oct 14–16

Franchise Asia Philippines (FAPHL 2022) @ SMX Convention Centre

Manila, Philippines

Oct 20– 22 Int’l Franchise Show – Autumn 2022 in Seoul + World Franchise Council Meeting

Seoul, Korea

Oct 20 -23

18 Thailand Franchise & business opportunities (TFBO 2022) @ BITEC, Bangkok

Bangkok, Thailand

Oct 25–28 FHA HoReCa Show @Singapoe Expo Expo, Singapore

Oct 27–29 FLAsia 2022 at the Marina Bay Sands in Singapore MBS, Singapore

Nov 3 – 5

Nov 18–20

Vietnam Int’l Retail & franchise (VIRF 2022) Show at SECC in HCMC HCMC, Vietnam

Franchise & Licensing Exhibition, Indonesia (FLEI) 2022 at the JCC

Jakarta, Indonesia

2023 - 1st QUARtER

Jan 12-14 3rd FRAX TOKYO 2023 Int’l Franchise Business Platform @ Tokyo Big Sight

Tokyo,Japan

Feb 10-13 TICFE 2023 Taipei Int’l Chain & Franchise Expo –Spring 2023

Taipei, Taiwan

Mar 1 – 3

Mar 19– 22

Mar 24 - 26

Apr 13–15

Apr 27–29

May 23–27

ThaiFex – Anuga Asia 2023 Show @ IMPACT, Bangkok

Thailand Bangkok

May 25- 27 Restaurant Asia 2023; ICY Asia 2023; Café 2023 @ Sands Expo & Convention Centre MBS, SINGAPORE

May 26–28

CCFA China Franchise Show 2023 at China

National Convention Centre (CNCC) , Beijing

Beijing, China

2023 - 3Rd QUARtER

Jul 6 - 8

Jul 12–14

Malaysia Int’l Retail & Franchise Show (MIRF 2023) at Hall 2 - 5 KLCC

KL, Malaysia

Malaysia Int’l Food & Beverage (MIFB 2023) & MyFoodTech Trade Fair

KL, Malaysia

Jul 13–16 19 Thailand Franchise & business opportunities (TFBO 2023) @ BITEC

Bangkok

Aug 4 - 6 CCFA China Franchise Show 2023 at CNEC, Pudong Shanghai

China

Sep 7 – 9 Franchise International Malaysia 2023 (FIM 2023) at KLCC

KL, Malaysia

Sep 14–17 TICFE 2023 Taipei Int’l Chain & Franchise Expo TBC Autumn 2023 in Taipei

Taiwan

Japan

International Franchise Show (JIFS 2023) @ Tokyo Big Sight

Tokyo,Japan

Franchise Expo Paris 2023 @ Paris Expo Porte de Versailles, 75015 Paris

Paris,France

International Franchise show – Spring 2023, Seoul, @ COEX Building

Seoul, Korea

2023 - 2nd QUARtER

Café Show Vietnam 2023 @ SECC in HCMC, Vietnam Vietnam

The Licensing Show 2023 at HKTDC, Wan Chai, Hong Kong

Hong Kong

May 5-7 FLEI 2023 at JCC, Indonesia

Indonesia

Sep 26– 28 Specialty & Fine Food Asia 2023 (SFFA), Restaurant (Pub & Bar) Asia 2023, Specialty Coffee & Tea Asia 2023 (SCTA)

MBS, Singapore

2023 - 4th QUARtER

Oct 5 – 7 International Franchise Show – Autumn 2023 –Seoul, Korea

Korea

Oct 13-15 IFRA 2023 at JCC Jakarta, Indonesia

Indonesia

Oct 19-21

FLAsia 2023 at MBS Singapore

MBS, Singapore

Oct 27 – 29 Franchise Asia Philippines (FAPHL 2023) @ SMX Convention Centre

Manila

Nov 2 – 4

Vietnam Int’l Retail & franchise (VIRF 2023) Show at SECC in HCMC

HCMC

NOTE: For the latest updates, please visit https://www.asiawidefranchise.com.sg/events

Clarence Nah

clarence@asiawidefranchise.com.sg

M: 65-96227369

Benjamin Wong

ben.wong@paloe.com.sg

M: 98237403

EVOL VING BRAN DS EMBR A CING ASI A

We ar e a c ro ss- d isci pl i na ry d es ign fir m ba se d i n Si ngapo re . We bel ie ve i n no t ju st grea t i deas, bu t a ls o t ho se t ha t w o rk . Tha t’s w hy we o fte n go al l ou t t o “ d ir ty ou r hand s”, digg i ng ou t i n-depth i ns igh ts in t h is c omp lex and c ulturally- di vers i fie d re gional ma rket . With t h ese hand s- on k no wle dg e, we h el p ou r cl ie n ts e ngag e and tr u ly c onn ect w ith t h eir t arget aud ie n ce Th ese valuab le ex p er ien ces have h el ped ou r cl ie n ts e ngag e in s uc cess ful b rand ing c ampa i gn s, c rea ti ng brand s t ha t ar e bui l t t o l a st . E quipp ed w ith ou r rich k no wle dg e o f t h e differen t ma rkets i n t h is regi on, we c on st an tly h el p ou r c li en ts t o suc cess ful ly c raft th eir st ra te g ic brand dir ect ion, t o b ri ng ou t t h e ful l est bu si n ess po te n ti a l o f t h e brand

www.o r ien tb r an d ing. com

www.o r ien tdesign .com

2022 - REBOOT: Retail & Franchise

MIRF 2022 with the theme “REBOOT: Retail & Franchise” was held successfully 14th - 16th July 2022 at Kuala Lumpur Convention Centre (KLCC).

This event was graced by YB Tan Sri Haji Noh bin Omar, Minister of Entrepreneur Development and Cooperatives (MEDAC), YB Datuk Hajah Zuraida Kamaruddin, Minister of Plantation Industries and Commodities and YBhg Datuk Haji Zamri Bin Salleh, Deputy Secretary General (Entrepreneurship Development), Entrepreneur Development and Cooperatives Ministry (KUSKOP).

以“从新启动：零售与特许经营”为主题的马来西亚 国际连锁加盟展 MIRF 2022 于 2022 年 7 月 14 日至 16 日在吉隆坡会议中心（KLCC）成功举办。

企业家发展与合作社部长（MEDAC）YB Tan Sri Haji Noh bin Omar；种植业和商品部长YB Datuk Hajah Zuraida Kamaruddin；以及企业家发展与合作社部 （KUSKOP）副秘书长（企业家发展处）YBhg Datuk Haji Zamri Bin Salleh 出席了此次活动，使其增光 添彩。

For more information: Malaysia Retail Chain Association

A-05-02,3,3A Block A, Level 5, Sky Park One City, Jalan USJ 25/1, 47650 Subang Jaya, S.D.E

T +603 58824333

F 1700 810 950

E: vixz@mrca.org.my

W: http://mrca.org.my

F: https://www.facebook.com/MalaysiaRetailChainAssociation

FHA-Food & Beverage 2022 wrapped up, abuzz with four days of business exchange, seminars, cooking demonstrations, competitions, and workshops

Returning after a four-year-hiatus, FHA-Food & Beverage 2022 (FHA) closed to a resounding success after four exciting days of B2B exchange. The tradeshow is a testament to a strong return of the food and beverage industry in Singapore and the region in the wake of the Covid-19 pandemic. This year’s edition saw a total of 57,510 attendees from 109 countries / regions. From frst time participants to decades-long partners, FHA played host to over 2000 exhibitors including 56+ international pavilions. The pavilions were supported by business associations or country groups including, the EU Pavilion, FHA’s Partner of Honour this year, Bord Bia, Business Sweden, Canada, Business France, Export Partner and many more.

Guest of Honor - Mr. Alvin Tan, Minister of State for Trade and Industry & Culture, Community and Youth said during the opening ceremony: “I am happy to share that Singapore food manufacturers are out in full force. Over 130 F&B companies are exhibiting at the Singapore Pavilion, ProWine Singapore, Halal and Food Technology zones. Strong participation rate from local and global exhibitors demonstrates that Singapore continues to be a vibrant hub of exchange and business for the F&B industry in the region through such platforms.”FHA looks forward to welcoming guests old and new to its 2023 edition slated for April. Meanwhile, guests can look forward to FHA HoReCa, a highly focused platform for the food industry curated for partners in food service and hospitality equipment , happening 25-28 Oct 2022. More info: vanessachong@brand-cellar.com

2022新加坡亚洲食品展

FHA-Food & Beverage 2022 (FHA) 在中断四年后回归，经过四天激动人心 的 B2B 交流，取得了巨大的成功。该贸易展证明了在 新冠疫情大流行之后新加坡和该地区的食品和饮料行 业强劲回归。今年的展会共有来自 109 个国家/地区

的 57,510 人参加。从首次参加者到长达数十年的合 作伙伴，FHA 接待了超过 2000 家参展商，其中包括 56 多个国际展团，由商业协会或国家集团支持，其中 包括今年 FHA 的荣誉合作伙伴欧盟 (EU) 展团、Bord Bia、Business Sweden 、加拿大、法国商业、出口合 作伙伴等等.

主宾 - 贸工及文化、社区及青年部国务部长陈圣辉先 生在开幕式上说：“我很高兴与大家分享新加坡食品 制造商全力以赴的消息。超过 130 家餐饮公司在新 加坡馆、ProWine 新加坡、清真和食品技术区参展。 本地和全球参展商的高参与率表明，新加坡通过这些 平台继续成为该地区餐饮业的一个充满活力的交流和 商业中心。”FHA 期待在明年 4 月举行的 2023 年 版中欢迎新老客人。与此同时，客人们可以期待 FHA HoReCa，这是一个为食品服务和酒店设备合作伙伴策 划的高度专注的食品行业平台，将于2022年10月25日 至28日举行 。

The Association of Catering Professionals Singapore –ACAPS

The Association of Catering Professionals Singapore –ACAPS-- held its Member’s Night at the One Farrer Hotel, The Grand Ballroom on the evening of October 5th. 320 guests attended the mouth-watering event. It was the frst large event that ACAPS had managed to organise since the Covid-19 pandemic.

Ms Low Yen Ling, Minister of State for Ministry of Trade & Industry, and for Ministry of Culture, Community & Youth, and ACAPS Honorary Advisor gave the Opening Speech. President of ACAPS Vincent Phang gave the Welcome Speech. Other VIPs include Yeo Wan Ling, Director of NTUC USME; Yeo Guat Kwang NTUC, Assistant Director General; Angeline Chan, Director, Food Services, Enterprise Singapore; and representatives from: Workforce Singapore - WSG; Singapore Food Agency (SFA) ;Singapore Business Federation; Singapore Productivity Centre; Singapore Food Manufacturers’ Association - SFMA; Singapore Chefs’ Association & Singapore Junior Chefs Club; Singapore Hotel Association; Hospitality Purchasing Association Singapore ;Restaurant Association of Singapore ;Asian Culinary Institute Singapore ;Food Gen 2 - Executive Committee members; ACAPS past Advisors, Exco & working committee for term 2019-2021; ACAPS present Advisors, Exco & working

ACAPS believes that its members should all be united & work closely with the various government agencies and TACs (Trade Associations & Chambers) to help industry partners and members to become more resilient and cope with the many challenges ahead. With this initiative, members will get to connect people, nurture networks and build relationships

新加坡专业配餐协会(ACAPS) 于10月5日晚在

One Farrer Hotel华乐酒店, The Grand Ballroom 举行了会 员之夜。320位嘉宾出席了该活动。这是自疫情大流行以 来 ACAPS 成功组织的第一次大型活动。新加坡贸工部兼文 化、社区及青年部政务部长刘燕玲出席并致开幕词。她也 是ACAPS的名誉顾问。

ACAPS理事长潘祉金至欢迎词。其他贵宾包括 NTUC USME 总监杨涴淩；全国职工总会助理总干事杨木光；新加坡企 业发展局食品服务总监 陈燕玲；以及和来自许多其他商业 组织的高层代表。ACAPS 认为，其成员都应该团结起来， 与各个政府机构和 TAC（贸易协会和商会）密切合作，以 帮助行业合作伙伴和成员变得更有弹性，应对未来的许多 挑战。通过这一举措，成员将能够联系上更多人、培养网 络并建立关系。

Made-to-order donut franchise targets Asia growth

2022 momentum heats up with new franchise agreements and shop openings worldwide

Duck Donuts – makes life just a little sweeter with fresh, customizable donuts and treats for every time of the day. With unique donut combinations and product offerings such as donut sundaes and donut-topped milkshakes, and simple operations, their franchise opportunity has become an international sensation. Maybe it’s the magic of made-toorder cake donuts, maybe it’s the lovable brand, but most likely it’s all that and then some.

Global Growth

The popular made-to-order donut franchise is on the fast track for growth. Since the start of 2022, Duck Donuts has signed 27 franchise agreements to bring 34 shops to new and existing markets across the United States. The company’s international presence is also growing. Duck Donuts recently signed an area development agreement, awarding the rights to develop in Qatar and Thailand. “International expansion is a key component in our growth strategy and we are delighted to be introducing our warm, delicious and made-to-order donuts to those throughout the world,” said Betsy Hamm, Duck Donuts CEO. “Our vision is to serve an edible ring of happiness around the globe, and with each opening, we are one step closer to achieving this.”

Franchisee Support

From the process of market research to site selection, construction and design to then operations, training and marketing support, the corporate team works closely with each franchise owner to help them succeed. As a franchisee, one can expect hands-on training, training for shop managers and on-site support for the grand opening.

Once a shop is open for business, franchisees will continue to build a relationship with their dedicated Franchise Business Consultant, who is there to offer guidance and support. The company also has a full operations team working to provide the best ingredients at the best prices, with a focus on innovation. Franchise partners will be included in robust corporate marketing efforts generating brand awareness and sales, including content development, digital advertising, loyalty rewards program, and have access to a local marketing toolbox to support local marketing tactics. One of the added benefts to being part of a franchise system is having support and access to fellow franchisees who share a common vision. And for Duck Donuts, it’s to serve a warm, edible ring of happiness around the globe.

At a Glance – DUCK DONUTS

* Year established: 2013 at Duck, North Carolina

* Number of franchised outlets: 115

* Location of units: United States, Puerto Rico, Kingdom of Saudi Arabia, Canada, Egypt, Thailand, Qatar

* Area and master franchise opportunities available

* Min. Investment; U$250,000 for Area Development

* Build-out options: Free standing, in line, malls, food truck, airports and stadiums

* For international opportunities contact: Marcel Portmann, mportmann@duckdonuts.com