2023 Emerging Franchisor Conference by International Franchise Association

November 1-3, 2023 | New Orleans, LA

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EVENT PROGRAM

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#IFA_EFC23

9:1 ROAS

THANK YOU TO OUR SPONSORS benetrends FINANCIAL

AMERICAN FRANCHISE TM

ACADEMY

Career Ownership Coaching

UTREACH

S T U D I O S

DESIGN

THANK YOU TO OUR CONFERENCE PLANNING TASK FORCE MEMBERS Jeff Baldwin, VP Development & Franchising, Donatos Pizza Bill DiPaola, CFE, President & COO, Co-Owner, Swamp Dawg Restaurant Management Group John Francis, Board Member, Sports Clips, Inc. Dustin Hansen, CFE, Global Board Director, InXpress Kristin Kidd, VP, Operations, The Lash Lounge Nick Lopez, Founder & Steward, LIME Painting Ashley Mitchell, Senior Vice President, Marketing, Streamline Brands Dan Monaghan, CFE, Managing Partner, Clear Summit Group Amy Neary, CEO & Owner, Prime IV Hydration & Wellness Bud Summers, Executive Vice President, Operations, PuroClean, Inc. Scott Sutton, Chief Development Officer, Empower Brands Charles Thurston, COO & VP, Sales & Operations, Wisdom Senior Care

EFC MOBILE APP: View the agenda, speakers, sponsors, instant alerts, create a personalized schedule and more! For iOS and Android devices, search your App Store or Google Play for “IFA Connect” or scan the QR code.

EMERGING FRANCHISOR

BOOTCAMP

2024

Saturday, Feb. 17 | 7:45 am – 10:15 am Phoenix Convention Center | Phoenix, AZ

EMERGING FRANCHISOR

The 2024 Emerging Franchisor Bootcamp is designed to provide practical value and networking that kick starts your learning. Participants once again will learn from the best in franchising through peer and mentor input to solve the business issues attendees bring to the table.

BOOTCAMP

The 2023 Emerging Franchisor Bootcamp is $149 per person and is open to the first 250 fully registered franchisors with 100 units or less to sign up.

Go to www.franchise.org/convention to and use code IFA24_$50EFC to SAVE $50 on Bootcamp registration!

#IFA_EFC23

GETTING STARTED WIFI Network Name: EFC2023 Password: SaxtonStump_FranLaw SOCIAL MEDIA Be sure to share your experience on social media by posting with the hashtag #IFA_EFC2023. CFE EDUCATION CREDITS You will earn 11 CFE Education Credits towards the completion of the Certified Franchise Executive (CFE) accreditation by attending this program. NEED A NEW PROFESSIONAL HEADSHOT? Near the tabletop exhibitors on Thursday and Friday, there will be a free headshot station setup for you to get glammed up and take a new photo! Each attendee will receive their headshot delivered through email on site. The Headshot Station will be open during the following hours. Wednesday, November 1 3:15pm – 3:45pm Thursday, November 2 10:00am – 10:30am 2:30pm – 3:00pm 5:00pm – 6:00pm Friday, November 3 7:45am – 8:30am Sponsored by:

Career Ownership Coaching

EVENT SCHEDULE Wednesday, November 1 7:30 am – 5:30 pm

Registration Desk Open

8:30 am – 11:30 am

CFE Session: Brick, by Brick: Your 7 Foundational Building Blocks to Franchisor Success

Additional Registration Fee

Are you ready to unlock the full potential of your franchise? The unique franchise business model has long been hailed as an economic catalyst, providing entrepreneurs with the brand recognition, established systems, value proposition, and support necessary to achieve personal wealth and contribute to job growth across the economic spectrum. As a franchisor, you understand the power and potential of this model, but have you considered how you can best support your franchisees in critical areas such as real estate, construction, finances, acquisitions, second-generation planning, etc.? Join us for this special session featuring Jerry Akers, a seasoned franchise expert, known for his remarkable track record of success and support. In this interactive workshop, Jerry will guide you through seven of the top building blocks that will lay a solid foundation for your franchise’s growth. With Jerry’s expertise and insights, you will learn how to transform your franchise dream into a practical, step-by-step success path for your franchisees. This workshop is designed to provide you with invaluable knowledge and practical strategies to strengthen your franchise support systems and empower your franchisees. Whether you’re a seasoned franchisor or just embarking on your franchising journey, this session offers a unique opportunity to gain the insights and expertise necessary to take your franchise to new heights. Speaker: Jerry Akers, Franchisee Owner, Great Clips of Palo, IA 11:45 am – 3:30 pm

Franchisor Field Trip: Painting with a Twist Additional Registration Fee Franchise Headquarters Join your fellow franchisor attendees on a tour of Painting with a Twist Franchise headquarters and hear from their marketing and operation leadership. To top it off you will spend time in their studio painting a creation to take home. Bus departs at 12:00pm and arrives back at the hotel by 3:30pm.

1:30 pm - 2:45 pm

CFE Session:The Systems to Protect Additional Registration Fee and Grow Your Brand Becoming a franchisor is more than selling the rights to duplicate your brand. You must have systems in place to protect it, support your franchisee’s success, scale the number of units, increase revenue, and manage the enterprise business. Having these systems in place is what allows the brand to have long-term success. Speaker: Aicha Bascaro, Founder & CEO, American Franchise Academy 3:15 pm – 3:45 pm

Pre-Event Networking Break with Table-Top Exhibitors 3:45 pm – 4:30 pm

Welcome and Opening General Session: Grow Fast, Further and More Efficiently Drawing from extensive experience collaborating with hundreds of franchisors, David Barr imparts invaluable insights on how to steer clear of common pitfalls and supercharge the growth of your franchise system. Don’t miss the opportunity to engage with one of the most highly sought-after speakers in the industry. David Barr doesn’t just talk – he actively engages with attendees, ensuring a dynamic and impactful learning experience. Elevate your franchising game and accelerate your success with David Barr’s proven expertise.

Emcee: Meg Roberts, CFE, CEO & President, The Lash Lounge Speaker: David Barr, Chairman, PMTD Restaurants LLC; Managing Director & Partner, Franworth 4:30 pm - 5:30 pm

Conference Coach Roundtables and Franchise Business Speed Dating We are offering the role of conference coach this year, where program speakers will be paired up with a cohort of attendees to help guide at least once before and during the program. Prior to the conference, at minimum, they have connected during the preconference webinar. The Conference Coach will help guide them through the conference and ensure they take away the education and solutions to help their brand. In addition, there will be an

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organized speed dating format led by the moderator for attendees to meet other franchise professionals in the room to share best practices and help build their network.

have learned along the way. This session will include a town hallstyle question and answer opportunity for attendees, so come ready with your questions for the speakers!

Moderator: Meg Roberts, CFE, CEO & President, The Lash Lounge 6:00 pm - 8:00 pm

BIG Fun in the Big Easy Networking Event

Offsite: Lucy’s, 701 Tchoupitoulas Street, New Orleans, LA Enjoy an evening of networking and camaraderie with your fellow attendees and meet other members of the IFA team.

Thursday, November 2 7:00 am – 5:00 pm

Registration Desk Open

7:45 am – 8:45 am

Continental Breakfast with Roundtable Topic Discussion Sponsor facilitators to lead one 40-minute topic discussion starting at 7:50am. 8:45 am – 9:15 am

Moderator: Matt Haller, President & CEO, International Franchise Association Speakers: Sam Ballas, East Coast Wings + Grill, ZorAbility & Myfrii; David Humphrey, IFA Chair, Vice Chair, Ignite Fitness Holdings; Steve Hockett, CEO, Great Clips, Inc.; Mary Kennedy Thompson, IFA Vice Chair; COO of Franchise Brands, Neighborly 10:00 am - 10:30 am

Networking Break with Table-Top Exhibitors 10:30 am – 11:30 am

Four Concurrent Sessions by Stage of Growth Stage 1 (0-10 Units) ELEMENTS OF SUCCESSFUL FRANCHISING Holistically highlight of specific areas emerging franchisors need to “master” in order to grow. Speakers will talk through each key component (Operations, Franchise Sales, Marketing, Finance, etc), that will set the stage to dive deeper in the rest of the conference sessions.

Responsible Franchising: A Blueprint for Sustainable Growth Aaron Harper will highlight his journey from the Senior Director of Franchise Development at Belfor Franchise Group, ultimately selling and opening over 400 territories to deciding to build something similar on his own, the right way, with a power washing company called Rolling Suds he decided to franchise only a year ago. Aaron ultimately serves as an inspiring example for startup and emerging franchisors seeking success through responsible franchising. Speaker: Aaron Harper, CEO & Owner, Rolling Suds 9:15 am – 10:00 am

General Session Town Hall: Lessons in Leadership Based on 150 Years of Franchise Experience Join IFA’s President and CEO Matt Haller and IFA’s top volunteer leadership for an informative town hall about growing and protecting your emerging brand. Each of these seasoned executives will share their words of wisdom from decades in franchising, touching on the positives and negatives of different growth strategies and what they

#IFA_EFC23

Moderator & Speaker: Jeff Baldwin, VP Development & Franchising, Donatos Pizza Speakers: Shana Krisan, Chief Marketing Officer, Goldfish Swim School Franchising, LLC; Charles Thurston, COO, Wisdom Senior Care Stage 2 (11-25 Units) COACHING AND MENTORING AFTER OPENING You scramble to get franchisees open and operating, guiding and coaching them through all the steps to become a business owner. But now that they’re open, what next? As a franchisor, how much support should you give them so that they are receiving value and optimizing their revenue and profitability? What does the coaching framework look like for franchisees once they are open, and what is included in that framework? What if you don’t have the resources to coach them? And what are the risks of not getting proper coaching and mentoring in place? You’ll leave this session with insights from this panel of seasoned franchisors about what they have learned is needed to ensure franchisees are receiving and creating value for your franchise system so everyone wins.

1:30 pm - 2:30 pm

Four Concurrent Sessions by Stage of Growth Moderator: Angela Cote, CEO, AC Inc. Speakers: Bill Dipaola, CFE, President & Chief Operating Officer; Co-Owner, Swamp Dawg Restaurant Management Group, LLC; Danessa Itaya, President, Bio One Stage 3 (26-50 Units) BUILDING YOUR OWN BOARD OF DIRECTORS / ADVISORY BOARD Finding mentors, trusted advisers, and people who will speak the truth. The true value of the IFA.

Stage 1 (0-10 Units) TRAINING PLAN FROM SIGNING TO OPENING AND FIRST 30 DAYS Learn how to divide your on-boarding plan into Pre-Academy, Academy, and Post-Academy training. Each stage of training there are different philosophies that will guide you in on boarding your franchisees successfully.

Speakers: Javier Solis, Co-Founder, Toro Taxes; Carolyn Thurston, CEO/Founder, Wisdom Senior Care Moderator & Speaker: John Francis, Board Member, Sports Clips, Inc. Speakers: Kim Gubera, CFE, President & CEO, Pirtek USA; Tom Hodgson, Co-Owner, Brand President, Shrunk 3D Stage 3 (26-50 Units) Stage 4 (51-100 Units) DEFINE YOUR CULTURE SO THAT IT ISN’T DEFINED FOR YOU! If you don’t define your culture, it will be defined for you. Creating narratives that align with annual goals, current and future initiatives and the like will help reinforce what is top of mind for your organization. Establishing an FAC with committees, newsletters, company forums, quarterly summits, coaching calls, annual conferences, and other communication cadences will ensure that your organization has the appropriate internal communication levers to drive home and reinforce messages depending on the initiative at hand. Communication is the foundation of a healthy and collaborative community.

Moderator & Speaker: Nick Lopez, Founder & Steward, LIME Painting Speakers: Nancy Bigley, CFE, Group President, The Little Gym International and Snapology; Thomas Scott, Founder and CEO, Home Run Franchises 11:45 am – 1:15 pm

Boxed Lunches with C-Suite “FRANHACK” Problem Solving Roundtables This is a group activity that adds value to every attendee by connecting them with seasoned franchising and operations experts (“mentors”) in a problem-solving setting. Come prepared with a specific problem in your field you would like to find an innovative solution for. After a brief introduction, the mentor asks participants what their specific problem is and other attendees at the table can offer relevant feedback and ideas based on experience. Moderator: Meg Roberts, President & CEO, The Lash Lounge

Stage 2 (11-25 Units) TRAINING AND QUALITY CONTROL FOR LONG TERM SUCCESS If you want to set up your brand for long term consistency, you need a corporate training program to provide the services or products at your standard. Business Training (pre-opening), location-based trainings, and quality control process. Sponsored by: AME R I C AN F R ANC HI SE TM

ACA DE MY

Moderator: Aicha Bascaro, Founder & CEO, American Franchise Academy Speakers: Rob Flanagan, President, Hounds Town, Inc.; Kristin Kidd, VP, Operations, The Lash Lounge Stage 3 (26-50 Units) EVOLUTION OF YOUR ORG CHART THROUGH EACH STAGE OF GROWTH Who to hire, when to hire, and how to scale properly and effectively. Sponsored by:

Speakers: Dianne Davis, CEO, Healthy & Happy Products, Inc.; Dustin Hansen, CFE, Global Board Director, InXpress Stage 4 (51-100 Units) LEVERAGING TECHNOLOGY TO DRIVE FRANCHISE GROWTH In the increasingly digital era, the role of technology within franchise systems is no longer an option; it’s a necessity. This session is for franchise leaders who may not have a technical background but need to make technology decisions. We will explore the end-toend technology stack, demystifying its layers and shedding light on how franchisors are leveraging digital tools to drive efficiencies, streamline operations, enhance communication and support, and fuel franchise growth.

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Sponsored by:

Moderator & Speaker: Amy Neary, CEO & Owner, Prime IV Hydration & Wellness Speakers: Alex Setchell, Marketing Director, Goldfish Swim School Franchising, LLC; Chad Tramuta, CFE, Director of Franchise Development, Smoothie King Franchises, Inc.

Those attending a dine-around should have their assigned restaurant name printed at the bottom center of their name badge – Palace Café or Tujague’s. If you have been assigned a restaurant, please meet in the lobby of the Hilton no later than 6:40pm. IFA staff members will greet everyone in the lobby, gather based on restaurant, and then walk each group to the assigned restaurants. This event is only open to Franchisor and Franchisee attendees – if this is you and you don’t have a restaurant assignment, but would like to attend, please see the Registration Desk by Thursday, November 2nd at 10:00am.

2:30 pm - 3:00 pm

Networking Break with Table-Top Exhibitors

Friday, November 3

3:00 pm - 4:00 pm

Roundtable Topic Discussions

8:00 am – 12:00 pm

Another set of Sponsor facilitators to lead one 40-minute round of topic discussions.

7:45 am – 8:30 am

Registration Desk Open

Continental Breakfast with Table-Top Exhibitors

4:00 pm – 4:45 pm

General Session: Franchise Relations Starting Off on the Right Foot Hear from franchisees telling their stories about what a good franchisor can do/does for them.

Moderator: Tamra Kennedy, Franchisee Owner, Taco John’s, Twin City TJ’s Inc. Speakers: Saunda McDaniel, CFE, President, Mr. Rooter of Sonoma County; Mary Kennedy Thompson, IFA Vice Chair; COO of Franchise Brands, Neighborly; Clement Troutman, Franchise Owner, Tropical Smoothie Café of Capitol Heights, MD; Charles Watson, CEO, Tropical Smoothie Café 4:45 pm – 5:00 pm

Conference Coach Huddle Chat with your conference coaches and share instant feedback which may allow for any redirection after this full day of content. 5:00 pm – 6:00 pm

8:30 am – 9:30 am

Four Concurrent Sessions by Stage of Growth Stage 1 (0-10 Units) HOW DO I GET STARTED AND HOW FAST SHOULD I SELL MY FIRST 25 UNITS? Learn how to find those first foundational franchisees and know when you are ready to scale more quickly. This session will help you navigate new franchisees to kick start properly by securing solid clients/customers to build a solid foundation. From royalties to Item-19 and FDD, this session will arm you with the tools you need to support growth efficiently and effectively. Sponsored by:

Speakers: Frank Fiume, Founder, i9 Sports; Scott Sutton, Chief Development Officer, Empower Brands Stage 2 (11-25 Units) USING THE FDD AS SALES TOOL FDD is all about the legal, but how do you position the FDD if you are emerging and don’t have much history? Sponsored by:

Reception with Table-Top Exhibitors 7:00 pm - 9:00 pm

Sponsored Dine-Arounds (Pre-registration required.) Stress-free networking – Need help taking the first step in forging new business relationships? Join a small group of ten franchisors to dine at a nearby restaurant. Get a taste of New Orleans while creating bonds with your fellow attendees.

#IFA_EFC23

Moderator & Speaker: Antonia Scholz, Cheng Cohen Speakers: Charles Kowanetz, Senior Director of Franchise Development, ServiceMaster Brands; Marci Kleinsasser, VP, Marketing Franchise Development, Home Franchise Concepts Stage 3 (26-50 Units) BRAND STANDARDS VS. LOCAL CUSTOMIZATION How do you design the box that everything needs to fit inside? How

much optionality do you give your franchisees when it comes to local execution (in marketing, in operations, in promotions)?

Moderator & Speaker: Ashley Mitchell, Senior Vice President, Marketing, Streamline Brands Speakers: Jim Love, VP Operations, School of Rock; Michael Keller, CEO & President, Jeremiah Italian Ice Stage 4 (51-100 Units) FROM FIRST STEP TO FUNDED: FINANCING YOUR FRANCHISE JOURNEY Dive into the multifaceted realm of franchise financing with our expert-led, interactive panel session. Hosted by Mike Minitelli of Benetrends Financial and spotlighting industry stalwarts like Jeff Dudan, Chairman & CEO of Homefront Brands, and Adenah Bayoh, IHOP multi-franchisee and CEO of Cornbread, this enlightening discussion demystifies the intricacies of the modern funding landscape. This session isn’t just for potential franchisees. It’s a comprehensive guide designed for both franchisors and franchisees, providing insights into the financing journey. Learn why partnerships with adept financing teams are crucial, particularly for emerging brands looking to secure funding and expedite the opening process. Engage in meaningful conversations, share your insights, and depart with a holistic understanding of the various financing avenues available in the expansive world of franchising. Sponsored by:

benetrends FINANCIAL

Moderator: Michael Minitelli, SVP of Business Development, Benetrends Speakers: Adenah Bayoh, Owner, IHOP of Newark, NJ; Jeff Dudan, Chairman & CEO, Homefront Brands

Stage 2 (11-25 Units) BUILDING YOUR KPI’S AND SCORECARDS Knowing your levers and dials will help you define the keys to success for your new franchisees. Building out a tracking system or method of coaching to these KPIs will help keep the focus on the main dials for success.

Speakers: Clarissa Bradstock, CEO & Chief People Officer, Any Lab Test Now; Bud Summers, Executive Vice President, Operations, PuroClean, Inc. Stage 3 (26-50 Units) Stage 4 (51-100 Units) HARNESSING THE POWER OF AI IN THE AGE OF DIGITAL DISRUPTION How franchisors are utilizing the latest AI technologies to drive growth, improve efficiencies and unit economics, and optimize customer experience.

Moderator & Speaker: Dan Monaghan, CFE, Managing Partner, Clear Summit Group Speakers: Robert Mitchell, Chief AI Officer, WSI Digital; Lindsay Simpson, CMO, Athletic Republic

11:00 am – 12:00 pm

Closing General Session: The Easy Way Never Pays Well What does it take to succeed in franchising/business? How can you train your mind to be unstoppable? How do you handle pressure? (Pressure Makes Diamonds) Will you fold like a cheap chair or will you FUEL YOUR DRIVE and Succeed!

9:30 am – 9:45 am

Networking Break with Table-Top Exhibitors

Speaker: Josh York, Founder & CEO, GYMGUYZ