February 13-16, 2011

MGM Grand Hotel Las Vegas, Nevada

For more information or to register, visit www.franchise.org or call 202/628-8000 2011 51st IFA Annual Convention: What’s Inside Building the Future Together

Dear Franchise Colleagues: Convention Committee...... 2 As the economy begins to improve, the franchise industry Schedule At-A-Glance...... 3 is poised to regain its momentum for growth. Will you be ready? Convention Sponsors...... 4 Kenneth D. Walker, CFE At the 2011 IFA Annual Convention, you’ll find solutions to Sunday Highlights...... 5 some of your most pressing issues, best practices from your peers and industry experts, and new research and business • WFC Leadership benchmarking data available only through IFA. All of this and Conference multiple networking opportunities will arm you with the tools you • New Member/First Time need to position your company for the future. Attendee Reception • Taste of Franchising This year’s highlights include:

Monday Highlights...... 6 Solutions: The popular Executive Business Solution Roundtables return this year where successful franchise business leaders will share • Summits best practices to help you take the right steps to leverage the improving • Concurrent Educational economy. You can also choose from over 30 educational sessions, Sessions summits and mini-super sessions designed to help you stay abreast of the latest trends and information in the areas of franchise relations, management Tuesday Highlights...... 10 and leadership, financing, multi-unit growth, franchising overseas, franchise • Concurrent Educational development, social media and more. To learn more, go to pages 7-13. Sessions Networking: The famous Taste of Franchising highlighting IFA member brands • Business Solution returns again this year to kick-off the convention and the Closing Gala featuring Roundtables Hosted by live entertainment will conclude the event. Multiple receptions scattered Franchise Executives throughout the convention schedule provide ample time for fun, entertainment and networking. Wednesday Highlights...... 12

Research: Want to learn more about your franchise sales, lead costs, franchise • Business Solution training and support costs compared to other franchisors? Want to compare Roundtables Hosted by same store sales and other functions? The first-ever Franchise Benchmarking the Supplier Forum Report will be unveiled at the convention to answer these and many other • “Mini” Super Sessions questions you have about how your company stacks up with others. In addition, • Closing Gala exclusive new data will be revealed to showcase the economic impact of franchising and provide a look into how the industry will perform in 2011. General Sessions & Networking Receptions.....13 Keynote Speakers: The 2011 convention will continue the tradition of securing • Opening General Session, leading experts in technology, management and leadership. We will soon Tuesday Super Session, confirm this year’s general session keynote speaker so stay tuned for the big Wednesday Super Session, announcement. Wednesday Lunch & The Industry’s Premier Exhibit Hall: The 51st IFA Annual Convention features General Session a comprehensive Exhibit Hall showcasing the industry’s top solution-oriented • International Reception companies serving the franchising community. Nearly 200 companies will be • WFC Networking waiting for you in Las Vegas to help chart your pathway for the future. To see our Reception current list of exhibitors, go to page 14. Exhibits ...... 14 The IFA 51st Annual Convention is a must-attend event. Attendees consistently give the conference high marks for overall excellence. FranPAC Events...... 15 Join us. You will be glad you did. Convention & Registration Information...... 15 Sincerely, Kenneth D. Walker, CFE Chairman & CEO, Driven Brands, Inc. IFA Chairman of the Board

1 IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org 2011 Convention Committee

We’d like to thank the members of the 2011 Convention Committee for lending their time and expertise to developing this year’s program.

Chair Jack Earle, Managing Partner, Earle Enterprises LP (McDonald’s Franchisee)

Vice Chair Jon Luther, Executive Chairman of the Board, Dunkin’ Brands

Jack Earle

Ken Bartell, Owner, ServiceMaster of Redmond, OR Ken Colburn, President, Data Doctors Franchise Systems, Inc. Jerry Crawford, CFE, President, Jani-King International, Inc. Maria D’Ambrosio, Senior Director, Inclusion & Diversity, Choice Hotels International Ron Feldman, CFE, CEO, Siegel Financial Group Rocco Fiorentino, CFE, President, Swiss Farm Stores Sherri Fishman, President, Fishman Public Relations John Fitzgerald, CFE, Principal, Gray Plant Mooty Mark Forseth, VP & Assistant General Counsel, Marriott International Evan Hackel, President, Ingage Consulting Rosemarie Hartnett, CFE, President, Abrakadoodle Remarkable Art Education Mariana Huberman, Owner, UPS Store of Washington, DC Joyce Mazero, Partner, Haynes and Boone, LLP Kerry Olson, CFE, Vice President-Legal, International Scott Pressly, CFE, Managing Partner, Van Ness Capital Advisors Michael Seid, CFE, Managing Director, MSA Worldwide Eric Stites, CFE, President, Franchise Business Review Mary Thompson, CFE, President, Mr. Rooter, The Dwyer Group Kenneth D. Walker, CFE, Chairman & CEO, Driven Brands, Inc. Jason Zickerman, CFE, President & CEO, The Alternative Board (TAB)

IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org 2 My onda , February 14 Schedule At-A-Glance (continued) 9:00 am – 12:00 n ...... International Summit – Track Two 9:00 am – 12:00 n ...... Financial Summit Syaturda , February 12 9:00 am – 12:00 n ...... Technology Summit 9:00 am – 12:00 n ...... New Markets Summit 8:00 am – 10:00 am...... ICFE Registration 9:00 am – 12:00 n ...... Elements of Successful Franchising 8:30 am – 5:30 pm...... ICFE Special Sessions: 10:00 am – 12:00 n ...... Awards Committee • Financial Bootcamp 10:00 am – 12:00 n ...... Social Sector Franchise Task Force • FRAN-GUARDTM 10:00 am – 12:00 n ...... FRAN-GUARDTM Seminar • Principles of Franchise Management 11:30 am – 12:30 pm ...... FranPAC VIP Reception • Franchise Relations Clinic 12:30 pm – 2:30 pm ...... Opening General Session & Luncheon 12:00 n – 1:00 pm ...... ICFE Special Sessions Luncheon 7:00 pm ...... IFA Executive Committee Dinner 2:45 pm – 4:15 pm...... CONCURRENT SESSIONS • Developing High Performance and Fun Franchisee Peer Groups • Developing an Effective Franchise Support Organization • Super Charge Your Franchise Advisory Council • Franchise Agreement Top Ten Suy nda , February 13 • How to Help Franchisees Drive Profitability • Emerging Franchisors Share All 7:30 am – 9:30 am ...... Educational Foundation Board of Trustees • Best Practices in Training 7:30 am – 8:00 pm ...... Registration • How to Refresh, Protect & Enhance Your Brand 8:00 am – 5:00 pm ...... Press Room • Franchise Development Strategies for the New Normal 8:00 am – 9:30 am ...... Finance, Audit & Budget Committee • Franchisee Engagement: Dissecting the Key Performance 8:00 am – 10:00 am...... VetFran Committee Drivers in Your System 8:00 am – 10:00 am ...... Marketing & PR Committee • How Franchisees and Franchisors Can Work Together on Small 8:00 am – 10:00 am...... Membership Committee Business Issues 8:30 am – 5:30 pm ...... ICFE Special Sessions: 4:30 pm – 8:00 pm ...... Chairman’s Reception w/ Exhibitors • Franchise Development & Franchisor Financing Strategies 7:30 pm – 9:00 pm ..... Women’s Franchise Committee Reception • International Business Development • FRAN-GUARDTM • Strategic Thinking & Planning TyUESda , February 15 8:30 am – 10:00 am ...... Legal Legislative Committee 7:00 am – 6:00 pm ...... Registration 9:00 am – 11:00 am ...... Women’s Franchise Committee 7:00 am – 8:00 am ...... FranPAC 365 Club Breakfast 10:00 am – 12:00 n...... International Committee 8:00 am – 5:00 pm ...... Press Room 10:00 am – 12:00 n ...... Past Chairmen’s Council 8:00 am – 12:00 n ...... 2012 Booth Selection 10:00 am – 12:00 n ...... Technology Committee 8:00 am – 10:00 am ...... Super Session w/ Continental Breakfast 10:00 am – 1:00 pm...... IFA Executive Committee Meeting 10:30 am – 12:00 n...... Franchise Relations Committee 10:15 am – 11:45 am ...... CONCURRENT SESSIONS 10:30 am – 12:00 n ...... FranPAC Advisory Board • Focused on ROI 10:30 am – 12:30 pm ...... Diversity Institute • When the Franchisor Becomes the Banker 11:00 am – 1:00 pm ...... ICFE Board of Governors • How to Identify and Avoid Problems in International Franchising 11:30 am – 1:00 pm ...... WFC Leadership Conference Lunch • Best Practices for Creating and Executing a System-Wide 12:00 n – 1:00 pm ...... ICFE Special Sessions Lunch Modernization Program 1:00 pm – 5:00 pm ...... IFA Board of Directors Meeting • Benchmarking Made Easy 1:15 pm – 4:45 pm ...... WFC Leadership Conference • Transformational Communication 3:00 pm – 4:00 pm ...... Supplier Forum Orientation • Multi-Unit Franchisor/Franchisee Strategies for System Growth 4:00 pm – 4:30 pm ...... Ambassador Orientation • Expansion into Airports, Universities, Military Bases and Beyond 4:45 pm – 5:30 pm ...... WFC Leadership Conference Reception • Beyond Facebook: Reaching Your Audience Where They Live 5:00 pm – 6:00 pm ...... New Member Orientation Online 6:00 pm – 7:00 pm ...New Member & First-Time Attendee Reception • Distressing Transfers in Troubled Times 6:30 pm – 8:30 pm ...... Taste of Franchising • Financial Management for Non-Financial Managers 8:00 pm ...... Board of Directors’ Dinner 12:00 n – 2:30 pm ...... Networking Lunch w/ Exhibitors 1:00 pm – 2:30 pm ...... Past Chairmen’s Council My onda , February 14 2.45 pm – 4:45 pm ...... Business Solution Roundtables Hosted by Franchise Executives 7:00 am – 5:00 pm ...... Registration 5:00 pm – 7:00 pm ...... Fun & Games w/ Exhibitors 7:00 am – 7:30 am ...... Supplier Forum Executive Committee 7:00 pm – 8:30 pm ...... International Reception 7:30 am – 9:00 am ...... Prayer Breakfast 7:30 am – 9:00 am ...... Supplier Forum Advisory Board & WEDNESday, February 16 General Membership Meeting 8:00 am – 9:00 am ...... Nominating Committee 7:00 am – 4:00 pm ...... Registration 8:00 am – 5:00 pm ...... Press Room 8:00 am – 5:00 pm ...... Press Room 8:00 am – 6:00 pm ...... 2012 Booth Selection 8:00 am – 10:00 am ...... Super Session w/ Continental Breakfast 8:00 am – 9:30 am...... Corporate Counsel 10:15 am – 12:30 pm ...... Business Solution Roundtables 9:00 am – 11:00 am ...... Franchisee Forum Hosted by the Supplier Forum 9:00 am – 11:00 am ...... Franchisor Forum 12:45 pm – 2:45 pm ...... Luncheon & General Session 9:00 am – 12:00 n ...... International Summit – Track One 3:00 pm – 4:30 pm .....CONCURRENT “MINI” SUPERSESSIONS 6:30 pm ...... Reception 3 7:30 pm ...... Closing Gala 2011 Sponsors

We want to extend a sincere thanks to our Convention Special Event Sponsors:

General Session Production Opening General Session Speaker

Hall of Fame Award Closing Gala

Opening General Session dessert your guilt. Wednesday Lunch & General Session Entrepreneur of the Year Award Tuesday Super Session

Small Screen Promotions Registration Bags Convention Portfolios Ronald E. Harrison Award

At-A-Glance Pocket Guides New Member &First Time Attendee Reception

Convention Program Book

Wednesday Super Session IFA Executive Committee Dinner

Convention Badges International Reception Women’s Franchise Committee Networking Reception

Business Solution Roundtables Conference Center Walkway Window Decals Registration Lists

To learn more about sponsorships, contact Lynette Darby at 202/662-0782 or [email protected] 4 February 13, 2011 Sunday Highlights

12:00 n – 5:30 pm Women’s Franchise Committee

Women’s Franchise Committee Annual Leadership Conference Leading Through the New Normal: How to Define and Empower Your System

As the business world has catapulted through the last few years’ ups and downs, we all learned to adapt to change. That change created a new way to do business - a “new normal.” Come be a part of a candid discussion with some of franchising’s top leaders about defining your brand’s “new normal” and using it as a platform to the extraordinary through trust, empowerment and communication. Start 2011 with a positive and clear vision for how you can embrace the “new normal” and poise yourself - and your business - for success. Schedule of Events

12:00 n – 1:15 pm Opening Luncheon with the Crystal Compass Presentation 1:15 pm – 1:30 pm Break 1:30 pm – 2:30 pm Keynote Address Featured Speaker: Craig Moore, President, Nothing Bundt Franchising 2:30 pm – 2:45 pm Break 2:45 pm – 3:45 pm Panel Discussion 3:45 pm – 4:30 pm Roundtables 4:30 pm – 4:45 pm Closing Remarks 4:45 pm – 5:30 pm Reception

Thank you to our Sponsors:

Opening Luncheon Conference Program

Stay tuned for more program details in the coming months, including our dynamic line-up of franchise speakers who have been in the trenches and want to share their successful solutions for today’s leaders.

The Leadership Conference is open to fully-registered convention attendees only. The fee to attend this event is $100. Please check off the appropriate box on the registration form before submitting it to the IFA Office.

Your attendance at the WFC Leadership Conference will earn you 100 Education credits toward the completion of the Certified Franchise Executive (CFE) accreditation.

6:00 pm – 7:00 pm

New Member & First-Time Attendee Reception Help welcome new IFA members and first-time attendees to convention. This by-invitation-only event is an opportunity for new members and first-time attendees to get acquainted with colleagues in the franchise community and IFA leaders, including the IFA Board of Directors and other members of IFA’s leadership.

5 IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org February 13, 2011 Sunday Highlights February 13, 2011 (Continued) 6:30 pm – 8:30 pm

Taste of Franchising

This is one of franchising’s favorite events! The Taste of Franchising offers attendees their first opportunity to catch-up with old friends and make new contacts during a unique networking reception showcasing the many savory delights that franchising has to offer. Franchisor members generously provide branded food and beverage items while others’ support helps to provide decorations, paper products and the evening’s entertainment to make the Taste of Franchising a great way to kick-off the convention.

We’d like to thank those IFA franchisor and supplier members who graciously support this event:

If you would like to sponsor the Taste of Franchising to showcase your product or to increase your visibility within the franchise community, contact Anne Poodiack at 202/662-0773 or [email protected].

Monday Highlights February 14, 2011 7:30 am – 9:00 am Prayer Breakfast Becoming increasingly popular year after year, we invite you to join us at the Prayer Breakfast hosted by The ServiceMaster Company. This is a non-denominational event that we encourage you to attend with your family and friends. Previous year’s Prayer Breakfast events have featured special musical performances, motivational readings and inspirational guest speakers. This is a great way to begin the first official day of challenging educational sessions, networking engagements and high-powered business meetings! The Prayer Breakfast is offered on a complimentary basis to the first 400 fully-registered convention attendees on a first-come, first-served basis.

The Prayer Breakfast is sponsored by: 6 Monday Highlights February 14, 2011 (Continued) 9:00 am – 12:00 n International Summit – Financial Summit New Markets Summit Track One Franchisee Access to Credit: Developed by the International Committee Preparing Professional Athletes International Committee What Can the Franchisor Do? for Life after Sports: What • What is the current state of credit Franchising has to Offer Considerations for Initiating an to the franchise industry? Developed by the International Expansion Effort • How can the franchisor facilitate Diversity Institute The Diversity Institute • Why expand to international financing for new and existing markets? franchisees? Professional athletes have spent years • When is the right time to expand • Should the franchisor be directly following playbooks. They know better internationally? involved in financing of the than anyone that dedicated effort and • What are the financial and franchisees? teamwork are what it takes to win. These personnel implications for • What are some real world success are the same elements needed to be international expansion? stories about franchisee access to a successful franchisee. Professional • Developing the plan. credit? athletes also have access to capital. • What resources are available to This program will showcase what has International Expansion assist franchisors with access to been done, what is being done and how Strategies – Choosing the Right credit? you, too, can score with professional Approach athletes. • Determining the right goals for Technology Summit • Hear directly from individuals international expansion. who made the transition from • What are the options for expansion Social Technology – Cutting professional athletes to franchise strategies? Through the Hype owners. • Where are the most logical Developed by the • Learn what franchise concepts markets to begin an international Information Technology Committee Information Technology are doing to attract professional expansion? Committee athletes. • Developing and implementing the • Discover what social technologies • Develop relationships with plan. you should be using now and ones organizations such as Allied Athlete you should consider for the future. Group. International Summit – • Learn how to create, manage and Track Two • Expand your brand through new protect your brand. markets. Developed by the International Committee • Use social technologies • Understand what you need to do to to increase sales for your get in the game! International Expansion – franchisees. Identifying Market Opportunities • Find out if social media has • Resources for international th lived up to its hype from other The 20 Annual Elements expansion. franchisors. of Successful Franchising • Considerations before entering a specific market. Working Through Difficult • Where are the hot markets for your Economic Times brand? Identifying the potential. • Up to the minute: what’s happening • Case studies of successful right now. expansion efforts. • Techniques for effective distribution: Franchisee Recruiting – where franchising fits in Identifying the Right International • Effective franchisee recruitment. Partner • Essential elements of the franchisor • Profile of your ideal master management’s philosophy and franchisee. “culture.” • Developing your recruitment plan. • Communication in franchise • Where to find international networks. development leads. • How to deal with change: • Closing the master franchisee deal. anticipating it, accommodating it and taking advantage of it.

7 IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org February 14, 2011 Monday Highlights February 14, 2011 (Continued) 2:45 pm – 4:15 pm Concurrent Super Charge Your Franchise Emerging Franchisors Share Advisory Council All –If I Only Knew Then What I Sessions Know Now • Maximize your benefit from your Developing High Performance Franchise Advisory Council. • Hiring the right people to lead the and Fun Franchisee Peer • Learn how well-run councils can brand’s vision. Groups develop powerful new ideas. • Establishing and nurturing banking • Learn how your council can relationships early and often. • Organizing and structuring help you greatly improve • Bridging the communication gap franchisee peer groups. implementation of new concepts. with franchisees; really listening to • Developing franchise owners • Take your council to new levels via them. who are focused on measurable new social media tools. • Developing a team of strong field growth. • Improve your relationship with consultants. • Keeping franchise owners focused your franchisees through a role • Careful examination of costs to on the key drivers for profitability and use of Franchise Advisory support new franchisees outside in their business. Councils. of your core markets. • Developing a mentality of group • Why all parties need to clearly accountability among peer group Franchise Agreement Top Ten: understand your FDD to avoid members. “Must Have” Provisions for a potential legal issues down the • Establishing financial Rapidly Changing World road. benchmarking and helping to develop management skills in • Lawyers and clients weigh in Best Practices in Training: 10 franchise owners. on rights, responsibilities and Ways to Make Your Training • Developing and maintaining a boilerplate. More Fun and Impactful commitment to the peer group by • Social media, technology, keeping meetings fun, targeted, intellectual property – who owns • Cutting-edge adult learning fresh and focused. what the future will bring? techniques that promote • Dispute resolution – can we learn understanding, confidence, Developing an from our mistakes? retention and change. Effective • Plain speaking – what do all those • What types of activities should SUPPLIER $10 lawyer words mean anyhow? I mix into the agenda to Franchise Support FORUM Organization • Pre-signing questionnaires – are accommodate various styles of A Supplier Forum Best Practices Seminar they of any value? learning? • Trade secrets – are they just • How can you deliver • What are the similar support words without meaning in your highly-technical information in characteristics of the “best-in- system? interesting and interactive ways? class” franchise organizations? • What can you do to ensure the • Geographic-based support vs. How to Help Franchisees Drive training takeaways get used in the needs-based support. Profitability real world? • What are the best tactics and • The top 10 things you can do to strategies for delivering support? • Using franchisee goals to help raise the bar on your training. • New technologies for managing them drive profitability. “just-in-time” support. • Tools for helping franchisees • Tips for increasing franchisee buy- understand their financial health. IFA’s 51st in and accountability. • How employees can buy into Annual Convention: company profitability. • How to help franchisees cut expenses in the right area. • How to easily make the balance sheet and income statement work together. Franchising • Are you benchmarking the right Building the future together information?

IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org 8 Monday Highlights February 14, 2011 (Continued) 2:45 pm – 4:15 pm

How to Refresh, Protect & Franchisee Engagement: Enhance Your Brand: Delivering Dissecting the Key Performance a Consistent Customer Drivers in Your System Franchising Developed by the Franchise Relations Building local businesses, Experience as You Grow one opportunity at a time. Committee Franchisee Relations Committee • Defining your “Brand Promise.” • Developing your support structure • What factors separate your truly to achieve consistent delivery at engaged franchisees from the the unit level. unengaged? • Selecting the right franchisees and • Common mistakes that drive classes of franchisees for your disengagement. system. • Best practices in building • Ensuring that your franchisee’s franchisee performance. management team and staff are • Case Studies: Franchisee prepared for the challenge of engagement success stories and customer service expectations. failures. • Avoiding “Incumbent Inertia” and • Closing those performance gaps: managing changes to products Five tips to get more franchisees and services. to follow your system and execute • Managing franchisee their business plans effectively. participation–validation for growth, participation in strategic direction How Franchisees and and tactical changes, capturing Franchisors Can Work Together their experiences and executing on Small-Business Issues Franchising Building local businesses, Developed by the Franchisee Forum one opportunity at a time. as a system. Franchisee Forum • Putting your franchise system in alignment–from the FDD through • How franchisees and franchisors the recruitment process to the can create a team effort. execution at the local level. • Access to capital/SBA loans/ franchise funding. Franchise Development • 1099 reporting and Strategies for the New Normal healthcare-related issues. • Card Check legislation and • Lead generation in a slow approaches. economy. • Energy-related issues (CAP & • Setting up a sales process that Trade). delivers results. • Franchisees are not employees • Leveraging technology, CRM (the Coverall case). and website strategy for a higher • Current public policy and business closing rate. issues. • Strategies for franchise financing. • The New Normal could be the best time to grow!

9 IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org February 14, 2011 Tuesday Highlights February 15, 2011

10:15 am – 11:45 am

Concurrent How to Identify and Avoid Benchmarking Made Easy– Problems in International How Benchmarking Can Boost Sessions Franchising Franchise System Performance

Focused on ROI: Integrating • The “Proven Model” – the tenure • Best practices for ways to utilize Marketing Tactics for Better and success of the U.S. franchise benchmarking to boost franchise Strategic Results company. system performance. • What is the business climate of • Highlights of the Franchisor • Determining which tactics will the foreign market? Benchmarking Report. most effectively reach your target • What are the potential political and • “Preview” of IFA’s new Web-based audience(s). ethnic conflicts in the market? benchmarking service. • Integrating messaging across • What are the cultural advertising, PR and online considerations in the market? Transformational marketing. • Do your due diligence - surveying Communication: How to Have • Prioritizing tactics when budgets other franchise companies in the Effective Conversations with are limited. market. Your Franchisees • Measuring the results of your • English speaking versus non- integrated campaign. English speaking markets. • How to get up to speed with the • Avoiding the pitfalls–the top situation/issue and determining mistakes made when integrating Best Practices for Creating methods of communication. marketing campaigns. and Executing a System-Wide • Getting prepared mentally and Modernization Program focusing on the desired outcome. When the Franchisor Becomes • The art of “Active Listening.” the Banker–Best Practices for • How do you effectively collaborate • Stay in control without dictating. Franchisors Providing with franchisees to gather input • Deciding on next steps and when Financing to their Franchisees and achieve buy-in? applicable, reinforcing with e-mail. • Is presenting an ROI important, • Did we mention follow up? • An overview of the types of and if so, how do you measure programs franchisors have put and communicate it? Multi-Unit Franchisor/Franchisee into place to assist with franchisee • How does a challenging Strategies for System Growth Developed by the financing. economy affect a franchisor’s Franchising Building local businesses, • The regulatory and legal hurdles implementation and enforcement Franchisee Forum one opportunity at a time. Franchisee Forum that must be addressed in of a modernization program? structuring a franchisee finance • What do you need to do to • What Franchisors/Franchisees program. ensure that franchisor staff and need to know about multi-unit • Complying with disclosure vendors (including lenders) are models. requirements and managing prepared to effectively support the • Multi-unit license agreement franchise relationship issues. modernization program? variations. • Best practices for structuring • How do you determine the • Growth strategies for multiple the offering and evaluating necessary versus the optional units. prospective borrowers. items in a modernization, and can • Multi-unit/Multi-brand strategies. this differ between locations? • Operations and training • What are the common legal differences for the multi-unit issues and concerns related to a model. modernization program and how • How Franchisors/Franchisees do you best avoid them? can move beyond the single unit model.

IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org 10 Tuesday Highlights February 15, 2011 (Continued) 10:15 am – 11:45 am 2:45 pm – 4:45 pm

Expansion into Airports, Distressing Transfers in Troubled Business Solution Universities, Military Bases Times: Thorny Issues in and Beyond: Negotiating Non- Transferring Financially Roundtables Traditional Development Deals Troubled Franchisees Facilitated by Franchise Executives • More and more, customers are a • Why troubled transfers are moving target. If you can attract different from normal re-sales and This unique opportunity gives their attention for a sandwich, why transfer procedures should be convention attendees a chance to hear a massage, a sit-down meal, or adapted accordingly. directly from some of franchising’s even a tan, you’ve added a new • How to identify potential transferees most accomplished leaders. You revenue stream. who can be approved will talk to top CEOs, CFOs, COOs, • Find out if the captive or and brought up to speed. Presidents and Executive Vice “non-traditional” market is a place • Should the assignment/transfer Presidents about their success stories, you can expand your organization provisions of the franchise lessons learned and the latest trends and increase your sales. agreement be relaxed in order to in the marketplace. Discussion topics • Explore the key issues subject to get the deal done? include franchise relations, franchise negotiation and the best practices • Spotting purchase price issues and sales, operations, legal and financial for negotiating non-traditional pitfalls and strategies to deal with issues, branding, and marketing. franchise development deals them. with those franchisees who • How to make sure the franchisor have relationships with and/or and other creditors get paid. access to unique venues. • How to create a business model Financial for a captive site; the nuances of Management for Non-

lease agreements; what to expect Financial Managers: SUPPLIER in economics; and, how much the Understanding KPIs, FORUM franchisor should expect to control P&L and Balance in the operations. Sheets A Supplier Forum Best Practices Seminar Beyond Facebook: Reaching Your Unique Audience Where • How do you make sense of a P&L, They Live Online Balance Sheet and Cash Flow Statements? • Twitter tactics in franchising. • How do you identify, track and • LinkedIn for recruiting and incentivize key operating indicators development. for your business? • Foursquare–location-based • How do you create a financial customer acquisition. and operational dashboard to • Tools for monitoring your brand. provide meaningful management • The Social Tech “Watch List.” information? • How do you prepare a basic break- even analysis for your franchisees? • How do you understand your franchisees’ Return on Investment (ROI)?

11 IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org February 15, 2011 Wednesday Highlights February 16, 2011

10:15 am – 12:30 pm 3:00 pm – 4:30 pm 7:30 pm

Business Solution Concurrent Mini- Closing Gala Roundtables Super Sessions Our closing gala is a festive way to end your convention experience. Facilitated by the Last year, we continued offering Supplier Forum concurrent “Mini-Super Sessions” With gourmet food stations and The as our final set of educational Franchise All-Star Band entertaining SUPPLIER you throughout the evening, the These FORUM sessions and we are pleased closing gala is a fun-filled evening roundtables, led to report they remain a huge that gets you up out of your chairs by experienced Supplier Forum hit. Returning in 2011, the Mini- and mingling one final time with other members, offer a wide-range of Super Sessions are informative, convention attendees. Make sure you cutting-edge topics relevant to how interactive and offer a huge stick around for this last opportunity to you conduct business on a daily amount of value. The Mini-Super visit with friends and colleagues before basis. Pick up innovative business Sessions are intensive workshops, heading home! solutions and fundamental tips focused on topics to help you on staying competitive in today’s better understand the trends marketplace, whether you are a occurring in today’s business, new or established franchisor. economic and political landscape. This session is guaranteed to Previous topics showcased challenge your thinking and leave included The New Generation of you with great ideas to take home Employees, Customer Service, to your business. an Economic Outlook, Technology and Your Franchise System and a Franchise Town Hall Meeting. As you can see, the topics featured had a broader application than the everyday operations of franchise businesses and the sessions were applicable to professionals at various levels, from multiple areas of expertise. Stay tuned for a list of sessions and speakers to be announced shortly.

IFA’s 51st Annual Convention:

Franchising Building the future together

IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org 12 General Sessions

Our general sessions always feature exciting and compelling programming to meet the needs of our diverse membership. And this year we’ll continue our streak of excellence with qualified speakers from the franchising community revealing best practices, marketplace trends, and insider tips for positioning your business for success in 2011.

Our Opening General Session on Monday afternoon will kick-off our 51st Annual Convention when a powerhouse speaker takes the stage to discuss what it takes to be an inspiring and effective leader in today’s challenging environment. We’ve had noteworthy speakers set the tone for our convention in the past including Former President George W. Bush, Former President Bill Clinton, General Colin Powell, Former NYC Mayor Rudy Giuliani and Former President Bush and Mrs. Bush. This year, we will offer another high-level person that you won’t want to miss.

Our Super Session on Tuesday morning will feature a thought-provoking presentation from Joseph DePinto, President & CEO of 7-Eleven, Inc. DePinto will tell the 7-Eleven story, including challenges faced and overcome, as well as plans for the future. 7-Eleven, Inc. is the world’s largest convenience retail chain. Based in Dallas, Texas, the company operates, franchises and licenses approximately 7,000 stores in the U.S. and . Of the close to 6,000 stores the company operates and franchises in the United States, more than 4,700 are franchised. Overseas, 7-Eleven licensees and affiliates operate more than 29,700 7-Eleven and other convenience stores in countries including , , Thailand, , , Hong Kong, , Mexico, , , Joseph DePinto , Indonesia, Norway, Sweden and Denmark. Before being appointed Chief Executive of 7-Eleven in 2005, DePinto was President of GameStop Corporation. He has also held executive positions at PepsiCo, Inc., and was the Chief Operating Officer ofThornton Oil Corporation.

Next, our Panel of the Pros session on Wednesday morning will be led by IFA Second Vice Chairman, Jon Luther, Chairman of Dunkin’ Brands, as he engages several franchise leaders in a discussion focused on the financing crisis entitled “Show Me the Money.” Our insightful speakers will give you solutions for dealing with this critical issue that has plagued franchise businesses all over the world. We’ll also share exclusive new data about the economic impact of franchising in addition to eye- opening details about what’s expected for franchising in 2011. New IFA President & CEO, Steve Jon Luther Caldeira, will provide his state of the association report and we’ll present four premier awards to franchise leaders who challenge and inspire us. And our closing luncheon session on Wednesday afternoon will feature another dynamic presentation given by a noteworthy leader that can only be seen at the IFA Annual Convention.

Stay tuned for new, exciting developments as they become available!

Steve Caldeira

Monday, February 14, 2011 Networking Receptions 7:30 pm – 9:00 pm Women’s Franchise Committee Women’s Franchise Committee Networking Reception IFA’s 51st Annual Convention: The Women’s Franchise Committee invites all IFA convention attendees to a networking reception to learn more about the committee’s ongoing work and to mingle with friends and colleagues. Tuesday, February 15, 2011 Franchising 7:00 pm – 8:30 pm Building the future together International Reception International Committee

All IFA convention attendees are welcome to join their colleagues from around the world at the International Reception to learn more about this growing area of franchising. Come and enjoy an evening of information-sharing with fellow franchise executives and representatives from many franchise associations around the world.

13 IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org Exhibitors (at press time) Exhibits General Sessions The IFA Exhibit Hall offers even the most experienced franchise AdGeo, Inc. The International Franchise Centre executive new ideas for improving Affinity Express Intuit, Inc. Alexander’s Print Advantage Javelin Solutions the operations of their business. To Althans Insurance Agency Kiekenapp & Associates help you recover from a challenging Associated Luxury Hotel International Kiosko economy, exhibitors are excited Association of Small Business Larkin Hoffman Daly & Lindgren Development Centers Local Search Traffic to show you the latest trends and Automatic Data Processing Luce, Smith & Scott, Inc. products in franchising today, assisting Aviatech, LLC Market Approach Consulting you with conducting business more Balihoo Mercury Road, LLC BDO LLP Merrill Lynch/Bank of America efficiently and economically. We have BeneTrends, Inc. MFV Expositions it all for you—accounting, business BFC Mindbody, Inc. and legal services, financial services, BizBuySell Mindshare Technologies BizUnite MPSI insurance programs, marketing Blue Water Media MultiAd and public relations specialists, Business Resource Services mUrgent Corporation software and technology providers, Buxton National Cable Communication (NCC) Captivate, by FranConnect NextBigFranchise, LLC human resources experts, franchise Careerbuilder.com The Nielsen Company development resources, travel and Certilearn, Inc. OfficeRedi hotel and special event services. Clarity Voice Our Town Constant Contact, Inc. Out of the Box Technology And, don’t forget to enter the exciting ContactPoint PenBen door prize drawings for $1,000 each Coverall Health-Based Cleaning System Pinpoint Marketing Group held during official exhibit hours. Creative Producers Group Plan Ahead Events Deluxe Franchise Services POSitive Technology Digital Printers Alliance Precision Services Group Exhibit Schedule Direct Capital Franchise Group PrimePay ELEMENTS Printable eMaximation PrintingForLess.com Monday, February 14 Emma Process Peak LLC eNR Grassroots PR Process Pink Payments, LLC • 4:30 pm – 8:00 pm Entertainment Publications ProfitKeeper Chairman’s Reception–Join Entrepreneur Media, Inc. Prograde ESRI Proven Match, LLC IFA’s Chairman of the Board, expresscopy.com ReachLocal Kenneth D. Walker, CFE, for the F.C. Dadson, Inc. Rehmann opening of our Exhibit Hall. This Faegre & Benson LLP ReSource, Inc. FCS Easyway Rhino 7 Franchise Development Corporation is your first opportunity to meet FisherZucker LLC Royal Caribbean International with our service providers who Fishman Public Relations Royalties, Inc. offer innovative and cost-effective Franchise Business Review SageFire, Inc. Franchise Central LLC Samco Promotional Products products to help your company’s Franchise Development Services Ltd. Sanderson & Associates bottom line and prepare to Franchise Direct SDCooper Company rebound strong in 2011. Franchise Gator LLC Servant Systems, Inc. The Franchise Handbook Shelton & Power, LLC Franchise Opportunities Network Siegel Financial Group Tuesday, February 15 Franchise Payments Network SproutLoud Franchise Software Systems Sunbelt Business Advisors • 12:00 noon – 2:30 pm Franchise Solutions Sutus, Inc. Franchise Times Synergy Media Team LLC Networking Luncheon with Franchise Update Media Group Systino Exhibitors–Take advantage of the Franchise.com Telestar Media Networking Receptions second opportunity to learn what FranchiseAdvantage.com Tellermate, Inc. FranchiseWorks.com Tortal.net our service providers can offer to FranConnect Software Trabon Companies help build your brand and run a FRANdata Uni-Data & Communications, Inc. more streamlined operation FranFund, Inc. Universal Background Screening Franwise Valpak this year. FRM Solutions Valuevine • 2:30 pm – 5:00 pm Frontstream Payments Vehicle Wraps USA Exhibit Hall remains open for FulCircle, Inc. The Wall Street Journal Gannett/Franchise Xpress Waterstreet Franchise Management Software optional networking GBBIS Web.com • 5:00 pm – 7:00 pm geoVue, Inc. Where 2 Get It Fun & Games with Exhibitors– Gray Plant Mooty World Franchise Associates Greenbaum Marketing YESCO This is your final chance to visit Greenberg Traurig, LLP Yodle with our 2011 service providers. HearSay Labs ZeeWise, Inc. And during this time period, many Henry Wurst, Inc. Zoom.7 Meetings & Events HJH Consulting Group, Inc. exhibitors will offer games and Hot Dish Advertising If you would like to exhibit your company’s prizes in their booth. Hylant Group product or services to hundreds of franchising’s iFranchise Group, Inc. top decision-makers, please call Lynette Darby at IFX Online 202/662-0782 or [email protected]. Impressions On The Go Initial Impression 14 FranPAC Events

All proceeds from FranPAC events help IFA support franchise-friendly legislators and candidates in Congress and educate lawmakers about the legislative issues critical to your business and the franchise community.

Silent Auction The FranPAC Silent Auction returns in 2011. Held in the Exhibit Hall during regular exhibit hours, the silent auction is a great way to support FranPAC. You will have the opportunity to bid on travel packages, electronics and other spectacular prizes donated by IFA members.

VIP Reception Another great way to support FranPAC is during the VIP reception with our convention keynote speaker. You’ll have the chance to visit with a noteworthy leader before they take the stage during our Opening General Session.

365 Club Breakfast Sponsored by: Join us for the 5th Annual FranPAC 365 Club Breakfast on Tuesday, February 15, prior to the Super Session. The 365 Club is FranPAC’s basic level of membership, asking franchise community leaders to pledge at least $1 a day for effective political representation in Washington and to be part of one of the most important endeavors at IFA. For more information about signing up for any of our FranPAC events, please contact Victoria Adams at 202/662-0781 or [email protected].

Pre-registration To register for all events described in this brochure, please complete Convention Information one registration form per person and mail with payment to IFA’s 51st Annual Convention, 1501 K Street, NW, Suite 350, Washington, DC 20005. You may also fax your form(s) to 202/628-0812 or register online by visiting www.franchise.org/convention.aspx. Our pre-registration deadline is January 31, 2011. You will receive a confirmation packet via e-mail. For questions, call IFA at 202/628-8000.

Registration Fees Registration Fees* are per person and include: • Entry into all convention general sessions and educational sessions including the Summits and Mini-Super Sessions; • Exhibits and evening networking events; • Educational session instruction and materials; • Continental Breakfast on Tuesday and Wednesday; • Lunch on Monday, Tuesday and Wednesday; • Wednesday Closing Gala • Taste of Franchising; and • Refreshment Breaks.

* Pertains to full convention registration fees excluding our Spouse Rate (applicable to evening social events only) and Exhibitor Badge Rate (provides booth workers entry into the Exhibit Hall and The Taste of Franchising only.) The WFC Leadership Conference on Sunday is an additional $100 for fully-registered Convention attendees. The Prayer Breakfast is offered on a complimentary basis to fully registered convention attendees on a first-come, first-served basis. Attendance at the ICFE Special Sessions on Saturday and Sunday is not included in your convention registration fee. There is a separate registration form and fee for these sessions. Go to www.franchise.org/certification.aspx or call Rose DuPont at 202/662-0771.

Registration/Information Desk The registration/information desk will be located on Level One of the MGM Grand Conference Center, in the Grand Ballroom Pre-Function area. Registration will be open at the following times: Sunday, February 13th 7:30 am – 8:00 pm Monday, February 14th 7:00 am – 5:00 pm Tuesday, February 15th 7:00 am – 6:00 pm Wednesday, February 16th 7:00 am – 4:00 pm Refreshment breaks and technology stations will be set up near our registration desks starting on Sunday morning. 15 IFA’s 51st Annual Convention - Franchising: Building the Future Together Register at www.franchise.org FranPAC Events Convention Information

Hotel Room Reservations You can book your room at the MGM Grand by calling the hotel directly at 800/929-1111 or by visiting the IFA website at http://www.franchise.org/convention.aspx to make a reservation online. Be sure to reference IFA, or group code ITF015, to receive the discounted rate of $169 for February 11 & 12 and $119 for February 13-17. The deadline for making your reservation is January 9 or when the IFA room block is sold out. When our room block is sold out, rooms will be offered, if available, at the IFA convention rate. The IFA room rate includes complimentary guest room high speed Internet, complimentary printing of airline boarding passes at the Business Center or Concierge Desk and an MGM Value Pass which includes discounts on a variety of property outlets.

About The MGM Grand The MGM Grand Hotel & Casino is located at 3799 Las Vegas Boulevard South and contains all the Vegas energy and excitement under one roof, including celebrity-chef restaurants, nightclubs, world-class entertainment, and premier special Sponsored by: events. The hotel has 5,035 rooms and suites, many with breathtaking views and all designed to surround you with luxury. Attractions at the MGM Grand include the Cirque du Soleil production KÀ, Studio 54 nightclub, and a lion habitat. Two pool complexes include outdoor pools, spa tubs, and cabanas. For more information about MGM Grand, visit www.mgmgrand.com.

Check-in time is 3:00 pm and check-out time is 11:00 am.

Getting There The MGM Grand Hotel & Casino is located 5 miles from the Las Vegas McCarran International Airport. Continuous shuttle service from the airport is available 24 hours daily and the fare per person is $6.00 one-way. The MGM Grand preferred Convention Information shuttle service is operated by Executive Airport Shuttles, located outside of exit door 7, and can be contacted at (702) 851-7900. Taxicabs are available outside the airport terminal on the east side of baggage claim, outside exit doors 1-4, at an approximate fare of $15.00 one way. Airport personnel are available on the taxi curb to assist passengers. Taxicabs are also available at the McCarran Rent-A-Car Center. If you are interested in renting a car, you can take a shuttle to the new McCarran Rent-A-Car Center. Rental car shuttles depart every five minutes at exit doors 10 or 11. Complimentary valet parking or self parking is available to guests upon arrival at MGM Grand.

About Las Vegas Las Vegas attracts more than 36 million visitors a year by offering the grandest hotels, the biggest stars in entertainment, the highest caliber of award-winning chefs and master sommeliers and, of course, the brightest lights. Highlights of this extraordinary city include: • Fashion Show Mall: One of the nation’s largest shopping centers and Las Vegas’ premier retail destination, the Fashion Show Mall offers seven flagship department stores, including Saks Fifth Avenue, Dillard’s, Neiman Marcus, two Macy’s locations, Nevada’s only Nordstrom, and Bloomingdale’s Home along with over 250 extraordinary shops and restaurants. • Fremont Street Experience: Fremont Street Experience is five blocks of thrills in the heart of Las egas.V You will find ten casinos, 10,000 slots, more than sixty restaurants, and myriad of bars and lounges, all under Viva Vision, the biggest big screen on the planet. It hangs 90 feet overhead, blasting state-of-the-art light and sound shows every night, always for free. • Hoover Dam: Located 34 miles from Las Vegas, this engineering wonder of the modern world stands 726 feet high (220 meters) from bedrock. More than 32 million visitors have toured the dam since it opened. Tours inside and outside of the dam, as well as raft tours below the dam, are available. • Red Rock Canyon: This scenic area of rock formations and desert is 15 miles west of Las Vegas. Visit the Bureau of Land Management Visitor’s Center or view the 3,000-foot (910-meter) escarpment produced by a thrust fault. Fees: $5 cars, $2 motorcycles.

Attire “Business casual” attire is the order of the day. Please keep in mind that meeting rooms tend to be cool, so you may be more comfortable with a jacket. Jeans are discouraged except during exhibits set up. Business attire is appropriate for the Chairman’s Reception on Monday evening, and “casual” attire is appropriate for our Wednesday evening Closing Gala.

16 IFA’s 51st Annual Convention: 2011 IFA Convention Registration Form

Franchising February 13-16, 2011 l MGM Grand Hotel & Casino l Las Vegas, Nevada Building the future together Please complete one form per person. Pre-Registration closes on January 31, 2011. Registrations received after this date will be processed onsite and subject to an additional $50 fee.

Full Name______q Franchisor q Franchisee q Supplier Nickname for Badge______Job Title ______Spouse (if registering) ______Company______Address ______City ______State______Zip______Country (if not U.S.)______Telephone ______Fax______Email______

(An individual email address for the actual person attending convention is required for confirmation packets.) q Check here if you wish to receive emails and faxes on Convention events and issues of interest.

Is this your first IFA Convention? q Yes q No

Please mark the appropriate boxes to indicate your participation and fees. Registration fees are PER PERSON. q IFA Member q 1-3 registrants when registering together $990 q 4-9 registrants when registering together $850 q 10 or more registrants when registering together $750 q Member Exhibitor $650 q Spouse (includes evening social events only) $500 q Speaker (does not apply for roundtable facilitators) $550 q Non-Member $1,950 q University Personnel $650 q WFC Annual Leadership Conference $100 q Prayer Breakfast Complimentary Total Fee $______PAYMENT METHOD q Check payable to IFA (Federal Tax ID # 36-6108621) q Credit Card: m AMEX m Visa m MasterCard m Discover Account #______Expiration Date______Cardholder’s Name______Cardholder’s Billing Address ______Signature ______

CANCELATION POLICY: Full refunds (minus a $50 administration fee) will be granted for cancellations received in writing by January 13. Cancellations received after that date are subject to a 50% penalty + a $50 administration fee. No refunds are permitted after January 24, 2011. Substitutions are permitted at any time.

HOTEL RESERVATIONS: You can book your room at the MGM Grand by calling the hotel directly at 800/929-1111 or online at www.franchise.org/convention.aspx. Be sure to reference IFA, or group code ITF015, to receive the discounted rate of $169 for February 11 & 12 and $119 for February 13-17. The deadline for making your reservation is January 9 or when the IFA room block is sold out. When our room block is sold out, rooms will be offered, if available, at the IFA convention rate. The IFA room rate includes complimentary in-guest room high speed Internet and complimentary printing of airline boarding passes at the Business Center or Concierge Desk, as well as an MGM Value Pass which includes discounts on a variety of property outlets.

Send your completed form(s) with payment to: INTERNATIONAL FRANCHISE ASSOCIATION, 1501 K Street, NW, Suite 350, Washington, DC 20005 Phone: 202/628-8000 • Fax: 202/628-0812 • www.franchise.org