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Concurrent Sessions

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Learn how to improve your business, save time and money, grow your brand, and explore the legal issues that affect you with these 12 concurrent sessions. Divided up into 4 tracks for your convenience, there’s something for everyone! Whether you’re brand new to franchising or you’re well-established, you can learn how to improve your business and gain valuable insights from the experienced and knowledgeable session leaders.

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Monday April 8 – 2:00 PM – 3:00 PM

OPERATIONS


The 5 Stages to Franchise Awarding Success

Presented by:
Darryl SangsterTommy Gun’s Original Barbershop

And then, one day, it hits you – what does my franchise sales and qualifying funnel actually look like? Am I consistently generating quality leads? How do I enhance my conversion path and as a result, the customer experience?

Having a clear understanding of the different stages of the sales funnel is essential to mobilizing your entire franchise system and enabling you to close sales more strategically. After this session, you’ll understand how to optimize each level of the sales funnel, including learning how to identify and filter interested leads, and convert them into clients.

Learning Takeaways:

  • Understand the concept of a sales funnel and how it can be implemented into your business
  • How to sell a market more effectively to contacts
  • How to use marketing techniques to nurture your leads

BUSINESS DEVELOPMENT

The Ex-Googler's Guide to Franchise Marketing

Presented by:
Todd Saunders, AdHawk

During his time at google, Todd Saunders helped entrepreneurs grow their businesses using products like AdWords, Analytics and YouTube. Seeing a huge opportunity in the space, he set off with a fellow ex-Googler to found AdHawk. In this session, Todd will talk about ways to use Google AdWords and related products to drive business for franchises, leveraging the tools and methods that the pros use. One of his key takeaways from working at Google was that AdWords is just as mysterious to the savviest of
tech entrepreneurs as it is to the average small business owner. In this talk, Todd will uncover the mysteries of AdWords, promote best practices and unveil oddball tactics that have helped hundreds of advertisers he works with on a daily basis.

Learning Takeaways:

  • How to optimize AdWords and other Google Ads products like the pros
  • How to deploy remarketing strategies across several platforms to re-engage and close deals
  • How to squeeze the most out of Google Ads products and fully leverage the tools at your disposal

LEGAL

Muti-Brand and Multi-Unit Franchising: Past, Present Future

Presented by:
Ned LevittDickinson Wright LLP

Over the years, multi-brand and multi-unit franchising have increased in popularity. Under these models, one franchisee owns and operates more than one unit of a particular brand and/or units in more than one brand. In either case, there are many reasons why multi-unit and multi-brand franchise ownership are a great opportunity for growth.

This presentation will examine the pros and cons of multi-unit and multi-brand franchising including considerations for the franchisor and the franchisee, the possible economic benefits, and the financial realities of structuring these deals. You will hear how you can protect your system and handle disputes that may arise with such a franchisee.

Learning Takeaways:

  • Have a clear understanding of the benefits and challenges for franchisors and franchisees in multi-unit and multi-brand franchising
  • Understand the economics of multi-unit and multibrand franchising
  • Know how to structure multi-unit and multi-brand deals

MANAGEMENT


Healthy Entrepreneur, Wealthy Entrepreneur

Presented by:
Steve Collette, 3rd Degree Training/Actual Nutrition

As busy professionals, we often sacrifice our own health and wellness for the time we dedicate to our careers. Yet one of our biggest assets in life is our health. It is hard to do well when we don’t feel well.

Using a mix of real life examples and pertinent information, co-founder of 3rd Degree Training/Actual Nutrition, Steve Collette, will look at the realistic steps to making your health and wellness a priority. He’ll explain why you shouldn’t neglect your health for profit and the role taking care of your mind and body plays in your ultimate success on your entrepreneurial journey.

Learning Takeaways:

  • How to become committed to your health and wellness
  • Uncover the strategies for maintaining a productive mental state
  • Why making time for your health doesn’t have to be a daunting task as an entrepreneur

Monday April 8 – 3:30 PM – 4:30 PM

OPERATIONS


New System Growth Strategies: Balancing Needs with Resources

Presented by:
J. Perry Maisonneuve, Northern Lights Consultants Corp.
Peter Viitre, Sotos LLP
Patti Hone, As You Like It Marketing and Communications

Franchising your business is an excellent way to grow your business. It can be more cost-effective than investing in new locations on your own and the right franchisees can ease the management demands placed on you too.

Attend this practical and interactive workshop to learn how you can take the franchising route to expand your business. Hear from franchise specialists who will share real-world situations, relevant anecdotes and decisions in building a start-up franchise system. They will address the four main areas emerging franchisors must examine which include: recruitment, operations, marketing, and legal matters.

Learning Takeaways:

  • How to assemble and utilize a team of experienced, multi-disciplinary professionals in a cost-effective way
  • Steps that minimize legal risk as your franchise system grows
  • How to create cost-effective franchise support programs
  • How technology can help the franchisor achieve sustainable growth

BUSINESS DEVELOPMENT

Driving System Growth - The Wendy's Way

Presented by:
Dana Calvert, Wendy's Restaurants of Canada
Stephen Piacentini, Wendy's Restaurants of Canada

Top quick-service restaurant brand, Wendy’s Restaurants of Canada, is a prime example of homegrown business that grew on an international scale.

After this presentation, you’ll walk away with an understanding of how Wendy’s achieved mega business success and growth. You’ll take a closer look at The Wendy’s Way Model, a process the restaurant chain uses to create new unit growth and improve their economic model. You’ll then dive into topics that include Wendy’s building platforms; new design solutions; leveraging Image Activation to stay relevant and competitive; commitment to innovation to
support customers’ evolving needs; and continued success in non-traditional locations.

Learning Takeaways:

  • Discover the recipe for assessing business opportunities and success
  • The relationship between capital investment and sustained growth
  • Understand how to support and engage your community

LEGAL


The Messy Intersection of Deal Making and Disclosure Law

Presented by:
Mike Melvin, McInnes Cooper

Franchise deal-making and franchise disclosure often do not fit neatly together. A proposed franchise deal may go through several iterations. Along the way, there may be changes in transaction scope, changes in the identities of the proposed franchisee(s), negotiation of new or different deal points, amendments to standard agreements and new material information may come to light.

This session will identify some common scenarios in which information arising during the deal-making process (after initial disclosure) must be disclosed and will outline franchise disclosure best practices franchisors should follow before closing the deal.

Learning Takeaways:

  • How to identify common types of material changes and new material facts that arise in the course of negotiating a franchise deal
  • A tool kit of clear, easily understandable best-practices to ensure such material facts are properly identified and disclosed
  • Key ways to better align your franchise sales and franchise disclosure processes to minimize liability

MANAGEMENT

Make Your Working Capital Work Harder: Finding Hidden Value in Payments

Presented by:
Kristine TsaousidisAmerican Express Canada

Businesses often don’t realize that the funding they need to fuel growth is sitting right on their balance sheets. There is a remarkable opportunity for franchise businesses to unlock hidden working capital, better manage their cash flow, and create new potential in payments.

Join this session for an in-depth discussion on how businesses are tackling cash flow challenges and turning them into opportunities. The presentation will feature expert financing advice and case study examples of franchise businesses.

Learning Takeaways:

  • Learn how to use your cash flow to fuel growth
  • Discuss how to eliminate operational inefficiencies from your business
  • Understand how to create a mutually beneficial relationship with suppliers

Tuesday April 9 – 10:30 AM – 11:30 AM

OPERATIONS


Why Won’t My Franchisees Just Follow the System? Creating Franchisee Buy-In and Trust

Presented by:
Angela Cote, Cultivate Advisors
Ken LeBlanc, PropertyGuys.com
Jon-Anthony Lui, Tutor Doctor
Frank Robinson, Cassels Brock & Blackwell LLP

How many of your franchisees are compliant with your company’s operational systems? One of the biggest complaints of many franchisors is that their franchisees are not using the proven operational system to maximize the opportunity of their local market. Non-compliant franchisees damage the reputation of the brand, reducing their fellow franchisees’ investment.

This panel of seasoned experts will discuss how successful franchisors obtain ‘buy-in’, without having to constantly monitor individual franchisees. You will also understand the risks franchisors face when taking action to enforce compliance.

Learning Takeaways:

  • Best practices for dealing with non-compliance
  • How to inspire franchisees to buy in to the operational system
  • Checklist for determining whether a franchisee  needs to be exited out of the company

BUSINESS DEVELOPMENT

Keep Your Brand in Top Shape

Presented by:
JP Martel, TOTAL Franchise Solutions

Brands become broken for many reasons and before you know it, your brand becomes irrelevant, meaningless and dull in the eyes of your target market. Too often companies try to resolve this issue hastily without surveying why the brand lost its touch in the first place.

Luckily for you, JP Martel will offer some key solutions to applying ‘brand aid’. You’ll gain an in-depth understanding of the common reasons why brands break in the first place. You’ll be guided through practical measures to demonstrate your brand value on a consistent basis and align your customers’ perceptions with your vision.

Learning Takeaways:

  • What are the telltale signs that your brand is broken
  • The secret to revitalizing a suffering brand
  • How to use marketing and branding principles to
    revive, transform, expand and reinvent your brand

MANAGEMENT

Managing Change: Navigating Through Franchise Transition and Transformation

Presented by:
Jeff Noble, BDO Canada LLP
Gary Decatur, TOTAL Franchise Solutions

Franchise systems are undergoing transition and transformation at a more rapid pace than ever before. These changes may relate to franchisees, such as consolidating locations, or at the franchisor level, selling to an outside strategic or financial buyer. Although an organization may not be planning a transition, unforeseen issues may and often do arise, which forces transition earlier than expected.

With a panel of experts that includes individuals who have been involved in these transitions at a franchisor level, and consultants who specialize in coaching businesses through these types of transitions, you’ll learn a range of approaches to not only manage your franchise system through times of change, but to thrive during the process.

Learning Takeaways:

  • When should you consider preparing your company for sale
  • What are the key items that require review and consistent management
  • How do you ensure the transition process is smooth and successful for the key stakeholders involved
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Thank you to the following members who are National Sponsors and support CFA throughout the year:

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Canadian Franchise Association (CFA)
116-5399 Eglinton Ave W
Toronto, Ontario
M9C 5K6

T: 416-695-2896
F: 416-695-1950
E: info@cfa.ca
H: Weekdays, 9am-5pm





Upcoming Events

  1. CFA Franchise Law Day 2019

    September 26 @ 8:00 am - 4:30 pm
  2. Franchise Canada Show in Toronto

    October 5 - October 6
  3. Franchise Canada Show in Vancouver

    November 2 - November 3