and leads costs . See page 30 for highlights from the 2017 AFDR , along with ordering information .
Next up , Sun facilitated a general session panel called “ Interdepartmental Approach to Growth .” The focus was on breaking down silos and aligning all of a brand ’ s departments to support franchisee growth at every level . The panelists — Paul Damico , president North America for Focus Brands ; Christina Russell , president of Camp Bow Wow ; and Tom Wood , CEO of Floor Coverings International — shared their own experience and insights about how they ’ re doing this at their companies .
After a busy morning filled with data , analysis , and instructive anecdotes , lunch was served in the Exhibit Hall where franchise executives and sponsors had another opportunity to talk shop .
Guillermo Perales , 2017 Multi- Unit Franchising Conference chair
Keynote speaker Rich Karlgaard
Afternoon : 2 sets of 3 The afternoon offered three concurrent educational tracks . Each consisted of two 70-minute sessions , followed by a second general session led by keynote speaker Seth Mattison .
The Franchise Sales Basics track targeted sales people new to franchise sales , as well as more seasoned sales pros seeking new ideas to sharpen their skills . The first session , “ Identify and Qualify a Warm Lead ,” facilitated by Josh Wall , vice president of franchise and strategic development at Christian Brothers Automotive , looked at basics such as how to determine which prospects are good leads , how to direct the conversation throughout the sales process , and on developing the skills and techniques that work best for different brands . Panelists were Noelle Burack , manager of franchise development and national accounts for Two Men and a Truck ; Jenna Lamb , director of franchising at Nothing Bundt Cakes ; and Laura Tanaka , director of development at Del Taco .
The second session of this track , “ Develop and Close the Lead ,” focused on the next step : what to do after qualifying a prospect , how to lead them through the sales pipeline and process , and how to help both the candidate and the sales team discover if there is a good mutual fit . Mark Jameson , executive vice president for franchise support and development at Fastsigns , facilitated a panel consisting of Red Boswell , senior vice president of franchising and business development at Expense Reduction ; Steve Olson , consultant and vice president of development for Philly ’ s Best Cheesesteaks ; and Chad Tramuta , manager of franchise development at Smoothie King .
The Brand Strength track was designed to help attendees develop a stronger investment opportunity to potential franchisees . The first session , “ Financing for 2017 and Beyond ,” looked at the latest financing options franchisors could provide to interested candidates and to franchisees looking to expand . Richard Leveille , vice president of franchise development for Floor Coverings International , facilitated a panel consisting of Candace Caruso , president of Pango Financial ; Josh Johnson , vice president of business development at Apple Pie Capital ; Mike Rozman , president of Boefly ; and Suzanne Thompson , senior vice president of strategic programs at Bank of America .
The second session in this track , called simply “ Legal Panel ,” was an open forum for attendees to ask questions . The panel of franchise attorneys Mike Drumm of Drumm Law , Lane Fisher of FisherZucker , and Len MacPhee of Gardere , went both deep and long into the ramifications of the external threats franchisors face today . The attorneys fielded questions on hot topics that included the NLRB ’ s joint employer ruling , the DOL ’ s overtime rule , minimum wage , unions , and collective bargaining .
Franchisor Profiles
BY TITLE |
21 % |
CEOs |
5 % |
CFOs , CIOs , COOs |
35 % |
CDOs , SVPs development |
39 % |
Directors and managers of |
franchise development |
5 % |
Real estate , communications , |
compliance professionals |
BY CATEGORY |
Service |
48 % |
Food |
31 % |
Retail Non-Food |
13 % |
Retail Food |
8 % |
BY INVESTMENT LEVEL |
Over $ 1 million |
13 % |
$ 500,000 –$ 1 million |
13 % |
$ 250,000 –$ 500,000 |
31 % |
$ 100,000 –$ 250,000 |
19 % |
$ 50,000 –$ 100,000 |
15 % |
Under $ 50,000 |
9 % |
BY NUMBER OF UNITS |
> 1,000 |
16 % |
501 – 1,000 |
5 % |
251 – 500 |
13 % |
101 – 250 |
29 % |
26 – 100 |
24 % |
< 25 |
13 % |
0 |
2 % |
BY ANNUAL SYSTEM-WIDE |
GROSS REVENUE |
Over $ 100 million |
38 % |
$ 80 million –$ 100 million |
6 % |
$ 60 million –$ 80 million |
5 % |
$ 40 million –$ 60 million |
5 % |
$ 20 million –$ 40 million |
17 % |
$ 8 million –$ 20 million |
9 % |
$ 1 million –$ 8 million |
13 % |
Under $ 1 million |
7 % |
Franchiseupdate ISSUE IV , 2016 39