NOVEMBER 5-6, 2008

Sheraton Los Angeles Downtown

Los Angeles, CA USA

International Symposium on Franchising

Global Expansion for Diversification and Growth

For more information, call IFA at 202/628-8000 or visit www.franchise.org.


International Symposium on Franchising
Global Expansion for Diversification and Growth
Is your system growing so
fast that you can barely keep
up with demand?
Have you considered
international expansion?
Are you aware of the fact
that you now have a limited
window of opportunity that
makes you more competitive
overseas?
Have you thought lately that
international expansion is a
smart form of business
diversification?
Are you surprised to hear that
there are markets in Europe,
Asia, the Middle East and Latin
America growing faster than
the U.S. and eager to welcome
a wide range of American fran-
chising brands and concepts?
Are you staying home
because you think that the
risk out there is too hard to
manage?
As the U.S. market faces a slow-growth
period, international markets on the flip
side are experiencing much more favor-
able circumstances. This is good news
for franchising. You can improve your
prospects by adding international
opportunities to your list of options. But
you need to know what you are doing if
you are going to make the most of your
opportunities in overseas markets. One
of the best ways to inform yourself and
your people is to participate in the IFA
International Symposium, November 5-
6 in Los Angeles.
Discover the latest trends and strategies
to take your business to the most
welcoming and dynamic international
markets. See how the weak dollar helps
you sell more and faster. But also learn
how a weak currency demands that you
design and organize your investments
and support systems in smarter ways.
Our speakers and guests will help you
find the information you need, intro-
duce you to new ideas and concepts
and lead you through a variety of ways
to do business profitably around the
globe while effectively managing prob-
lems and risk.
We will have experts on hand to share
their knowledge and experience on
international expansion topics like
Building a Successful International Fran-
chise Program, How to Manage a
Weaker Dollar, Legal Aspects of Interna-
tional Expansion, Accelerated Market
Expansion, International Lead Genera-
tion and more. Hear the advice and
strategies from people who have done
it again and again. We will offer a
“green” track and “blue” track to
accommodate varying levels of interna-
NOVEMBER 5-6, 2008
Sheraton Los Angeles Downtown
Los Angeles, CA USA
tional experience. The green track is for
those who are new to or are contem-
plating international franchising –
presenters will provide in-depth infor-
mation to help you launch a successful
international development program.
The blue track is for those with interna-
tional franchising experience – instead
of presentations, a discussion leader will
facilitate an open dialogue among all
participants to maximize the informa-
tion shared by people who are facing
similar issues in expanding overseas.
Our general sessions will shine a spot-
light on successful franchise executives
as they reveal their assessments of
market conditions and their strategies
for growth in the new franchise frontiers
and the hottest markets. Our Legal
Update features experts on develop-
ments around the world which have a
direct impact on your expansion plans.
Our roundtable discussions and
networking opportunities will give you
ample chance to receive feedback and
share ideas with other international
specialists and executives from global
franchise companies.
IFA’s 2008 International Symposium is a
special event you cannot miss. Now
more than ever, you need to understand
what is happening around the world to
make the most of what you have at
home. Only on rare occasions can you
get such a wide exposure to reliable
information and trusted opinion
leaders. Please make your plans to join
us today!
THE Program
WEDNESDAY, NOVEMBER 5
8:00 am – 8:30 am
Registration & Continental Breakfast
8:30 am - 9:30 am
Opening General Session
Welcoming Remarks:
Steve Greenbaum, CFE,
CEO, PostNet International
Steve Greenbaum
Franchise Corporation,
IFA Chairman
Keynote Address:
”International Expansion––
A Proven Strategy in Times
of Economic Uncertainty“ Lee Sanders
Lee Sanders, CFE,
President & CEO, Johnny Rockets
Group, Inc.
9:45 am – 10:45 am
CONCURRENT SESSIONS* (Select one)
* We are offering two tracks of concurrent
sessions – the green track is for those who
are new to or are contemplating interna-
tional franchising; and the blue track is for
those with international franchising expe-
rience. Please select the session most
relevant to your needs.
Building a Successful International
Franchise Program
To build a successful international franchise
program the franchisor needs to ensure it has
a sound business plan, a solid blueprint for
targeting expansion markets and a firm
handle on the appropriate expansion vehicle
to utilize as it enters international markets.
This session will address these topics and
provide a foundation to create a successful
international program.
❁ Organizational readiness – When is it
time to “go international”?
❁ Identifying and evaluating target markets
❁ Choosing the right expansion vehicle
Moderator: Bill Edwards, CFE, CEO,
Edwards Global Services, Inc.
Speaker: Udo Schlentrich, Ph.D, Asso-
ciate Professor, William
Rosenberg International
Center of Franchising,
University of New Hampshire,
Whittenmore School of Busi-
ness & Economics
How to Manage a Weaker Dollar
A softer currency is both an asset for improved
competitiveness and a liability in terms of
increased costs associated with serving and
supporting the international network. Here are
a few strategies to capitalize on the asset and
control the liability (Interactive session)
❁ Making the most of field visits
❁ Utilizing technology for operating effi-
ciencies
❁ Local vs. headquarters support
❁ Long-term or short-term changes
Facilitator: Lynette McKee, CFE, Vice
President of Franchising and
New Business Development,
Dunkin’Brands, Inc.
11:00 am – 12:00 n
CONCURRENT SESSIONS (Select one)
Lead Generation
Acquiring quality leads is the foundation for
any international franchise sales and develop-
ment effort. You can wait for prospects to ask
about your business or you can proactively
pursue good quality contacts in promising
markets. Employing successful lead genera-
tion strategies will lead to quality deals and a
more rapid expansion of your franchise system.
❁ How to create a profile for your ideal
international franchise
❁ How to construct an effective message
and get the word out
❁ Effective lead generation sources
❁ How do you qualify international leads?
Moderator: Lee Vala, SVP, Global Develop-
ment, The Alternative Board
(TAB)
Speaker: Kristin Houston, Senior Interna-
tional Trade Specialist, U.S.
Commercial Service
Joshua Ream, Sr. Manager,
International Business Devel-
opment, Papa John's
International
Accelerated Market Expansion
Accelerating market expansion is a key goal
of all franchisees. With the appropriate
strategy and support, you can set your own
pace, penetrate markets and achieve your
goals thus reaching the economies of scale
you and your franchisees need to be
successful. (Interactive session)
❁ Determining market potential
❁ Combating increased competition
❁ Establishing and enforcing development
schedules
❁ Incentives that accelerate expansion
Facilitator: William Gabbard,
President/CEO, Jungle Quest
Franchising
12:15 pm - 1:45 pm
Luncheon & General Session:
Franchisor Case Study
The UPS Store is one of the
most recognizable brands
across the world. We will be
joined by Stuart Mathis, Pres-
ident, and Phil Thomison, VP,
Worldwide Operations, who
Stuart Mathis
will share their experiences in
entering and becoming
established in two different
countries - a simple market
and a complex market. What
special legal, financial and
cultural issues had to be Phil Thomison
considered and overcome?
Our speakers will reveal their best practices
for balancing the right mix of resources and
strategy in order to become profitable in a
variety of international markets.
2:00 pm - 3:00 pm
CONCURRENT SESSIONS (Select one)
Legal Aspects of International Expansion
Each market has its own disclosure require-
ments and legal system. Every successful
expansion plan factors carefully selected legal
advice as part of a solid foundation.
❁ Which countries have disclosure laws?
❁ What are the differences – pre-sale?
❁ What are the differences – post-sale?
❁ How can a franchisor comply?
❁ Other Key Legal Considerations in Inter-
national Expansion
Moderator: Lee Plave, CFE, Partner, Plave
Koch PLC
Speaker: Daniela Brito, Director & Legal
Counsel, Dunkin’Brands, Inc.
Building the Franchise Relationship
Relationships are a part of the currency of
many of the most successful international
businesses. It applies to large and small busi-
nesses and it certainly applies to international
franchising. Creating, cultivating and growing
relationships is an art and science and a valu-
able skill everyone can learn. (Interactive
session)
❁ The value of international advisory councils
❁ Enforcing standards from a distance
❁ Motivating from a distance
❁ Fixing small problems before they grow
❁ Communication
Facilitator: Donald J. Dwyer, Jr., CFE,
Director of International Oper-
ations, The Dwyer Group
THE Program
10:00 am – 11:00 am 11:15 am – 12:15 pm
WEDNESDAY, NOVEMBER 5 CONCURRENT SESSIONS (Select one) CONCURRENT SESSIONS (Select one)
3:15 pm – 4:45 pm Closing the Sale
Financial Structure of the Deal
International Business Solution Successful franchise programs have a deal struc- Time is a critical element in all franchise nego-
Roundtables ture that creates a “win win” environment for tiations. The best results are achieved when a
Our roundtables offer you the opportunity to franchisors and franchisees alike. This session will franchisor has a structured sales process,
sit down with other international franchise explore pricing strategies and key considerations remains actively engaged with prospects and
development specialists to discuss insights to evaluate when establishing fees associated knows how to conclude negotiations in an effi-
and lessons learned about a particular market with your international franchise offering. cient manner.
or topic. You will have the opportunity to sit in
on two discussions during the 90-minute time ❁ Estimating Market Potential ❁ Knowing there is a clear understanding
period. The likely topics will include: between the parties
❁ Evaluating the franchisors upfront cost and
cost of supporting the business ❁ What due diligence is needed before
❁ Latin America ❁ Emerging ❁ Creating a fee formula – Upfront fee and signing an agreement?
❁ Canada Markets ongoing fees ❁ Tips on Negotiation – creating the Win
❁ Middle East ❁ Keeping the ❁ Fee sharing in a Master Franchise relationship Win
❁ Europe Growth Going ❁ Sources of information used in setting fees ❁ When to Walk Away
❁ Asia ❁ Lead Generation
Moderator: Carl Zwisler, Of Counsel, Haynes Moderator: William Le Sante, CFE,
and Boone, LLP CEO, Le Sante International
5:00 pm – 6:30 pm
Speaker: John Dring, Chief Operating Speaker: Dennis Fuller, Executive Vice
International Reception Officer, Cartridge World President, Franchise ReSales,
LLC

THURSDAY, NOVEMBER 6 Negotiating a Market Take-Back or Resale

Adjustments along the way are sometimes Alternatives to Litigation
desirable and at times inevitable. What strate- Avoiding litigation is a common goal of fran-
8:00 am – 8:30 am gies are employed when a change in ownership chisors and franchisees alike. Identifying and
Continental Breakfast must take place? How do we effectively effectively implementing alternatives to litiga-
manage a transition with minimal impact on the tion will go a long way toward preserving the
8:30 am – 9:45 am operation and while positioning the brand for franchisor / franchisee relationship and will save
General Session/Legal Panel: future prosperity? (Interactive session) time and money.
News From Around the World
❁ Signs it is time for a change ❁ Finding the “business” solution
Moderator: Philip Zeidman, Partner, DLA ❁ Motivating the franchisee to accept ❁ When and how to use mediation
Piper US LLP change ❁ When and how to use arbitration
Speakers: ❁ Executing the change ❁ Moving past the problem and preserving
Asia: Stephen Giles, Partner, Deacons ❁ Protecting and reintroducing your the relationship
Lawyers program to existing franchisees
Europe: Mark Abell, Partner, Field Fisher Facilitator: Brian Schnell, CFE, Partner,
Waterhouse LLP Facilitator: Kay Ainsley, CFE, Managing Faegre & Benson
Canada: Edward Levitt, Partner, Gowling Director, Michael H. Seid &
Lafleur Henderson LLP Associates 12:30 pm – 2:30 pm
Latin America: Jorge Mondragon, Partner, Lunch & General Session:
Gonzalez Calvillo, S.C.
Panel of Experts

❁ What is the current scenario for franchise

global expansion?
❁ Lessons learned from global expan-
sion––case studies
❁ Cultural differences and how to approach
them

Moderator: Steve Greenbaum, CFE, CEO

PostNet International Franchise
Corporation & IFA Chairman of
the Board
Speakers: Peter Holt, COO, Tasti D-Lite
Ned Lyerly, Senior Vice Presi-
dent, CKE Restaurants, Inc.

2:30 pm
Symposium adjourns
Who Should Attend
This program is specifically designed for
international franchise development
professionals looking for the latest
strategies for expanding their franchise
systems overseas. Everyone from Pres-
idents, CEOs, COOs, Vice Presidents,
Directors and Managers will benefit
from attending our Symposium. If you
are seeking information on how to bring
your franchise system to the next level
through international expansion, this is a
“must attend” event for you.
West Coast
Franchise Expo
The International
Symposium is scheduled in Los Angeles
just days prior to the West Cost Franchise
Expo. The 2008 WCFE is slated for
November 7-9 at the Los Angeles
Convention Center and attracts savvy
entrepreneurs from the West Coast
region who want to tap into the franchise
market. For more information about the
WCFE, visit www.WCFExpo.com.
Registration Fees
IFA Members = $699
Non Members = $899
Your registration fee includes course
instruction and materials, two conti-
nental breakfasts, refreshments, two
luncheons and one evening cocktail
reception. To register, simply complete
our registration form (one form per
person) and fax or mail it to:
IFA International Symposium
1501 K Street, NW, Suite 350
Washington, DC 20005
Fax: 202/628-0812
If you prefer to pay by wire transfer,
payment should be sent to:
PNC Bank
1101 15th Street, N.W., Washington, DC
20005, USA
Bank ABA#: 054000030
Account Name: International Franchise
Association
Account Number: 5300737752
Cancellation Policy
Full refunds (minus a $50 administration
fee) will be granted for registrations
cancelled at least 14 days in advance of
the Symposium. A 50% refund (minus a
$50 administration fee) will be provided
for registrations cancelled 7-14 days in
advance. No refunds will be permitted
for cancellations less than 7 days in
advance or for “no shows.” All requests
for refunds must be made in writing.
Substitutions are permitted ay any time.
Hotel Information
All International Symposium sessions
will be held at the Sheraton Los Angeles
Downtown located at 711 South Hope
Street. The telephone number is
213/488-3500 and the guest fax number
is 213/488-4110. The hotel is in close
proximity to the Convention Center and
Los Angeles sports venue, The STAPLES
Center. The Sheraton is just 20 minutes
from LAX Airport. For more information
about the Sheraton, visit www.sher-
aton.com/LAdowntown.
Hotel Reservations
Make your hotel reservations by calling
the official travel agency of the West
Coast Franchise Expo, EXPO TRAVEL.
Special arrangements have been made
with a few of the finest hotels in down-
town Los Angeles at prices well below
regular rates. For more information
about booking a room, please visit
http://www.wcfexpo.com/travel.cfm or
contact EXPO TRAVEL, Monday-Friday,
9:00 am -5:00 pm Eastern Standard
Time at telephone 201/655-7221.
ICFE Credits
You may earn 300 Elective
credits towards the completion
of the Institute of Certified
Franchise Executives (ICFE) accredita-
tion by attending the International
Symposium.
International Symposium on Franchising
Global Expansion for Diversification and Growth
NOVEMBER 5-6, 2008 Sheraton Los Angeles Downtown • Los Angeles, CA USA

Registration Form
Fee includes course instruction and materials, two continental breakfasts, refreshment breaks, two luncheons, and an evening
cocktail reception. Please complete one form per person.

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Registration Fees For Hotel Reservations:

Please mark the appropriate box to indicate your participation and fees. Make your hotel reservations by calling the offi-
Fees are per person. cial travel agency of the West Coast Franchise
Expo, EXPO TRAVEL. Special arrangements
■ IFA Member (Franchisor, Supplier have been made with a few of the finest hotels
Forum, Association Reps) $699 in downtown Los Angeles at prices well below
■ Non Member $899 regular rates.
Grand Total _____________________ For more information about booking a room,
please visit http://www.wcfexpo.com/travel.cfm
(A $50 fee will be added to regular registration rates for onsite processing.)
or contact EXPO TRAVEL, Monday-Friday,
9:00 am - 5:00 pm Eastern Standard Time at
Payment Method telephone 201/655-7221.

■ Check enclosed Payable to IFA (Federal Tax ID #36-6108621)

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Cancellations:
Full refunds (minus a $50 administration fee) will be
❍ Visa granted for registrations cancelled at least 14 days in
advance of the Symposium. A 50% refund (minus a
$50 administration fee) will be provided for registra-
tions cancelled 7-14 days in advance. No refunds will
be permitted for cancellations less than 7 days in
advance or for “no shows.” All requests for refunds
must be made in writing. Substitutions are permitted
ay any time.

––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––––

■ Wire Transfer Complete and return with payment to:

PNC Bank IFA’s International Symposium
1101 15th Street, N.W., Washington, DC 20005, USA 1501 K Street, NW, Suite 350
Bank ABA#: 054000030 Washington, DC 20005
Account Name: International Franchise Association Tel: 202/628-8000 • Fax: 202/628-0812
Account Number: 5300737752 www.franchise.org