Politics and the New Challenges of Franchising

We are pleased to have our traditional report on the state of politics and franchising. This year, Robert Cresanti, Executive Vice President of Government Relations & Public Policy at International Franchise Association, address us. Robert has an extensive background in the Federal Government & will give us the insider’s view of what is happening & what is important to Franchising. Robert Cresanti, Executive Vice President of Government Relations & Public…

Modern & Effective Ways to Train Franchise Operators

We are very pleased to have Chris Allbrooks lead this panel. Joining Chris, will Robert Bilotti, from New York.  Robert is the President of Novita Training. Developing training and certification programs has always been a challenge. But, now keeping in mind the recent NLRB decision & other Joint Employer factors, it is even harder. Join with us and learn the modern way to train your franchise operators. Chris Allsbrooks, Director of Store Operations,…

Advanced Issues in Franchise Compliance & Control

In light of the rapidly changing regulatory landscape with respect to how much control franchisors can and should have over their franchise operators, we have a special program on Franchise Compliance & Control. A month ago, the National Labor Relations Board, made a preliminary finding that the franchisor McDondald’s could be consider a joint employer with some of its franchise operators for the purposes of allowing the employees of the…

Unit Economics – Remember Last Year’s Talk?

Capital Area Franchise Association founder and well known franchise attorney Warren Lewis led the important panel discussion: How to Improve On Your Franchisees’ Unit Economics, on July 16th, 2013. Joining Warren on the panel were Gregory Plotts, CPA of Yount, Hyde & Barbour an expert in franchisor/franchisee audit, accounting and consulting services and John A. Gordon of Pacific Management Consulting Group an analysis, advisory, expert witness and business intelligence aggregator…

Stop Giving Everything Away & Start Making More Franchise Sales

The Franchise sales process has changed since I began over 20 years ago. Back when I started out, people interested in franchises used the telephone to inquire and request information. Because they saw our ads in the Wall Street Journal or some other important franchising magazine.  We talked to them and sent our info packets out through the mail or UPS NextDay.  The sales process had begun. But, today franchisors…

The Main Reason Your Franchise Recruitment Website Will not Sell Franchises

The quality of franchise sales has decreased over the last twenty years.  And I know some of the reasons why & what can be done to reverse the trend. First, we have to remember that there is no specialized franchise sales training available to franchisors.   In contrast to Amazon, Microsoft, IBM and Xerox, there is no sales as process, no question based selling or no consultative selling training offered…

Bring Out Your Dead

Remember – “Bring out Your Dead? Well, you might be killing your leads too early, too.  In the early 1990s,  I was in charge of US development for a top QSR franchise.  At that time we relied on targeted marketing by DMA (Designated Market Area), trade shows and the display advertising to attract attention to our franchise offering. Ours leads came in by telephone, brochures & applications were mailed and…

Why Passionate Franchisors Cannot Sell, Neil Rackham Explains in Two Minutes.

Neil Rackham is one of the best known modern sales leader who combines expert theoretical knowledge with practical intuitions to deliver effective sales-as-a-process tools. Sales-as-a-process dates back to NCR’s founding father, John Henry Patterson. Rackman, the author of Spin Selling, has updated some of Patterson’s original thinking about how to create an effective sales process. One surprising result is that passion won’t produce sales.  Because passionate people aren’t conscious listeners.…