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233 S Wacker Dr

233 South Wacker Drive

Suite 8000

Chicago, IL 60606

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Franchising as a Business Strategy

Franchising is the replication of a very successful system, business model, by others. Business Format Franchising is a technical term applied to a business model which will be operated by franchisees, under the franchisor’s trade name, and will follow a standardized method of operation prescribed by the franchisor, as well as paying an initial franchise fee. Characteristics of the business format relationship include long-term contracts (7-25 years), payment of royalties and franchise fees, and an ongoing, close relationship over the period of the franchise agreement.

The franchisor will provide the franchisee with how to create and retain very satisfied customers, whether B2C or B2B, who promote the business to their sphere of influence.

The replication of the product and/or service is very important but the experience created for the customers is more critical for creating a sustainable and profitable business.

Today franchisors and franchisees must be committed to creating both a great place to work for their team members and a great place for customers to do business if they are going to be successful in using franchising as a profitable growth strategy for building a brand.

Who Should Attend:

  • Decision makers who want to build a Brand using franchising as the primary strategy.

  • Businesses looking for information about using franchising as a growth vehicle.

  • Those who want questions answered about the risks, rewards, legal and regulatory requirements, financial requirements, people needs, financial investment required, the return on investment, and exit strategies.

  • Those who will be advising you on whether or not to franchise.

Questions To Be Answered And Topics To Be Covered

  1. What is franchising?

  2. What are the key trends and strategy hurdles?

  3. How do we know if the business is able to be franchised?

  4. What are the advantages and disadvantages of franchising?

  5. What does a business plan for franchising look like?

  6. What resources are needed to franchise successfully?

  7. Is franchising the best growth strategy for our business?

  8. What fees do franchisees pay and how do we determine what those fees are?

  9. How can we ensure the fees are correct?

  10. How will the fees be collected?

  11. What are the fees for?

  12. How is the return on investment calculated?

  13. What are the risks involved in franchising?

  14. How do we find candidates who want to become our franchisees and how do we qualify them?

  15. What are our obligations to franchisees?

  16. What kind of training is required for new franchisees?

  17. Do we get involved in finding sites, doing build-out, and launching their initial opening?

  18. How do we determine how much capital and time a new franchisee needs to be successful?

  19. What federal and state laws and related regulations do we need to be aware of regarding franchising?

  20. How do we ensure franchisees treat customers the way we do?

  21. What operations manual and training programs are needed for new franchisees?

  22. How much can the franchisor know about their franchisees’ business, i.e. revenue, expenses, profit, customers, etc.?

  23. Are there restrictions on what can and cannot be required of a franchisee?

  24. Can we require franchisees to use equipment, technology, accounting, etc.?

  25. Can we require that franchisees have the same culture we currently have in the business?

  26. What kind of support will be provided by the franchisor once a location is open?

Participants will be given the opportunity to submit additional questions during the session.


Bob Gappa, CFE

Founder & CEO

Management 2000

Management 2000 [M2000] was founded in 1981 and has worked with over 1,450 companies in the US, Canada, the Middle East and worldwide. Clients vary from startup concepts to well established companies with thousands of locations.

Bob is one of the most respected authorities on growth strategies and franchising. He is a frequent speaker and exhibitor at franchise conventions and industry events including: the IFA [International Franchise Assn], the CFA [Canadian Franchise Assn], Latino Leaders Franchise Conference and various Conferences in the Middle East. He is the author of numerous articles that have become industry reference documents on franchising and multi-unit growth and profitability strategies. Most recently he contributed a chapter to Andrew Sherman’s book called “The Crisis of Disengagement.”

M2000 currently has offices in Tucson, AZ, Houston, TX, and Dubai, UAE.

M2000’s areas of expertise for franchise systems:

  • Plan for growth,

  • Establish and implement a customer-centric culture,

  • Develop franchise recruit systems,

  • Train field consultants,

  • Develop leadership skills,

  • Write operations manuals,

  • Develop new franchise training,

  • Develop effective franchiser-franchisee relationships, and

  • Help franchisees develop growth business plans.

M2000 conducts seminars on topics of interest for franchise companies: franchisees, corporate staff and multi-unit operators.

Bob has been a franchisee with several different concepts and CEO of a Franchise Brand, thus bringing a wealth of knowledge from different perspectives.

Andrew J. Sherman


Seyfarth Shaw LLP

Andrew is a Partner and Chair of the Corporate Department in the Washington, D.C. office of Seyfarth Shaw with over 900 lawyers worldwide.

He is the author of 26 books on business growth, capital formation and the leveraging of intellectual property. Including:

  • 22nd book, Harvesting Intangible Assets, Uncover Hidden Revenue in Your Company’s Intellectual Property, (AMACOM) published in October of 2011.

  • Latest book The Crisis of Disengagement published in January 2017.

  • The best-selling Mergers and Acquisitions from A to Z, published by AMACOM in 2010.

  • 2nd edition of the Due Diligence Strategies and Tactics, published in 2010.

  • 23rd book Essays on Governance, published June of 2012 and in 2013, he was named by NACD as one of the Top 100 Leaders in Governance.

  • In 2014, he was included in the global IAM 300, recognizing the world’s thought leaders in managing intangible assets.

He has appeared as a guest and a commentator on all of the major television networks as well as CNBC’s “Power Lunch,” CNN’s “Day Watch,” CNN’s “For Entrepreneurs Only,” USA Network’s “First Business,” and Bloomberg’s “Small Business Weekly.” He has appeared on numerous regional and local television broadcasts as well as national and local radio interviews for National Public Radio (NPR), Business News Network (BNN), Bloomberg Radio, AP Radio Network, Voice of America, Talk America Radio Network and the USA Radio Network, as a resource on capital formation, entrepreneurship and technology development.

Andrew has served as a top-rated Adjunct Professor in the Masters of Business Administration (MBA) programs at the University of Maryland for 26 years and at Georgetown University for 17 years in both the business school and the law school where he teaches courses on business growth strategy.

He has served as General Counsel to the Entrepreneurs’ Organization (YEO) since 1987. In 2003, Fortune magazine named him one of the Top Ten Minds in Entrepreneurship and in February of 2006, Inc. magazine named him one of the all-time champions and supporters of entrepreneurship and business growth.

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233 S Wacker Dr

233 South Wacker Drive

Suite 8000

Chicago, IL 60606

View Map

Refund Policy

Refunds up to 7 days before event

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