National Franchise Operations Conference
for franchisor teams who support franchisees
Driving Sales at the Local Level
Melbourne 24 May 2018 • Plus Masterclasses 23 May

Power-Packed Interactive Program


Coffee and Networking

Check in, meet new colleagues and get ready for an amazing day of learning and sharing.


How to Maximise Your ROI From the Conference

Jewli Turier, CEO, Franchise Relationships Institute

Get focused and review what you want to take away from the day.


Research Update — Trends and Opportunities for Increasing Sales

Greg Nathan, Founder, Franchise Relationships Institute

Get the facts on what’s really happening out there and learn best practice strategies that franchise networks are using to drive sales at the local level.


Group Discussions — Turning Insights in Actions

Discuss how you can implement the best practice strategies from the Research Update.


International Guest Mentor — From Bankruptcy to Brilliance

David McDougall, CEO, Back Yard Burgers

When Dave McDougall took the reins as CEO of Back Yard Burgers in January 2013, he had his work cut out for him. Learn how Dave transformed the sales performance of his franchisees by focusing everyone on the right things.


Energy break and networking


Franchisee Panel — Lessons from the Trenches

Get practical insights and tips on what high performing franchisees want from their operations teams to help maximise their local market share.

Elise Williams, ANZ Mobile Lending

Daryl McCormack, Zambrero

Mark Prosser, Kwik Kopy

David Preston, Amcal


Best Practice Franchisor Case Studies — Driving Sales at the Local Level

Hear how other franchisor teams are working with their franchisees to fight back in competitive markets, seize opportunities and drive positive sales growth.

Lucy Gill, National Retail Operations Manager, Pandora

Adrian MacRaild, Regional Manager, Bakers Delight

Danny Ginsberg, Head of People and Engagement, Specsavers

Martin Warner, CEO, Home Instead Senior Care

Andy Reid, Chief Development Officer, Poolwerx


Lunch and Networking


Concurrent Workshops

Connecting More Effectively With Your ESL Franchisees

Ken Rosebery, Managing Director, The Cheesecake Shop

Jenna Robson, L&D Consultant, Franchise Relationships Institute

Are you wondering how to better manage the growing number of ESL franchisees in your network? Learn how to:

  • Engage ESL franchisees with your brand and culture
  • Communicate effectively with different nationalities
  • Positively involve ESL franchisees into your meetings and conferences

Transforming Your Franchisees Into Sales Champions

Roger Watson, Sales Consultant, Key Business Advisors

Ree-Anna Chatman, Psychologist and Client Relationship Manager, Franchise Relationships Institute

Do you find your franchisees often lack the skills to create a sales culture in their business? Learn how to:

  • Improve the sales skills of your franchisees
  • Help franchisees improve the sales performance of their teams
  • Maximise the ROI of sponsorships, promotions and LAM initiatives

Incorporating Online Channels to Boost Sales at the Local Level

Brian Walker, Founder and CEO, Retail Doctor Group

Brad Rappell, Director, Franchising 1st

Are you wanting to know what’s working and what’s hot in the digital space for driving sales? Learn:

  • How to use fulfillment as a strategic differentiator to boost sales, e.g. in food retailing
  • Tips for helping franchisees use online advertising and social media to drive sales
  • Trends in how retailers are using technology to improve the customer experience

Driving Significant Sales Improvement Using Franchisee Performance Groups

Steve LeFever, Founder and Chairman, Profit Mastery

Are you looking for innovative ways to get your franchisees working and growing together? Learn:

  • How Performance Groups are transforming the sales growth of entire networks
  • How to set up and manage a successful Performance Group
  • How to get franchisees mentoring and holding each other accountable for results

Afternoon break


Round Tables for Sharing Challenges and Solutions

Listen to the experience of others and share what works for you. All tables will be facilitated so discussions stay on track.

  1. Helping franchisees to use networking and referrals to grow their sales
  2. Helping franchisees maximise the benefits of community involvement and sponsorships
  3. Assisting franchisees to develop their own Local Area Marketing plans
  4. Coaching franchisees on how to create a sales culture
  5. Helping franchisees to maximise the value of every customer
  6. How to ensure franchisees are delivering the right customer experience for your brand
  7. Analysing sales trends and Key Performance Indicators with franchisees to drive growth
  8. Staying on top of sales trends in your territory - best practice tips for field consultants
  9. Strategies for recognising and rewarding sales performance of franchisees
  10. DIY tips for videoing your top performing franchisees and sharing their best practices with your network
  11. How to best use your high sales performers to educate and motivate other franchisees
  12. Getting the operations and marketing departments to collaborate and drive sales
  13. Helping franchisees to get the right product mix to maximise sales
  14. Helping franchisees to understand their local demographics and competition to maximise sales
  15. Using online training to improve the sales skills of franchisees and their teams
  16. Helping franchisees to recruit the right people that will help drive sales
  17. Using data insights to help you understand customer behaviour and boost sales

Driving Sales and Market Share at the Local Level

Peter Rowe, Managing Director, Profitune

Peter is the author of “Solving the People Puzzle” and a professional business coach who has helped thousands of business owners boost sales and dominate their local markets. He will share the coaching secrets that will help you to really make a difference to the franchisees you support.


Wrap up and Networking

Reflect on the great ideas from the day, and network with your peers over a relaxed drink.

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