IFA Retrospect



10:15 - 11:30 AM
Answering the critical question– To franchise or not to franchise
  • How can your Retail model be replicated?
  • Is the brand franchisable: A feasibility analysis.
  • Analysing your business strengths and scalability options.
  • How to combine product and service franchising?
  • Attaching importance of human attributes – risk-taking, leadership, motivation and an ability to resolve crises – to your retail brand.
  • How can we start building retail brand equity by leveraging on franchising?
12:00 - 1:30 PM
Transformation – from 'a business plan' to 'Franchise growth plan’
  • Preparing a blue print for franchise format determining the Franchise fee, product margins at sale to non-sale period, stock turnover, stock correction, EOSS road map, organisational structure and roll out.
  • Defining the organisation production/logistics capability (viz. number of retail touch points) including the average stock production time/production-to-delivery cycle.
  • Determining a win-win Franchise Business Model and its ROI.
  • Determining economic viability in terms of stock transfer and stock correction.
2:30 - 3:30 PM
Building the retail franchise brand
Financial Implications on Developing a Franchise System
  • Cost of development and anticipated return-on-investment for the company.
  • Organisational requirements – headquarters and field.
Building Operation Manuals and Training Programs
  • What they should contain.
  • How they can be used to manage change.
  • Risky issues you should consider when creating manual and training program content.
  • The use of web-based training and operating manuals in Franchise systems.
Managing Expansion Strategies; Understanding the When and How of Usage
  • Single unit Franchising.
  • Area development and multi-unit Franchising.
  • Area representative Franchising.
  • Master Franchising.
  • Putting together a quality Franchise agreement.
4:00 - 5:00 PM
Growing through area representation Models
  • Different types of area representation models & how they are typically executed.
  • Roles of standards of operation, compliance and earning claims in the process.
  • What are the initial opening fees and how the royalties are split?
  • What does the development agreement look like?
  • Who is responsible for site selection, collections, ongoing training and support?
5:00 - 6:00 PM
The landlord- franchisor- franchisee Relationship
  • Role of Franchisor & Franchisee in negotiating new leases or renegotiating existing ones.
  • Should the Franchisor sign the lease or the Franchisee?
  • Individual liabilities settlement at the time of store closing.


10:15 - 12:00 PM
Creating and achieving a multi-unit Franchise network
  • How to build the multi-unit franchise business network.
  • How to increase the new store development pipeline with in the existing franchise
  • Building corporate structure at franchise level
12:30 - 2:00 PM
Executing corporate aspirations at the Franchisee level’
  • How to maximise your Franchisee 'relational' capital?
  • Benefits of an open channel of communication between the headquarters and field offices.
  • 'Franchisee talk' sessions for understanding concerns and reuniting them with organisational goals.
  • Role of Franchisees and Partners in the yearly growth plan for ongoing growth.
3:00 - 4:30 PM
Refranchising – converting company- Owned stores to franchise stores
  • Determining what assets or markets should be sold.
  • How to value the existing store for franchising?
  • Who should control the lease until it's time for renewal?
  • Is franchising a loss-making company-owned store a good idea?
  • Whose job is to create or train M&A for the success of the program?
5:00 - 6:00 PM
Working on increasing franchise Store sales
  • How to tailor corporate marketing to the buying behaviours of different demographic and ethnic age groups that they are sure to encounter?
  • How to get Franchisees to “Take Charge” of the impact on their location at the local level?
  • How to step up your marketing and customer service programs to drive the top line that can pass benefits to Franchisees?

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