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

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


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

Andy Reid, Chief Development Officer, Poolwerx


Lunch and Networking


Concurrent Workshops

Connecting More Effectively With Your ESL Franchisees

With Ken Rosebery, Managing Director, The Cheesecake Shop and 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

With Roger Watson, Sales Consultant, Key Business Advisors

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

With Brian Walker, Founder and CEO, Retail Doctor Group; Brad Rappell, Director, Franchising 1st; and Michael Ermer, National Franchise Operations Manager, Boost Juice

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

With Rod Bristol, Executive Vice President, 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.

  • Identifying the potential causes of low sales with specific franchisees
  • Helping franchisees maximise Return On Investment from local sponsorships
  • Assisting franchisees to develop their own Local Area Marketing plans
  • Coaching franchisees on how to create a sales culture with their team
  • Helping franchisees to increase their average sales per customer
  • Helping franchisees to grow customer numbers and frequency of purchase
  • Ensuring franchisees are delivering the right brand and customer experience
  • Analysing sales trends and Key Performance Indicators with franchisees to drive growth
  • Strategies and best practice tips for staying on top of sales trends in your territory
  • Strategies for recognising and rewarding sales performance of franchisees
  • Encouraging franchisees to proactively use Local Area Marketing portals and tools
  • Drawing on high sales performers to motivate other franchisees
  • Getting the operations and marketing departments to collaborate and drive 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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