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PROGRAM OF THE “SCHOOL OF FRANCHISERS” HALL

For beginning franchisors.
September 30
10:00 – 10:30
Registration. Welcome coffee
10:30 – 12:00
Is your business ready for franchising?
When franchising truly works — and when it destroys your business
The biggest mistakes first-time franchisors make
Why many franchises stop growing after the first few sales
Signs of a "false-positive" franchise
How to tell if your business model is scalable
Franchising as a growth tool — not a way to close a cash gap

Types of franchising:
  • Classic model
  • Master franchise
  • Territorial development
  • Investment franchise
What's happening in the franchising market in 2026
How the franchisee profile has changed

Practical session:

Express audit of participants' businesses for franchising readiness

12:00 – 12:15
Coffee Break
12:15 – 13:45
Franchise Economics & Franchisee Unit Economics
How to build a viable franchise financial model
What matters more: the franchisor's profit or the franchisee's profit?
Key benchmarks of a successful location
How to calculate payback period
Common mistakes in setting the franchise fee and royalty rates
Local and national marketing fees
Network economics at scale
Why a profitable location can make a poor franchise
Financial causes of conflict within a network

Unit economics:
  • CAC
  • LTV
  • ROMI
  • Break-even point
How franchisees assess risk today

Practical session:
Reviewing real franchise financial models

13:45 – 14:45
Coffee Break
14:45 – 16:00
How to Sell a Franchise in a Low-Trust Market
Why old lead generation methods no longer work?
The owner's personal brand as a sales tool.
Content marketing for franchises.
Telegram, YouTube, podcasts, and expert content.
Reputation marketing.
What kills franchise sales conversion.
Franchise landing page mistakes.
How to lower your cost per lead.
CRM and franchise sales analytics.

How franchise buyer behavior has changed?
Franchisees as your main trust-building tool.
Anti-crisis communications.

Practical session:
Review of participants' franchise packaging and marketing

16:00 – 16:15
Coffee Break
16:15 – 17:45
Franchise Sales: From Lead to Deal
The modern franchise sales funnel.
How to tell a strong franchisee from a problematic one?
Negotiation scripts.
Common objections from potential franchisees.
How to stop "selling the franchise at any cost"?
Franchisee red flags.
How to avoid bringing toxic partners into your network?
Investment franchisee vs. operational franchisee.
CRM for franchising.
Sales quality control.

Practical session:
Role-play negotiations with a potential franchisee
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September 30
10:00 – 10:30
Registration of participants. Welcome coffee.
10:30 – 12:00
Legal security of a franchise
Franchising from a Legal Perspective
Commercial Concession or Licensing Agreement
Intellectual Property Protection
Trademark and Registration
Contractual Mistakes That Lead to Conflicts
How to Correctly Define:

  • Standards,
  • Restrictions,
  • Territory,
  • Royalties,
  • KPIs

How to Legally Protect Network Standards
What to Do if Franchisees Violate Regulations
Current Case Law
How to Maintain a Brand When Scaling
12:00 – 12:15
Coffee break
12:15 – 13:45
Network Operational Management and Control
How to build a franchising department
Franchising team structure
Key employee roles
Franchisee and staff training
Franchise book and network standards
How to monitor compliance with standards
Franchisee support system
Audits and business reviews
Franchisee KPIs
How to build win-win relationships
How to avoid becoming a "punitive department"
What to do if a franchisee fails to meet standards

Practical training:
Analysis of the organizational structure of a franchise network
13:45 – 14:30
Break
14:30 – 15:45
Conflicts in franchising and anti-crisis network management
Why franchisees begin to conflict
Typical mistakes franchisors make
How "franchisee coalitions" are formed
What to do with toxic chats
Royalty freezes and collective pressure
How to behave in a network crisis
Franchisor communication errors
Managing partner expectations
How to prevent a reputational crisis
Real cases of franchise network collapse
What to do if a network begins to lose trust

Practical:
Crisis analysis of cases
15:45 – 16:00
Coffee break
16:00 – 17:00
AI and automation in franchising
AI Tools for Franchisors
GPT in Franchisee Support
Learning Automation
AI Scripts for Sales
Knowledge Bases and Standards
AI Analytics of Franchisee Inquiries
Quality Control through AI
Marketing Automation
How to Reduce the Workload of a Management Company

Practical Application:
Review of Working AI Tools for Franchise Networks
17:00 – 18:00
Analysis of the participants' franchises
A live audit of several businesses participating in the program.

Analysis:
  • franchising readiness,
  • economics,
  • packaging,
  • marketing,
  • scaling risks,
  • operational weaknesses,
  • potential conflict areas.

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Ticket options
Ticket Franchisor School September 29–30ʰ
  • Visit to the exhibition September 29–30ʰ
  • Visit to the business program “School of Franchisors”
  • Materials from the speakers of the “School of Franchisors” hall in electronic form after the event
  • Access to the Business lounge November 6–7ᵗʰ: wi-fi, work/meeting space, drinks, snacks
  • Discount on Afterparty ticket — 15%
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51 000₽
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The 2025 forum program is being formed. As soon as the information appears, we will open access for detailed viewing