2015 Programme


08:15 – 09:00   Registration and Networking


09:00 – 09:10   Chair’s Welcome

Sarah Pavlou, Founder and Managing Director, kyclO


09:10 – 09:40   Opening Keynote Speech

Leveraging A Global Brand Through Franchise And Indirect Operating Models

  • Growth with franchisees – Shell’s approach to licensing and franchising after a century in retail
  • Delivering a consistent world class customer experience – addressing the challenge of maintaining brand, reputation and business integrity in franchised and indirect operations
  • Empowering the Frontline – giving your franchisees and licensees access to Shell’s global scale, experience and heritage to deliver locally for the customer
  • Moving beyond the five minute economy – what Shell is doing to encourage more customers to choose Shell more often and to attract more franchisees


Martin Lustenberger, GM Licensed Markets /  Director Shell Brands International, Shell


09:35 – 10:05   Speech

Due Diligence: Top Tips On Picking The Right Market And The Right Partner

  • Why is due diligence important?
  • Market and partner due diligence – suggested areas to consider and how to research those areas
  • How to use due diligence to make informed choices to land a more secure franchise business


Mark Knowlden, Head of Business Development – F&F Global Partnerships, Tesco


10:05 – 10:50   Franchisor Panel Discussion & Interactive Q&A Session

Partnership Strategy:

This interactive panel discussion asks our panel of retail franchisors key questions around finding, securing and managing relationships with franchisee partners.  

The moderator will ask some of the following questions as well as asking the audience to offer some of their own questions:   

  1. Where should franchisors start when looking for and securing franchisee partners?
  2. How can franchisors make themselves look attractive to franchisees?
  3. How can franchisors best create a two-way culture of transparency between the franchisor and the franchisee?
  4. How can franchisors ensure franchisees understand their brand and are willing to protect it?
  5. Which business models result in the best relationships between franchisees and franchisors?
  6. What are the most important qualities for a long term relationship between franchisors and franchisees?
  7. What are the key financial questions franchisors should be asking prior to reaching agreement with a franchisee?
  8. What key mistakes should franchisors try to avoid when managing the partnership relationship?

Lucy Haine, International Territory Controller – Asia Debenhams
Richard Aquilina, Head of International Franchising, Blue Inc
Gail Anscomb, Director of International, The White Company
Alex Coombe, Former Head of Franchise, French Connection plc


10:50 – 11:10   Networking Coffee Break


11:10 – 11:40   Keynote Speech

Driving Long-Term Growth Through Ensuring Brand Consistency, Recognition And Protection Remain At The Heart Of Your Franchise Strategy 

  • Establishing best practices of managing brand consistency, clarity and transparency when you have multiple franchise partners in a variety of locations
  • Understanding what works and what doesn’t when building brand recognition in new international territories
  • Evaluating how a retailer can place a culture of brand protection at the heart of their franchisee agreements 
  • Assessing how to approach pricing in a multichannel, multi-country franchised business 


Jonathan Cullen, ‎European Franchise Director, Second Cup


11:40 – 12:10   Case Study

From Emerging Markets To Mature Markets – A Different Growth Strategy

  • Franchising Stores vs Corporate Stores
  • Doing it the other way around
  • Choosing the right business model to quickly expand into emerging markets
  • Using growth to enable expansion in mature markets


Filipe Correia, Head of Expansion, Parfois


12:10 – 12:55  Panel Discussion & Interactive Q&A Session

Understanding The Needs Of International Franchisees 

This interactive panel discussion allows the audience to ask our panel questions that will help them better understand the needs of franchisees

Before opening up to questions from the audience the moderator will ask some of the following:

  1. What key qualities are franchisees looking for from a retail franchisor for a long-term healthy relationship?
  2. Which structures of franchise agreement have proven the most successful?
  3. What are the biggest challenges that franchisees are facing in 2015?
  4. How can franchisees and franchisors best work together to ensure smoother localisation?
  5. What should franchisee training look like to ensure franchising success?
  6. What are the key mistakes that franchisees make when undertaking franchising for the first time? 

Jon Knight, CEO, Al Khayyat Investment Group – Middle East
Bijou Kurien, Member of the Strategy Board, L Capital – Asia
Irina Gorban, Managing Director, TSUM Yoshkar-Ola – Russia
Andrey Gorb, Head of Business Development, Centrepoint LLC – Russia


12:55 – 13:55   Lunch & Networking


13:55 – 14:25   Ask the Experts

With a combination of leading service providers and Retailers we bring you the opportunity to ask the Experts within the industry those burning questions for answering your ‘How to’ questions when expanding your brand through Franchising.

Essential Steps for Successful Franchising

The objectives of this open forum are to support delegates with the key areas they need to address for ensuring minimum risk and maximum return on investment in the process of international franchising. Planning, legal protection and positioning of your brand are all essential foundations to your overall success.

This is an opportunity to review current strategies and talk to the experts to ensure you have the most productive plans in place for trading a profitable and successful franchise business in new international markets.

  • Franchise Law – Babette Marzheuser-Wood, Partner, Dentons
  • Market Entry – Geoffrey Smith, ‎Head of Market Entry & In-Country Support, Veredor MD
  • Real Estate – Andrew Hardy, Partner, International Retail Group
  • Retailer – João Portela, Sonae, International Development Director


14:25 – 14:45   Speech

Germany Addressed

Discover how to maximise the success of your online and offline activities within Germany.  From consumer behaviour to key target markets, DHL will share their experiences of successful marketing channels and key territories / locations for ensuring optimal success for your retail expansion into Germany.


14:45 – 15:15   Speech

Key Legal Issues in International Franchising

  • Legal Dos And Don’ts To Protect Your Brand And Your Business When Franchising Internationally
  • Protecting your IP and confidential information
  • Area Development and Master Franchise Models
  • Key challenges in negotiations


Babette Marzheuser-Wood, Partner, Dentons


15:15 – 15:35   Networking Coffee Break


15:35 – 15:55   Delivering your store on time

Delivering your brand on time and on message to franchisees in overseas locations. When is “globalisation” helpful and when can it lead to problems? Planning ahead – selecting your vendor support team, ensuring market based compliance and managing lead times to sometimes distant geographies.

Amanda Radley, International Sales Director, Microlights


15:55 – 16:45   Closing Panel Discussion

What Will International Franchising Strategy Look Like In 2017?

This closing panel discussion ask our panel for their views on what international franchising strategy will look like in two years’ time allowing you to form forward thinking conclusions from today’s summit to integrate into your international franchising plans.  

The moderator will use some of the following questions:

  • Which new territories will retailers be franchising into by 2017?
  • How will the move towards omnichannel change the franchising strategies of 2017?
  • How important will franchising be as part of an overall international expansion strategy by 2017?
  • What developments in supply chain strategy will franchisors be looking at in 2017?
  • What key developments in partnership strategy will we see by 2017?
  • What new legislation will impact the franchise market the most by 2017?  


Sohail Shaikh, Director of International Development, Mothercare
Louis de Bourgoing, International Director, WH Smith
Helen Barnish , Head of International Development, Hamleys of London
Neil Wynn Jones MBE, Luxury and Retail Sector Specialist, UK Trade & Investment


16:45 – 16:50   Chair’s Closing Remarks

Sarah Pavlou, Founder and Managing Director, kyclO


16:50   Entrance into Retail Business Technology Expo (RBTE) 2015 and Retail Design Expo 2015