Asia Franchise Magazine Jan-Mar 2015

Jan-Mar 2015 | 1-3月份 Bilingual Edition | 中英文版 MCI (P) 024/01/2013

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Publisher 出版 Asiawide Trends Pte Ltd 亚洲新趋势私人有限公司 140 Paya Lebar Road #09-20 AZ@PayaLebar Singapore 409015 Co. Reg. No.: 198902080E Tel 电话: (65) 6743 2282 Fax 传真: (65) 6743 1139 Email 电邮: ana@asiawidefranchise.com.sg Printer 印刷 Xpress Print Pte Ltd Designer 设计 Xpress Print Pte Ltd Distributor 经销代理 Singapore 新加坡 Market Asia Distributors (S) Pte Ltd Media Reps 广告代理 To see list, visit www.asiawidefranchise.com.sg Editor-In-Chief 总编辑 Albert Kong 江进兴 Administrator 行政助理 Ana Liza Trias-Gonzales We welcome views and comments from its readers. Correspondence should be addressed to Editor-In-Chief at the above address. 我们欢迎读者提供意见，来信寄上述地址， 注明杂志编辑收。 Asia Franchise & Business Opportunities (AFBO) reserves the right to edit letters for publication and also reserves the right to refuse advertising. With the publication of AFBO, Asiawide Trends is not offering legal, financial or any professional advice or endorsements. Readers are encouraged to seek advice from professionals in specialized fields before acting on any information published herein. The views and opinions expressed in AFBO are those of the author(s) and do not necessarily reflect the views and opinions of Asiawide Trends’ staff. 「特许经营加盟连锁 • 投资良机」杂志有权刊登或 删改任何来信或来稿，也保留刊登广告的取舍权利。 来稿若有缺损或邮误，本刊概不负责。 我们虽尽力确保杂志中各篇文章所提供的讯息准确无 讹，但读者若有意进军特许经营业，仍须徵询有关专 家的意见。若祗以本刊为据而蒙受损失，本刊所刊登 的公司介绍文章及公司广告，并不表示本刊担保或推 荐这些公司。 「特许经营加盟连锁 • 投资良机」杂志的各篇言 论，也不代表出版社或编辑部的意见。本刊的一切资 料以付印期限为准，日后或有所更改。版权所有，未 经本刊同意，所有图文皆不得以任何方式转载。

Note from the Editor 编辑的话 As the market becomes more and more competitive, businesspeople and franchisors must sharpen their business instincts so as to suss-out new opportunities and to overcome the challenges engendered by the increasingly globalized (flatten world) business environment.

Not all businesses can succeed becoming an international player. Naturally, there would be casualties, and such examples are aplenty. Wisdom is needed to avoid the pitfalls.

Franchisers must employ the right marketing strategies to penetrate and conquer territories. A good example is M&M’s experiential marketing which can be seen (and experienced) at its store in Shanghai. Other channels include social media and mobile apps to target the appropriate customers accordingly. In addition, franchisers must be cognizant of their limited resources (e.g. A f&b company in Singapore is planning to use robotic flying saucers to bring meals to its customers, thus ameliorating its lack-ofemployees problem.) Its marketing positioning must also be clearly thought through.

The opportunities for franchising in many places abound. Our lawyer friend Mark Abell’s article (page 26-28) will be very enlightening.

现今市场竞争激烈，盟主/创业者的挑 战，则是如何凭敏锐嗅觉找出可抢滩 的新市场，把全球化的风险，转换成走 向国际的优势和向外发展的翅膀。 并非每家公司从初创开始都能长成根 基稳健的百年名企。放眼商场，傲立全 球的企业脚下，满是夭折的公司，企业 的经营是需要大智慧的，一招走错也 就到了满盘皆输的境地。 盟主/创业者要能剖析营销环境，配合 适当的市场推广策略，方能突围而出 （例如：亚洲第一家M豆巧克力世界旗 舰店带着调皮的M豆们已在上海南京 东路百联世茂广场落户，这里不仅有各 式各样的巧克力豆及周边产品，更有奇 特多样的互动游戏与体验项目，你能 在这里感受到购物中玩乐、玩乐中购 物的完美氛围。这策略叫体验营销）。 有见及此，盟主/创业者们必须思考各 种有效推广方案（包括流动应用程式、 社交媒体及数码营销、云端商业应用， 等），以及如何善用有限资源（例如： 新加坡Timbre餐饮集团因缺乏员工， 将引进自助无人操控飞行托盘，取代 侍应生）及掌控策略定位，成功开拓 商机。 世界各国的特许经营发展具备很多有 利条件和积极因素，也面临不少风险 和挑战，但仍处于可以大有作为的重要 战略机遇期。我们的好友Mark Abell 律师的文章(第28页)是值得众位盟主 关注的。 新的一年（羊年）即将开始，在这里祝 福大家新年快乐，合家安康，万事如 意，心想事成!

The editorial team takes this opportunity to wish all its readers a blessed new year. As the Lunar New Year (Goat) takes place in February, baa-baa-baa, have a peaceful, prosperous and particularly-healthy Lunar New Year.

Once again, best wishes for 2015!

Albert Kong Editor

Contents 目录 Jan-Mar 2015 | 1-3月份

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Cover Story 封面故事

News Station 消息站

Growing World of Beer Franchise p6 Caters to Global Craft Beer Drinkers 日益壮大的World of Beer特许经营 满足全球精酿啤酒饮用者的需求

Post-event FLAsia 亚洲特许经营与专利授权展(2014)

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Post-event KFA 第32届韩国特许经营展

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Post-event WFC/APFC Show 亚太加盟连锁与世界加盟连锁 年会2014

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Post-event FHC 五国农业部长莅临FHC 和ProWine China

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Post-event World SME Show 国际中小企博览2014

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Post-event Abu Dhabi 在阿布扎比酋长国举办的第二届特 许经营会议兼展览会吸引众多人潮 前往

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Post-event Shanghai 2014中国特许展·上海站

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Post-event Fuzhou 2014中国特许展·福州站

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11 Business Insights 学者专栏 A Celebration of Brand Leadership p40 and Power of Branding in Franchising 新加坡影响力品牌庆祝品牌领导 和卖产销权烙印力量

40 Franchising 专家分析

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2015 is going to be a Year of Growth p26 for International Franchising.

How should Franchisors Take Advantage of it? 国际特许经营业在2015年大有可为， 特许企业如何利用这一契机?

Note from the Editor 编辑的话

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How Employees Can Become Franchise Owners 员工如何成为加盟店老板

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Content Page 目录

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Subscription Form 订阅表格

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7 Key traits of a successful franchise system 成功的特许经营制度的七个关键 特征

Calendar of Events 世界特许经营活动表

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Jan-Mar 2015 | 1-3月份

Cover Story 封面故事

Brewing an International Craft Community One Beer at a Time

Growing World of Beer Franchise Caters to Global Craft Beer Drinkers As the appetite for new franchising opportunities in Asia grows, a burgeoning craft beer scene is setting the stage for a successful new tavern concept pioneered by World of Beer Franchising, Inc. World of Beer, founded in Tampa, Florida, in 2007, is expanding internationally on the heels of robust growth of its craft-inspired tavern concept in the United States.

Offering guests an exceptional variety of craft beers from around the globe – more than 500

bottled and on tap – World of Beer caters to the beer aficionado and casual drinker alike.

With more than 65 locations in the United States and nearly 150 in development, World of Beer has its sights set on Asia as the next engine for growth and is seeking franchise partners who share the brand’s passion for craft beers.

Craft Renaissance Goes Global “The craft beer boom originating in the United States has fueled double-digit market growth for several years now,” said Paul Avery, chief executive officer for the World of Beer franchise. “We’re now seeing the early seeds of similar growth in Asian markets as consumers discover the many great beers being made by breweries in the U.S., Belgium and elsewhere around the globe.”

According to Transparency Market Research, growth in the Asian beer market is expected to outpace sales in the Americas and Europe at 5 percent annually through 2020. The region already represents the largest beerconsuming continent in the world, spurring a strong beer export market for U.S. craft beers.

Experienced Hospitality Leadership Led by Chief Executive Officer Paul Avery, formerly with Outback Steakhouse and parent company OSI Restaurant Partners (now Bloomin’ Brands), the World of Beer management team includes Donnie Everts, vice president of international development; Ben Novello, company principal and chief

development officer; Jim Pollard, company principal; Ken Cruley, chief financial officer; Terry Haley, vice president of marketing; and Robert Jarvis, vice president of operations.

Under Avery’s leadership, Outback Steakhouse grew from three restaurants to more than 1,400 in 19 countries.

Avery has assembled the same dynamic team that played a key part in Outback’s success to help cultivate the entrepreneurial talent needed to fuel World of Beer’s international growth. Everts, who oversaw the development of more than 200 Outback Steakhouse locations in 30 countries during his 20-year career with OSI, is spearheading international development for the World of Beer franchise. His experience in the Asia Pacific, Australia, North Africa, the Middle East, Europe and South America helped to build the Outback brand into a leader in the casual dining segment worldwide.

“Our mission is to identify and develop multiple franchise areas in global markets, such as China, Singapore, South Korea, India and the Philippines,” Avery said. “Just as we have in the United States, we intend to support our franchise partners in Asia with the same level of commitment to growing our brand.” The management team’s backing in Asia gives franchisees access to key relationships and in-market knowledge for expanding the brand in new markets.

Avery emphasizes that the franchise system’s success comes from making sure that the World of Beer concept is relevant in every local market, anywhere in the world, while offering consistently top-quality beer, spirits, wine and food. World of Beer will work with new franchisees to customize the tavern’s offerings and approach so that unique cultural differences are appreciated. This localization may involve areas such as food offerings,

Jan-Mar 2015 | 1-3月份

Cover Story 封面故事 a value and include Giant Bavarian Pretzels, Guinness-Infused Bratwurst Sliders, an Artisan Sausage Board and the Chimay Burger.

A loyalty program rewards guests who discover new beer styles, flavors and brands.

Putting the World of Beer culture in guests’ hands, the loyalty program is easily accessed and available through a mobile app, available on iPhone and Android smartphones. World of Beer is also leveraging technology with iPad tablet menus to help guide new guests through the extensive beer and tavern food selections.

In addition, every local World of Beer tavern shares a casual ambiance with other key elements in common, including: • Educational beer events, many with brewery partners giving special access to hard-to-find beers, community activities and charity nights.

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and authenticity.

“Like our valued customers, at World of Beer we view the craft of beer making as more of an art than a science,” Avery said. “We love inspiring our guests to explore and find out what makes each beer style unique.”

World of Beer combines a localized product management system and extensive training of managers and team members who each complete more than 30 hours of in-depth beer study so they can share their knowledge and passion for craft beers.

With more micro- and nanobreweries opening in Asia, the opportunity to discover the next great craft beer around the corner or one from around the world will keep the World of Beer concept thriving.

• Live entertainment featuring local talent and televised sports. levels of service, facility size, marketing methods and hours of operation.

“We believe our corporate success is built upon local successes: one customer, one tavern and one community at a time,” Avery said.

World of Beer: Where Craft Is King The World of Beer franchise is a passionate community that serves as a neighborhood gathering place where guests can choose from one of the widest selections of premium craft beers available, pair a great beer with a selection from the tavern’s complementary pub-inspired menu, and swap a few stories with friends.

World of Beer’s brewery relationships around the world give the franchise a distinct purchasing advantage that no competitor can match, including a selection of more than 17,000 beer brands from 40 countries.

Pairing its craft brews with the franchise’s signature “Tavern Food” menu, World of Beer offers a contemporary selection of classic comfort foods and tavern shares to complement a range of beer styles. Menu items are prepared with great care and include appetizers, flatbreads, sandwiches and main plates. Signature items deliver quality food at

• Craft spirits, cocktails, cider and wine.

World of Beer partners with local distilleries to provide top-shelf favorites and signature cocktails prepared with only the freshest ingredients.

• Fine wines and ciders, along with nonalcoholic beverages, giving guests a variety of additional beverage options.

“We emphasize quality and hospitality in everything that we do,” said Donnie Everts, vice president of international development for World of Beer. “We understand the local franchisee’s perspective is just as important to our success.”

The Path to Discovery “Somewhere in the world, every beer is local,” Avery said. “All of our efforts to guide our guests on the discovery of beer are rooted in that simple fact.”

Discovering beers with character, made by independent breweries with great care and only the finest ingredients, is at the heart of the World of Beer experience. That’s why World of Beer rotates taps daily so that guests will discover something new on every visit.

The local selection is customized for each tavern to appeal to the discerning tastes of the World of Beer customer who values creativity

Franchise Support From market development and site selection to tavern design and construction assistance, World of Beer’s development department works closely with new franchisees to bring the tavern concept into new markets. Prior to the new location opening, World of Beer provides extensive training for the franchisee and management team on best business practices for operating excellence, as well as a certified trainer for on-site support through opening day.

Other key fundamentals for service industry success also are covered, such as staff management, accounting and recordkeeping, purchasing, inventory management, marketing and advertising.

World of Beer franchisees appreciate the development support and ongoing training that is offered to owners and their management teams. As explained by Richard Reeves, a multiregion franchisee in the U.S., “Our relationship with World of Beer management is based on mutual respect and the shared belief that we grow our business by executing the system, regardless of where we are located geographically.”

With the world’s largest craft beer culture migrating to Asia, interested parties in the World of Beer franchise are asked to contact Donnie Everts at Donnie@wobfranchising.com or 1-813-926-9300.

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Jan-Mar 2015 | 1-3月份

Cover Story 封面故事

逐步酝酿一个国际精酿团体One Beer

日益壮大的World of Beer

特许经营满足全球精酿啤酒饮用者的需求 随着亚洲对新特许经营机会需求的增加， 精酿啤酒的崛起正在为World of Beer Franchising, Inc.所倡导的新酒馆概念取得 成功奠定基础。World of Beer于2007年在 佛罗里达州坦帕市创立，正在借着美国由 精酿所引发的酒馆概念的强劲发展进行国 际扩张。 World of Beer为顾客提供来自世界各地的各 种特别的精酿啤酒—500多种瓶装和现调精 酿啤酒，满足啤酒爱好者和偶尔饮用者的需 求。World of Beer在美国有超过65个生产地 点和近150个正在开发中的生产场地，它将 目标锁定在亚洲，作为下一个增长推动力， 正在寻找对精酿啤酒的品牌同样有热情的特 许经营合作伙伴。 精酿复兴走向全球 “精酿啤酒的繁荣发端于美国，现已连续 数年推动了两位数的市场增长，”World of Beer特许经营的首席执行官Paul Avery 说。“当消费者在美国、比利时和世界其 他地方发现许多酿酒厂酿造的美味啤酒时， 现在我们正在亚洲市场看到类似发展的萌 芽。” 根据透明度市场研究，预计到2020年，亚洲 啤酒市场的增长会以每年5%的速度超过美国 和欧洲的销售额。该地区已经成为世界上啤 酒消耗量最大的洲，对美国精酿啤酒来说是 个强劲的出口市场。 经验丰富的酒店领导层 由曾经与Outback Steakhouse及母公司 OSI Restaurant Partners（现在的Bloomin’ Brands）合作过的首席执行官Paul Avery 领导，World of Beer的管理团队还包括国 际开发副总裁Donnie Everts、公司负责人 和开发总监Ben Novello、公司负责人Jim Pollard、首席财务官Ken Cruley、营销副总 裁Terry Haley和运营副总裁Robert Jarvis。 在Avery的领导下，Outback Steakhouse从 3家餐厅发展成在19个国家拥有超过1400家 餐厅。 Avery已经组建了一支与在Outback的成功 中同样发挥关键作用的充满活力的团队，帮 助培养推动World of Beer国际发展所需的 企业人才。Everts在其为OSI工作的20年职 业生涯里见证了在30个国家发展了200多个 Outback Steakhouse场所，他正带领World of Beer特许经营进行国际拓展。他在亚太 地区、澳大利亚、北非、中东、欧洲和南美 的经验有助于其将Outback品牌打造成为全 球领先的休闲餐饮品牌。 “我们的使命是在全球市场确定和开发多个 特许经营领域，如中国、新加坡、南非、印 度和菲律宾，”Avery说。“就像在美国一 样，我们打算以同样的努力程度为亚洲的特 许经营合作伙伴提供支持。”管理团队在亚

洲的支持为加盟商提供了关键的关系和在新 的市场扩大品牌需要的市场知识。 Avery强调，特许经营体系的成功来自于要 确保World of Beer概念与世界各地每一个当 地市场息息相关，并持续提供优质的啤酒、 烈酒、葡萄酒和美食。World of Beer将会与 新的加盟商共同合作，定制酒馆的产品和经 营方式，理解独特的文化差异。这种本土化 可能会涉及一些领域，例如提供的美食、服 务水平、设施规模、营销方式和营业时间。 “我们相信，公司的成功建立在当地成功的 基础之上：逐步从一位顾客、一个酒馆发展 为一个团体，”Avery说。 World of Beer：精酿为王 World of Beer特许经营是一个充满激情的 团体，作为邻里聚会的场所，在这里，顾 客可以从所供应的最广选择范围的优质精酿 啤酒中进行挑选，搭配酒馆里的小酒馆风 格补充菜单中的一款美味啤酒，和朋友们谈 天交流。 World of Beer在世界各地的酿酒厂关系为特 许经营提供了任何竞争对手都无法与之匹敌 的独特采购优势，包括从40个国家17000多 种啤酒品牌中选择一种。 World of Beer将精酿与特许经营的“酒馆 美食”招牌菜单搭配，提供了现代版经典 可口美食和酒馆餐饮选择，与各种啤酒风格 相辅相成。菜单项目的准备过程十分小心谨 慎，其中包括了开胃菜、小面包、三明治和 主菜。招牌菜单提供了一定价值的高质量美 食，包括巨型巴伐利亚脆饼干、爱尔兰啤酒 灌香肠滑块、手工香肠块和Chimay汉堡。 还设有一项忠诚度计划，旨在奖励能够发现 新的啤酒风格、口味和品牌的顾客。忠诚度 计划将World of Beer的文化置于顾客手中， 通过苹果和安卓智能手机的移动应用能够快 速访问和连接。World of Beer还利用苹果平 板电脑菜单的技术，帮助指导新顾客从大量 的啤酒和酒馆美食中进行选择。 此外，每个当地的World of Beer酒馆都会与 其他通用的关键要素分享一种休闲舒适的氛 围，包括：  教育性啤酒活动，多数是与酿酒厂合作 伙伴合作，共同特别提供稀有啤酒、举 行团队活动和慈善之夜。  由当地人士举办的现场演出和体育转播。  精酿烈酒、鸡尾酒、苹果酒和葡萄酒。 World of Beer合作伙伴与当地酿酒厂共 同提供顶级的最受欢迎酿酒和仅由最新 鲜的材料准备的特制鸡尾酒。  优质的葡萄酒和苹果酒，以及不含酒精 的饮料，为顾客提供各种各样其他的饮 料选择。

“我们强调我们做的每件事的质量和好客 程度，”World of Beer国际开发副总裁 Donnie Everts说。“我们知道当地加盟商 的想法观点对我们的成功同样重要。” 发现之路 “在世界的某个地方，每种啤酒都是当地 的，”Avery说。“我们指导顾客探索啤酒 的一切努力都植根于这样简单的事实。” 发现有特色的、由独立的酿酒厂小心谨慎地 仅以最好的材料酿制而成的啤酒，是World of Beer经验的核心。这就是为什么World of Beer每天都会转动阀门，这样顾客在每次光 顾时将会发现新的东西。当地的选择会为每 个酒馆定制，以满足World of Beer的顾客重 视创造力和真实性的挑剔口味。 “就像我们尊贵的顾客一样，在World of Beer，我们将啤酒精酿制造更多地是看成一 门艺术，而不是一门科学，”Avery说。“ 我们喜欢激励顾客去发现并找出是什么使得 每种啤酒风格独具特色。” World of Beer结合了当地产品管理体系以 及对经理及团队成员进行的广泛培训，他们 每个人需要完成超过30小时的有关啤酒的深 入研究，这样他们可以分享知识和对精酿啤 酒的热情。 通过更多微型和纳米啤酒厂在亚洲开业，发 现下一个即将出现的美味精酿啤酒的机会， 或从世界各地发现精酿啤酒的机会，将会使 World of Beer概念生机勃勃。 特许经营的支持 从市场开发和选址到酒馆设计和施工援 助，World of Beer的开发部会与新加盟商紧 密合作，将酒馆概念引入新市场。在新址开 业前，World of Beer会对加盟商和管理团队 提供有关最佳业务实践的广泛培训以实现卓 越运营，并会在开业当日安排一位经过认证 的培训师提供现场支持。 此外，也会涵盖其他服务业成功的关键基础 要素，例如员工管理、会计和记账、采购、 存货管理、市场营销和广告。 World of Beer加盟商重视为业主及其管理 团队提供开发支持和持续的培训。正如美国 的多地区加盟商Richard Reeves所解释的那 样，“我们与World of Beer管理层的关系是 建立在相互尊重和通过执行系统发展我们业 务的共同理念基础上，不管我们在地理上位 于何处。” 随着全世界最大的精酿啤酒文化移到亚洲， 对World of Beer特许经营感兴趣的人士可 以与Donnie Everts联系， 电邮：Donnie@wobfranchising.com 或电话：1-813-926-9300。

Jan-Mar 2015 | 1-3月份

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Franchising & Licensing Asia (2014) the largest edition & the largest regional franchise event in the region

Marina Bay Sands Expo and Convention Centre, Singapore.

This year’s event was the largest showing to date, attracting a record 300+ brands from 22 countries and regions, marking a 20% increase from last year.

Entrepreneurs and prospective franchisees met face to face with representatives of international brand concepts for 3 days during the 9th annual Franchising & Licensing Asia (FLAsia), presented by

the Franchising & Licensing Association (FLA) Singapore and organised by BizLink Exhibition Services Pte Ltd, a subsidiary of Singapore Press Holdings. FLAsia took place from 16 – 18 October 2014 at

At the opening ceremony of FLAsia 2014, Minister of State for Trade and Industry, Mr Teo Ser Luck said that franchising and licensing continue to play important roles in Singapore’s retail trade as well as F&B industries. In 2013, the nominal value added (VA) of both sectors were 5.1 billion and 3.3 billion Singapore dollars respectively, with the franchising industry alone accounting for approximately 1 billion

Jan-Mar 2015 | 1-3月份

12 News Station 消息站 Singapore dollars.

This years’ showing has seen increased interest from international brands seeking to use Singapore as a launch pad, with South Korea and Malaysia having their largest pavilions in FLAsia’s history.

On the question of “Why choose to bring your local brand concepts to Singapore?”, Ms Yuseon Eom, Manager of the Food Service Promotion Team of the Korea Agro-Fisheries & Food Trade Corporation (aT) and organiser of the Korea Pavilion, together with the Korean Franchise Association (KFA), said that Korean franchisees are extremely keen to expand overseas and bring their brands to Asia. Their plans are to use Singapore as the hub of expansion.

A good example is Beesket from South Korea, one of the participants at the Korea Pavilion at FLAsia. Beesket

offers a unique business concept which allows customers to select up to 3 different combinations of fruit and vegetable ingredients for their fresh beverage, made of 100% natural juice with no sugar and additives.

Beesket recently secured a Singapore master franchise, and exhibited at FLAsia 2014 so as to help obtain more sub franchisees for Singapore and the region. Mr Kevin Cho, CEO of Beesket Global Inc commented that through FLAsia, they have garnered much positive interest for regional franchises, including – Malaysia, Indonesia, and the Philippines.

Organiser of the largest Malaysia Pavilion at FLAsia, Mr Mohd Nadmin Bin Ramlan, Senior Assistant Director of the Ministry of Domestic Trade, Co-Operatives and Consumerism (KPDNKK) said

that the Singapore market was chosen out of the other ASEAN countries due to the high purchasing power of its citizens.

All the Malaysian franchise concepts that were showcased currently have no presence in Singapore, thus KPDNKK chose these brands for promotion. A number of enquiries have been received from international visitors and Mr Mohd Nadmin is pleased with the results.

FLAsia 2014 has been the most exciting franchising and licensing exhibition thus far, showcasing numerous international business concepts.

Executive Director of BizLink Exhibition Services, Mr Chua Wee Phong, is pleased that the many years of hard work has paid off and that FLAsia has become the largest edition, and the largest event in the region.

Mr Chua said, “It is our belief to make sure we bring in quality franchisees for the exhibitors, and we will do so continually.”

Jan-Mar 2015 | 1-3月份

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亚洲特许经营与专利授权展(2014) 规模最大&在亚太地区最具影响力的展会 在为期3天的第九届亚洲特许专营 与专利授权展览会(FLAsia)上，企 业家和潜在的加盟商同各国际品牌 的代表们进行了面对面的交流。此 次展会由新加坡特许经营及许可协 会(FLA)和新加坡报业控股属下商联 国际会展服务公司联合主办。展览 会自2014年10月16日至18日在新加 坡滨海湾金沙会展中心举行。 今年的展会是迄今为止规模最大的 一届，吸引了来自22个国家和地区 的300多个国际品牌前来参展，创 历史纪录，参展商数量较去年增长 了20%。 贸工部政务部长张思乐(Teo Ser Luck)先生，在2014年亚洲特许专 营与专利授权展会(FLAsia 2014)的 开幕式上说，特许经营及许可协定 在新加坡的零售业和餐饮业中一直 扮演着重要的角色。2013年，零售 业和餐饮业的名义增值(VA)分别为 51亿新加坡元和33亿新加坡元，而 光是特许经营业就贡献了近10亿新 加坡元的增长额。 很多国际品牌希望将新加坡作为他 们逐步扩展的启动平台，对今年的

展会投入表现出比以往更大的热 情，韩国和马来西亚设置了他们在 FLAsia参展史上规模最大的展馆。

FLAsia，他们已经收到对区域特许 经营（包括马来西亚、印度尼西亚 和菲律宾）的更多积极意向。

韩国农渔贸易公司食品服务推广 团队的经理兼此次韩国馆负责人 Yueseon Eom女士，以及韩国特许 经营协会(KFA)，在被问到“为什么 想将韩国本土的品牌公司带到新加 坡参展？”时，都表达了希望拓展 海外市场的强烈意愿，他们希望借 助此次参展让他们的品牌走进亚洲 其他地区。他们的计划是将新加坡 发展成他们扩张蓝图的中心枢纽。

作为参加FLAsia的马来西亚馆负 责人，国内贸易、合作社与消费 部(KPDNKK)高级助理主任Mohd Nadmin Bin Ramlan先生说，在各 东盟国家中，之所以选择新加坡市 场是鉴于新加坡公民的高消费能 力。现在正在参展的马来西亚特许 经营企业目前都还没有进驻新加 坡，因此，KPDNKK挑选这些品牌 进行推广。期间他们收到了很多国 际参观者的咨询，Mohd Nadmin先 生对于收获这样的成果表示满意。

FLAsia韩国馆参展商之一来自韩 国的Beesket就是个典型例子。 Beesket带来了一个独特的商业概 念，顾客可以任意选择3种不同的 蔬菜或水果作为原料，来制作顾客 自己订制的100%纯天然、不掺杂糖 和添加剂的鲜榨饮料。 Beesket最近已获得在新加坡的一 项主特许经营权，来FLAsia 2014 参展是为了借机寻找到更多在新 加坡乃至整个亚太地区的分加盟 商。Beesket Global Inc的首席执 行官Kevin Cho先生评论道，通过

FLAsia 2014是至今最为成功和喜 人的特许经营商展会，展会呈现 了大量国际商业理念。商联国际 会展服务公司执行董事Chua Wee Phong先生十分高兴，因为在多年 的努力工作后，他们终于取得了不 凡的成就，FLAsia已经发展成为亚 太地区同类展会中最具规模、最有 影响力的展会。Chua先生说，“我 们会确保为参展商们带来优质的潜 在加盟商，而且我们也将一直致力 于此。”

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A BIG THANK YOU TO ALL SPONSORS, EXHIBITORS, SPEAKERS, PARTNERS AND ATTENDEES Three weeks ago, the 3rd annual Asia's Customer Festival 2014 was staged successfully in Singapore. The event saw a record number of attendees in three years — over 480 customercentric professionals from Asia and beyond came together to discuss and share best strategies in winning the hearts of customers and securing their loyalty in this competitive marketplace.

Here is a summary of how the event went:  480+ attendees across 18 countries  88% from South East Asia  54% senior-level representatives  61 A-list speakers  42 meetings arranged  16 world-class solution providers  2 full days of content-driven conference sessions  1 hands-on workshop by former Chief Scientist of Amazon Based on some feedback gathered, it was an enriching learning platform and many attendees have found better ways to interact and market to their customers. We are constantly thinking of new ways to enhance attendees' experiences at our events and we are glad to know that they found the 1-2-1 partnering programme helpful. Here's what some of them have to say: "The meetings arrangement was amazing. Everything was well-prepared. I received emails about all the meetings that I had to go to, which were well set up by the organiser."

— Magnus Grimeland, Managing Director and Co-founder, Zalora The team would like to take this chance to thank all sponsors, exhibitors, speakers, partners and attendees who have contributed to bringing the event to greater heights. 2015 is the year where we are bringing newer content, even better speakers and a bigger show floor. We look forward to hear from you on any suggestions you may have.

Best Regards, Neo Li Zhen Marketing Manager Asia's Customer Festival

Neo Li Zhen, Marketing Manager | Tel: +65 63222742 | Email: lizhen.neo@terrpinn.com

Jan-Mar 2015 | 1-3月份

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32nd Korea Franchise Business Expo 2014 第32届韩国特许经营展 Date: September 25-27 日期：9月25至27日 Venue: SETEC (Seoul Trade Exhibition & Convention) 地点：首尔大峙洞首尔贸易会展中心

 349 booths 展位, 130 companies 公司, 200 brands 品牌  27,000 visitors 参访人数：64% male 男性; 36% of female 女性  How soon to start investing in franchise business 预计投资期： 百分比 Responds Within 1 month 一个月以内 559 9% Within 3 months 三个月以内 1,151 18% Within 6 months 六个月以内 1,185 18% Within 1 year 一年以内 1,077 17% After 1 year 一年以后 2,555 39% Total 6,527 100%  What sizes are preferred when starting franchise business 理想店面尺寸： 百分比 Responds Less than 33 sqm 33平方米以下 1,301 20% Less than 66 sqm 66平方米以下 2,697 41% Less than 99 sqm 99平方米以下 1,631 25% Over 165 sqm 165平方米以上 659 10% Without store 不用店面 218 3% Total 6,506 100%  Which territory will be preferred 比较中意的地区： Responds Seoul and surrounding area 首儿 5,504 Central area 中部 379 South east area 东南部 282 South west area 西南部 126 East area 东部 119 The others 其他 176 Total 6,586

百分比 84% 6% 4% 2% 2% 3% 100%

VIPs that attended the event include: Hwang Kyu-Yeon, (Assistant Minister of Trade, Industry & Energy); several members of the National Assembly: Lee Hyun-Jae, Choi Jae-Sung, Min Hong-Chul; Kim Kyoung-Jong, Chairman of GS1 Korea; Sang BoKyu ( director of headquarters of OB); Choi Kyu-Yeon (President of Korea Federation Savings Bank); Oh Ik-Keon (CEO of Daishin Savings Bank); Cha Soon-Kwan (CEO of KB Savings Bank); Cho Jae-Hyoung ( CEO of MOA Savings Bank); Yoon Si-Sub ( Principal – HWIKYOUNG TECHNICAL HIGH SCHOOL). 许多韩国的政府官员、组织代表、商业协会、学者和工商企业代表10余人出席。 KFA’s Chairman Cho Dong-Min, three Honorary Chairmen including Yoon Hong-Keun, Lee Byoung-Uk & Kim Yong-Man; and Vice Chairmen Park Ki-Young, Lee Myoung-Hoon and Park Yui-Tae also attended.

韩国特许经营协会的各个领导也积极地参与至此活动。

Jan-Mar 2015 | 1-3月份

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2014 Asia Pacific Franchise Confederation (APFC) & World Franchise Council (WFC) meeting The 2014 Asia Pacific Franchise Confederation (APFC) meeting successfully took place at the scenic Fullon Hotel Danshuei Fishermen’s Wharf in Taipei, Taiwan on September 23rd, 2014.

Chaired by Richard Li (Effective Chair) , with deputy Linda Hsu, both from the host Association of Chain & Franchise Promotion, Taiwan ( ACFPT) and Dato’ Latip Sarrugi of Malaysia Franchise Association at

which the APFC Secretariat is based, this meeting was the biggest so far, with memberrepresentatives from Australia, China, Hong Kong, Indonesia, Japan, Korea, Malaysia, New Zealand, Philippines, Singapore and Taiwan. In addition, first-time observers from Brunei, Cambodia, Macao, Thailand and Vietnam enthusiastically followed the proceedings and net-worked with everyone. A total number of 39 people were present.

The second-half of the

year 2014 World Franchise Council (WFC) meeting took place at the same venue on September 24 & 25th. New Zealand’s Ian Robertson and Graham Billings from the WFC Secretariat, with the host association’s Richard Li and Linda Hsu got the 2-day meeting going very effectively. International Franchise Association (IFA)’s Chair-Elect Aziz Hashim sat at the front table as he will be the Effective Chair for the next meeting which will be held in Las Vegas in February, 2015.

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A total of 64 representatives attended the WFC meeting.

Countries/Regions represented include: Australia, Brazil, Britain, China, Croatia, Egypt, Finland, France, Guatemala, Hong Kong, Hungary, Indonesia, Italy, Japan, Korea, Lebanon, Malaysia, Mexico, Netherlands, New Zealand, Philippines, Portugal, Russia, Singapore, South Africa, Taiwan, Turkey and USA. ACFPT combined its exhibition (Sep 26-29th, which drew 1000 exhibition booths and 150,000 visitors), conference, businessmatching and city-tour with the APFC and WFC meetings making it a uniquely 6-in-

1 glorious affair. During the exhibition opening ceremony, it signed a MOU with the IFA to bring the latter’s CFE program to Taiwan.

Taiwan’s President Ma was the VIP for the Welcome Dinner. The Chairman of the Legislature Wang JinPing also attended the event , giving away tokens of appreciation to the WFC Secretariat (Ian Robertson), APFC Secretariat ( Latip Sarrugi) and ACFPT’s advisor Albert Kong of Asiawide Franchise Consultants.

Speakers invited from around the world include: Aziz Hashim (IFA), David Sun (CCFA), Trevor Mackenzie

(Mango Tree, Thailand), Lorelle Frazer (Griffith University, Asia-Pacific Centre for Franchising Excellence), Taehwan Cheong (Gamaro Ganjung, Korea) and Albert Kong ( FLA, Singapore).

500 delegates attended the conference.

ACFPT wishes to thank Taiwan’s President Ma, Vice President Wu, Taiwan’s Legislature Chairman Wang Jin-Ping, the mayors of Taipei, New Taipei, Taichung, Tainan, the leaders of the Ministry of Economic Affairs, Ministry of Foreign Affairs, Tourism Bureau and all the other organizations for their unstinting support.

Jan-Mar 2015 | 1-3月份

News Station 消息站 25

亚太加盟连锁 与世界加盟 连锁年会 2014 2014亚太加盟连锁年会於9月23日 假台湾新北市淡水福容大饭店渔 人码头举行，并圆满闭幕。 本次年会系由社团法人台湾连锁 加盟促进协会(ACFPT)主办国李 日东先生、徐娇莲女士担任大会 主席、副主席，马来西亚特许经 营协会会长Latip Sarrugi拿督以 亚太会议秘书国身份共同主持。 本次在台湾举办的亚太年会，创 下该会成立14年来纪念，是出席 国数最多一次，除有马、菲、 中、台、日、韩、新、印尼、 港、纽、法、澳洲、欧盟等13国/ 区出席外，汶、泰、柬、越、澳 门5个国家/区域亦是首次申请以 观察会员国身分出席此会议，同 时欧盟(EFF)及法国本次亦以观 察会员国身份出席本次会议，总 计18国，计39位会员国代表出席 与会，可说是亚太区、东盟及欧 盟等等经济体的大会师，盛况 空前。 2014下半年世界加盟连锁年会则 於9/24至9/25举行，纽西兰特 许经营协会会长Ian Robertson 先生及执行长Graham Billings 先生以世界会秘书国身份出席 与会。另外，美国加盟连锁 协会(International Franchise Association)因为2015年上半年 世界加盟连锁年会主办国，故由 该会Aziz Hashim先生担任为下届 世界会主办国见习主席，同时开 放本会理监事连锁总部会员代表 出席参与各国9/24产业报告，进 一步了解全球产业发展现况。 由於世界会适逢20周年庆，台湾 主办协会(ACFPT)特邀请经济部

杜紫军部长出席与会，亲临世界 会现场，以主办国贵宾身份，欢 迎来自各国层峰贵宾来台与会， 并与各国分享台湾连锁及服务业 发展与愿景，世界欢迎晚宴，则 由新北市陈伸贤副市长於淡水福 容饭店渔人码头宴请各国国际友 会。本会世界会总计有澳洲、巴 西、英国、大陆、克罗埃西亚、 埃及、芬兰、法国、瓜地马拉、 香港、匈牙利、印尼、义大利、 日本、韩国、黎巴嫩、马来西 亚、墨西哥、荷兰、纽西兰、菲 律宾、葡萄牙、俄国、新加坡、 南非、台湾、土耳其、美国等计 28国及2个区域性联盟--欧洲加 盟连锁联盟(European Franchise Federation，EFF、亚太连锁 联盟Asia-Pacific Franchise Federation)，计30个国家/联盟、 64位正式会员代表出席与会。 配合本次年会，台湾主办国台湾 连锁加盟促进协会特别规划了结 合亚太、世界年会、大展、论 坛、商洽会及城市观光6合1盛 会，除於9/26-9/29举办亚太最 大，计1000摊位的「台湾世界连 锁加盟大展」，邀请来自美、巴 西、新、马、印尼、中、瓜…等 国来台参展，计有15万人次观 展，场面热络。主办国并於9/26 上午举行该展开幕典礼，由台 湾吴敦义副总统出席感谢各国贵 宾盛情与会，并於开幕典礼现场 与美国加盟协会宣布签定CFE 国际特许经营管理师证照合作备 忘录。 同时并於晚间举行国际欢迎晚

宴，会中除各国贵宾代表与会 外，台湾马英九总统及王金平院 长更拨冗出席，王院长并代表台 湾主办国颁发感谢奖予亚太、世 界会两位秘书国主席以及新加坡 爱思威顾问公司总裁江进兴顾 问，对於本次台湾年会的大力支 持与协助。全场计有近1000人出 席。此外本次年会并於9/27上午 办理2014全球连锁加盟高峰论坛 活动，并邀请来自美、中、星、 澳、韩、泰及台湾等各国知名 连锁专家与企业包含新加坡江 进兴先生、美国加盟连锁协会 Aziz Hashim、中国连锁经营协 会副会长孙坚、泰国Mango Tree 的Trevor Mackenzie先生、澳洲 Griffith大学的Lorell Frazer教授、 韩国Gamaro Ganjung嘉玛乐炸 鸡品牌郑泰焕董事长等共同与 会，除畅谈全球连锁产业发展趋 势，并亲身分享各国连锁品牌成 功跃上国际实务经验，当日计有 逾500位来自各国连锁企业代表 出席与会！ 本次在台湾举办的亚太暨世界加 盟连锁年会，在台湾马总统及吴 副总统大力支持下，指示经济 部、交通部观光局及外交部、并 以台北市、新北市政府担任共 同主办单位、台中市政府担任协 办单位、台南市政府熱情接待， 并邀请王金平院长担任荣誉召集 人、秦金生秘书长担任副召集 人，在等跨部会的全力支持下， 共同打造台湾连锁业国际能见 度，圆满完成办理2014亚太/世 界加盟连锁年会活动，深具国际 化的指标性意义！

Jan-Mar 2015 | 1-3月份

26 Franchising 专家分析

2015 is going to be

a Year of Growth for International Franchising.

How should Franchisors Take Advantage of it?

By Dr Mark Abell, Bird & Bird With the future for ASEAN looking brighter than ever before, the Indian economy being revitalised by the accession of the Modi government, the Chinese economy’s refusal to move away from its planned growth curve, the UAE’s continued growth and the emergence of the MINT countries – that is Mexico, Indonesia, Nigeria and Turkey, 2015 promises to be a year of unprecedented international growth in franchising. Brand owners throughout the region should get ready to ride this wave by focusing on how best they can structure their approach.

The Bird & Bird franchise team is rated as a world leader by various legal directories and ranges over 27 offices from London and other European cities, through the Middle East to Singapore and China and Australia. We have advised a wide range of household names, including F&B brands such as Domino’s Pizza, Pizza Hut, Five Guys, Burger King, Applebees, TGI Fridays, Dairy Queen and Costa; Retail brands such as H&M, Hamleys, House of Fraser, DKNY, Top Shop, Liberty’s and Fortnum & Masons, and Hotels such as

Marriott, Wyndham and IHG. Based on that experience it is suggested that any company considering embarking upon an international growth plan involving franchising should take the following steps in order to optimise its chances of success.

STEP ONE: PROTECT THE BRAND Before embarking upon an international franchise roll out, the franchisor needs to undertake a brand audit to ensure that it has the appropriate level and type of legal protection for its brand. It then needs to decide upon an international brand protection strategy. Simply registering the marks blindly in every country in one go will be expensive and may well not be necessary.

It is important to take advice from a lawyer who is not only a brand expert, but who also understands the intricacies of franchising and the implications it has for the trade marks.

STEP TWO: DECIDE WHICH STRUCTURE TO USE It is essential to carefully choose a structure and

strategy that meets the needs of that particular business. It is not one size fits all. Although some franchisors use direct franchising, by which they enter into a franchise agreement with each individual operator in target foreign markets, traditionally most franchisors have used either Master Franchising or Development Agreements to grow internationally.

Master franchising involves granting rights to a local party to sub-franchise the operation of each outlet to third parties.

This is particularly common in the fast food sector.

Development Agreements involve the brand owner granting a substantial local operator the right to open and operate the outlets itself, without sub-franchising them to third parties. Obviously such partners need to have substantial assets in order to achieve the required level and rate of growth, whereas master franchisees tend to be far more “asset light”.

However, these time honoured “vanilla” approaches are nowadays being challenged by more creative structures such as sub-ordinated equity and

Jan-Mar 2015 | 1-3月份

“Manchise” structures.

This is because franchisors are nowadays looking for a greater number and variety of income streams and have an interest in the longer term growth of the brand in the overseas markets.

Subordinated equity arrangements are different to Joint Ventures. They are more nuanced and sophisticated.

Although, like joint ventures, they involve the brand owner being given a share in the foreign partner’s operating business, they abdicate issues regarding control and decision making to the Development Agreement and focus on the brand owner’s exit rights, the imposition of transparency on the jointly owned business and the limitation of the brand owner’s liabilities. The end result is a less burdensome and usually more remunerative commercial arrangement for the brand owner.

“Manchise” arrangements are an add-on to vanilla franchise arrangements, which give the brand owner a further income stream, in addition to the service fees/ royalties from the franchise agreement. This type of arrangement is appropriate where the local partner is primarily an investor rather than an operator. It enables the brand owner to establish what are in many respects corporate outlets in foreign markets funded by the local partner, with the benefit of extra “kickers” to reflect exceptional performance by the brand owner’s team in managing the foreign outlets.

Franchising 专家分析 27 STEP THREE: GET THE DOCUMENTATION DRAFTED BY REAL EXPERTS Franchising can deliver real commercial benefits, but it can involve risk which needs to be dealt with in an appropriate manner. Expert lawyers with a track record of international franchising will generally adopt a three stage process when advising their clients. First they identify all of the relevant risks involved, then they work with the client to reduce that risk to an optimal level then they draft the documentation and identify an appropriate process that manages the residual risk in the most appropriate manner.

This is not the stuff that they teach at law school, so brand owners must make sure that the lawyer advising them has a proven track record of doing international franchise deals.

government agencies. There are formal legal time lines for these requirements and getting them wrong can have a catastrophic impact of the deal exposing the franchisor to fines and damages and allowing the franchisee to walk away from the deal without any restriction or penalty.

CONCLUSION 2015 is likely to see a good deal of international growth in the region through franchising.

This is a terrific opportunity for brand owners. However, it is important that they take proper legal advice and ensure that they do things in the correct manner in order to optimise their chances of success.

STEP FOUR: DECIDE ON AN APPROPRIATE PROCESS THAT SAVES TIME AND REDUCES RISK Once the brand is protected, the structure decided and the documentation drafted, it is important to ensure that the franchisor’s sale and negotiating processes are properly managed. This is particularly important because, in countries such as China, Indonesia, Malaysia, Vietnam and Australia there are franchise specific laws which require set form precontractual disclosure by the franchisor and registration of the documentation at

Dr Mark Abell, Bird & Bird Dr Mark Abell is the Global Head of Franchising at the international law firm, Bird & Bird. Mark has some 30 years' experience of international franchising. His doctoral thesis was on the regulation of international franchising. He has authored 9 books on the subject and has acted as an expert adviser on Franchising to the United Nations WIPO, in which capacity he has advised several sovereign governments on how to regulate franchising, including the PRC and India.

Jan-Mar 2015 | 1-3月份

28 Franchising 专家分析

国际特许经营业在2015年大有可为， 特许企业如何利用这一契机? 作者：Mark Abell博士，鸿鹄律师事务所 当前，东盟地区经济前景乐观，印度 在莫迪政府的领导下迎来经济复苏， 中国经济保持良好发展势头，阿联酋 经济持续增长，“薄荷四国”（即墨 西哥、印度尼西亚、尼日利亚和土耳 其）也日渐崛起。在此背景下，国际 特许经营行业将在2015年迎来前所未 有的发展机遇。这些地区的品牌所有 者应以此为契机，着力构建特许经营 模式。 鸿鹄律师事务所的特许经营业务团队 被多个法律名录评为世界一流，团队 成员分布在鸿鹄律师事务所的27个办 事处，从伦敦等欧洲城市到中东，再 到新加坡、中国和澳大利亚，服务过 众多家喻户晓的品牌，其中包括餐饮 品牌达美乐披萨、必胜客、Five Guys， 汉堡王、Applebees、TGI星期五、 DQ冰雪皇后、咖世家等，零售品牌 H&M、Hamleys、House of Fraser、 DKNY、Top Shop、Liberty’s、 Fortnum & Masons等，以及万豪、 温德姆、洲际等酒店集团。根据我们 的经验，任何一家公司在制定全球特 许经营发展规划时应采取以下措施， 以增加成功几率。

措施一：保护品牌 在全面实施国际特许经营之前，特许 企业应对其品牌进行审计，确保品 牌得到了妥善的法律保护，并制定国 际品牌保护策略。仅在各个国家盲目 注册商标，不仅成本高，而且毫无必 要。有必要听取法律专业人士的意 见，该专业人士既要谙熟品牌管理， 又要理解特许经营的精妙之处及其对 商标的影响。

措施二：决定采用何种结构 特许企业应当谨慎选择特许经营的结 构和策略，以满足所涉行业的特殊需 求，不能一刀切。虽然有些特许企业 采用直接特许模式，同海外目标市场 的每个经营者签订特许协议，但是多 数特许企业还是会选择代理特许模式

或者发展协议模式，实现国际化 发展。 在代理特许模式下，特许企业授权 当地特许代理商将各零售门店的经 营权分特许给第三方，多见于快餐行 业。在发展协议模式下，品牌所有者 授权当地主经营者自行开设并经营零 售门店，但是不允许其将零售门店的 经营权分许可给第三方。显然，发展 协议模式中的特许经营者要拥有大量 资产，才能达到规定的增长水平和速 度，而对特许代理商的资产要求则低 得多，可以是“轻资产”。 不过，现如今这些常见的传统模式正 受到来自更富创新性的其它特许模式 的挑战，例如次级股权安排以及有限 委托管理。 这是因为特许企业眼下正寻求增加收 入，实现收入多元化，希望推动品牌 在海外市场的长远发展。 次级股权安排不同于合资企业，情况 更加微妙和复杂。在次级股权安排 中，虽然品牌所有者也会在外国合作 方经营的企业中持有股份，类似于合 资企业，但是不参与发展协议的控制 和决策。次级股权安排侧重品牌所有 者的退出权、对共有企业的透明度要 求以及品牌所有者的责任限制，最终 责任较少，相关商业安排通常能增加 品牌所有者的收益。 有限委托管理是对常见特许模式的补 充，在特许协议规定的服务费/特许 费之外，为品牌所有者提供了新的收 入流。这种模式适合主要作为投资人 而非经营者的当地合作伙伴，使得品 牌所有者不仅能利用当地合作伙伴的 投资在海外市场开设零售门店，还反 映了品牌所有者的团队在海外零售门 店管理方面的突出表现。

措施三：找内行起草文件 特许经营既可以产生真正的商业利 益，也可能隐藏风险，需要妥善处

理。在国际特许经营领域经验丰富的 专业律师在为客户提供服务时通常会 遵循三步法，即先找出所有潜在风 险，再同客户一起将风险降至最低， 然后起草文件，制定适当流程，以最 稳妥的方式控制那些无法避免的风 险。这些在法学院是学不到的，因此 品牌所有者应确保为其提供服务的律 师在处理国际特许经营交易方面拥有 丰富经验。

措施四：确定适当流程， 节省时间，降低风险 品牌得到了保护，特许经营结构得以 确立，相关文件起草完毕，接下来的 重要任务是要确保适当管理特许企 业的销售和谈判流程。这一点尤为重 要，因为中国、印度尼西亚、马来西 亚、越南和澳大利亚等国都颁布了专 门的特许经营法律，要求特许企业按 规定做出先合同披露，并向政府部门 报备相关文件。这些要求均规定了法 律期限，一旦出错，将会对交易造成 灾难性影响，特许企业将不得不支付 罚金和损害赔偿，而受许方却可以退 出交易，不受任何限制，也不会受到 任何处罚。

结束语 2015年，国际特许经营业务很可能会 在上述地区有显著增长，这对于品牌 所有者来说是一次难得的机会。不 过，品牌所有者应当寻求正确的法 律意见，确保妥善处理，以增加成 功几率。 Mark Abell博士是鸿鹄国际律师事 务所的全球特许经营业务负责人，在 处理国际特许经营交易方面拥有逾30 年经验。他在博士论文中专门研究了 国际特许经营监管问题，并撰写了九 本相关专著，被联合国世界知识产权 组织聘为特许经营方面的专家顾问， 曾就如何监管特许经营为中国、印度 等主权政府提供过咨询意见。

Jan-Mar 2015 | 1-3月份

THAIFEX-World of Food Asia / World of FoodService THAIFEX-World of Food Asia will return in 2015 with an expanded size of 70,000 square metres, offering visitors a better trade exhibition with more focus.

This increase in support and participation has led to an exponential growth in the product sectors and overall expansion of the show. To date, there has already been confirmed increased participation from returning countries such as Brazil, Japan, Korea and Turkey. Adding to the list are potential new country groups from Germany, Peru and Mexico.

The growth of THAIFEX- World of Food Asia over the last 11 years has allowed the show to spotlight a dedicated focus on each product segment.

As part of this strategy to offer visitors a more focused experience, the World of FoodService will be expanded and host its individual product segment in food service at IMPACT Forum Exhibition Hall 9. The show, designed to cater to the demands and needs of the food service industry, was introduced in 2014 and received overwhelming response. This year, it will be complemented with a line-up of supporting programs designed to enhance knowledge, skills and encourage networking opportunities. The entire spectrum of the food service industry will be featured on the show floor, with sections such as Bakery and Pastry Equipment, Bar and Kitchen Accessories &Technology, Chilling, Freezing and Refrigeration Technology, Hospitality Software Technology, Consultancy and Service, Distribution Systems / Table and Tableware to Linens and Uniforms.

Visitors can also expect to see more exciting new products and experience supporting programs that have been created to address the needs of the industry.

Facts and Figures 1) Show Name THAIFEX-World of Food Asia / World of FoodService 2) Dates 20 – 24 May 2015 3) Venue Challenger Hall 1,2,3 IMPACT Forum Exhibition Hall 9 IMPACT Exhibition and Convention Center Bangkok, Thailand 4) Opening Hours For trade visitors: Wednesday to Friday from 10.00hr to 18.00hr For trade and public visitors: Saturday to Sunday from 10.00hr to 20.00hr 5) Organizers Koelnmesse Pte Ltd Department of International Trade Promotion (DITP) Thai Chamber of Commerce 6) Website www.worldoffoodasia.com www.world-of-food-service.com 7) Enquiries Lynn How (Ms): +65 6500 6712 l.how@koelnmesse.com.sg Jennifer Chiah (Ms): +65 6500 6738 j.chiah@koelnmesse.com.sg

Jan-Mar 2015 | 1-3月份

34 Franchising 专家分析

How Employees Can Become Franchise Owners Talent and capital are often the magic combination that makes successful franchise ownership work

by Robert Mcdevitt, CFE FRANCHISE OWNERSHIP MAY SEEM like an unattainable goal, but it has become a reality for many hard-working folks throughout the United States who started as employees › that’s right › employees.

brand, in Asheville for several years. When The Grounds Guys territory became available there, she jumped at the opportunity to own her own business. The discount she got as an employee helped her fund the new enterprise.

From waiters to heating and air conditioning technicians, to carpet cleaners to construction workers – many employees worked their way up the ranks of a franchise company to become an owner. The exciting news is that some solid, financially healthy franchisors have programs that help hard-working, quality employees every step of the way to become franchise owners.

Chris Williams is another employee who now owns a franchise. He worked as a technician at Aire Serv, a heating and air franchise.

Through the discounts he got through the H.I.R.E. program, he was able to buy his own Aire Serv and is now operating a successful business with the knowledge he learned from the ground up.

Williams Castaneda never dreamed he’d own one of our Golden Corral restaurants. In 2004, he moved to the United States from El Salvador and didn’t know the language or the culture. However, he did know how to work hard and his diligence and dedication paid off.

Castaneda started at a Golden Corral restaurant in Durham, N.C. as a server, waiting and clearing tables. He worked his way up to hourly assistant manager, then to kitchen manager and his appetite for excellence landed him the job as general manager, which opened the way for him to join Golden Corral’s Operating Partner program. Now, he’s on track to become a Golden Corral owner.

“It’s a dream come true that I could come here to this country without even knowing the language, start as a server and now be on track to become a Golden Corral owner,” says Castaneda. “The American dream of business ownership is possible if you go to work for the right franchise company that will help you every step of the way. This company stands by its employees and its owners and helps us make all the right moves so we achieve success.”

The Ownership Process - Easing the Transition Golden Corral’s Operating Partner Program is one of many in the world of franchising that helps employees become owners. After six years as a Golden Corral general manager, our company helps people like Castaneda follow a structured path to become a successful owner. The company puts employeeprospects through a training program, helps them save for a loan down payment, build a resume, develop a business plan, achieve a solid credit score and secure a loan to buy their own restaurant with an incredibly low down payment.

These programs work well when the franchisor has a long, proven track record and has established excellent relationships and trust with lenders throughout the country. In our case, when we bring lenders a franchise prospect, whether they’re in theOperating Partner program or not, the lenders know we have fully vetted the prospects and completely trust them to own a restaurant. This makes navigating a loan a much easier process.

In my many decades in franchising, I know Golden Corral is not alone in helping employees become franchise owners. The Dwyer Group, a company composed of multiple franchise concepts, also has a program that helps workers become owners. It’s called The H.I.R.E. program, Hiring Individuals, Recruiting Entrepreneurs.

For every year that workers are employed by a franchise within the Dwyer Group system, they earn a growing discount toward the purchase of their own franchise. The more years employed, the bigger the discount.

Through the H.I.R.E program, a former employee, Kelly Ramos, was able to buy The Grounds Guys franchise in Ashville, N.C. Ramos was an employee of her dad’s Mr. Rooter franchise, another Dwyer Group

Of course, franchise ownership is not for everyone. Franchisors look for specific qualities they know will make someone a successful owner. Golden Corral looks for people who have in-depth knowledge of restaurants and who have worked in a restaurant or owned one in the past.

We look for those who can manage people, who can motivate a work force to operate with energy as a unified team and who are great at delivering customer service.

Taking the Path to Ownership Here are some tips you can share with people who are working in a franchise business and hope to own one someday.  Learn everything possible about every aspect of the business so you fully understand the roles and responsibilities of everyone who works there.  Save your money. To buy a franchise, you need a considerable down payment. Golden Corral helps employees save through a voluntarily paycheck withdrawal program. Employees can save part of their paycheck that is matched in part by Golden Corral and the money saved over time goes to a down payment.  Look for business partners, whether they’re colleagues, relatives or friends. Many people partner to buy a franchise because they just can’t raise enough capital alone or they don’t have the experience running a business. The combination of talent and capital is often the magic combination that makes successful franchise ownership work.  Talk to company leaders about the steps you need to take and ways you can improve to become the ideal franchise owner.

Williams Castaneda is making all the right moves to one day become a franchise owner. He says Golden Corral is his second source of pride and joy. His first is his precious one-year old daughter who is “the most beautiful person ever. I have everything I ever dreamed of.

I’m a dad. I’ll soon be a business owner of a company I love and truly believe in. I’m a very lucky man.”

Robert McDevitt, CFE, is senior vice president of franchising for Golden Corral Buffet & Grill. Golden Corral is a grill-buffet chain that achieved record systemwide growth in 2012, opening 18 new restaurants – one every 14 business days.

He can be reached at 919-781-9310 or bmcdevitt@goldencorral.net

Jan-Mar 2015 | 1-3月份

Franchising 专家分析 35

员工如何成为加盟店老板 才能与资金的神奇组合往往能够成就成功的特许经营所有权 作者Robert Mcdevitt, CFE 特许经营所有权看上去像是一个遥不可及的目标，但是 在整个美国已经有许多勤奋工作的人实现了这个目标， 这些人从员工做起›对›就是从员工做起。

Entrepreneurs）。员工每为Dwyer Group系统内部特 许经营商工作一年，其购买自己的特许经营权的折扣都 会提高。受雇年限越长，折扣率越高。

从服务员到暖气和空调技术员、地毯清洁工、建筑工 人——许多员工用自己的方式跨入了特许经营公司的行 列，成为了加盟店老板。这里我要宣布一个振奋人心的 消息，那就是一些资金雄厚、财政状况良好的授权商有 一些计划，旨在帮助勤奋的高素质员工逐步成为加盟店 老板。

通过H.I.R.E.计划，前雇员Kelly Ramos得以购买位于北 卡罗来纳州阿什维尔的The Grounds Guys特许经营。几 年来，Ramos是其父亲在阿什维尔的Mr. Rooter特许经 营店的员工，Mr. Rooter是Dwyer Group的另一个品牌。 当The Grounds Guys的地区经营权出售时，她抓住机会 拥有了自己的企业。她作为员工得到的折扣使她买到了 新的企业。

Williams Castaneda做梦也不敢想他会拥有一家Golden Corral餐厅。2004年，他离开萨尔瓦多，移居到美国， 他既不懂美国的语言，也不懂美国的文化。但是，他 知道如何努力工作，后来他的勤奋和付出得到了回报。 Castaneda开始是在美国北卡罗来纳州达勒姆市的Golden Corral餐厅做服务员，负责伺候客人用餐和收拾桌子。他 步步高升，先是成为计时助理经理，后来又成为厨房经 理，最终他对于卓越的追求把他抬上了总经理的宝座， 这就为他打开了加盟Golden Corral的经营合作伙伴计划 的大门。现在他即将成为一名Golden Corral老板。 “我的梦想实现了，我来到这个国家时，甚至连这个国 家的语言都不懂，但我从服务员做起，现在却即将成为 一位Golden Corral老板，”Castaneda说。“如果你为 将帮助你逐步前进的合适的特许经营公司工作，拥有自 己企业的美国梦是能够实现的。这个公司为其员工和老 板提供支持，并帮助我们做出所有正确的决策，所以我 们能够成功。” 所有权过程——方便过渡 Golden Corral的经营合作伙伴计划是特许经营界内 众多帮助员工变成老板的项目之一。我们公司帮助像 Castaneda这样担任Golden Corral总经理六年的员工沿 着规划好的道路成为一名成功的老板。公司通过培训计 划为员工规划前景，帮助他们储蓄，以支付贷款首付、 建立履历、制定经营计划、获得稳定信用评分并为其担 保贷款，从而以极低首付购买他们自己的餐馆。 如果授权商拥有长期的良好业绩纪录，建立了出色的业 务关系，并取得了全国范围内放款人的信任，这些计划 就能够良好运行。就我们而言，当我们向放款人提交一 份特许经营前景预期时，无论它们是否是经营合作伙伴 计划的一部分，放款人都知道我们已经全面审查了其前 景，并完全相信他们能够拥有一家餐厅。这就大大简化 了批准贷款的过程。 在几十年的特许经营生涯中，我知道Golden Corral在 帮助员工成为加盟店老板的道路上并不孤独。Dwyer Group公司有多种特许经营概念，也有一个帮助员工 成为老板的计划。这项计划称为The H.I.R.E.，即聘用 个人和招募企业家（Hiring Individuals, Recruiting

Chris William是另一名现已拥有一个特许经营店的员工。 他曾经在Aire Serv当技工，Aire Serv是一家暖气和空调 特许经营商。Chris凭借他通过H.I.R.E.计划获得的折扣买 下了自己的Aire Serv，现在，他正在运用从头开始学到 的知识经营一家成功的企业。 当然，并不是所有人都适合拥有特许经营。授权商 会寻找那些具有成功特质的人，并使之成为成功的老 板。Golden Corral寻找拥有深厚餐馆知识的人，以及曾 在餐馆工作或自己拥有过餐馆的人。我们寻找的人要具 有管理员工的能力，可以激励全体员工作为一个团结的 队伍积极工作，并精于为客户提供服务。 走上所有权之路 这里有一些诀窍，可供您与正在特许经营企业工作的员 工以及希望有一天拥有自己的特许经营的人分享。  尽一切可能学习企业的方方面面的知识，彻底了解每 一位在那里工作的员工的角色和责任。 

存钱。要购买一个特许经营权，您需要支付一笔可观 的首付。Golden Corral通过自愿薪资收回计划帮助员 工存钱。员工可以将由Golden Corral部分补充的薪水存 起来，经过一段时间，存起来的钱可以用于支付首付。



寻找业务合作伙伴，同事、亲戚或朋友都行。许多人 合伙买特许经营，因为他们自己筹不到足够的钱，或 者没有经商的经验。才干与资金的神奇组合往往成就 成功的特许经营所有权。

 与公司领导交谈，以了解您成为理想的加盟店老板所 需要采取的步骤和提高的方面。 Williams Castaneda为有一天能够成为加盟店老板走对 了每一步。他说，Golden Corral是他第二个骄傲和喜悦 之源。他的第一个骄傲是他的一岁大的宝贝女儿，“我 的女儿是我见过的最美的人。我拥有我曾经梦想过的一 切。我是一位父亲。我马上就会成为一家我热爱并且真 心相信的企业的老板了。我是一个非常幸运的人。”

Jan-Mar 2015 | 1-3月份

36 News Station 消息站

Agriculture Ministers honour FHC and ProWine China

Five Ministers of Agriculture from Brazil; Canada; Denmark; Portugal and Hungary attended the opening day of FHC and ProWine China in Shanghai on the 12th November 2014. Reflecting the importance of these trade shows to the international food and beverage industry, the five Ministers were accompanied by 9 Ambassadors to China, 14 Consul Generals from Shanghai and the most prominent leaders of the Chinese food industry. FHC for imported foods and ProWine China for wine and spirits took place for 12-14 November 2014 at the Shanghai New International Expo Centre, Pudong. The fairs included a record 2,400 participating companies from 66 countries of which 44 were Official National and Regional pavilions. Over the three day exhibition, participating companies met with 34,761 buyers from the food retail, hospitality and food and wine trading sector from China and Asia.

This year marked the 18th edition of FHC in Shanghai and the 2nd edition of ProWine China. Both shows recorded a

record size and confirmed these trade fairs as the most important meeting place for the international food and wine industry in China. “There are many exhibitions for food and wine in Shanghai and China”, stated Brendan Jennings, General Manager of the FHC Show Organiser, China International Exhibitions ltd. Jennings added, “ what distinguished FHC and ProWine China from all the other shows, is the fact that these fairs are exclusively for imported product without any locally made Chinese brands on display”. “An equally important difference is that FHC and ProWine China are Trade Only shows”. “Meaning, not open to the general public and no cash sales are allowed, as commonly happens at all other food shows in China, even those claiming to be international exhibitions”. “Every visitor attending FHC and ProWine China is working in the food sector and visits to meet suppliers of imported food and wines” stated Jennings.

many training event and industry seminars across the 5 halls of the exhibition.

Some 400 chefs competed over 17 competition categories in the Culinary Arts Competition under the guidance of the World Association of Chef’s Societies. For the first time the World Chocolate Masters qualifying competition took place at FHC to select the China Champion to represent the country in the World Championship in Paris next year. Olive Oil China, included seminars and product tasting for olive oil for 8 different countries. While baristas were treated the Ultimate Braista Challenge and Coffee Cupping seminar and tests in the specialist Tea & Coffee China hall.

FHC China 2015 and ProWine China 2015 will return to Shanghai on 11-13 November 2015. For the further details on how to join these exhibitions and for the full show report from this year please visit www.fhcchina.com and www.prowinechina.com.

The record number of visitors to FHC China 2014 had the opportunity to attend

For more information, please visit www.chinaallworld.com Or contact: Ms Margaret Zhang, Deputy General Manager, China International Exhibitions Ltd Tel: +86 21 6209 5209 ext 15 | Email: margaret@chinaallworld.com

Jan-Mar 2015 | 1-3月份

News Station 消息站 37

五国农业部长莅临 FHC和ProWine China

FHC和ProWine China开幕式荣幸邀 请到了巴西；加拿大；丹麦；葡萄牙 和匈牙利五国农业部长莅临出席。 五位部长、九位大使，十四位上海 驻沪总领事以及国内食品行业最杰 出领导人的莅临，再次彰显FHC和 ProWine China长久以来在业内享有 良好声誉。上海国际食品饮料及餐饮 设备展览会和上海国际进口酒类精品 展览会于2014年11月12-14日在上海 新国际博览中心隆重举行。展会共有 来自66个国家的2400多家参展企业， 其中包括44个国家和地区官方展团。 为期三天的展会共吸引了34,761位来 自中国和亚洲地区的食品零售业，酒 店设备业以及食品和葡萄酒贸易界的 专业买家。 第十八届FHC和第二届ProWine China 展会规模再次刷新往届记录，从而也 更加印证FHC和ProWine China是国 内进口食品和葡萄酒行业的重要交流 平台。FHC展会主办单位华汉国际会 议展览(上海)有限公司总经理博金宁 介绍说：“国内包括上海地区有许多 同类型展会，FHC和ProWine China 与其他展览会的区别在于，展会致力 于百分百全进口产品，没有任何中国

制造的产品。同时，FHC和ProWine China仅对业内人士开放。现场销售 在国内其他展览会，甚至是那些自称 是国际展会中也普遍存在，但是我们 的展会不对普通公众开放，因此不接 受任何现场售卖产品。每一位莅临出 席FHC和ProWine China的专业观众 都来自从事进口食品的专业人士，通 过展会寻求进口食品和葡萄酒的海外 供应商。” 莅临参观FHC China 2014的观众均 有机会参加众多培训活动和行业研讨 会。展会现场由世界厨师联合会认 证的FHC中国国际烹饪艺术比赛有 400多位厨师角逐17类赛题。首届世 界巧克力大师中国区预选赛，赛事冠 军将有机会代表中国参加明年在巴黎 举办的巧克力大师赛。橄榄油专区，

则包括一系列专业研讨会和来自8个 国家的产品供品鉴。同时，咖啡大师 们都积极参与到茶与咖啡专区举办的 中国咖啡大师终极挑战赛和咖啡杯测 指南。 FHC China 2015 and ProWine China 2015将于2015年11月11-13日 在上海再次举办。如需了解报名参展 信息以及展后报告等信息， 请登录www.fhcchina.com和 www.prowinechina.com官网了解。 手机客户端

更多信息，请登陆：www.chinaallworld.com 更多详情，请联络：张远渊小姐，副总经理，华汉国际会议展览（上海）有限公司 电话：+86 21 6209 5209 ext 15 ｜ 电子邮件：margaret@chinaallworld.com

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Jan-Mar 2015 | 1-3月份

38 News Station 消息站

World SME Expo 2014

The 14th edition of the HKTDC World SME Expo, which was held on 4-6 December at the Hong Kong Convention and Exhibition Centre (HKCEC), known as a flagship event for small and medium sized enterprises in Asia, featured over 360 exhibitors from 35 countries and regions. This year’s expo included a wide range of SME supporting services and market opportunities for entrepreneurs to explore through various networking events and discussion platforms.

Franchising Formula Franchising took a prominent position at the World SME Expo with the Franchising Hall featuring over 60 brands from Hong Kong, Chinese mainland, Taiwan, Singapore, Indonesia, Philippines,

Thailand, Japan, the United States and the United Kingdom. Franchise brands represented such sectors as food and beverage, retail, business services, education and hobbies, healthcare and wellness, beauty and many other lifestyle services.

A day-long Franchising Summit, a variety of franchising workshops, one-on-one franchise matching were also arranged to help the exhibited franchising brands connected with the potential business partners.

In addition to the Franchising Hall, the expo comprises two other dedicated zones, the Opportunities Hall and the Solutions Hall. This year’s World SME

Expo had an expanded international presence with the Hong Kong Myanmar Chamber of Commerce bringing Myanmar companies to present the latest business opportunities in their country. Meanwhile, the Organisation for Small & Medium Enterprises & Regional Innovation, Japan and the Kyushu Economic Federation highlighted the Japanese opportunities.

Business Insights & Solutions A total of more than 30 seminars and forums were organised for industry leaders and experts from the region to share insights on topics ranging from finance and mobile commerce to China opportunities and mediation services.

HKTDC and the Trade and Industry Department of the HKSAR Government also co-organized a “Branding Strategies in the Digital Era” series with four thematic sessions which the latest distribution development and trends were shared during the sessions.

The next edition will be held on 3-5 December 2015 in Hong Kong.

HKTDC World SME Expo 香港贸发局国际中小企博览 Date日期:

3-5 December 2015 2015年12月3-5日

Place地点:

Hong Kong Convention and Exhibition Centre 香港会议展览中心

Admission费用: Free admission免费入场 Enquiries查询: (852) 1830 668 Website网址:

www.hktdc.com/worldsmeexpo

Jan-Mar 2015 | 1-3月份

News Station 消息站 39

国际中小企博览2014 由香港贸易发展局（香港贸发局）主 办的「国际中小企博览」於12月4-6 日完满结束。今届博览「特许经营 馆」誉满重来，超过60个来自中国内 地、香港、台湾、韩国、新加坡、菲 律宾、印尼，以至美国、英国等国家 及地区的参展商带来多个特许经营品 牌，涵盖饮食、零售、商业服务、教 育与兴趣、保健、美容等行业，以及 多个消闲生活服务。期望透过展览物 色合作夥伴，拓展业务。 除饮食，娱乐等消费性服务业可作特 许经营外，一些商业服务亦以特许 经营方式寻找加盟商，如ISO认证服 务。还有不少特许经营代理参展，并 协助代理品牌物色合作夥伴。另外， 今届「特许经营馆」更得到不少海内 外包括中港台、东南亚、日本及远至 美国的特许经营协会的支持。 本港英语普及，方便业务发展 来自美国的Make Meaning，以小学生 为主要对象，透过各种手工艺制作让 小朋友获得有趣的体验，从而启发创 意。Make Meaning特许经营发展全球 总监David Riker指出：「香港人重视 家庭，而中产人口快速增长，这些家 长都愿意为培育下一代而花费，所以 具市场发展潜力。」 David Riker表示，Make Meaning拥 有特许经营网络，但就选择先在香港 寻找合作夥伴，然後扩展至区内其他 国家。「我们希望加盟商同时具备在 香港经营零售和娱乐业务的经验，并 有能力照顾整个香港、中国，甚至区 内其他国家的业务。」 他透露，从位於美国的国际特许经营 协会，通过香港贸发局的协助和服 务，包括国际商贸配对服务等，令

Make Meaning顺利发展香港的业务。 「香港可以用英语沟通，方便业务发 展；而且香港提供不少国际间的合作 机会，地理位置理想，既通往东南亚 地区，亦是踏进内地市场的跳板。」 视香港为基地，多线品牌吸引加盟商 Fullhouse Theme Café有限公司主席 助理（业务发展）Eric Lam透露，该 公司自3年前从马来西亚把Fullhouse 引进香港作多线发展，并发展成为香 港首间婚礼主题餐厅。 Eric Lam提到，为配合集团婚庆业务 的发展，年前已拓展中港两地的婚庆 业务，不但在内地拥有大型婚纱摄影 基地，又在香港开设婚庆服务公司， 提供摄影、婚纱、回礼礼品、新娘化 妆等一站式服务，「加上Fullhouse婚 礼主题餐厅，如此全面的配套服务， 相信市场潜力不俗。」 Eric Lam表示，该公司正寻觅特许 经营夥伴，「加盟商可投资较大型 的Fullhouse主题餐厅，或较小型的 Tiffany甜品店，另我们还可提供由自 家工厂制作的主角产品。」为接触 有兴趣的加盟商，该公司将参加12月 由香港贸发局主办的「国际中小企博 览」，并期望透过贸发局的商贸配对 活动，接触到有志加盟的投资者。 美国健身中心对香港市场感希望 於2002年在美国开业的Anytime Fitness，现於世界各地经营超过 3,000家健身中心，为全球最大的特 许经营健身中心，并於2014年获《企 业家》杂志选为世界第一特许经营品 牌。 集团於2014年在香港开设首家健身中 心，并展开特许经营业务。Anytime

Fitness香港区代理John Philips形容： 「Anytime Fitness采用24小时经营模 式，有见香港是个充满活力的城市， 不少人都工作至深夜，相信24小时经 营的健身中心大有可为。」他又强 调，香港投资环境稳定，又是国际金 融中心：「这里创造过不少成功的商 业营运模式，非常适合投资者。」 开拓新加坡成本较高 新加坡市场与香港最为相似，特许经 营及许可协定协会（新加坡）国际发 展与关系主席江进兴指，新加坡企业 拥有在东南亚、香港、中国内地及台 湾等地的特许经营经验，近年发现愈 来愈多国家对特许经营业务感兴趣， 竞争愈来愈大。他提醒，港人到新加 坡营运特许经营，除了需要很多资产 应付租金等，也需充分了解当地的市 场需求，本身具备专利经验的港商会 较有优势。 国际中小企博览促进交流 今年博览会合共吸引逾360家参展商， 涵盖特许经营和环球市场商机，以至 企业营运、市场推广、创业途径等， 提供实用的资讯和策略，加上30多场 专题研讨会，打造一站式平台，协助 中小企提升竞争力，推动企业交流联 系和创造合作机会。下届博览会将於 2015年12月3-5日於香港会议展览中心 举行。

Jan-Mar 2015 | 1-3月份

40 Business Insights 学者专栏

A CELEBRATION OF BRAND LEADERSHIP AND POWER OF BRANDING IN FRANCHISING Influential Brands 2014: More than 40 categories and more than 150 Top Influential Brands Influential Brands, a consumer insight driven awards programme

by Brand Alliance, which celebrates both local and international brands’ achievements returns for its second year.

The study conducted by Influential Brands is purely consumer driven and the Top Brands are selected by consumers through their perception and preference, demonstrating the level of impact and influence of the brands in each consumer’s life. Gen X is defined as those between 34 to 54 years old and the study reveals some varying priorities and interests from the Gen Y. Gen X given the stage of their life cycle and careers

which may indicate a higher purchasing power while finding a balance between discretionary and necessity spending. They are mainly the group which has several commitments from family to that of paying bills and home maintenance. With local and international brands all battling to tell their stories, vying for the consumer’s attention, how does the Gen X consumer decide?

The study reveals the Gen X tendencies to remain loyal to certain brands which they have grown up with, suggesting a certain level of comfort in the familiarity of consistency and convenience.

The communication of consistency in delivering trust and service level is part of the core branding work for any franchise. There is power of branding in franchising which leads to maximizing brand equity and continuity between the units.

“With increasing shifts in consumer behaviour driven by technology and digital platforms, both local and international brands are communicating with a distracted group of consumers. The window to capture attention and purchase decisions has shifted from traditional retail to include alternative platforms and this spells opportunities for brands to increase conversion for online platforms or increase engagement through multiple channels at various points of a consumer decision journey,” said Mr Jorge Rodriguez, Director of Strategy at Influential Brands.

Jan-Mar 2015 | 1-3月份

Business Insights 学者专栏

41

新加坡影响力品牌庆祝品牌领导 和卖产销权烙印力量 影响力品牌： 40种类与多过 150顶及影响力 品牌 影响力品牌（Influential Brands），由 新加坡品牌联盟（Brand Alliance）举 办的消费驱动的评价活动，为了庆祝当 地和国际品牌的成就，再次第二周年举 办。 影响力品牌举办的研究是纯粹的消费驱 动的，顶级品牌（Top Brands）是通过 消费者的知觉与偏好而选择的。这调查 显示品牌在于消费者生活上的冲击和影 响程度。X一代（Gen X）是由34到54 岁，本研究从Y一代（Gen Y）揭示了一 些不同的优先级和利益。X一代的生命 周期和职业表明越高的购买力以及寻找 自由和必要性支出之间的平衡阶段。这 代主要有几个承诺，包括家庭，支付账 单和家里维修。与当地和国际品牌的争 夺注意力，争夺消费者的注意，X一代 消费者如何决定呢？

根据新加坡品牌联盟（Brand Alliance） 进行的一项独立消费者洞察调查显示，新 加坡消费者选择是对品牌友好和信任的一 种肯定，也代表Gen X所注重的因素譬如 熟悉和舒适。

乔格罗德里格斯（Jorge Rodriguez）， 影响力品牌（Influential Brands）的战 略总监说明，“由于高新技术的改善， 消费者行为不断发生变化，本地和国际 品牌在与分心的消费者沟通。吸引消费 者的关注和购买决策的机会已从传统零 对于任何专营权，在提供信托与服务的需 售转移到网上平台。这为品牌开发网上 求规律是极为重要，是品牌的一个重要的 平台转换的机会，或增加参与通过多种 核心。在特许经营中，品牌的力量最大限 渠道在消费者决策之旅的不同点。” 度地提高单位之间的品牌资产和连续性。

44 News Station 消息站

Jan-Mar 2015 | 1-3月份

Second Franchise International Conference and Exhibition in Abu Dhabi attracted big crowds from the region

Organized by the Abu Dhabi Chamber of Commerce in collaboration with the US Embassy there, the Second Franchise International Conference & Exhibition took place at the Jumeirah @ Etihad Towers, Abu Dhabi, UAE over the period November 18th and 19th, 2014.

The first day of the conference included sessions on how to plan to take up a franchise, best practices in choosing a franchise, key factors of success, and key points to know about the franchise agreement, among others. The two-day conference saw the participation of nearly 500 people from 17 countries.

It aims to spread the culture of free commercial businesses, and encourage young Emiratis to start their franchise projects.

The exhibition running alongside the conference saw the participation of 160 companies (many are food & beverages concepts) displaying their products and services before businessmen and interested companies located in the UAE. Ebrahim Al Mahmoud, first deputy chairman of the Abu Dhabi Chamber of Commerce, launched the Emirates Association for Franchise Development.

“Launching this pioneering establishment comes within the awareness and strategy of the Abu Dhabi Chamber to set up formal frameworks, lay down a comprehensive set of rules and regulations to regulate franchising businesses in the UAE,” he said in a statement.

Jan-Mar 2015 | 1-3月份

News Station 消息站 45

在阿布扎比酋长国举办的第二届特许 经营会议兼展览会吸引众多人潮前往

阿布扎比酋长国总商会与当地美 国大使馆所举办的第二届特许经 营会议兼展览会圆满落幕。该活 动于11月18日至19日在豪华酒店 Jumeirah @ Etihad Towers举行。 第一天的会议由受邀请的几位海 外特许经营专家学者分享如何引 进特许品牌，特许经营合约的重 要调款，及最新趋势和发展策 略。500多位来至17个国家的商 家踊跃的参与这两天的盛会。 这次展会吸引了160家参展公 司，餐饮业的参展品牌数量占绝 大数。 总商会第一副主席伊布拉西在开 幕仪式时宣布酋长国特许经营发 展协会的成立，并表示“通过这 机构的启动，我们将会建立综合 服务平台，为企业发展特许经营 提供智力支持和服务，包括法律 及其他有力的政策。”

Jan-Mar 2015 | 1-3月份

46 Franchising 专家分析

7

key traits of a successful franchise system promises, and communicating intentions openly and honestly.

3. Mutual interest

A strong and effective business relationship between franchisee and franchisor is critical to the success of both businesses and the franchise system overall. But good business relationships are also important in any other dealings you have with other businesses. Building and maintaining good business relationships can keep costs down and increase reputation and profitability.

Research commissioned by the Victorian Small Business Commissioner (VSBC) interviewed small, medium and large successful businesses, and business associations, to identify the key factors to forming and maintaining winning business relationships. All of these characteristics can be observed in successful franchise systems.

The seven key characteristics are: 1. Alignment Alignment of the values and ethics of a business is essential both with the internal behaviour of the employees and externally with business partners.

In a franchise system, consistency in values, ethics and behaviours are critical, and help define the system. For full alignment, these behaviours need to extend beyond the franchise system to other business relationships. Sometimes it may be necessary to walk away from external business relationships if things don’t feel right.

2. Commitment Commitment is necessary to build a long term business relationship as it provides a solid basis for trust between parties.

Successful relationships are built and flourish by an investment in effort.

Commitment is about focusing on common, long term goals and intentions rather than one-off transactions or short term goals. Build trust by delivering on

The mutual interest of franchisee and franchisor is a key characteristic of a franchise relationship, but may not be so apparent in other business relationships.

Seek to understand the other business’ expectations and points of view, and identify where mutual interests can be pursued for profitable and sustainable outcomes.

Adopt a collaborative approach to problem solving to achieve common interests.

4. Communication Communications must be clear, transparent and frequent to ensure that everyone fully understands the other’s position, obligations are met and any issues or problems are raised early.

Poor communication is one of the most common reasons for breakdown in relationships. Businesses need to communicate with each other in a way that is relevant, comprehensive and timely.

Clarity with your business partners how they wish to be communicated with.

Regular face to face communication should be undertaken wherever possible, as other (particularly electronic) means of communication can lead to unintended interpretations and consequences.

5. Accountability and responsibility Business partners need to agree and be clear on their respective obligations and responsibilities, and be accountable to them at all times. Clear, written agreements and contracts can avoid uncertainty and mis-matched expectations. Where problems do arise, be prepared to inform the other party immediately to attempt to work collaboratively to address the problem.

Make sure you read and understand contracts and agreements before you sign them, and that you can meet your obligations. Once signed, contracts are binding and enforceable.

Take accountability for your mistakes as well as your successes.

6. Professional conduct Conducting yourself professionally should be a prerequisite for any business relationship, no matter the size or

sophistication of the business. This includes both the way you personally interact with the other business person, as well as how you go about your business.

Many of the behaviours associated with professional conduct are common sense.

Treat others as you would expect them to treat you. Don’t promise what you can’t deliver. Meet your obligations.

Show professional business conduct by having a robust, well researched business plan, with input from relevant professional advisers. Join an industry association, chamber of commerce or other body to keep up to date with good business practice, obtain information relevant to your business, and to benefit from the networking opportunities presented.

7. Pre-agreed dispute resolution All business relationships are likely to have a dispute at one time or another. Agreeing on dispute resolution procedures at the start of a business relationship can be critical in addressing disputes quickly and effectively when they arise, and enabling the business relationship to continue.

Litigation of commercial disputes should be a last resort. It is costly, time consuming, destroys the business relationship and usually has a winner and a loser. Agreeing to include low cost dispute resolution procedures such as mediation in your contracts can avoid matters unnecessarily escalating to litigation.

The Franchising Code of Conduct requires franchise disputes to proceed to mediation if matters cannot be resolved between the parties. This approach can be adopted for any commercial dispute, not just franchise disputes.

The Victorian Small Business Commissioner (VSBC) provides a quick, low cost and effective mediation service for business-to-business disputes. In 201314, 27 percent of disputes referred to the VSBC were resolved prior to mediation (at no cost to the parties), and 83 percent of matters were settled at mediation.

For further information on the Victorian Small Business Commissioner or to download a copy of the research into Building and Maintaining Successful Business Relationships, visit www.vsbc.vic. gov.au or ring 13 8722.

This article is reprinted with permission from Franchising magazine, Cirrus Media.

Jan-Mar 2015 | 1-3月份

Franchising 专家分析

成功的特许经营制度的 加盟商和授权商之间牢固而有效的业 务关系是双方企业和特许经营制度整 体成功的关键。但是良好的业务关系 在与其他企业的交易中也是非常重要 的。建立和保持良好的业务关系可以 控制成本，提高信誉和盈利能力。 受Victorian Small Business Commissioner (VSBC)委托进行的调 查研究对大、中、小型成功企业和企 业协会进行了采访，以确定形成和维 持成功商业关系的关键因素。在成功 的特许经营制度中可以看到所有的这 些特征。 七个关键特征是： 1. 一致性 企业价值观和道德观的一致性是员工 内部行为和外部企业合作伙伴的基 础。 在特许经营制度中，价值观、道德 观和行为的一致性是非常关键的， 并且有助于确定制度。在全面一致性 方面，这些行为需要超越特许经营制 度，延伸到其他业务关系中。有时 候，如果感觉事情不太好，可能就有 必要脱离外部业务关系。 2. 承诺 要建立长期的业务关系，就有必要作 出承诺，因为承诺可以为合作双方间 的信任提供坚实基础。投入的努力是 成功合作关系建立和繁荣的基础。 承诺是对共同的长期目标和意向的关 注，而不是一次性交易或短期目标。 要通过履行承诺和开诚布公地交流意 向来建立信任。 3. 共同利益 加盟商和授权商之间的共同利益是特 许经营关系的一个关键特征，但在其 他业务关系中可能不那么明显。试图 了解其他企业预期和观点，确定从何 入手追求共同利益以获得盈利和可持 续的成果。 采取协同合作的方式解决问题，达到 共同利益。 4. 沟通 沟通必须清晰、透明和频繁，确保每 个人都完全了解对方的立场，履行其 义务或尽早提出任何问题。 缺乏沟通是导致关系破裂的最常见的

47

七 个关键特征

原因之一。企业需要以中肯的、全面 的和及时的方式相互沟通。

企业相关的消息，并从现有的网络机 会中获利。

与你的业务合作伙伴就他们想要如何 沟通的问题表达清楚。在尽可能的情 况下进行定期的面对面的沟通，因为 其他（尤其是电子方式）方式可能会 导致意想不到的误解和后果。

7. 预先约定的纠纷解决方式

5. 责任和职责

所有的业务关系都可能在这样或那样 的时刻产生纠纷。在业务关系开始前 就约定好纠纷解决的步骤，对快速并 有效地解决产生的纠纷非常重要，并 能保证业务关系继续下去。

业务合作伙伴需要同意并清楚地了解 他们各自的义务和责任，并且始终对 其负责。清楚的书面协议和合同可以 避免不确定性和不相互匹配的预期。 一旦产生问题，准备立即通知另一方 一起合作共同解决问题。

商业纠纷诉讼应该是最后一种解决方 式。它的成本很高且耗时严重，会破 坏业务关系，并且通常会产生一个赢 家和输家。而同意包括低成本的纠纷 解决步骤，例如合同中的调解，它可 以避免不必要升级成诉讼的事宜。

在签字前，确保你已阅读并理解合同 和协议，并履行你的义务。一旦签 字，合同便具有约束力和强制力。

《特许经营行为准则》规定，若事宜 无法经双方协商解决，特许经营纠纷 需移交调解处解决。这种方式可以用 于任何商业纠纷，而不仅仅限于特许 经营纠纷。

对你的错误、以及成功负责。 6. 职业行为 以专业的行为表现自己，是任何业务 关系的先决条件，无论企业的大小或 复杂性程度。这包括你私下里与其他 业务伙伴交往的方式，以及你做事的 方式。 很多与职业行为相关的行为都是常 识。你期望别人怎样待你，你就应该 怎样待人。不要承诺你无法做到的 事。履行好你的义务。 通过拥有一个强有力的、详细调研的 商业计划，以及相关专业顾问的指导 建议，展现专业的商业行为。加入一 个行业协会、商会或其他机构，了解 最新的商业实践的消息，获得与你的

Victorian Small Business Commissioner (VSBC)为B2B的纠纷提 供了一种快速、低成本和有效的调解服 务。2013-2014年，27%求助于VSBC的 纠纷在进入调解前已解决（未对双方产 生任何费用），83%的事宜在调解中得 以解决。

欲了解有关Victorian Small Business Commissioner的更多信息，或欲下载 Building and Maintaining Successful Business Relationships的研究报告，请 访问网站www.vsbc.vic.gov.au或致电 13 8722。 本文经Cirrus Media《特许经营杂志》 许可转载。

50 News Station 消息站

Jan-Mar 2015 | 1-3月份

CHINA FRANCHISE EXPO 2014  SHANGHAI 2014中国特许展  上海站 Held at the Shanghai New International Expo Centre over the period September 16-18th, 2014, more than 300 franchise brands hailing from more than 70 trades took part in the China Franchise Expo Shanghai event.

It attracted close to 20,000 visitors visiting with exhibitors spread over 22,000 square meters. Many competing television stations’ journalists reported excitedly about the happenings, which generated a lot of buzz at this top franchise show in this region of China.

中国南方地区最大的特许加盟行业专业性展览 会—2014中国特许展·上海站于2014年9月18日 圆满闭幕。在为期三天的展期中，涉及70多个行 业，近300个国内外知名品牌，在现场展示了各 自富有特色的加盟投资项目，总共吸引投资者近 20,000人，是特许加盟行业的又一次年度盛会。 本届展会首次移师上海新国际博览中心，展览面 积22000平米，预计将吸引20000名专业观众。从 展览规模、参展品牌数量、参展品牌行业分布广 泛度等方面都较往届将有新的突破。在过去的十 年里，展览会为超过数千个品牌和十万名投资人 搭建了交流与合作的平台。凭借云集的知名品 牌、高质量的投资人群、丰富多彩的现场活动， 它已成为南中国地区规模最大、影响力最大的加 盟盛会。 中国特许展上海站的成功召开，吸引了大量投资 人持续关注，更有来自东方卫视、浙江卫视、中 国连锁网等一系列电视、网络、报刊媒体的跟踪 报道，向社会公众传播这一行业内最具权威性的 展览会。 展览会参展企业所带来的投资项目丰富多彩，中 西式餐饮、咖啡烘焙、美容美体、图文影像、3D 打印、社区超市、特色小吃、休闲饮品、设备设 施、解决方案等多行业的投资项目为广大投资观 众带来了不可替代的参会体验与收获，直接或间 接的创造了千万的商业价值。

Jan-Mar 2015 | 1-3月份

News Station 消息站 51

CHINA FRANCHISE EXPO 2014  FUZHOU 2014中国特许展  福州站

From the original three hot spots, namely, Pearl River Delta, Yangtze River Delta and Bohai Bay Economic Circle, there is now the fourth hot spot: the Coastal Economic Zone in Fujian Province. Some economists have predicted that this fourth spot’s economy might be as big as Taiwan’s by the year 2020.

With the uplifting of income levels, more franchise brands can find ample opportunities to cater to the needs and wants of the residents in Fujian.

The inaugural franchise show in the capital city of Fuzhou took place over the period November 2014 at the Fuzhou Strait International Conference & Exhibition Center.

Taking place at the same venue and time was the 16th China Chain-store Exhibition. Visitors while choosing a franchise to invest can also look at the equipment like POS and other hardware/software which will be needed in their new ventures.

首次在福州举办，开辟东南沿海新市场 目前区域经济的迅猛发展在原有的三大热点区域—即珠三角、长三角、环渤海湾经 济圈之后，又呈现出第四个热点区域—福建沿海经济带。有专家预言，到2017年， 最远至2020年，福建经济总量可以达到台湾的水平。 随着经济发展和生活水平的提高，为连锁品牌的入驻和拓展提供了市场空间，此次 中国特许展的进入，将为当地的投资人带去近百个餐饮、零售、服务业的品牌，拓 宽他们的投资渠道，也将为有意进入福建沿海的特许品牌提供商机。此次中国特许 展·福州站于11月6-8日在福州海峡国际会展中心隆重成功举办。 投资金额和行业覆盖广泛 此次参展的品牌，涉及的行业众多，投资金额非常广泛。既有上百万元的大项目， 也有十万元左右的小项目。无论是事业有成的的企业家、公司白领，还是小有积蓄 的工薪阶层、大学毕业生，都有可能找到适合自己工作经历和投资能力的项目。 特许展和连锁店展交相辉映 这首届中国特许展福州站与第16届中国连锁店展览会同期同地举行。中国连锁店展 览会是中国零售行业规模最大的综合性贸易展览会，它展出最新的商用POS、智能 终端、点餐台、商业ERP软件、销售数据统计软件、安防技设备、全程冷链、商业 设计、照明、周转设备等连锁企业必备的设施设备，其中，商店设计、智能支付、 安防技术、自助称重、全程冷链是其中的亮点。 观众在找投资项目的同时，也可以顺便参观将来可能需要的设施、设备及技术，为 未来开店做更充分地准备。

Jan-Mar 2015 | 1-3月份

Asia contains nearly half of the world’s Internet users and is fast moving towards a world of connected cities where every aspect of business and leisure is enhanced by ICT. It is therefore fitting that CommunicAsia2015 and EnterpriseIT2015, held 2 – 5 June 2015 at Marina Bay Sands, Singapore, will showcase the latest innovative technologies from the entire info-communications ecosystem. www.communicasia.com www.goto-enterpriseit.com CommunicAsia2015 and EnterpriseIT2015, Asia’s preferred industry event, incorporating SatComm2015 highlights three themes separated into clusters NXT Cities, NXT Enterprises and for the very first time, NXT Connected Lifestyle.

The rise of mobile devices has resulted in the convergence of personal, professional and social lives, with consumers demanding more of their own personalized connected networks. With technology playing an important part in our lifestyles, the need for more devices be connected seamlessly is greater than ever. The new NXT Connected Lifestyle will explore this emerging market, where the frontrunners are still to be decided and the stakes to be claimed.

NXT Connected Lifestyle will cover Smart living, wearables, 3D printing, connected cars and unified communications & collaboration, and will also demonstrate the technologies that underpin the new market such as content security management, OTT and multi-screen.

In the future of connected lifestyles, consumers will live in integrated cities where healthcare, finance, public safety and education are intrinsically linked.

Buyers from the public and private sectors will congregate at NXT Cities to look for solutions specified to automate city operations, increase efficiency and improve the quality of life for residents.

CommunicAsia, EnterpriseIT and BroadcastAsia, Asia’s definitive exhibition and knowledge platform for the international broadcasting, film and digital multimedia industry, together will present the most established ICT, broadcasting, film and digital multimedia industry event in Asia that features insightful conference sessions and networking opportunities with well-respected industry thought leaders.

ABOUT SINGAPORE EXHIBITION SERVICES Singapore Exhibitions Services organizes a portfolio of international tradeshows serving the Communications, Engineering, Machinery and Lifestyle industries. Its events consistently attract a high level of overseas participation with foreign exhibitors accounting for almost 80% of the show floor. Singapore Exhibitions Services is a member of Allworld Exhibitions Alliance, a global network with over 50 offices worldwide. For more information, please visit www.sesallworld.com. june.seah@sesallworld.com +65 6233 6621 patricia.yee@sesallworld.com +65 6233 6637

ASIAWIDE FRANCHISE CONSULTANTS PTE LTD (AFC) is one of the most experienced franchise consulting companies in Asia. We have franchise and associated offices in over 42 cities in 32 nations. Over the last 23 years, we have helped more than 650 companies in Asia to develop their franchises to expand locally and worldwide.

With our worldwide network, in-depth knowledge, insight (our consultants have managed franchise companies before joining us) and qualifications – e.g. CFE, CMC and PMC (Senior PMC), we are able to help clients from various industries to develop very strategic and effective franchise packages, conduct incisive franchise audits, help franchisors find suitable franchisees in various parts of the world, and to develop a market entry

strategic plan into foreign territories.

Our parent company Asiawide Trends Pte Ltd is the publisher of the world’s only English-Chinese Asia Franchise & Business Opportunities magazine that is very popular in Asia since 1994.

We are the most active consulting company in Asia as we participate in over 30 franchise-related shows in Asia every year. We know franchising.

一 组织 爱思威特许经营顾问私人有限公司， 是公认的最成功的特许(连锁/加盟) 经营咨询服务公司之一，其办事处 (包括加盟商及策略伙伴)遍及世界超 过32个国家和地区。 二 服务范围 爱思威特许经营顾问私人有限公司 的服务范围广泛，包括： 1. 协助商家发展特许经营/连锁店/经 济组合体系的全方位解决方案； 2. 扮演经纪人角色，协助企业及个 人加入特许经营体系； 3. 出版特许经营刊物，定期出版中 英文「亚洲特许经营加盟连锁 • 投资良机」杂志(自1994年)； 4. 推广特许经营概念及相关经营理 念，主办有关研讨会、展览会、 组织赴英美欧日韩，等国家特许 经营考察团等； 5. 其他辅助服务。 三 我们的成绩 (23年) 爱思威特许经营顾问私人有限公司 在本区域已为超过650个不同行业的 企业提供综合广泛而又高度专业化的 咨询服务。 本公司团队力量精良，现有高级顾问 多名，均具有美国特许经营协会授予 的注册特许经营管理专家(CFE)头衔。

For more information, please contact 预知详情，请联络： 江进兴董事经理 albert@asiawidefranchise.com.sg 蓝俊礼总经理兼高级顾问 clarence@asiawidefranchise.com.sg 140 Paya Lebar Road #09-20 AZ@PayaLebar Singapore 409015 Tel: (65) 6743 2282 Fax: (65) 6743 1139 www.asiawidefranchise.com.sg Our subsidiary Asiawide Business Consultants Pte Ltd provides the following services: Capability Projects / Services • Productivity (SMART / Development of Service Blueprint) • Innovation (IP Business Diagnostics) • Business Excellence Others • CaseTrust • Edutrust • Customer Centric Initiative

Our Strategic Partners.

We are connected internationally...

More strategic partners with high integrity in other countries will be recruited so as to serve our customers even better.

Australia (1)George Georgiou

Germany Rolf G Kirst

Kuwait Yasser Kouatly

Russia Natalia Kharatian

Australia (2)Vicki Prout

Greece (1)Sotiris Yanakakis

Lithuania Severin Zhilinskis

South Africa Nic Louw

Brazil Paulo Cesar Mauro

Greece (2)Kostas Sarris-Tzamtzis

Malaysia (1)Doris Wong

Taiwan (1)Lin Ku Yeh

Britain Iain Martin

HK/Guangzhou/ Macau Norman Cheung

Malaysia (2)Sharmaine Mok

Taiwan (2)Water Wu

Cambodia David Van

India Srinivas Kona

Mexico Ferenz Feher

Thailand (1)Kavin Kittiboonya

Canada & Africa J Perry Maisonneuve

Indonesia Feca Hanafi

Middle East Sary Hamway

Thailand (2)Vichaporn Trangkhasombat

Canada Steve Chui

Italy Federico Fiorentini

Mongolia Luvsantseren Davaadelger

USA (1)William LeSante

China (Beijing) Niu Zhi Min

Japan (1)Joseph H. Shima

New Zealand David McCulloch

USA Mark Shieh

China (Chengdu) Chris Ma Xiao

Japan (2)Shigeru Shimba

Philippines Henry Ong

USA (2)Charlie Weeks

Finland Veli-Pekka Pihlainen

Korea (1)Lee, Kyung-Hee

Portugal Jose Antonio Cavaco

Vietnam (1)Adrian Leong

Korea (2)Seung Kyo Cheung

Romania Constantin Anton

Vietnam (2)Ngo Le Thu

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Calendar of Events 世界特许经营活动表 2015 January 一月 12 – 14

Hong Kong International Licensing Show Hong Kong

March 三月 4–6

Tokyo Franchise Show 2015 Tokyo, Japan

12 – 14

Franchise Seoul 2015 by COEX Seoul, Korea

12 – 15

16th Taipei Int’l Chain & Franchise Spring Exhibition Taipei, Taiwan

19 – 21

KFA Korea Franchise Business Expo 2015 Seoul, Korea

22 – 25

Franchise Expo Paris 2015 Paris France

21 – 23

22 – 23

16 – 18

12 – 14

China Franchise Expo – Chengdu Chengdu, China

To Be Announced

Retail Evolution Singapore

July 七月 3–5

Macau Franchise Expo 2015 Macau

16 – 19

Thailand Franchise & Business Opportunities (TFBO 2015) Show – BITEC Bangkok, Thailand

September 九月

Coffee Expo Seoul 2015 Seoul, Korea

3–5

KFA Korea Franchise Business Expo Seoul, Korea

Food & Hotel Vietnam 2015 HCMC, Vietnam

12 – 14

Franchise & Licensing Expo, Indonesia FLEI 2015 Jakarta, Indonesia

Retail World Asia 2015 Suntec, Singapore

17 – 19

RetailEX ASEAN 2015 & FranchisEX ASEAN 2015 Bangkok, Thailand

October 十月

SIAL, China 2015 Shanghai, China

29 – 31

China Franchise Expo – Beijing, China National Convention Centre Beijing, China

November 十一月

20 – 24

THAIFEX World of Food Asia 2015 Bangkok, Thailand

29 – 31

Int’l Franchise, License & Biz Concept Expo & Conference – IFRA 2015 @ JCC Jakarta, Indonesia

June 六月 12 – 14

Franchise Asia Philippines (FAPHL 2015) Manila, Philippines

China Franchise Expo at SNIEC, Pudong, Shanghai Shanghai, China

May 五月 6–8

12 – 14

3–5

April 四月 9 – 12

June 六月

Franchise International Malaysia (FIM 2015) Kuala Lumpur, Malaysia

5–7

FLAsia 2015 Show at MBS Hall B & C MBS, Singapore

Vietnam Int’l Retail & Franchise (VIRF) 2015 Show – at SECC HCMC, Vietnam

December 十二月 3–5

World SME 2015 Show Hong Kong