Develop Your Capital
Growth Plan Workshop
Facilitator: Michael Kulp, President & CEO, KBP Foods
Panelists: Nick Cole, Executive Vice President, Wells
Fargo Corporate Banking
Jeffery Kolton, Principal, Franchise Market Ventures
Anil Yadav, President, JIB Management, Inc.
Michael Kulp – President & CEO, KBP
Foods
For more than a decade, Michael Kulp’s passion for creating a great place to
work, a great place to eat, and a great place to own have provided unique
opportunities for those at KBP Foods. Under his direction, KBP has grown
from $7 million to $260 million in annual revenue over a 12-year period and is
ranked among the 10 fastest-growing restaurant companies in the country. In
addition to being President/CEO at KBP, Michael serves on the National KFC
advisory board, is the chair of the national operations subcommittee, and sits
on the national marketing committee. He also serves on a franchise advisory
board to Yum! Brands, in partnership with PricewaterhouseCoopers, and is a
member of the board of directors at Fresh Alternatives, a holding company
that owns and operates fast casual restaurants in Florida. Michael holds
bachelor’s degrees in Business Administration and Marketing from University
of Colorado and Colorado Mesa University, and also played collegiate-level
athletics. Michael and his wife Stephanie are proud parents of three children
and have dedicated their time and talent to many philanthropic efforts in their
home town of Kansas City, such as First Downs for Down Syndrome
organization and the Truman Medical Health and Wellness Center.
 Franchisee: KFC, Pizza Hut, Taco Bell, Long John Silver's
 -
Nick Cole – Executive Vice President,
Wells Fargo Corporate Banking
Nick Cole is an executive vice president responsible for the Wells Fargo
Restaurant Finance and Gaming groups. Restaurant Finance is based in
Carlsbad, California and provides capital and other banking services to
owners of multi-unit, branded retail businesses in the restaurant and
convenience store sectors. Prior to joining Wells Fargo in 2006, Nick was a
managing director and senior client manager with Bank of America Securities,
where he spent 11 years in corporate and investment banking. Nick was a
founding member of the Restaurant Finance Group at the Bank of Boston, a
predecessor company to Bank of America. He was also a merger arbitrage
trader in the Equity Asset Management Group of Dresdner Securities in New
York City. Nick holds a B.A. degree in history from Haverford College in
Pennsylvania, and an M.A. degree in economics from Columbia University in
New York City. Nick is an active supporter of several youth soccer clubs in
San Diego, and serves on the Board of Directors at the San Diego Ronald
McDonald House. Nick lives in Del Mar, Calif., with his wife and two children.
Jeffrey Kolton – Principal, Franchise
Market Ventures
Jeffrey Kolton is highly regarded as one of the leaders and innovators in the
franchising community. With over 25 years experience at the highest levels
within the legal, research, marketing and finance sectors, Jeffrey brings a
unique perspective and an invaluable rolodex to every deal he works on. He
has been a partner in one of the leading franchise law firms in the country
(Kaufmann Gildin); founded and built the leading franchise research firm in the
country (FRANdata Corporation); was elected to the highest position among
industry suppliers by his peers (the Supplier Forum); and was a member of
the Board of Directors of the industry’s leading trade association (the
International Franchise Association). Jeffrey has also served on the Board of
Directors of both publicly-traded franchisor Emerging Visions Inc. (which he
helped take private), as well as venture-backed SinglePlatform, which was
purchased by publicly-traded ConstantContact in July 2012 (in a deal valued
at $100 million). He is a retained advisor to high net-worth individuals and
private equity funds on investment opportunities in the franchise sector.
Jeffrey is an honors graduate of Cornell University and the London School of
Economics, and received his law degree from Georgetown.
 Franchisee: FMV
Anil Yadav – President, JIB Management
Inc.
Anil Yadav is an independent franchisee of Jack in the Box, Denny’s and
Sizzler’s restaurants. Anil has been franchisee with Jack in the Box since
1989 and currently owns and operates 262 restaurants in California and
Texas. Jack in the Box accounts for 221 units. Anil is the largest Jack in the
Box franchisee in the United States and largest Denny’s franchisee in
California. In 2012, he further diversified his restaurants holdings through the
acquisition of six Sizzler restaurants. He began his career with Jack in the
Box corporate as a Restaurant Manager. His outstanding performance was
recognized year over year as a top Manager in the Jack in the Box system.
Anil purchased his first restaurant in 1989 and has been involved with the dayto-day operations ever since. He has achieved top sales and performance
awards year over year and also earned the distinction of “Operator of the
Year” as well as “Marketer of the Year” awards. In 2007, Anil was awarded the
“Franchisee of the Year Award” by Jack in the Box. He was elected to the
position of President for the JIB Franchise Association in February 2009, and
currently serves as Chairman
 Franchisee: Jack in the Box, Denny's, Sizzlers, Area Developer: Marco's
Pizza
Session Objectives
 Prepare your organization to secure financing for growth
 Introduce components of a strong growth plan
— Growth strategy
— Structural preparation
— Cultural implementation
Growth Plan Elements
Growth Strategy
Structural Preparation
Growth Plan
Cultural
Implementation
S.W.O.T Analysis
Growth Strategy Development
 Be Intentional
— What’s Your Why?
 Organizational alignment to grow
 Have a clear strategy
 Play to strengths
Structural Preparation for Growth
 Proper Preparation Prevents Poor Performance – The Five Ps
 Internal diligence
— Legal
— Financial
— Tax
 Infrastructure planning and evolution
Cultural Implementation of Growth
Plan
 Pre-close planning
 Post-close planning
 Delivering the plan
— Lenders
— Equity Providers
— Franchisors
Build Your Growth Plan
 Top 3 Priorities for Growth
— Category
— Today’s Date
— Target Completion Date
— Date Achieved
— The Goal (Specific, Measurable, Attainable, Relevant, Time Bound)
— Benefits to Achieving this Goal
— Resources Needed (Skills, Knowledge, Tools, Money, Support, etc.)
— Possible Obstacles
— Possible Solutions
— Action Steps (Break It Down Into Small Bites)
— Deadline
— Complete
Impact of Proper Planning
Open Panel Discussion
 How much impact does this level of planning make in securing financing?
 Tangible differences
 How has this worked?
It’s A Great Time To Grow!