1. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Squeezing Gold from Grapes Franchising Your Successful Programs Kevin Nemeth Director, Continuing Education Douglas Lonowski Associate Director, Continuing Education Amy Mumma Coordinator, World Wine Program

2. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Q: Why Franchise? Extend your reach Meet customer demand Revenue

3. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Q: How do I Determine which Program(s) to Franchise? Specialty/Niche Expertise not readily available elsewhere Current demand Reputation Expected shelf-life of the program ROI – income potential

4. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Q: How do I Solicit and Determine my Partners? Look at existing relationships, colleagues, acquaintances Network and cold call Send out RFP

5. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Q: What Factors should I Consider when Choosing Partners? Established relationships Reputation/Status of partner institution Staff expertise Access to facilities/equipment Access to potential students/ability to market the program Type of partner (educational institution, private business, non-profit org.)

6. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Q: How Much of my Program Should I Franchise? What makes sense? DE v. On-site What maximizes your reach? How much control you need to keep

7. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Q: How do I Ensure Quality? Quality contract Train the trainer course Use of standardized curriculum, teaching materials, and assessment Observation Refresher training/periodic renewal of certification Assignments graded/reviewed by program director Student evaluations of instructors

8. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Q: In how many Locations should I Franchise my Program? Determine markets/travel distance for students Demand for the product/need for trained professionals Speed to implementation

9. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Q: Internal Considerations? Credit or non-credit Does the solution also meet the needs of matriculated students? Does it need to? Adjunct faculty approval Who’s name should appear on the certificate? One partner or both? In cooperation with…?

10. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Q: What should be Expected of Each Partner? Determine your contributions Determine partner contributions Lay it out in a contract

11. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Q: What “Value-added” can I Provide to my Partners? Help them build a whole educational program in the content area Provide curricula and learning materials for other related courses Allow them to resell related educational products Work together on additional professional development opportunities (custom courses, seminars, etc.)

12. Wine Trade Professional Certificate Central Washington University UCEA West Regional September 30, 2005 Q: Where are we now? Determine which program to franchise Determine your contributions Determine partner contributions Develop financial model Establish eligibility requirements – instructor, facility, equipment, etc. Create application process Develop Train the Trainer course Develop DE class/materials Plan marketing strategies Solicit partner interest Choose partners