Fall 2011 Sessions
Below, please find the detailed information for each of the educational sessions. Click on the hour in which you would like to find more information.
Do you have a specific question that you would like addressed during a session? Submit it here.
Hour 1: September 26th - 2:30pm
Track: Marketing
#102 - Proven Sales and Marketing Strategies that Work
#102 - Proven Sales and Marketing Strategies that Work
- Programs that create and maintain golfer loyalty
- Proven solutions that fill tee sheets
- Revenue generation programs for Private Clubs
- Revenue management techniques that help maintain rate integrity
Moderator: Tim Greenwell, Senior VP, Sales & Marketing - Troon Golf
Mike Loustalot, Vice President, Sales - Golf Channel
Guy Sugden, Director, Revenue Management - Troon Golf
Track: Private Clubs
#105 - Doing Private Club Deals in the New Normal
- New alternatives for selling, buying or repositioning distressed clubs
- Practical solution: Case study Amelia Island, Desert Mountain and the Bridges
- New Membership Options
- Create win-win transactions
Moderator: Randy Addison, Shareholder - Addison Law
Whitney Reid, President - Reid Consulting Services, Inc.
Tom Bennison, Executive Vice President Business Development/Partner - Private Club Management
Dallas Addison, Shareholder - Addison Law Firm
Hour 2: September 26th - 3:45pm
Track: Marketing
#202 - Working Your Plan - Managing a Sales Team by Leveraging Best Practices from Other Areas of Your Business
#202 - Working Your Plan - Managing a Sales Team by Leveraging Best Practices from Other Areas of Your Business
- Leveraging best practices from agronomic, accounting, merchandising, food & beverage and labor management
- Crafting & communicating plan to primary and secondary sales teams
- Measuring results & rewarding success
Moderator: Jeffrey Robinson, Director of Sales & Marketing - Forewinds Hospitality
Kim Wade, Owner - Wade & Co., LLC
Track: Private Clubs
#205 - Techniques for Selling and Keeping Members
Track: Private Clubs
#205 - Techniques for Selling and Keeping Members
- New pricing structures for clubs
- Developing loyal members
- Sell more but spend less
- Boomers vs Generation X
Moderator: Heidi Voss, President - Bauer Voss Consulting
Jeff Tyrrell, Membership Marketing and Sales Director - The Territory Golf and Country Club
Hour 3: September 27th - 9:00am
#300 - Opening Keynote
Emerging Trends That Are Changing the Business of Golf
- Business experts identify the game-changing trends that will affect golf in the next business cycle
- Panelists discuss the non-golf changes that will ripple through golf and club businesses
- Take away actionable recommendations to update the plan for your business
Moderator: Henry DeLozier, Principal/Partner - Global Golf Advisors
David Schreiner, Principal - Mature Market Strategies
Jon Last, President - Sports and Leisure Research Group
Van Tengberg, Partner - Foley and Lardner, LLP
David Schreiner, Principal - Mature Market Strategies
Jon Last, President - Sports and Leisure Research Group
Van Tengberg, Partner - Foley and Lardner, LLP
Hour 4: September 27th - 10:45am
Track: Marketing
#402 – Create Fabulous Special Events to Promote Your Daily Fee Club and Make $!
#402 – Create Fabulous Special Events to Promote Your Daily Fee Club and Make $!
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How to recruit the right tournaments
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How to create truly unique events
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Maximize your total facility
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Promote and make money!
Moderator: C.A. Roberts III, President - OB Sports
Daryl Crawford, Director of Golf - ASU Karsten Course
Steve Kerr, Owner- Colorado National Golf Club & Regional Manager - Tartan Golf / OB Sports
Track: Management
#403 - Water Management and Golf Irrigation
- Effective water management doesn't mean lower quality turf
- Improvements in irrigation technology over the past decade
- How to reduce water use and overall maintenance expenses
- Benefits of course renovation
- Making informed decisions about water management
Moderator: Alfredo Romero, International Marketing Manager-Golf Irrigation - The Toro Company
Ron Boyd, President - Williamsburg Environmental Group, Inc.
Gaylon Coates, President - Coates Irrigation Consultants
Mike Baron, National Water Management & Specification Sales Manager - The Toro Company
Track: Development
#404 - New Realities & New Concepts in Real Estate and Golf Course Development and Marketing
Track: Development
#404 - New Realities & New Concepts in Real Estate and Golf Course Development and Marketing
- How to create a consistent image and produce a successful sales program by effectively marketing real estate and club memberships together
- How to create/stimulate a successful cooperating outside broker program
- How to make a golf community much more than a golf community by creating unique experiences through creative golf course/residential/recreational-social amenity planning and design
- Designing homes and homesites for different buyer types with realistic price points
- The ONE financial commitment developers HAVE to make to be successful
- Be prepared with your questions for the panel!
Moderator: Jerry Walter, Principal - Performance Marketing Group
David George, President - David George & Associates, Inc.
David Johnson, Principal - Headwaters-Integrated Marketing Source
Hour 5: September 27th - 12:00pm
Track: Marketing
#502 - Driving Rounds, Revenue and Recognition through PR
#502 - Driving Rounds, Revenue and Recognition through PR
- Evaluating the brave new social and mobile media world and trends
- Social media applications and strategies in practice at the course, resort and operator levels
- Tactics to move from social media 101 to monetizing and ROI
Moderator: Steven Tingle, Consultant
Bob Baldassari, PGA, Senior Director, Player Development - PGA of America
Bob Baldassari, PGA, Senior Director, Player Development - PGA of America
Lynne LaFond DeLuca, Sr. Vice President, Business Development & Education, Beverly Clark Hospitality Training
Track: Management
#503 - Fun Starts Now!
#503 - Fun Starts Now!
- 63% of core golfers do not have an established handicap, never post a score and never compete in club events.
- They just want to have fun. Everything that we do in the Golf business is geared toward marketing the other 37%.
- We are in the entertainment business
- Every property should have both an internal and external "Constitution of Fun"
- Golf needs to create a more entertainment and less intimidating environment to attract more players
Moderator: George Kelley, CEO - Greenway Golf
Nancy Dunn-Kato, President - SWINGplay, Inc.
Kelly McCammon, Partner - SNAG Golf
Track: Development
#504 - Global Golf Development
Track: Development
#504 - Global Golf Development
- Where is golf growing across the globe?
- How can companies in North America expand international reach?
- What makes China such a powerful destination?
- What global markets will emerge next?
Moderator: Henry DeLozier, Principal/Partner - Global Golf Advisors
Kurt Huseman, Executive Vice President of Project Development - Landscapes Unlimited
Kun Li, PhD, Chief Representative - Forward Management Group
Paul Stringer, Senior Vice President - Nicklaus Design
Hour 6: September 27th - 2:30pm
- Considering real financial alternatives
- Considering legal alternatives
- Strategies for dealing with the financial challenges facing the club
- The importance of preparing club members for change and how to involve them in the solution
- Documenting the solutions
Moderator: John Theirl, Partner - Gordon & Rees LLP
Darius Hatami, Managing Director - HVS Golf Services
Steven Ekovich, Vice President Investments/Director - National Golf & Resort Properties Group
Track: Marketing
#602 - Using Your Website to Protect Your Brand and Increase Your Business
Track: Marketing
#602 - Using Your Website to Protect Your Brand and Increase Your Business
- Importance of your online brand
- Using your website to drive traffic
- What conversion elements work
Moderator: Zachary Miller, Director of Golf Business Development – IMAVEX
Becky Wilkins, Golf Retail Consultant - Retail Management Associates
McRedmond Morelli, President/Founder - Boxgroove
Becky Wilkins, Golf Retail Consultant - Retail Management Associates
McRedmond Morelli, President/Founder - Boxgroove
Ricky Potts, Content Specialist & Social Media Consultant – IMAVEX
Track: Management
#603 - Agronomics vs. Economics
Track: Management
#603 - Agronomics vs. Economics
- Identifying and understanding of the agronomic and economic struggle that is present at every club
- Organizing data through agronomic testing to show how cultural practices can protect the club's biggest asset. . . Its golf course
- Implementing a program based on data that will position the club properly
Moderator: John Cunningham, CGCS, Dir. of Golf & Landscape Operations - Four Seasons Resort & Club
Gary Collins, CCM, CAM, General Manager – Frenchman’s Reserve Country Club
Jan Bel Jan, ASGCA, RLA, ISA - Jan Bel Jan Golf Course Design
Carlos Arraya, Golf Course Superintendent/Club Manager - Hawk's Nest Golf Club
Jan Bel Jan, ASGCA, RLA, ISA - Jan Bel Jan Golf Course Design
Carlos Arraya, Golf Course Superintendent/Club Manager - Hawk's Nest Golf Club
Hour 7: September 27th - 3:45pm
Track: Owners
#701 - Golf Course Finance: Where is the Money Now?
#701 - Golf Course Finance: Where is the Money Now?
- Deals are getting done - Who is doing them? What are the terms?
- Who are the equity players? Who is providing debt?
- Where to look for equipment financing
- Bring your deal – let our panel review it and give you free advice!
Moderator: Don Rhodes, Director of Investments - CNL Income Company, LLC
M.J. Mastalir, President - Real Estate Capital Corporation
Jeff Woolson, Managing Director, Golf & Resort Properties - CB Richard Ellis, Inc.
Chris Charnas, Principal - Links Capital Advisors, Inc.
Track: Marketing
#702 - Sales Tactics to Overcome a Difficult Economic Environment
#702 - Sales Tactics to Overcome a Difficult Economic Environment
- Sales management-hiring, training, inspiring
- Getting organized
- Incentives, rewards, referral and retention programs
- Strategic alliances and networking
- Calls, calls, calls
- Outsourcing your sales and market effort
Moderator: Shannon Herschbach, President - Pipeline Golf Marketing
Don Emery, CCM, CCE - Consultant
Zack Bates, CEO/Creative Director - Private Club Marketing
Richard Carter, Vice President, Business Development - Troon Golf
Bill O'Brien, General Manager - Maderas Golf Club
Don Emery, CCM, CCE - Consultant
Zack Bates, CEO/Creative Director - Private Club Marketing
Richard Carter, Vice President, Business Development - Troon Golf
Bill O'Brien, General Manager - Maderas Golf Club
Track: Management
#703 - Operating in Today's Environment
#703 - Operating in Today's Environment
- Growing participation of the game
- Growing usage at your facility
- Revenue management and top line sales
- Best practices
Moderator: John Easterbrook, Executive Vice President - Troon Golf
Jim Stegall, Executive Vice President, Managed Properties - Kemper Sports
Hour 8: September 28th - 9:00am
Track: Owners
#801 - Ideas for Expense Management that Won't Impact Guest Experience
#801 - Ideas for Expense Management that Won't Impact Guest Experience
- Best practices for maximizing all aspects of the purchasing process
- Maintenance efficiencies that won't undermine product quality
- The changing trend in employee perks and benefits
- "Out of the Box" best practices for savings at any club
Moderator: Mark Tansey, President - Innerspin Golf, Inc.
Bill Nauroth, Owner/Co-President
- Golf Maintenance Solutions
Dawn Prebula, Senior
Vice President - VGM Club, Resorts &
Gaming
Track: Management
#803 - Creating Magical and Memorable Experiences
#803 - Creating Magical and Memorable Experiences
- The culture of service excellence
- The core of every high-performance organization
- Par is good, Eagle is better
- Barriers to achieving service excellence
Moderator: Bill Hughes, General Manager/Director of
TPC Regional Operations - PGA Tour
Bill Grove, General
Manager - TPC Scottsdale
Track: Private Clubs
#805 - The Future of Private Golf & Country Clubs
#805 - The Future of Private Golf & Country Clubs
- Is your club relevant in today's market?
- Will your private club survive?
- Back to the basics - Ensure the success of your private club
Moderator: Bill Dowling, Principal - Traditions Club Partners
Terry Bascher, Owner
- Club Innovations
Bob Johnson, CEO
- Traditions Club Partners
Gary Proud, COO/General
Manager - Pleasant Valley Country Club
Hour 9: September 28th - 10:30am
Track: Owners
#901 - “Moving the Needle”- Increase Market Share- Improve your Property’s Valuation
#901 - “Moving the Needle”- Increase Market Share- Improve your Property’s Valuation
- Understanding market conditions- Your property’s valuation- Understanding how market changes will affect your valuation
- 360 degree review- Perception of your operation among employees and customers
- Understanding the competitive set, how are you different?
- Establishing goals and measurements to effectuate change
Moderator: W. Douglas White, VP - Billy Casper Golf
Chris Karamitsos, Co-Founder- National Golf & Resort Properties - Marcus & Millichap
Steve Harper, Managing Member, Partner & CEO - The Golf Fund
Track: Management
#903 – Making Golf a 3 - Letter Word
#903 – Making Golf a 3 - Letter Word
- Times have changed….have you?
- Having a winning attitude
- Managing the Stigma
- Creative strategies 'at work'
Moderator: Jason M. Jaffrey, Regional Dir. – Eagle Golf/ GM – Superstition Springs Golf Club
Dwight R. Hansen, President/CEO – Arrive Golf Group, LLC
Dennis H. Silvers, Syndicated Radio/TV Golf Talk Show Host
Dennis H. Silvers, Syndicated Radio/TV Golf Talk Show Host
Stan Van Meter, President - Scan 4 Beer, LLC
Track: Private Clubs
#905 – Private Club Operations from the Operator's Point of View
- What long term effects have the current economic challenges caused private club operations?
- What are clubs doing to keep their members happy and active?
- Clubs have paired down expenses, what are they doing to generate top line revenues?
Moderator: Barrett Eiselman, CCM – Senior Vice President, Kemper Sports
Terra S.H. Waldron, CCM, CCE, General Manager/VP – The Desert Highlands Association
Terry Carlson, PGA, Head Golf Professional – Estancia Club
Greg Gonsalves, CCM, General Manager/Chief Operating Officer – Round Hill Country Club
