State of the Industry Growth of golfers declining as 4.5 Million are leaving and 3.5 are coming into the game annually Golf Course Closures Golfers 100+ Annually Since million

Plans for WTLC in  Open in 3 of the 5 Tucson properties  Create 600 new golfers  Play 5,000 + rounds in Year 1  Gross revenue of $235,000 +  Net revenue of $40,000

Wildcat Trail Golf Learning Centers!  Open 3 Learning Centers in The Golf Club at Vistoso  Oro Valley San Ignacio Golf Club  Green Valley Forty Niner Country Club  Tucson Good demographics and distribution throughout the market

What is a Learning Center  Golf for America  “Yellow Brick Road”  Transition-to-Play process  Retention of new golfers  Students are “loyal”  Grow the game - protect the bottom line

What does a Learning Center look like?  Known as the place to learn  Pro shop services the guest  Guaranteed to learn  New golfers are members  Professional marketing  Transition to play in all programs  Standardized curriculum  Reporting - financial & customer  Continuing education for professionals  Pros compensated for returning guests  New golfer follow-up program  Merchandise sales

Focus on Transition to Play  2 out of 10 Play a Round  #1 Barrier is Comfort Level  Studies Show potential is 8 out of 10  Transition to Play ä How to make a tee time / Drive a cart ä Etiquette including Speed of Play ä Safe Havens ä Playing Time with Instructor  Add time to lessons  79% of people learn better in group

Focus on New Golfers In the Past Students Learned the game Left & Frequented other courses From now on Students Learn Become Members Want to Stay and play more Frequently

Adult New Golfer Program Utilizing Get Golf Ready  Students attend once a week for 5 weeks ä 7 ½ hours of instruction  5 Free rounds of off peak golf  Membership into New Golfer League  Practice with the pro sessions  Range balls free during the 5-weeks  Working on relationship with manufacturer for equiptment  Club Fitting  Price--$149!

Questions???

Benefits of a Learning Center  Instruction department revenue  Rounds from New Golfers  Legal & Professional  “Managed”  Other revenue  Marketing arm of facility  Site energy

Focus on Adult New Golfers  How they find out about us: 40%---course awareness 32%---word of mouth 26%---grass roots program Summary : 55% of new golfers played where they learned New golfers nationwide played 10.6 rounds; Students in structured programs play approx. 25 rounds Play would increase by 12% in year 2 Students will be ready or very ready to play They will want someone to play with after completion of class Students will feel the on course time was very important

Compensation Example (Wildcat Trail Golf Learning Centers)  $2000 base a month (core)  Part-timers, hourly rate  35%of personal lesson income (all)  $10 a round for new golfers ($50 cap)  Other commissions (all)

Examples of Compensation Director of Instruction / Instructor Revenue contribution$77, Base 24,000 Commission 29,000 New Golfer commission 5,000 (100 new golfers play 5 rounds) Other expenses 12, Total Annual Exp.$70,000 Net to facility$7,000

Financial Outlook  Create 220 new golfers at $149 ea. = $33,000 ä 200 new golfers x 25 rounds = 5,000 rounds to facility  Get 30 kids in your junior academy at an average cost of $69 per month for 8-months = $17,000  Junior camp revenue--$12,000  Private lessons revenue = $15,000  Incremental revenue facility will receive from new golfers: ä Cart Rental ä Range balls ä Food & beverage ä Merchandise sales ä Other guests green fees…

Standardized Retention Programs  You make money when the Guest returns & plays ä Get them comfortable with playing ä Play a few holes in lesson ä New Golfer Play-Days ä First 5 rounds Free (restricted) ä Follow-up calls ä New golfer monthly Tournaments ä Set up Tee Times ä Newsletter

How we Track New Golfers ä Beginner Series Students are “members” (Preferred Player card) ä Can provide reports on daily basis ä Can play all WTLC facilities? ä Keep a Master List of “New Golfers” ä Mandatory that the new golfer swipes his/her card!

“Junior Academy” Year Round Junior Program “Building Character one swing at a time” 8 levels with no age separation $69 Introductory rate $199 3-month rate $359 6-month rate $649 for 12 months Graduate Program $99 month? 8, ½ hour sessions Per month!!!

Director of Instruction (DOI)  Responsibilities include: ä Attraction (promotions) ä Instruction ä Retention ä Manage program This person has to be viewed as a sales person independent from golf shop staff

Marketing—Top Ten Strategies  Site Presentation  Golf Shop Staff  Community Involvement  Schools  Annual Events  Corporate Relations ä Work closely with Event Sales team

Marketing (continued)  campaigns  “Enter to Win”  Student Upgrades  Referrals

How to work with Communities  Local Parks & Recreation Is their a city facility in your community or are you it? How and when do they put their information out to the community YMCA’s Boy Scouts/Girl Scouts EWGA (women's organizations) Community Organizations—Chamber’s, Rotary Clubs, Grand openings, Charity events, etc. Schools & Schools Districts (incl. Colleges)

Site Opening/Marketing Materials $3,000 per site  (2) Banners—3’ x 6’ for outdoor use  Tent—10’ x 10’ with logo’d top  (4) A-Frames ä (2) General Information & (2) “Reserved for Instruction”  (1) Table sign—24” x 36”  (300) Brochures—multi color, tri-fold  Preferred Player Cards  (1) Value board—11” x 17”  (1) “Refer-a-Friend” board—8 ½” x 10”  (1) Floor Sign—5’ x 3’  (4) Demo Sets and/or 6-irons for new golfers

Next Steps  Evaluate your current programs  Hire a Director of Instruction ä Must have the ability to Sell & deliver ! ä 2-day training program  Must be driven from the top down and have buy-in from everyone!  Tracking and reporting is critical

Contact Information  Rich Richeson/Director of Player Development ä Director, Carolina Trail Golf Learning Centers Cell: