Mike Loustalot. Multi-Channel Distribution, Revenue Management and Customer-Centric Pricing in the 21st Century Golf Business Model.

Slides:



Advertisements
Similar presentations
The Price is Right. Or is it? Del Ratcliffe, President, Ratcliffe Golf Services Aaron Gleason, Principal/Corporate VP, Walters Golf Management Jeffrey.
Advertisements

Operations Management
Bringing the Voice of the Consumer Into Your Supply Chain Jake Barr Director, Consumer Driven Supply Network Global Mfg, Planning & Logistics The Procter.
Chapter Sixteen Channels of Distribution. © 2008 Pearson Education, Upper Saddle River, NJ All Rights Reserved. 2 Marketing Essentials in Hospitality.
Chapter 9 (Sections 9.1 and 9.3)
Electronic Channel Distribution Hotel Inventory Pearl Brewer, Ph.D. University of Nevada, Las Vegas.
Multi-Channel Revenue Management Shankar Mishra & Vish Viswanathan AGIFORS RYM Study Group Berlin, April 2002.
THINK BIG, START SMALL, ACT NOW! Workshop Profit for progress Ciara McCabe, Daniel Skilbeck & Marc Ladi – Best Western.
Marketing on the Internet. Internet n Connection of tens of thousands of interconnected computer networks that include 1.7 host computers n Internet 2:
Copyright © 2006 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Chapter 10 Relationship Marketing, Customer Relationship Management.
Amazon.com – Successful At Destroying The Traditional Value Chain.
“Topo centras” E- Marketing plan Presented by Gediminas Sumyla.
Global Reservations Technologies
Key Topics Define Operations Management Give examples (Inputs – Processes – Outputs) Service operations vs. goods production Current Challenges in Operations.
E-Marketing Plan By: Beth Malmborg. Outline Industry Overview Company Overview/History SWOT Analysis Market Opportunity Analysis –Demand –Segment –Supply.
1 Chapter 8 Channels in ecommerce. Learning objectives  Different channels that are available for ecommerce  How to manage multiple sales in ecommerce.
Pricing and revenue optimization. Course outline Basic price optimization, examples Looks at pricing the product depending on the cost and demand structure.
The Road to Recovery Operating a Profitable Golf Business.
Tour Operation & System Development (BKKSJ). Contents New ROH System 1 ROH on Web 2 ROH Open Sales with Non-TG Flight 3 ROH Distribution Through Internet.
The Hilton Worldwide Performance Advantage
Distribution & Sales Systems 14 th January Distribution & Online Marketing Tools.
Strategic Marketing For The Web Professional Web Services Internet Growth Amount of Information Technology Improvements Customer Relationship Management.
Name: Svein Erik Søgård Country Manager Travelmarket AS Norway for 10 years In the travel industry 20 years BA Business Travel & Tourism, University of.
10/20/031 Taking the Market Robert M. Smith Focalpoint Marketing Inc.
Survey of Entrepreneurship Class 12 Strategic Planning King Saud University -- Kent State University Partners in Entrepreneurship.
MKTG 476 INTRODUCTION Lars Perner, Instructor 1 Welcome to MKTG 476: Marketing, Computers, and the Internet! Review of syllabus and course structure Introduction.
Chapter 2 Financial Ratio Analysis. 2-2 Example 2.1 Problem  Rylan Enterprises has 5 million shares outstanding.  The market price per share is $22.
Managed Services at work. PRICE - LOWER TCO – EASY CONTROL OVER INVESTMENTS AND OPERATING COSTS Operating costs Provozní náklady Cost comparison with.
BLoyal Omnichannel Loyalty for Retailers Attract, Engage, Reward, Everywhere.
The Concept of Marketing Strategies
Business Planning for Entrepreneurs. The Market Planning Process Market planning is the process of – Identifying your customers – Defining their needs,
Overview: Electronic Commerce Electronic Commerce, Seventh Annual Edition.
MANAGING DEMAND AND CAPACITY. Capacity is usually constant whereas demand usually fluctuates. Fluctuations could be due to various reasons, predictable.
Kittiphan Techakittiroj (19/11/58 01:40 น. 19/11/58 01:40 น. 19/11/58 01:40 น.) E-Commerce Kittiphan Techakittiroj
©2000 Talus Solutions, Inc. All Rights Reserved. March 23, 2000 E-Commerce Revenue Management Challenges Robert L. Phillips.
HOLE 19 GOLF RETAIL & SIMULATION COURTNEY SANDIFORD CHRIS HOFFOS.
Using Web Behavior to Improve Catalog Response Rates 1.
UNIT 6 The Property Management System Review of Technology Strategies for the Hospitality Industry Chapter 7 -8.
Dell’s Strategy for Growth* 1.Current Market Portfolio * Business Model 2. Advantages of Dell Model 1.Cost efficiency of direct model 2.Customization &
Distribution Channels NEN Advanced Courses Getting to Market: Commercializing your Idea.
Strategy e-Business.
A firm is operating at 90% capacity. When the market price for their product rises and they want to increase QS, ………. 1.They will be able to respond because.
L. Marketing Strategies Marketing objectives, analysing markets and marketing, selecting marketing strategies and developing and implementing marketing.
Service Provider Participants. service principal (originator) – creates the service concept (like a manufacturer) service deliverer (intermediary) – entity.
Created by BM|DESIGN|ER Pub 2011 default. Created by BM|DESIGN|ER PARTNERS Print / INIL SWS 3rd Party Content Providers Contra Partners VALUE PROPOSITION.
Corporate Accountability: Researching the Corporation Hotel Viengtai, Bangkok 4-6 November 2009.
1© 2009 by Nelson Education Ltd.. 2 The Accommodation Sector Chapter 9.
Created by BM|DESIGN|ER Holistic Amadeus BM default travel agencies travel providers customers.
Accounting Guru Cloud ERP (Enterprise Resource Planning) ERP Software https:
Meetings, Expositions, Events and Conventions MEEC.
Insurance Solutions Endorsed by Your Association Agenda Challenges Goals Campaign Elements Results What We Learned.
Created by BM|DESIGN|ER Sarabjeet Kaur default. Created by BM|DESIGN|ER PARTNERS Marketing And Advertisement Internet Provider Goods Supplier Lead Providers.
Presented by Ika Novita Dewi, MCS.  Marketing is the management process responsible for identifying, anticipating and satisfying customer requirements.
Summary of Learning Objectives
Golf Course Transition Update
Reaching the Golf Traveler for Destinations & Resorts Since 1997
MARKETING REQUIRES MONEY
Leveraging Rich Media Content Such as 360 Images and Video to Drive More Bookings for Your Hotel: January , 2004.
Website Development Plan for Carlsbad Village Auto Body
Chapter 2: Strategy and Sales Program Planning
بازاريابي اجتماعي در حوزه سلامت
ERM Systems.
Chapter 8 Channels in ecommerce.
Unit 3: Supply, Demand, and Consumer Choice
The Evolution of Integrated Billing and Payment Solutions
COMPANY NAME/ PRODUCT NAME
Hotel Global Distribution Systems and Channels
Sharing Design Solutions to Overcome Online Learning Obstacles
UNDERSTANDING THE ENTITY AND ITS ENVIRONMENT AND ASSESSING THE RISKS OF MATERIAL MISSTATEMENT Topic 5.
Aviation Marketing Airline Marketing and Management Sixth Edition STEPHEN SHAW.
Presentation transcript:

Mike Loustalot

Multi-Channel Distribution, Revenue Management and Customer-Centric Pricing in the 21st Century Golf Business Model

the right price the right time the right channel the right customer

Supply Demand The Future

GolferCourse

GolferCourse 3rd Party Marketer

Launched in 2001 Acquired by Golf Channel in markets 2,500 courses 750m active bookers 82mm HH 15mm viewers leading brand in golf

demand

the golfer

Value, value, value Seeks positive experience Choices, choices, choices Convenience Less, less, less Travels 2-3x per year for golf Time constraints Seeks online solutions

supply

the operator

Single facility operator Employees Turf management Capital and equipment Accounting POS... Employees Turf management Capital and equipment Accounting POS... Electronic tee sheets Website and Pricing wizard Revenue growth Marketing services... Electronic tee sheets Website and Pricing wizard Revenue growth Marketing services...

Overbuilt capacity Equity challenged Pricing uncertainty Weak demand

GolferCourse 3rd Party

Airlines $130B

Airlines 65% Booked online

11% Tee Times

Airlines 65% 11% Booked online

our challenge?

11% 65% Move the adoption rate

Mike’s crystal ball

it’s happened everywhere else

it’s inevitable

what to do?

Internet Distribution Plan Got website? Tee times online 3rd party distribution source Build database of golfers and market to them 1

Revenue Management Strategy Know your market Know your cost structure Use pricing tools to manage inventory Market, market, market 2