Are you consistently managing wait lists?

If not, why not?

New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps

It Can Be Done!

It doesn’t happen overnight

or without tremendous focus and effort

Are we really doing what’s best for the kids? Do parents see a ROI in their children? Are our systems efficient and effective? Is program being executed precisely the way we intend? Do we address issues immediately?

You avoid the ‘way we’ve always done IT’ syndrome

And commit to creating a pervasive culture of

1. Consistently Deliver What’s Promised

outcomes for kids 1. Consistently Deliver What’s Promised

outcomes for kids communication / access 1. Consistently Deliver What’s Promised

outcomes for kids communication / access logistics 1. Consistently Deliver What’s Promised

outcomes for kids communication / access logistics customer care 1. Consistently Deliver What’s Promised

2. Intentionally Market Program Progression

GRADES JuniorsMiddiesSeniors

long-term relationship 2. Intentionally Market Program Progression

long-term relationship ‘real’ progression 2. Intentionally Market Program Progression

GRADES JuniorsMiddiesSeniors

long-term relationship ‘real’ progression camper anticipation 2. Intentionally Market Program Progression

long-term relationship ‘real’ progression camper anticipation parent transition 2. Intentionally Market Program Progression

long-term relationship ‘real’ progression camper anticipation parent transition relationship building 2. Intentionally Market Program Progression

3. Deliberately Track & Respond to Trends

new acquisitions 3. Deliberately Track & Respond to Trends

new acquisitions enrollments 3. Deliberately Track & Respond to Trends

new acquisitions enrollments retention details 3. Deliberately Track & Respond to Trends

new acquisitions enrollments retention details promotions 3. Deliberately Track & Respond to Trends

4. Fully Commit to Excellence

immediate fixes 4. Fully Commit to Excellence

immediate fixes facility 4. Fully Commit to Excellence

immediate fixes facility self-assessment / quality control 4. Fully Commit to Excellence

immediate fixes facility self-assessment / quality control camper surveys 4. Fully Commit to Excellence

immediate fixes facility self-assessment / quality control camper surveys parent input 4. Fully Commit to Excellence

1. Consistently Deliver What’s Promised 2. Intentionally Market Program Progression 3. Deliberately Track & Respond to Trends 4. Fully Commit to Excellence

What’s Your 1 st Step to Develop Best Business Practices?

WHAT BUSINESS ARE YOU REALLY IN? Session Guarantee Session 2 Session Guarantee Session 2

WHAT BUSINESS ARE YOU REALLY IN? Stay Motivated! FREE MONTHLY HINTS

New Acquisition & Retention Strategy

because you can’t assume that

‘good products’ will sell themselves

Hybrid Strategy Summer to Summer January to December

January Campers2015 ParentsNew Acquisitions2016 Parents2016 Campers Come on back and what’s new promo Improvements planned for 2016 noting those from survey input ‘Low-Hanging Fruit’ Promotion Request to 2016 parents, friends & family to cut and paste ‘crafted’ message Courtship of new inquiries-anonymous to intimate Mommy blog or affirming article Countdown to camp Jargon for new Kids Responsibility for returners

February Campers2015 ParentsNew Acquisitions2016 Parents2016 Campers I ♥ Camp card Return on investment promo Open houses Parlor meetings Camp Fairs w-o incentives Referral promotions Clean client profile and inquiry promo #2 Revitalized parent handbook with express option I ♥ Camp card

March Campers2015 ParentsNew Acquisitions2016 Parents2016 Campers Counselor introsRegistration promo after vacation ends Camp ToursCommunication protocols Counselor intros

April Campers2015 ParentsNew Acquisitions2016 Parents2016 Campers Contest w-o incentive (posting/store) Targeted content newsletter Clean client profile and inquiry promo #3 Mommy blog or preparation article What do you want to accomplish this summer? Contest w-o incentive (posting/store)

May Campers2015 ParentsNew Acquisitions2016 Parents2016 Campers ‘Camp won’t be the same without you’ promo ‘What’s the alternative’ final promo Invitation to tour to ‘see camp in action’ w/pre & post visit connections Counselor intros or assignments or overview of orientation/staff training Tradition prep

June Campers2015 ParentsNew Acquisitions2016 Parents2016 Campers Phone calls to all or at least new families before their arrival Specific counselor intro

June, July & August Campers2015 ParentsNew Acquisitions2016 Parents2016 Campers ‘Come back’ or extend protocol Monitor camper progress to share with parents

Summer Campers2016 ParentsNew Acquisitions2017 Parents2017 Campers On-Site Surveys Glimpse of next year’s program Communication and access Tours w/pre-visit, on-site, post-visit courtship style for donors, alumni, inquiries and likely buyers

After Camp Sessions Campers2016 ParentsNew Acquisitions2017 Parents2017 Campers ‘Great Having You Here’ card Transition or Re-Invest In Your Child conversation Evaluation w/incentive ‘Wish You Had Been With Us’ card for all 2015 inquiries who did not enroll Membership & staff testimonials for promotion

September Campers2016 ParentsNew Acquisitions2017 Parents2017 Campers ‘Make this school year terrific’ conversation via parent ‘Register Now to Guarantee the session of your choice’ promo w-o/incentive SOCIAL School outreach Registration promo Encourage ‘anonymous to intimate’ switch on web, promo materials NETWORKING Warm confirmation of registration PLATFORMS Welcome item

October Campers2016 ParentsNew Acquisitions2017 Parents2017 Campers Hoodie contestPersonal phone calls to meet deadline with follow up Card with provocative messages and resonating visuals to client profile matches & inquiries #1 Mommy blog or article affirmation Launch of referral program w-o/incentives Words to a special camp song / MP3

November Campers2016 ParentsNew Acquisitions2017 Parents2017 Campers ‘I am thankful for’ note written at camp Camp snapshot, Video, recipe, song to share with family/friends Favorite camp recipe for the holidays Membership/friends and family connections Introduce the camp family Camp snapshot to share with family/friends

December Campers2016 ParentsNew Acquisitions2017 Parents2017 Campers Targeted holiday card Organize networks Identify new opportunities Targeted holiday card

You Now Know What You Have to Do to Develop ‘Wait List’ Enrollments BUT

What Can You Do NOW to Impact 2016 Registrations?

WHAT BUSINESS ARE YOU REALLY IN? Session Guarantee Session Guarantee

WHAT BUSINESS ARE YOU REALLY IN? Stay Motivated! FREE MONTHLY HINTS