1. The Business of Delivering Sailing
SAILING TO WIN SAILING FOR LIFE
The Business of Delivering Sailing
Value for Membership
Year-round programs delivery at your club
Adult Programming
Winter Programming
Shore-Based Programming
Club Partnering
CYA Wet Feet Implementation
Graeme Clendenan 1

2. Program Development Marketing: target market
Age, location, skill level, commitment availability
Prices: Comparables, and targeting
Other sailing clubs, summer day camps, day care, etc
Timing and Staffing
Staff: University or High School schedule, age of staff, level of knowledge
Client Availability

3. Summer Programs
Year Round Programs
Wet Feet
Opti Bronze
White Sail I
NSST Opti
Development
Team
University
Program
Opti Silver
White Sail II
NSST Opti
Rep Team
Opti Gold
White Sail III
Youth
Keelboating
Bronze IV
NSST
Double Handed
Team
High School
Team
Bronze V
NSST
Single Handed
Team

4. Learn to Programs
Year Round Programs
Wednesday
Evening
Race Series
Discover
Keelboating*
Howe Sound
Buoy Race
Learn to
Cruise
Snowflake
Sunday
Race Series
Learn to Race*
Southern
Straits
Distance Race
* WVYC Created Courses

7. Margin Maximization Bums in Boats: Managing revenue streams
Continuing relationships
Reducing Variable costs
Marine suppliers: equipment
Analyzing existing relationships
Instructor Hours
Gas Costs
Equipment storage and accountability

8. Margin Maximization Instructor to Student Ratio Market Demand
6:1 Wet Feet
16:2 Optimist Bronze, White Sail
10:1 White Sail III, Bronze Sail
Market Demand
Full is good: reducing variability in registration
Fleet make up
What boats? How many? Replacement Program?

9. Technology: A way to “up” your game
distribution list
Website
Youtube Channel
Video feedback
Newsletter
What do you do?

10. Things we do well as a club:
Strong group of instructors
Year round participation in the North Shore Sailing Team
Excellent reputation for youth programming
Great adoption of CYA and BC Sailing Programming as well as a few customized courses

11. Things we need to work on:
Adult programming
Seminar Series: guest speakers ?

12. The Business of Delivering Sailing
SAILING TO WIN SAILING FOR LIFE
The Business of Delivering Sailing
Value for Membership
Year round programs delivery at your club
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