COMING SOON
Our new golf utility car launches early 2018 PGA Merchandise Show, Orlando, FL: January 23: Demo Day | January 24-26: Booth #2243 Golf Industry Show, San Antonio, TX: February 7-8 | Booth #6101 Join the conversation @ToroGolf
©2018 The Toro Company. All rights reserved. *Compared to conventional fairway mowers. WHAT Reelmaster® 5010-H.
MATTERS Lower operating cost.
MOST Hello, making budget.
What Matters Most to You Matters Most to Us.
The Reelmaster 5010-H Fairway Mower. Because fuel cost is a significant portion of your operating budget, Toro developed the industry’s first and only true hybrid drive system, saving up to 30 percent on fuel expense*, which lowers your operating cost, your carbon footprint, and your blood pressure. Call: 800-803-8676 Visit: toro.com/RM5010H teesnap.com 844.458.1032
When you’re on the course, you know everything you need to do. Yardages are clear, danger is evident, the target is right in front of you. All you have to do is execute.
We think your golf business should be the same. From managing tee times, to selling food and beverages, to growing your business through email marketing, Teesnap gives you all the tools and data you need to make the right decisions. Now all you have to do is execute.
MASTER YOUR COURSE with Teesnap. EMAIL MARKETING connected to live transactional data no more ETL event-driven campaigns POINT-OF-SALE easy drag and drop editor total mobility food and beverage accounts receivable WEBSITES BUSINESS INTELLIGENCE member billing SEO optimized understand your customer digital gift cards mobile friendly operational transparency club credit online store live reporting social syndication TEE SHEET mobile and online truly integrated with POS january 2018
king of the mountain By combining golf with skiing, the Kircher family has done much more than simply discover year-round revenue for their various Boyne Resorts properties. They’ve also built a powerhouse company still bent on building upon its legacy of innovating across both sports.
escaping the winter echo chamber workshop Could golf use an outsider’s A recent study showed that perspective, someone unbound among entry-level professionals, by tradition or emotional ties to 68 percent valued face-to-face the game? Some believe such a networking over networking perspective is critical, yet often done online. Let that be a lesson overwhelmed in the digital age, to owners and operators: Stick which has accelerated a phenom- to your custom of using these enon known as the echo chamber. snowy months for conferences, The contention is that unless we trade shows and other events expose ourselves to a range of that get you face-to-face with opinions, we become more set in fellow decision-makers. 36 our ways and less able to learn. 43
GOLFBUSINESS.COM 5 january 2018 8 VANTAGE POINt 10 My take 13 NEWS & VIEWS SINGLES high and mighty 18 Highland Greens has developed an established reputation over its 50 years in operation, as the Sabo family has poured its heart and soul into one of Connecticut’s most loved and adored golf courses.
DESTINATIONS back in the saddle 22 With an array of upgrades across the golf operation, a talented addition to the team and a refined sales strategy, Florida’s Saddlebrook Resort is once again trend- ing in the right direction.
EXCLUSIVES the ‘s’ means success 26 The entrepreneurial owner of The S at Rancho Mirage is looking to shake up Coachella Valley’s country club golf in a big way—and he’s carry- ing with him an audacious plan that blurs the line between public and private play. 47 IDEAs & INSIGHTS 55 ngcoa in action GB MARKET 50 GB CLASSIFIEDS 51 AD INDEX 52
6 GOLFBUSINESS January 2018 It’s why Streamsong puts us on their vast and impressive courses.
Almost exactly in the middle of Florida sits Streamsong Resort. With now three highly rated courses, Streamsong has become a bucket-list destination. And Jeff McCleary, equipment manager, counts on John Deere to help maintain their many acres of turf. “We have large fairways. So we count on machines like the 8900A to get everything cut before play catches us. Even on our steepest areas, the 8900A does a great job.” Discover what Jeff already knows and put our A Model mowers to work on your course.
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71258 :ULWLQJWKLVFROXPQDOORZVPHWRUH͚HFWRQ The annual Golf Business Conference is right 2017, and share with you what we’re planning for around the corner (San Antonio, February 6-8), 2018 at the NGCOA. I’d be remiss if I didn’t give where we’ll have a greater number of workshops personal thanks and recognition to Rock Lucas, and networking opportunities conducted by owner of Charwood Country Club in Columbia, successful peers. Don’t miss the golf outing or the S.C. Rock has been our board president for the pre-conference, hands-on workshop on custom- past two years, and has done a masterful job HUVHUYLFH$QGZH̝UHSOHDVHGWRKRQRUWKH/3*$ living up to his name by leading the board and and other industry greats at the closing banquet. organization in a time of substantial change. He’ll We’re excited to announce a new partnership pass the gavel to the ever-capable Dick Stuntz, ZLWK
8 GOLFBUSINESS January 2018 Leisure Financial Group has helped clients across the country fund golf & resort transactions totaling over $200 million!
Golf Lending Programs Loan Amount: $2M - $200M+ Loan Term: 3 – 15 years Amortization: 15 – 30 years; Interest-Only Interest Rates: Competitive Fixed and Floating Rates Loan to Value: Up to 70% of Appraised Value
Why Work with LFG? Formed in 2013, Leisure Financial Group is a full-service specialty finance with expertise in the golf course, resort, hotel, and marina finance industries. Since 1990, our executive team has successfully originated more than $5B in golf and marina loans. Our reputation is built on understanding the day-to-day operations of golf, hotel, and marina owners, providing them with products to meet their needs, and supporting them with unparalleled customer service.
Come Meet Us at the 2018 Shows: PGA Merchandise Show ~ January 24th–26th (Orlando) Golf Business Conference ~ February 6th–8th (San Antonio)
John E. Evans Greg E. Lewis Managing Director – Real Estate Managing Director – Real Estate Phone: 614-315-8247 Phone: 610-547-3848 [email protected] [email protected]
LEISURE FINANCIAL GROUP, LLC Regional Offices: Atlanta, Columbus and Philadelphia Headquarters Office: 3060 Royal Blvd. South, Suite 140, Alpharetta, GA 30022 | 770-695-0930 www.LeisureFinancialGroup.com
GOLFBUSINESS.COM 9 *RRJOHVKRZVQRVLJQVRIVWRSSLQJ )XWXUHHQGHDYRUVWRFXW THE OFFICIAL PUBLICATION OF THE NATIONAL GOLF RXWERRNLQJDQGVFKHGXOLQJDJJUHJDWRUVLQFOXGHKRPHVHU COURSE OWNERS ASSOCIATION JANUARY 2018 YLFHV̚HVVHQWLDOO\$QJLH̝V/LVWVDQV$QJLH̚DQGRQOLQHVDORQ VOLUME 24, NUMBER 1 VFKHGXOLQJ$VDEXVLQHVVVWUDWHJ\WKLVPDNHVSHUIHFWVHQVH CHRIS COX :K\VHQGWUD͛FWR7ULS$GYLVRUZKHQ\RXFRXOGNHHSWKH EDITOR-IN-CHIEF XVHURQ*RRJOHDQGVHUYHWKHP\RXUDGVLQVWHDG" [email protected] ,W̝VDTXHVWLRQRIZKHQDQGQRWLI*RRJOHHYHQWXDOO\ DAVE ALEXANDER ART DIRECTOR WDUJHWVWHHWLPHERRNLQJV+RWHODQGDLUOLQHRQOLQHERRNLQJV [email protected] DUHDERYHSHUFHQWDQGKDYHEHHQWKDWKLJKIRU\HDUV%\ CLINTON HALL FRPSDULVRQRQO\DERXWSHUFHQWRIWHHWLPHVDUHERRNHG DESIGNER [email protected] RQOLQH+LVWRULFDOO\*RRJOHKDVQ̝WGULYHQLQQRYDWLRQRU CONTRIBUTORS GHPDQGZLWKRQOLQHVFKHGXOLQJDQGERRNLQJV,WZDLWVIRU RICHARD BORGE, TRENT BOUTS, ROB CAREY, CONNECTICUT HEADSHOTS, SYDNEY CONTOIS, RWKHURUJDQL]DWLRQVWRFUHDWHWKHPDUNHWWUDLQWKHFRQVXP KYLE DARBYSON, STEVE DONAHUE, STEVE HUDQGGULYHGHPDQGWKHQ EUBANKS, DAVID GOULD, JWHITEPHOTO.COM, YANNIT POZO VZRRSVLQDQGUHFUHDWHVWKH Luke Riordan ADVERTISING STAFF Founder and CEO VDPHIXQFWLRQDOLW\ KELLY MACPHERSON Dayta Marketing 7KHUHDUHOLNHO\HDVLHU BUSINESS DEVELOPMENT ACCOUNT MANAGER [email protected] LQGXVWULHVZLWKDODUJHU BARBARA SEARLE GHPDQGDKHDGRIJROILQWKHTXHXH+RZHYHU*RRJOH̝V CLASSIFIEDS, GOLF COURSE MARKET DGYDQFHVLQVLPLODULQGXVWULHVPHDQVWKHVWUXFWXUHLVDOUHDG\ [email protected] WKHUH DSSO\LQJLWWRDQRWKHULQGXVWU\ZRQ̝WEHDPDMRUPRYH
$IWHU͙QLVKLQJP\ IRULW%XWZKHQLWGRHVLW̝OOVHHPRYHUQLJKWIRUWKHUHVWRIXV EDITORIAL ADVISORY BOARD educDWLRQVHVVLRQ ,I\RX̝UHDQDJJUHJDWRURIDQ\NLQGR͘HULQJDGYHUWLV DWWKH*ROI%XVL LQJRUFKDUJHVSHUOHDG\RXQHHGWRIRFXVnowRQEXLOG WHITNEY CROUSE FOUNDING PARTNER, MOSAIC CLUBS & RESORTS QHVV7HFK&RQ ODVW LQJDGHYRWHGFXVWRPHUEDVHRIJROIHUV̚DQG\RXQHHGWR ALPHARETTA, GA \HDUIHOORZLQVWUXFWRU(ULQ NHHSFRXUVHVKDSS\WRR 10 GOLFBUSINESS January 2018 3 A PROVEN ELEMENT OF INNOVATION. Elite customers deserve an ELiTE™ golf car. More customers are choosing E-Z-GO® ELiTE vehicles powered by Samsung SDI lithium technology — so many, that the technology is in 40 percent of the electric golf cars we sell, and for good reason. Golf courses with E-Z-GO ELiTE vehicles put battery worries behind them, and they’re saving over 35 percent on energy expenses. Join the movement, and see how the cost and labor savings of ELiTE lithium vehicles can transform the operations of your course. EZGO.com/ELiTE | Visit us at Booth 2431 at the 2018 PGA Merchandise Show. *Externally endorsed testing. Results determined comparing the RXV vs. the Precedent and Drive AC models. Results vary according to course terrain and conditions. **Based on the RXV. ©2018 Textron Specialized Vehicles Inc. TECH TALK What’s on GolfBusiness.com this month KRIS STRAUSS Senior Vice President Troon Course Connections If you’re a dad of teenagers like me, you can empathize with the drama that occurs when your home Wi-Fi goes down. Being stuck in a place without an internet connection, oh, the horror! But that paradigm happens at golf courses and clubs, too, whether we believe it or not. While we’re in the business of creating sanctuaries where one can reconnect and recharge, we must still balance the adoption of technology while taking care of our core customers. Wi-Fi in golf is primarily executed in and around the clubhouse and other service areas. WHAT’S HOT Having it can help create the opportunity for changing landscape you to utilize wireless tablets for F&B ordering— Longtime golf course architect Richard Mandell has seen firsthand how course a great enhancement to pool amenities—or trends have evolved over the years. Tune into the Three Key Thoughts podcast even remote tee sheet check-in functionality, to hear the award-winning designer explain the movement of returning to NKMGKPVJGUVCIKPICTGCQTPGCTVJGƂTUVVGG the golden-age focus on craftsmanship and whether he believes golf course There’s also new technologies being implement- owners and operators are taking to heart the mandate to make the game easier. Discover the latest trends in architecture during this quick-yet-informative pod- ed, like facility-branded wireless networks and cast, available exclusively to NGCOA members at accelerate.ngcoa.org. integrated, automated marketing tied to guest activity as users log in, opt in and engage. When equipping your club, consider bifurcat- ing your connection with separate business and guest networks to ensure security, and implement processes that protect you and your customers with PCI Compliance. Technology is as much about security and protection as it is about cool features. Consider devices that provide reliable and secure guest experiences, but also allow you to use them for business and POS functions. For those pondering how to enable Wi-Fi across 100-plus acres of a golf course, current strength of signal prohibits “lighting up” an entire golf course. A signal will only go so far before another access point is needed, and since courses connect. learn. grow. for love of the game don’t have electrical boxes at each tee box, some challenges can arise. Geographic layouts and Have you registered yet for the 2018 Golf Did you miss this feature from the No- Business Conference? It’s not too late! Log vember/December issue of Golf Busi- topographical features can also create issues. on now to www.golfbusinessconference. ness magazine? Check it out again Regardless, having strong, secure Wi-Fi at your com and reserve your place in San An- online (www.golfbusiness.com), and ENWDCTQWPF[QWTRQQNENWDJQWUGCPFƂTUVVGG tonio, Texas, where you’ll equip yourself look back over the year in golf in 2017 can open the door to increased satisfaction from with the knowledge and solutions neces- and what lies ahead for the sport as your core members, guests and the next genera- sary to run a better business. the calendar turns to January. tion… including those teenagers. 12 GOLFBUSINESS January 2018 TTHESS TART NEWS & Views With a global perspective An Unforgettable Evening It’s a night for honoring those who carved a path for the rest of us. Industry trailblazers who did things their own way, while still creating a model for others to follow. As another Golf Business Conference comes to a close next month, join us at the Celebration and Awards Dinner, where we’ll come together to recognize those who have pushed the game and business of golf to its limits, who have gone beyond the boundaries of what the sport can be and who inspire us to do the same in our own way. GOLFBUSINESS.COM 13 THES TART Viewpoints How do you handle overnight stays? Some golf clubs include overnight accommodations either in, or adjacent to, the clubhouse. One such facility is Santee Cooper Resort in Santee, South Carolina. General manager and head professional Todd Miller, as well as golf package supervisor Laura Gordon, discuss the role the golf staff plays in assisting with golfers and guests. Todd Miller: I help manage several aspects around our golf packages, which include reviewing the weekly lodging arrange- the golden ments and any food required. This takes up rules about 25 percent of my week, as 95 percent wners and operators will almost certainly be asked of packages are stay and play. Our golf shop Oabout the changes in the Rules of Golf. Whether a staff is also trained to handle after-hour lodg- club tournament, local golf association or a dispute among ing needs. The golf package department IULHQGVWKHJROIVWD͘LVDOZD\VWKH͙UVWDQGXVXDOO\WKH͙QDO works closely with customers before arrival, arbiter of what is or isn’t correct and proper under the rules. 0RVWRIWKHPZRQ̝WJRLQWRH͘HFWXQWLO ZKHQWKH as well as when they’re on the property. A 0RGHUQL]HG5XOHVRI*ROIDUHR͛FLDOO\SXEOLVKHG7KLQJVOLNH separate team supports the majority of lodg- WKHQHZGURSUXOHV̚SOD\HUVFDQGURSDEDOOIURPDQLQFKR͘ ing duties, including reservations, villa man- WKHJURXQGEXWRQO\ZLWKLQLQFKHVRIWKHDUHDIURPZKLFK agement and housekeeping. they’re receiving relief—limiting ball search times to three PLQXWHVLQVWHDGRI͙YH DQGH[SDQGLQJWKHGH͙QLWLRQRID hazard to include unmaintained areas, deserts and any other Laura Gordon: We give guests infor- SDUFHORIODQGWKDWLVQ̝WLQSOD\ ZLOOEHGLVFXVVHGIRUWKHQH[W mation on how to get into their condo. PRQWKVLQ WKKROHVDURXQGWKHZRUOG They have a combination lock with a code 7KHUXQGRZQRIUXOHVFRXUVHRSHUDWRUVZLOOOLNHO\EH to enter the room if they arrive late. Then DVNHGDERXWLQFOXGH ,IDEDOOLVDFFLGHQWDOO\PRYHG\RX we give them our building manager’s emer- SXWLWEDFNZLWKQRSHQDOW\ continued on page 15 1414 GOLFOLFBUSINESSUSINESS JanuaryJ anuary 2020181 8 continued from page 14 the incident doesn’t come to light until after willingness of the governing bodies to fully around the world had been violating for the card has been signed, he or she doesn’t vet the issues and implement real change years. For example: A hazard, under the receive the additional two shots for signing at a pace much quicker than the sport has FXUUHQWGH͙QLWLRQKDVWRKROGZDWHURUEH an incorrect scorecard. seen previously,” Whan said. a ditch that moves water. But for decades, That’s being informally referred to as In December, the USGA and R&A made FOXEVKDYHPDUNHGZRRGVGXQHV͙HOGVDQG the Lexi Thompson rule. At last year’s ANA DQRWKHUVLJQL͙FDQWFKDQJHHOLPLQDWLQJ hillsides as hazards to keep players from Inspiration, Thompson was leading by three viewer call-ins to televised events. While hurting themselves and to speed up play. shots on Sunday when she received a four- WKDWGRHVQ̝WD͘HFWDQ\RQFRXUVHGHFLVLRQV “I’ll just take a drop” is a lot easier for a shot penalty, two shots for replacing a ball course owners have to make, it’ll certainly player to say after a cursory glance than the in a bad spot the day before [Saturday] and be a topic of discussion in most clubhouses. stroke-and-distance penalty that goes with an additional two for signing an incorrect “The message is: We’re actively monitor- a lost ball or any of the options associated scorecard. She lost the championship to So ing [play and seeing potential infractions],” with an unplayable lie. “the key to any marketing GB: Do you think social strategy is to media advances have made 2 get your brand these shows less important Operators in front of as for Southern facilities? Questions many golfers 2 as possible.” Fleming: I haven’t found - RICH BARTRAM social media to be a game changer when presenting our Barry Fleming Rich Bartram destination. There’s nothing like meeting people face-to-face Two Southern golf facility op- EXECUTIVE DIRECTOR HEAD PROFESSIONAL erators reveal how important, LOWCOUNTRY GCOA BAREFOOT RESORT & GOLF and selling them on the great if at all, participating in and/ HILTON HEAD, SOUTH CAROLINA MYRTLE BEACH, SOUTH CAROLINA aspects of Hilton Head Island. or attending Northern golf drive spring business. These Bartram: Bartram: shows is for winter business. Our company The key to any shows create great awareness has attended Northern shows marketing strategy is to get Golf Business: Why, or for our courses both on-island for years to gain business and your brand in front of as many why not, have you attended and off-island. While folks exposure for the upcoming sea- golfers as possible, knowing a Northern golf show to aren’t necessarily booking a son. We attend in markets offer- you must market in a variety of help boost winter business? trip on the spot, they’re sizing ing a high volume of incoming ways. Create another way to up all of the destinations to de- y} ÌÃÌÕÀ>Ài>]iëiV>Þ attract customers. Take advan- Fleming: We visit seven to termine where their group will direct routes. Show promoters Ì>}iviÛiÀÞÕÌiÌÞÕw`Ì eight Northern shows in Janu- visit. It’s great to be visible and do a great job picking locations attract business and retain what ary and February each year to be part of the conversation. that bring in huge crowds. you have. —Steve Donahue GOLFBUSINESS.COM 15 THE START Golf Industry Calendar january 23-26 PGA MERCHANDISE SHOW Orange County Convention Center City Central Orlando, Florida ourse renovation and redesign projects www.pgashow.com Cdon’t often make national news head- lines. But what’s happening in the city of Atlanta could turn out to be a model for the February 3-8 future. On November 1, 2017, bulldozers went gia Golf Hall of Fame. It will be called Golf GOLF INDUSTRY SHOW to work at historic Bobby Jones Golf Club, the House Georgia, making Bobby Jones GC the municipal facility that opened in 1932 as a focal point of all golf activity in the state. Henry B. Gonzalez Convention Center tribute to the city’s most famous athlete. The The course and practice facility will also be San Antonio, Texas project is not a touch-up or renovation—it’s the home of Georgia State University men’s www.golfi ndustryshow.com instead a complete reimagining of what an and women’s golf, with a separate club- in-town golf facility could and should be. house and practice tee for college players. “We’re so thrilled to be taking the existing “Making it the nerve-center of the game February 6-8 land where the 18-hole facility had become in Georgia will certainly improve the profi le GOLF BUSINESS CONFERENCE too cramped and, quite frankly, dangerous, [of the course],” Jones says. “Plus, the revers- and completely restructuring it,” explains Dr. ible nine will be easier [and cheaper] to Marriott Rivercenter Bob Jones, IV, Bobby Jones’ grandson and one maintain—more sustainable in terms of water San Antonio, Texas of the principals that not only convinced the usage and chemical applications—and we www.golfbusinessconference.com city to go along with the changes, but helped believe it will generate no loss in revenue the foundation involved raise $23 million. and given the practice and teaching center, “When completed, the facility will be a should show a revenue increase.” march 22-23 world-class reversible nine-hole course, “The new Bobby Jones Golf Course will be EUROPEAN GOLF BUSINESS CONFERENCE the fi rst in the city, along with a nine-hole spectacular,” adds Whitney Crouse, chair- short course, a maintenance facility and a man of Mosaic Clubs and Resorts, which is Hotel Novotel Schipol fantastic practice facility,” he says. overseeing construction and operation of Hoofddorp, Netherlands The new course was the last design of the new club. “It’s been many years since www.egcoaconference.eu the late Bob Cupp, and the short course— a brand-new golf course came out of the nine holes ranging from 50 yards to 75 ground in Atlanta. This one will not only be yards in length, which will be the learn- remarkable when it opens next year, it’ll be april 25 ing center for the city’s beginners—will be the result of the support and donations from NATIONAL GOLF DAY called the Cupp Links. many wonderful people and companies. It’s But, again, a public course going from truly a community eff ort to make this an en- Capitol Hill 18 holes to nine holes isn’t national news. during tribute to Mr. Jones and a golf experi- Washington, D.C. The reason to pay attention to this is what ence everyone in Atlanta will enjoy.” www.wearegolf.org the new course will house. Phase two will If this works, it could be a model for be the construction of a new clubhouse outdated in-town facilities around the that will be the home of the Georgia State country. At the very least, the centraliza- FOR MORE EVENTS, INCLUDING NGCOA CHAPTER Golf Association (GSGA), the Georgia Section tion of all golf-related organizations is HAPPENINGS, VISIT WWW.NGCOA.ORG. PGA, Georgia Junior Golf and the Geor- worth watching. —Steve Eubanks 16 GOLFBUSINESS January 2018 GOLFBUSINESS.COM 17 GB-JAN-SECT1.indd 16 1/10/18 4:31 PM Rounds7SH`LK 6J[VILY What’s Hot 'DWDSHUFHQWDJHFRPSDUHGWRVDPHSHULRGODVW\HDU In My Shop Oct donna cigler • director of merchandise Arizona Country Club • Phoenix, Arizona 7 Pacific -3 Mountain titleist products -17 West North Central The No. 1 innovator in golf and the top-rated manufacturer -15 East North Central of golf balls, Titleist’s mission is to serve the needs of both -9 South Central the serious and recreational golfer. This has no doubt been achieved at our club, as Titleist South Atlantic 1 has proven to be a popular purchase here not only in golf Mid Atlantic 3 Hardgood balls but golf clubs as well. New England 9 YTD peter millar attire This brand has without -4 Pacific question been our most popular line of golf at- tire. Peter Millar offers Mountain 0 everything from knit golf, polo shirts and woven West North Central 1 sport shirts to outerwear, footwear and accessories. -4 East North Central The classic style is versatile both on and off the course. Softgood The ladies’ line is becoming 0 South Central very popular among our female members as well. -1 South Atlantic -6 Mid Atlantic -4 New England am&E covers A local, privately-held com- pany, AM&E offers a wide selection of combinations for Ì iwiÃÌ i>`VÛiÀÃ]«ÕÌÌiÀ covers and accessories. Our members like that they can cus- tomize the colors and fabrics to match their golf bags. These are unique to each golfer and Accessory they can get as creative as pos- sible with their selections. What’s Hot In My Shop is produced in cooperation with 9V\UKZ7SH`LKKH[HWYV]PKLKI`.VSM+H[H[LJO the Association of Golf Merchandisers (agmgolf.org) ^^^NVSMKH[H[LJOJVT GOLFBUSINESS.COM 17 “We try to bring people into the game and keep them in the game.” –GEORGE SABO By Steve Donahue high and mighty Highland Greens has developed an established reputation over its 50 years in operation, as the Sabo family has poured its heart and soul into one of Connecticut’s most loved and adored golf courses ighland Greens might be one of HConnecticut’s most well known golf courses. That’s no small feat considering the family-owned operation is a nine- hole, par-3 layout tucked away in the tiny town of Prospect. Fact is, Highland Greens—which turned 50 in 2017—rings familiar with golfers statewide because it’s Connecti- cut’s only fully lighted, regulation-size, par-3 course, and is where countless JROIHUVSOD\HGWKHLU͙UVWURXQGRIJROI “We try to bring people into the game and keep them in the game,” says manag- ing partner George Sabo, whose family has owned and operated the course from the beginning. “All the stories people have had about their memories of Highland Greens over the 50 years has been really great.” continued on page 19 18 GOLFBUSINESS January 2018 © 2017 Photo by Connecticut Headshots George’s father, George Sabo Jr., a WWII veteran who died in 2012, founded Highland Greens. The golf course property had been his family’s farm. When George Jr. retired as a telephone lineman in the 1960s, he entered Democratic politics and was elected Pros- SHFW̝V͙UVWPD\RU Then, after hiring architect Al Zikorus, George Jr. built a golf course. “We’ve been running it since,” George says. George’s grandfather—his mother’s father—was a golfer and cut down a set of clubs for George. The youngster fell for the game immediately. “I was the only one who developed a love for play- ing the game, as well as knowing the inside of the golf course and running it,” George recalls. “I guess it was natural I was the one who stepped up and was the one to oversee things here starting in the early 1990s.” “My grandfather taught my mom to play,” George H[SODLQV̟7KH͙UVWWLPHP\IDWKHUVDZP\PRWKHU who became a schoolteacher, she was on a street corner with her golf clubs waiting to play golf at the old Chase Country Club. My grandfather was one of our janitors and cleaned the bathrooms on Sunday mornings. I helped him when I was 3 or 4 years old. Whatever he swept I’d dump into the dustpan. From EHLQJKLVDVVLVWDQWMDQLWRU,PRYHGLQWRGL͘HUHQWDUHDV of the operation.” *HRUJHKLV͙YHVLVWHUVDQGEURWKHUDOOZRUNHGDW the course. The girls worked inside in the snack shop and pro shop, as did the brothers. George also worked in the kitchen, but spent most of his time on the course learning that side of the business. “We’ve hired a lot of family friends and people who have gone on to distinguished careers,” George says. ̟,QIDFW3URVSHFWPD\RU5REHUW&KDW͙HOG>LQKLVVW \HDULQR͛FH@ZRUNHGKHUHIRU\HDUVLQWKH V̠ It was only natural that George Sabo manage Highland Greens—he GOLFBUSINESS.COM 19 fell for the game almost immediately as a child. continued from page 19 George is big on details, “We’re investing in some like maintenance. “We have of the infrastructure so it can 100 percent country club go on for hopefully another conditions between the 50 years,” George says. “We’re greens, tees and green sur- looking at a remodel to give rounds. You’d be amazed if the after-golf some sticking you remember what it used power. We will re-orient the Frothy to be like.” pro shop and grill room and At its peak, about 40 have an open deck facing the Fairways percent of the rounds were ninth green, so people can played under the lights. sit up high and watch the last Bend, Oregon, is one of the nation’s Today it’s about 20 percent, tee shots coming in. Any risks craft brewery strongholds, so it’s no surprise because senior-day play has we take with the bottom line that Bend’s Tetherow Golf Club has hosted three very successful increased thanks to special will be very manageable.” Brewery Smackdowns. senior rates and new golf Other plans positioning / iwÀÃÌ->V`Üvi>ÌÕÀi`7ÀÌ Þ ÀiÜ} «>Þ>` cars introduced because the Highland Greens for future Hop Valley Brewing Company, while the second pitted Deschutes course is hilly. success will be bottom-line Brewery against Sunriver Brewing Company, both from Bend. The George is completing driven. “You can get into third was a special collaboration event. Bend’s Crux Fermentation renovations of the green the red very quickly if you’re Project and Sunriver Brewery battled Seattle’s Fremont Brewing complexes, green surrounds not careful,” George cau- and Georgetown Brewing. and bunkers. Material pulled tions. “We’ve seen an uptick º7i >Ûi>}Ài>ÌÀi>Ìà «ÜÌ Ì iV>LÀiÜiÀiÃ>ÃÜi from the bunker renovations in rounds played for about as others in Oregon,” says Tetherow assistant general manager i} >ÀvwÌ Ã°ºÌ½Ã>vÕ]ÕµÕiiÛiÌ>`>}Ài>ÌÜ>ÞÌ}iÌ will create a wedge course or four straight years. I’ve been short course with tee boxes much more involved doing more exposure for your brews.” / iwÀÃÌ ÀiÜiÀÞ->V`ÜÜ>ÃV>««i`>Ì{ä«i«iÜ i 100 yards and in within each the marketing. It’s very dif- i`>Ã>iÀÛiÕi]Ü V ÃÜ/iÌ iÀܽÃwi`}iÃÌ>L hole geared toward youths ͙FXOWWRGRDQ\DGYHUWLVLQJ lishment—Solomon’s. 10 and under. in the local market because º7 iÜiÀi>âi` Üv>ÃÌÌ iiÛiÌÃ`ÕÌ>` ÜL} An alternate, elevated of cost, so I’m relying on our waitlist was, we moved the next event to our pavilion, where tee box on No. 8 provides my website and a little bit ÜiVÕ`VÀi>ÃiÕÀ>ÌÌi`>Vi]»ÀvwÌ ÃÀiV>ðº7iÃ`ÕÌ DGL͘HUHQWORRNH[WHQG of advertising, and also pro- the next event at 75.” ing the hole about 15 yards PRWLRQDOWKLQJVZKHQ,R͘HU /ViÌÃ>ÀifÈx°-«iVÌ>ÌÀÃ}iÌwÛiVÕÀÃiÃ]VÕ`}`iÃÃiÀÌ° to 20 yards. George is also passes and prizes when I can >V VÕÀÃië>Ài`ÜÌ >ÈÕViÌnÕVi«ÕÀvÌ iÌÜ UHWUR͙WWLQJWKHZDWW keep our name out there. competing beers. The crowd chooses each round’s victor based on metal-halide light system on “We’ve seen an increase. ÜÜiÌ iLÀiÜiÀië>Ài`LiiÀÃÜÌ Ì i`à ]ÌLÞÌ iÀ«iÀ WKHOLJKW͙[WXUHVWRDQ/(' We’re positive with the way Ã>«ÀiviÀiVi°-iÀÛiÀÃÀ>Ì iyÀÜÌ «ÌV iÀÃvÌ iLiiÀà equivalent in order to en- things are going, so we’re in case a guest’s choice is inconclusive and they need another taste. hance the night-golf quality. investing in things that help “Needless to say, no one went thirsty at the event,” says “That energy bill is a cost the bottom-line perspective ÀvwÌ Ã]>``}Ì >Ì/iÌ iÀÜ«>i`->V`Üà ÛiLiÀ driver, so the alternative is and, at the same time, im- Óä£Ç>`i>ÀÞÓä£nÜÌ > i`Ûð/ i >Þ >Þ>Ài>®LÀiÜiÀið /('OLJKWLQJ̠*HRUJHQRWHV proved conditions,” he adds. ÀvwÌ ÃÃ>ÞÃÌ iiÛiÌÃÃÕV vÕLiV>ÕÃi̽ÃiÝÌÀiiÞ “It gives us a better-quality “We’re also reinvesting in our interactive. “The courses are served family style, so members and OLJKWDQGVDYHVVLJQL͙FDQW irrigation system, which will guests can mingle and get to know each other,” she says. “It’s also amounts of money on our save money on the bottom a really fun format. The event’s announcer introduces the breweries energy bill’s bottom line.” line. The driveway will also as if it’s a wrestling match. The crowd loves it.” Major clubhouse mod- be repaired.” ÀvwÌ Ã>``ÃÌ >Ì>Þv>VÌÞÜÌ >v`>`LiÛiÀ>}iÛiÕi ernization renovations are can hold a Brewery Smackdown. “You just need a creative chef scheduled for completion by Steve Donahue is a Connecticut- and willing breweries,” she notes. “This event would even be great fall 2018. based freelance writer. done on a smaller, more intimate scale.” —S.D. 20 GOLFBUSINESS January 2018 Lee Brice and LeAnn Rimes are just two of the acts that have performed at the Oro Valley Music Festival. Grandioso at Vistoso he Golf Club at Vistoso has become “Hosting the music festival was our music lovers. Vistoso is closed during the Tmusic to the ears of its commu- LGHD̠(OLDVH[SODLQV̟:HZHQWWKURXJKD concert for two weeks and over-seeded. nity. On September 30 and October 1, 2014 foreclosure and the former owners ̟:HZRUNYHU\FORVHO\ZLWKWKHWRZQ̠(OLDV the Tucson, Arizona, facility hosted its pretty much did everything in their power notes, “and we feel two days is just the right third annual outdoor Oro Valley Music to tell people not to come here or to make amount of time without getting in peoples’ Festival. The concert, held entirely on sure they didn’t come back, so we were way and disrupting their tranquility.” its driving range, featured the likes of just looking for ways to get positive pub- 7KH͙UVWWUXFNVJHQHUDOO\DUULYHRQ /HH%ULFH7KH%URWKHUV2VERUQH/H$QQ licity about the golf course and let people Tuesday to prepare for Saturday’s opening Rimes, Gavin DeGraw and Train. There know we were still here.” night. They work roughly 12-hour days, and were 11,500 attendees—7,000 on Sun- The festival has delivered a positive by the Thursday after the event, Vistoso’s GD\̚VD\VJHQHUDOPDQDJHU5LFK(OLDV vibe to the community and to thousands of crew is dropping seed on the range. —S.D. Leader of the Pack When it comes to being the king of the course, Trojan golf batteries lead the pack. For over 90 years, Trojan Battery’s time-tested, Made in the USA line of extraordinary batteries have enhanced the way people live, work and play around the world. trojanbattery.com | +1-562-236-3000 | 800-423-6569 EXTRAORDINARYLIFE EXTRAORDINARYQUALITY EXTRAORDINARYSUPPORT GOLFBUSINESS.COM 21 “We re-engaged with digital advertising and other marketing outlets. ... We’re telling our story.” –PAT FARRELL By Rob Carey back in the saddle With an array of upgrades across the operation, a talented addition to the team and a refined sales strategy, Saddlebrook Resort is once again trending in the right direction t the start of 2015, Thomas Dempsey made a bold Amove with Saddlebrook Resort in Wesley Chapel, Florida, 30 minutes north of Tampa. In fact, the move D PLJKWKDYHEHHQWKHPRVWVLJQL͙FDQWRQHKH̝GPDGH since purchasing the 544-unit, 36-hole property on 480 acres from Pittway Corporation in 1988. Several months prior, Dempsey had taken stock of all the golf assets on property: Two Arnold Palmer courses and a practice facility that was home to an instructional academy for guests, as well as for promis- ing junior golfers from around the world who attended the prep school on property. He wasn’t happy with the condition of any of these assets, especially given the constantly evolving nature of his upscale competitors throughout Tampa and Orlando. 6R'HPSVH\DFWHG+HKLUHG&KLS/HZLVWRQDYHW eran at bringing distressed courses back to their full continued on page 23 22 GOLFBUSINESS January 2018 © 2017 Photo by Yannit Pozo © 2017 Photo by Yannit Golf sales director Pat Farrell has hit the ground running since >ÀÀÛ}>Ì->``i brook last year from a local competitor. SRWHQWLDO/RWVRIQHZJURXQGVHTXLSPHQWDU ULYHGDVZHOODQG/HZLVWRQRYHUVDZFRQWUDF tors while training the course maintenance team to contribute to the formidable tasks ahead. Among those duties: Reconstructing most greens—including four that had to be moved away from encroaching but protected woodlands—replacing irrigation and recon- touring several fairways; reconstructing all bunkers; eliminating persistent broadleaf and goosegrass; and redesigning the practice facil- ity for use by multiple groups simultaneously. The overarching goal was to achieve consistent quality of conditioning year-round, rather than DOZD\VEDWWOLQJSUREOHPVWKDWDURVHLQGL͘HUHQW VHDVRQV̚DQGZKLFKD͘HFWHGSOD\HUSHUFHSWLRQ %\WKHHQGRIPRVWRIWKHZRUNZDV completed. Dempsey’s next move was fairly bold, too. He hired Pat Farrell away from DORFDOFRPSHWLWRUWR͙OODQHZSRVLWLRQDW 6DGGOHEURRN 'LUHFWRURIJROIVDOHV.\OH%UXFH director of golf and a 12-year Saddlebrook employee, would continue to run the day-to- day operation; Farrell would focus on getting word out nationally and internationally about Saddlebrook’s major upgrades, and on driving stay-and-play, business-group, tournament and local play through several new avenues. GOLFBUSINESS.COM 23 D continued from page 23 The return on Dempsey’s invest- In a place as distant from Florida has had some success with enticing ments soon started to appear: Rounds as the Far East, the property is making group planners to incorporate golf at Saddlebrook grew 20 percent in inroads with the help of Saddlebrook into the itinerary, whether it be on 2017 versus 2016, while the goal for Academy students from China, Japan the course for a half-day or on the 2018 is another 15-percent gain, to and South Korea—even ones whose practice facility for a reception. He’s 44,000 total rounds. primary sport is tennis. “We have some also devised an offer for individual Farrell hit the ground running when great possibilities for brand aware- attendees to spend some downtime on he arrived in January 2017, making ag- ness and reputation building,” he adds. golf: The “afternoon escape package” gressive moves to market more types of “Getting tour operators here also helps provides clubs, shoes, six balls, range stay-and-play packaging across the U.S., us understand what players from each balls and nine holes or 18 holes of play in Canada and even overseas. region are looking for in a golf experi- for one price. “The easy walkability of “We re-engaged with digital adver- ence.” In 2016, Saddlebrook had seven the resort is an advantage, because tising and other marketing outlets, but international wholesale partners; by even with just two hours of free time in different ways depending on the the end of 2017 it had 47 such partners. they can play,” Farrell says. region,” he notes. “We’re telling our Back in Florida, Farrell engages To fill out the tee sheet midweek, story at lots of regional golf shows strongly with Visit Florida and the var- Farrell has stepped up his contacts across the Midwest and with local tournament plan- Canada, and our sales team ners for fundraiser and geo-targets based on the “We have some great social groups. What’s more, seasons we’re promoting. the resort’s marketing team We’re also communicating possibilities for brand posts regularly to Facebook, more strongly with private Twitter and Instagram with clubs up North—reach- awareness and photos and short videos ing out to head pros to highlighting resort features, get them to bring a group reputation building.” recent course conditions down here, and the pro’s and perhaps a swing or stay is free.” ious in-state and regional golf guides course-management tip. In the United Kingdom, Farrell has to lure buddy groups from within a After the flurry of activity at Saddle- engaged with more tour operators to four-hour drive—that’s the entire state brook in the past two years, Farrell spread the message, and he’s brought east of Tallahassee. “From June to says strong communication is now them to the property along with Ger- November we focus on Floridians,” he the most important element to ensure man tour operators so they all can explains. “We e-blast and also use Golf Tom Dempsey’s investment pays off better sell the Saddlebrook experience Advisor, GolfNow and Paradise Golf over the long term. back home. to promote daily specials and various “Besides informing the members In fact, on a recent media familiar- package types.” and customer base regularly, it’s about ization tour cosponsored by Visit Tam- )RULQVWDQFHWKHYDOXHR͘HULQJLVWZR NHHSLQJRXULQWHUQDOVWD͘DZDUHRIHDFK pa Bay, Farrell wisely leveraged the nights’ accommodations with two rounds, change or enhancement and what their international nature of Saddlebrook’s grab-and-go breakfast, club cleaning and role is in it,” he says. preparatory academy: He asked two storage plus a resort credit to encourage “When Chip arrived, he instilled new German student-athletes to play a browsing the pro shop. At the other end of horticultural practices to make sure our round and dine with tour operators the spectrum is the four-night, four-round, refurbished courses keep their quality from their country. “When they heard two-daily-meals package. One other fea- all year long,” he adds. “And I talk to my one of our people speaking German to ture Farrell promotes: the 20,000-square- golf and agronomy directors constantly them, they got so comfortable,” Farrell foot lagoon-shaped pool with surrounding so the courses and the tee sheet are recalls. “The communication hurdle deck and bar that provides views of the where they need to be.” was gone, and now they’re much more ͙QLVKLQJKROHVRQERWKFRXUVHV able and willing to recommend us to Meeting groups are central to the Rob Carey is a freelance writer and principal at their local clients.” resort’s midweek business, and Farrell Meetings & Hospitality Insight. 24 GOLFBUSINESS January 2018 La Torretta Resort & Spa is returning to normal after enduring damage caused by Hurricane Harvey last fall. After the Rain or the couple hundred golf fa- lenging enough, Smith realized most 80 degrees before Halloween, which cilities in Greater Houston—the of his local players were either unable is unusual,” Smith notes. “So people F͙IWKODUJHVWPHWURSROLWDQDUHD or unwilling to come out to play golf found ways to get over here and play.” in America—September 2017 was a because they too were dealing with What’s more, he seized the moment VXSUHPHO\GL͛FXOWPRQWK+XUULFDQH property damage. “We had to discount by emphasizing to all of his front-line Harvey, the wettest tropical cyclone to our prices deeply through all of Sep- staff that friendly conversation with ever hit the United States, dumped as tember—about 30 percent,” Smith says. customers would yield valuable infor- much as 60 inches of rain across east )RUWXQDWHO\2FWREHUJDYH/D7RU- mation he could use to drive more play Texas during its agonizingly slow march retta a good opportunity to get its over the next several months. WKDWODVWHGDOPRVWWKHHQWLUH͙QDOZHHN momentum back. First, Smith focused “We encouraged more interaction at of August. Indeed, any golf course in the on promoting stay-and-play packages the counter, at the bag drop and at the region that could welcome players by to residents of surrounding communi- food outlets,” Smith explains. “Asking late September was fortunate. ties such as Katy and The Woodlands in about where else folks were playing An hour north of the city limits, order to drive revenue across several lately and what they like about those /D7RUUHWWD5HVRUW 6SDZDVDEOHWR resort departments. “We created more places is the type of information you reopen its 18 holes of golf just seven options to draw groups of eight to 16 won’t get any other way. Then, as we GD\VDIWHUWKHKXUULFDQHSDVVHG(YHQ players for at least two days,” he recalls. formulate our marketing plans for the so, getting people to play a course that 7KHR͘HULQJWKDWEURXJKWWKHEHVWUH- coming weeks and months, we know KDG͙UVWHQGXUHGLQFKHVRIUDLQ sponse: Daily accommodations, greens what to emphasize so that we can up followed by two feet of standing water fee and breakfast for one price, with our game in the customer’s eyes.” IURPDGMDFHQW/DNH&RQURHZDVD additional rounds and meals available In total, Smith’s most recent ini- nearly impossible task for golf director DWSHUFHQWR͘SXEOLVKHGUDWHV tiatives have laid the foundation for Ralph Smith. As if having all the course’s The golf operation also benefit- VWURQJHUEXVLQHVVDW/D7RUUHWWDQRW bunkers washed out and no way to get ed from the early arrival of cooler only for the next few months, but over mowers across the soft turf wasn’t chal- weather. “We were popping below the long term. —R.C. GOLFBUSINESS.COM 25 “We’re going to be the first hotel in the world that treats its guests like private club members. If I could say 10-star service, I would.” –TIM MARTIN By Kyle Darbyson the ‘s’ means success The entrepreneurial owner of The S at Rancho Mirage is looking to shake up Coachella Valley’s country club golf in a big way—and he’s carrying with him an audacious plan that blurs the line be- tween private and public play im Martin knows full well the state of Tgolf in the Palm Springs area. Nearly everywhere he looks, the longtime resi- dent and successful local businessman sees fairways left to fallow or grow into condos. (YHQZLWKWKRVHJORRP\GDLO\UHPLQGHUV Martin remained bullish on the industry—a FRQ͙GHQFHEXR\HGE\KLVYLVLRQIRUDQDOO new kind of private club. So when board members at Desert Island Golf and Country Club in Rancho Mirage approached him to gauge his interest in purchasing the trou- bled club, Martin jumped at the chance to bring his vision to life. That vision has already begun to take shape, as Martin has rebranded the club as The S at Rancho Mirage (see page 28). continued on page 27 26 GOLFBUSINESS January 2018 © 2017 Photo by Sydney Contois Tim Martin jumped at the chance to purchase the former Desert Island CC, which he’ll try to rescue ÜÌ ÕÌÃ`iÌ iLÝ`i>ð %XWWKHHQWUHSUHQHXUKDVPXFKELJJHULGHDVXS his sleeve than a simple name change. “I’m always trying to do things that aren’t normal,” Martin admits. Coming from a man who made his fortune customizing and selling golf carts made to resemble everything from Ford Mustangs to F-150s, it’s a statement that rings true. So it’s no surprise his plan to save The S at Rancho Mirage is also outside the box. To wit, Martin plans on building a grand new hotel on property where guests will receive unrivaled, white glove service while enjoying full access to club facilities, including the 18-hole golf course. ̟:H̝UHJRLQJWREHWKH͙UVWKRWHOLQWKHZRUOGWKDW treats its guests like private club members. If I could say 10-star service, I would,” he jokes. On paper, the plan looks solid. “There hasn’t been a new hotel built in this area for 20 years,” Martin points out. He adds that the existing inventory is also too big and impersonal. “You can literally get lost in some of these build- ings. How can you expect to deliver service in a place like that?” Martin plans for a smaller facility built in the footprint of the existing clubhouse. “Somewhere around 100 rooms,” he says. He hopes that num- ber makes the operation particularly attractive to groups and conventions. “They can buy the hotel out and have the spa, restaurant, everything they need right on site.” Plans also allow for longer stay options to accommodate snowbirds escap- ing northern cold. ,W̝VREYLRXVO\DVLJQL͙FDQWFKDQJHIRUWKH GOLFBUSINESS.COM 27 continued from page 27 \HDUROGFOXE/LNHPRVWLQ Members will also gain access What’s in the area, Desert Island enjoyed to brand new golf carts. “We’re a Name? its heyday in the 1980s and 1990s. going to completely replace the It found a niche as a mid-range HQWLUH͚HHWHYHU\VHDVRQWRR̠ value option for seasonal golf- The club restaurant, previ- ers, which allowed it to outlast ously shuttered to save costs, has many other clubs in the desert. been completely remodeled and (YHQWXDOO\HYHQLWIHOOYLFWLPWR reopened. Martin plucked the the realities of modern private head chef from an area club he golf. “As a full-equity club, these had visited and thoroughly en- guys just weren’t having fun any- joyed a meal at. “Ask my wife,” he more,” Martin says. “They were jokes. “I’m a picky guy, so he was spending all their time worrying doing something right.” about the day-to-day demands of 7KDWFKHI(ULFN+HUQDQGH] running a course.” partnered with a friend in the Martin appeared as a white wholesale high-end food service knight, albeit one armed with industry to create the entity Tim Martin’s original plan called for a plan to turn their sleepy club which leased out the food-and- on its head. The new owner beverage facilities at the club. Desert Island to become the Sinatra The commu- says members will still be the “We’re looking at a much more Resort and Country Club. WRSIRFXVIRUDOOVWD͘DWWKH contemporary menu,” he says. nity sits near the intersection of Frank Sinatra Drive FOXE̟7KH\̝OODOZD\VFRPH͙UVW They might seem like small and Bob Hope Drive, and the Rat Pack swagger no doubt about it. They’re the changes, but the optics of the name evoked dovetailed nicely with Martin’s backbone of this place.” Currently, the investment go a long way unique vision (see page 26). “We cleared it with our the club boasts just over 130 in steadying the nerves of a lawyers and they gave us guidance that we were in members. “We’d like to get that PHPEHUVKLSURFNHGE\͙QDQFLDO the clear,” Martin explains. The company involved number up to around 160 or 170,” uncertainty and rumors of a with Mr. Sinatra’s estate thought otherwise, and de- Martin says. At that level, there’ll semi-private transition. manded a cease and desist. “We could have fought be plenty of tee times to ac- With majestic mountain it and probably won, but it just wasn’t worth it.” commodate both members and views and a refreshing absence Instead, Martin tasked his in-house creative guests at the hotel. of real estate crowding the golf team to develop a new name, with a logo and Usually, a new owner experience, Martin says The S at brand language to match. They worked back and proposing the kind of radi- Rancho Mirage is a true trophy forth for nearly a month before deciding on a new cal change Martin is would be property. “You just can’t dupli- moniker: The S at Rancho Mirage. met with a lot of pushback, but cate what we have here.” Instead, Yes, it contains a token nod to Old Blue Eyes, he says members have been he plans to build on it, creating but Martin says his team’s research found deeper almost universally supportive. an all-new model that could meaning. “The letter ‘S’ has the most positive as- “I think a lot of people here are revolutionize how private clubs just happy they’ll still have a LQUHVRUWDUHDVRSHUDWH%XWWKH sociations of any letter.” course to play on.” humble owner doesn’t think in Along with the name, a bold new logo and Martin’s plan will also give such grand terms, instead focus- color scheme was developed. “It’s exactly what them plenty more to be happy ing solely on his task at hand. I was looking for, contemporary with a little mid- about. “We’ve already under- “We want to build something century blended in.” WDNHQDSUHWW\VLJQL͙FDQWZHHG truly great.” The name and branding are a little different control program, we redid the than what you’d expect at a private golf club. But EXQNHUV>DQG@XSJUDGHGWKHEDOOV Kyle Darbyson is a Vancouver-based much like Sinatra, Martin can proudly say, “I did it at the driving range,” he adds. freelance writer. my way.” —K.D. 28 GOLFBUSINESS January 2018 Social Change KHQ0DQQ\*XJOLX]]D͙UVWDUULYHG wait to get back,” explains Gugliuzza. To before,” Gugli- 7 as general manager at Garden City foster this atmosphere, he worked with his uzza recalls. *ROI&OXERQ/RQJ,VODQG͙YH\HDUVDJRKH VWD͘WRUHLJQLWH*DUGHQ&LW\̝VVRFLDOVLGH The change has inherited a club with just about every- The patio has been renovated and is been dramatic. thing a GM could ask for. Membership now a hub of activity. The restaurant’s ̟,WXVHGWREH>WKDW@ numbers were steady, the clubhouse had PHQXKDVDOVREHHQWZHDNHGWRR͘HU you would come into the cocktail recently undergone a massive $10 million more casual options, with blue jeans even lounge on a Saturday night and there’d renovation and planning was underway allowed on certain days. be three people in there,” Gugliuzza for a new irrigation system. Perhaps most importantly, Garden says. “Now, they’re three deep.” The Still, the long-time club executive City’s calendar is now packed with reengaged members are also having a knew something was missing. “Things events, from concerts to comedians. VLJQL͙FDQWLPSDFWRQ*DUGHQ&LW\̝VERW- ZHUHJUHDW̠KHDGPLWV̟>%XW@,MXVWNQHZ ̟:HMXVWKDGD%LOO\-RHOWULEXWHEDQGLQ tom line. “We’re on track to have our there was a lot of untapped potential.” here, and duelling pianos the weekend best year ever.” —K.D. The grand patio sat almost entirely unused. The busiest Saturday nights would see the restaurant serve just 60 covers, and a trunk-slamming mentality was Back to the Beginning seeping into the club’s culture. So Gugli- ho says you can never the nearby Mira Vista Estates hoping to make. “Changing the uzza initiated a two-pronged approach to W go back? Members at home development which was name back provides a sense of Mira Vista Golf and Country underway at the time.” location,” Svien says. breathe life into Garden City: Grow mem- Club recently voted to change The club survived that Richard Pettler, president bership and slow down churn by deliver- the name of the club back to downturn and carried along of the Berkeley Country Club ing unparalleled social experiences. its original moniker: Berkeley steadily. Still, long-tenured board, says the relationship While driving growth, Gugliuzza Country Club. members were all too aware between the club and the town QHHGHGWRZDOND͙QHOLQH̟:HGLGQ̝W It marks a return to the of the club’s roots. “The is a longstanding one. “We want to start discounting our initiation beginning for the nearly cen- membership voted to change have a tremendous history with fees, but at the same time, we wanted tury old Bay Area club—a fact the name on two previous the city of Berkeley going back people to experience Garden City.” So general manager Ron Svien occasions,” explains Svien. decades. But it had gotten lost he and his team worked to develop an is keen to capitalize on. “This / iwÀÃÌ]Ì i`£äÃ] over the years.” all-new membership category supported will absolutely change how we was close, while the second in Svien estimates Berkeley by a robust referral program. Named the market the club.” 2010 was soundly defeated— will spend between $30,000 It was founded by 13 enter- the members unwilling to and $40,000 in hard costs asso- Discover Garden City Preview member- «ÀÃ}`ÕvviÀÃ>>}wViÌ Ã Õ`iÀÌ iw>V>LÕÀ`i ciated with the name change. ship, it would see existing members invite plot of land offering views of of the change. “Logo, stationary, uniforms, friends to join, and those prospects defer San Francisco and the Golden It would take another things like that.” Those costs their initiation fees for an entire season. Gate Bridge in the early 1920s. Ã}wV>Ì`ÜÌÕÀÌw>Þ pale in comparison to other When that new member decided to com- They built a grand, tudor-style sway members to make the investments the club is making. mit to a full membership, both would clubhouse and hired Robert change. The club never fully From cart paths and carpeting, receive membership credits for the next Hunter and Willie Watson recovered from the recession Ì>iÜyiiÌv}vV>ÀÌÃ] two years. “Full members can get a couple (architect of the Olympic Club) of 2008 and membership Berkeley is investing serious hundred a month.” to design the layout. dwindled far below the maxi- dollars as part of this new era. The new program has been wildly suc- Berkeley Country Club Õv{Îx°"vwV>ÃiÜ A return to its roots, cessful, with 50 net new adds in the two thrived until the double wal- something big had to change. upgrades to all aspects of the lop of the Depression and The course sits just outside iLiÀiÝ«iÀiViÆÌ iÀi½Ã years it’s been running. And those new World War II hit hard. Board the town of Berkeley. It’s a place quite a story to tell at Berkeley members are joining a club that Gugliuzza members scurried to save their that’s become synonymous Country Club. And with what he and his team have fundamentally changed. beloved club in 1944, reorga- ÜÌ «ÀiÃÌ}i>`>vyÕiViÆ calls substantial marketing dol- “When a member heads home from nizing and renaming Berkeley precisely the kinds of associa- lars on the table, Svien and his our club, I want them to say they can’t to Mira Vista. “This was due to tions a high-end private club is team are anxious to tell it. —K.D. GOLFBUSINESS.COM 29 Omni’s Jon Hunter, left, and Hyatt’s Eric Claxton are all about hospitality at their resort facilities. ometimes it takes an outsider, someone with fresh eyes who has never worn the blinders of tradition. Innovative ideas, By Steve Eubanks By Steve Sthose “lightbulb moments,” don’t often spring from the minds RISHRSOHZKRKDYHEHHQRQWKHMREIRU\HDUV$7 7WHFKQLFLDQV didn’t invent the smartphone, for example. It took people from out- side, people with beards and blue jeans who played video games; ͙GJHWHUVZKRFRXOGQ̝WJHWDMRELQWKHPDLOURRPDWWKHROG0D%HOO to transform human communication and create a world where we KDYHWKH/LEUDU\RI$OH[DQGULDLQRXUSRFNHWV 30 GOLFBUSINESS January 2018 © 2017 Photo by jwhitephoto.com Stephen Kircher is guiding Boyne Resorts Ì ÀÕ} >ÛÃwÀÃÌ laid out by father and founder Everett Kircher. © 2017 Photo by Joshua Fernandez GOLFBUSINESS.COM 31 Boyne’s golf venture Li}>> >Þwi`£xx] whereRobotic founder mowers Everett like Cub ÀV iÀVÀi>Ìi`>>iCadet’s RG3 are saving shifttime course and money to play at on. golf courses like Pittsburgh’s Valley Brook Country Club. TAKEAWAYS3 Key Boyne Resorts was born at a ski VÕLÌ i£{äÃ]>vÌiÀvÕ`iÀ Everett Kircher fell in love with the sport years earlier. }>Û>ÌÀÌ i`Õà ÌÀÞ] ÞiVÌÕi`Ì iÌÀ>` ÌÜ iÌ>``i`}vvÀÞi>À ÀÕ`ÀiÛiÕiÌ i£xäð Still under the guidance of the Kircher name today, the empire >Ã}ÀÜÌ£ÎÀiÃÀÌ«À«iÀ ties across the U.S. and Canada. ,W̝VWUXHLQHYHU\LQGXVWU\,%0 invented and owned the computer FROM SKIING market until a college dropout work- ing out of his garage in Palo Alto “TO GOLF TO turned the industry on its ear. Sears had mail-order, deliver-to-your- MARKETING, doorstep retailing all sown up until the internet came along and a quirky former hedge-fund manager named WE WERE -H͘%H]RVUHYROXWLRQL]HGKRZWKH tainment. And he was decades ahead ZRUOGGLGLWVVKRSSLQJ(YHU\WKULYLQJ of the competition in capitalizing on ALWAYS TRYING industry has them—outsiders who that revelation. see neither the forest nor the trees “My father learned to ski in the NEW THINGS, but rather what lies beyond both; the 1930s on a rope-tow hill in Northern people who realize that the business Michigan,” Kircher’s son, Stephen, ALWAYS ON THE you think you’re in, the product you says. “Then he took the train out to think you’re selling, isn’t necessarily 6XQ9DOOH\>,GDKR@DQGKLVH\HVZHUH what your customers are buying. RSHQHG+HVNLHGEHKLQG%LQJ&URVE\ FOREFRONT. Golf has had plenty of them, from and saw a number of celebrities. 3HWH'\HWR%RE3DUVRQV%XWZKHQLW That’s when he fell in love with the THAT’S OUR comes to being ahead of his time, few sport and started dreaming about in the industry can match a Michigan FUHDWLQJVRPHWKLQJOLNH>WKH6XQ9DO STORY. THAT’S HQWUHSUHQHXUQDPHG(YHUHWW.LUFKHU OH\H[SHULHQFH@LQ0LFKLJDQ̠ a sportsman who grew up in Detroit World War II temporarily inter- and loved anything that kept him rupted Kircher’s dreams, but not WHAT MADE outdoors. Kircher was someone who ORQJDIWHUWKHZDU(YHUHWWDQGVRPH knew, instinctively, that the golf busi- SDUWQHUVRSHQHGDVNLFOXERQ%R\QH US DIFFERENT. ness wasn’t really about golf—it was Mountain where they brought some ” about active, outdoor, leisure enter- of the Western amenities found in the 32 GOLFBUSINESS January 2018 t happened one warm afternoon VWDIIZLVH%DFN\HDUVDJRGDG in 1955, when Kircher and a friend said, ‘If I had golf in the summer and Iwere having a drink at the lodge of skiing in the winter, I could employ DFORVHG%R\QH0RXQWDLQ7KHIULHQG people 12 months a year.’” looked out at a nearby hayfield and 7KDWDIWHUQRRQLQ (YHUHWW VDLG̟(YHUHWW\RXVKRXOGEXLOGDJROI Kircher took his tractor out and course out there.” mowed the hayfield. He then cut A couple of additional drinks got holes and put flags at both ends and Kircher thinking. Golfers sleep in he and his buddy played golf back and +LJK6LHUUDVWRWKH0LGZHVW%HFDXVH hotel rooms, just like skiers. They eat forth on the makeshift course before he hadn’t grown up in the ski business and drink in restaurants, just like ski- the sun finally started to set. In 1956, and hadn’t been saddled with its many ers. They pay to use outdoor facilities, KHRSHQHGDSDUFRXUVHRQ%R\QH traditions, and because Northern just like skiers. And they did all those Mountain Resort, the first of what Michigan isn’t the Rockies, Kircher’s things in the summer when the ski would eventually grow to 13 courses mind was free to innovate and create slopes were closed. RZQHGE\WKHIDPLO\XQGHUWKH%R\QH his own way of doing things. “You have a lot of the same main- Resort umbrella. ̟:HZHUHWKH͙UVW>LQWKHVNLEXVL- tenance issues in golf that you have in The first championship-length QHVV@WRKDYHWULSOHFKDLUV>RQWKH skiing,” Stephen Kircher explains. “It’s course came online in 1963, when OLIWV@̠6WHSKHQWKHSUHVLGHQW%R\QH running groomers on the ski slopes (YHUHWW.LUFKHUERXJKW%R\QH+LJK- 5HVRUWV̝(DVWHUQ2SHUDWLRQVERDVWV in the winter and running mowers lands, another ski resort just north ̟:HKDGWKH͙UVWTXDGFKDLUDQGWKH on the grass in the summer. Having RI%R\QH0RXQWDLQ+HNQHZVROLWWOH ͙UVWVL[SODFHKLJKVSHHG>OLIW@:H people who can run and maintain about golf that he had to ask a buddy were innovators from the beginning.” equipment is a similar discipline. who the best architect was at the So it should come as no surprise “Then you have marketing: The time. The answer came in the form of WKDW.LUFKHUZDVWKH͙UVWSHUVRQLQWKH language and target markets are dif- Robert Trent Jones, Sr. Three years Midwest to realize that combining golf ferent, but the marketing and sales later, in 1966, The Heather course and skiing into one resort provided skills needed to sell both (golf and opened to almost universal praise. RSHUDWLRQDOH͛FLHQFLHVDQGDVWHDG\ skiing) are the same,” he continues. The course has hosted three Michigan consistent income stream year-round. “So, there’s a great deal of synergy State Amateurs, been ranked among GOLFBUSINESS.COM 33 WHAT THEY LEARN FROM US MOST GOLF CONFERENCES OFFER A LITANY OF EXAMPLES OF OPERATORS learning best practices from other indus tries. But occasionally other industries can learn from golf. Such was the case with Boyne Resorts, the ski and golf operators in Northern Michigan. Operator of one of both the >̽ÃwÀÃÌV>ÀÌÞVÕÀÃià º7i½ÛiÌ>i`Þ>V«ÀV}vÀÌ i and replica courses, Boyne Resorts continues to be on the golf side and applied it to the ski side, forefront of golf innovation. which is becoming the pattern,” says Ste phen Kircher, CEO of Boyne Resorts and son of the resort’s founder, Everett Kircher. the best resort courses in the build 18 great holes, they nation and is recognized as would just be far apart and “Just like golf, you can, through special pric one of the best courses in the even farther from the lodge. ing, convince someone to commit early to country for women. “It’s still No problem. Harley-Davidson, skiing, even when you don’t know what the arguably our best golf course another Midwestern company, weather is going to be like. The whole thing after building eight of them,” was building golf carts faster with skiing is weather, just like golf. So, if Stephen Kircher notes. than motorcycles. And while you can lock somebody in ahead of time, carts were primarily for older he Heather opened players or those with dis- that’s a big win, especially if they rent hotel (YHUHWW̝VH\HVWRWKH abilities, there was nothing in rooms and plan meals and other things. value golf brought to the the rules prohibiting a course The two activities may have had more T resort experience. The stan- owner from making players VÌ > ÀV iÀÀi>âi`°*ÀiÕ dards of every amenity could rent them, especially if you times take just the same focus in one as be elevated with a year-round explained to those golfers that they do in the other—just at different times revenue stream, not to men- WKH͙UVWWHHZDVPRUHWKDQD tion stability in staffing and mile from the clubhouse. of the year, of course. all the benefits that went with 6R$SOLQHDW%R\QH0RXQ- “You also have premium days in skiing, that–training, consistency, WDLQRQHRIPDQ\%LOO1HZFRPE just as you do in golf. Christmas holidays, loyalty, standards and insti- designs in the Midwest, opened Saturdays, Presidents Day, those are pre tutional memory, to name a LQ DVRQHRIWKH͙UVWFDUW mium times in the ski business,” he explains. few. He couldn’t wait to get only courses in the country. º7i} ÌÀÕnx]äää«i«i> started on the next course. The innovations con- `>Þ->ÌÕÀ`>Þ>`£ä]äää> `>Þ]à %XWWKHUHZDVRQO\RQHSURE- tinued. Newcomb designed OHP %R\QH0RXQWDLQZDVD DQRWKHUFRXUVHDW%R\QH you’re able to yield up your pricing for your topographical challenge— Highland that was among the ëÌ>iÕÃ`>Þ«ÕÀV >ÃiÀÃÌÕV } iÀ great for skiing, not so much most difficult in Michigan—it’s levels. Anyone who is looking for a deal can for golf. The par-3 course fit slope rating today is 141 with buy early.” nicely. Anything bigger was a course rating of 73.7. Then, “Both golf and skiing are seasonal,” certainly going to require a Kircher decided to build a bit of creativity. course that was an amalgam Kircher said. “But even though they’re dif That’s where not being a of design philosophies from ferent seasons, a lot of the same princi traditionalist came in handy. all the great architects of the pals apply.” —S.E. (YHUHWWUHDOL]HGWKDWKHFRXOG world, from Alister Mackenzie 34 GOLFBUSINESS January 2018 Customer engagement is vital to Omni’s success, notes vice president of operations Jon Hunter. WE WERE INNOVATORS “FROM THE BEGINNING.” to Pete Dye. He called it The Monu- Donald Ross Memorial,” Stephen says. operations now. And while the 13 ment and dedicated each hole to a “It began in the mid-1980s and was courses—11 they own outright from different player. completed in 1990. We traveled the Montana to Maine, and two others “We had Sam Snead and Gene country with Jim Flick and our team where the Kirchers have minority Sarazen come out when we dedicated of engineers, and found 120 Donald positions—continue to receive rave the holes to them,” Stephen says. “As a Ross holes that we liked and then reviews, Stephen’s proudest moments kid, seeing those legends come to our narrowed those down to 18 that best are when he talks about the innova- golf course was pretty special.” fit the terrain. That process was a real tions his family brought to the game. Creative minds don’t stop, though. treat for me.” “From skiing to golf to marketing, we After The Monument, Kircher had an It wasn’t as great as continuing were always trying new things, always HSLSKDQ\(YHU\JROIHUKHNQHZORYHG KLVIDWKHU̝VOHJDF\KRZHYHU(YHUHWW on the forefront,” he says. “That’s our Donald Ross designs. So, why not Kircher died in January of 2002 VWRU\7KDW̝VZKDWPDGHXVGL͘HUHQW̠ build a course of replica holes from at age 85. Stephen, who lettered various Donald Ross courses? in golf at both Northwestern and Steve Eubanks is an Atlanta-based “We built the first replica course in Michigan State and carried a scratch freelance writer and New York Times WKHZRUOGDW%R\QH+LJKODQGVFDOOHG handicap for 30 years, runs the resort bestselling author. GOLFBUSINESS.COM 35 EchoEscaping THE Chamber By Trent Bouts Unbound by tradition, outsiders are bringing fresh perspectives to industries often set in their own ways Q%HDX:HOOLQJWKHJROIFRXUVH line was a woman introducing herself as designer who cut his teeth under Georgia West, recently elected president ITom Fazio and would later help Tiger of the United States Curling Association. :RRGVFUDIW%OXHMDFN1DWLRQDO͙HOGHGDQ Yes, that game on ice with brooms and unexpected call. On the other end of the rounded rocks with handles. 36 GOLFBUSINESS January 2018 GOLFBUSINESS.COM 37 © 2017 Illustrations by Richard Borge est wanted Welling to serve on In that context, for a sport in need whelmed in the digital age, which has her board, or, more accurately, of an outside eye, Welling’s arrival, accelerated a phenomenon known W she was inviting him at the be- practically out of the ether, was the variously as bubble think or the echo hest of the U.S. Olympic Committee. In VWX͘RIGLYLQHLQWHUYHQWLRQ̟+LVSHU chamber. The contention, supported by its view, if curling was to grow, it was spectives have caused us all to be bet- some studies, is that unless we expose time for the sport to get out of its own ter,” says Rick Patzke, U.S. Curling’s chief ourselves to a range of opinions, we QLFKH̚RUQDYHO̚DQG͙QGVRPHIUHVK H[HFXWLYHR͛FHU̟%HDXKDVFDXVHGWKH become more polarized, more set in our ideas and energy. The committee didn’t entire board to think bigger picture. ways and less able to learn and discover. specify a candidate, but West quickly :H̝UHQRWVWLOOZLWKRXWFKDOOHQJHV%XW settled on Welling. ZH̝UHGH͙QLWHO\OLJKW\HDUVDKHDGRI FRXSOHRI\HDUVDIWHU%HDX:HOO Until a few weeks earlier, Welling, where we were 10 years ago.” LQJ͙UVWVDWLQKLV9,3VHDW̚D who grew up and still lives in Green- &RXOGJROIGRZLWKD%HDX:HOOLQJ" A barstool with his name taped to ville, South Carolina—average annual Someone or some group unbound LW̚RYHUORRNLQJWKHLFHLQ%HPLGML-DPHV temperature, 70 degrees—had never by tradition or emotional ties to the Surowiecki published “The Wisdom of been closer to curling than his TV set, game, some entity so new to it all that &URZGV̠%URDGO\6XURZLHFNLFRQWHQGV let alone set foot on the playing surface it can analyze symptoms clinically that in the right environment, larger known as a “sheet.” Sporadically, he’d and prescribe curatives not previ- groups with diverse experience make been curious, since stumbling on the ously considered? better decisions than a few like minds. VSRUWZKLOHFKDQQHOVXU͙QJIURPKLV Some smart minds believe such a He gives an example where a group of couch as a teenager. perspective is critical, yet often over- scientists grappling with an intractable During telecasts of the Winter 2O\PSLFVLQ6DOW/DNH&LW\8WDKLQ 2002, Welling’s interest grew closer to fascination. So, soon after soaking in the Torino games in 2006, he boarded DSODQHWRWLQ\%HPLGML0LQQHVRWDWR watch the U.S. National Championships. %\WKHWLPHKHDUULYHGKHZDVDOUHDG\ something of a celebrity to a curling community equally fascinated that a 6RXWKHUQHUZDV͚\LQJPLOHVLQWR the teeth of a raging winter to watch them compete. Over the next nine days—they naturally wouldn’t let him leave—curl- ing came to know Welling as more than a some novelty interloper. He’s intelligent, articulate and an expansive thinker, as you might expect of some- RQHZLWKDQ,Y\/HDJXHSK\VLFVGHJUHH and an international business degree, who also studied landscape architec- ture, not to mention Irish drama at Trinity College in Dublin, Ireland. His golf contacts include identities from a vast range of business and political backgrounds, including U.S. presidents. 38 GOLFBUSINESS January 2018 problem only arrives at a solution after a bubble burst around the same time, the wall, unfortunately with much of it schoolteacher is introduced to the con- then the Great Recession followed. VOLGLQJWRWKH͚RRU$GKHUHQWVWR6XU versation and begins asking questions. %RWKTXLWHULJKWO\KDYHZRUQWKHLU owiecki’s view wouldn’t be surprised. The roadblock occurs when mem- share of blame for golf’s initial down- Golf 20/20’s board of directors consists bers of a crowd are so conscious of the turn and subsequent sluggish recovery. entirely of golf industry people. The opinions of others that their thinking %XWQHDUO\\HDUVRQWKH̟IXWXUH same is almost true of a 50-plus mem- begins to emulate and ultimately con- vitality of the game of golf” is anything ber advisory board. Ken May of Topgolf, form to the group. It’s why terms like but assured, at least in any context the indoor virtual reality game, is an “disruptive thinking” emerged in the comparable to the peak of the early exception, but he retired as the com- lexicon of 21st century business, the 2000s. The bloodletting may be over, SDQ\̝V&(2LQWKHIDOO notion being that real advancement but courses and golfers continue to A decade ago in this magazine, can only come through real change. seep from the industry’s wounds. 6WHYH/HVQLNFRIRXQGHUDQGFKDLU Conversely, more of the same begets In terms of initiatives to tackle the man of KemperSports, made a state- more of the same. decline, a lot has been thrown against ment that could now be seen as pro- It was 2000 when the golf industry SKHWLF̟([SHFWLQJUDSLGFKDQJHRUDQ\ launched Golf 20/20, a “collaboration quantum leap in thinking—for better designed to galvanize the industry RUZRUVH̚PD\EHXQUHDOLVWLF̠/HVQLN around strategic initiatives and grass- said at the time. “This is a game, a roots activation to ensure the future sport and an industry that prides itself vitality of the game of golf.” The tech on tradition. And that may be one of the problems with the industry. That it’s so bound in tradition that it does not adapt as quickly as some other recreational industries.” Is there really no room, nor ap- petite, for disruptive thinkers? Is the LQGXVWU\DV/HVQLNLQWLPDWHGVRLQ sular that it can’t see, as others have learned to their enrichment, that party crashers sometimes turn out to be white knights? Certainly, history is littered with examples of reluctance to accept new truths. They threw His perspectives Galileo in jail, remember. “ ne of the few who manage to oc- have caused us cupy anything like the territory, a Okind of purgatory, between party crasher and white knight is James all to be better. Koppenhaver, president and founder of Pellucid Golf, which bills itself as a ” “golf industry thought leader for key LVVXHLGHQWL͙FDWLRQLQWHOOLJHQWDQDO\VLV and actionable insight.” Koppenhaver, by his own admission, has been labeled an “industry contrarian,” often pouring cold water—what he sees as cold hard facts and data—on a positive message, GOLFBUSINESS.COM 39 or spin, from groups like the National a thin margin for the past decade. Golf Foundation. Some are there because of the eco- It’s that very willingness to take nomics,” Koppenhaver says. Or as an opposing view that’s valuable, /XFDVSXWVLWVXFFLQFWO\̟:HFDQ̝W Surowiecki suggests, and that at- afford to make a mistake.” tracts people like turfgrass scientist 2QWKH͚LSVLGH.RSSHQKDYHUSRLQWV Dr. Frank Rossi, an associate pro- out, “The people who have the least fessor at Cornell University. Rossi economic stake in the industry are also hosts a TurfNet Radio Network the ones who have the cash. The USGA podcast. On a recent show, he ex- FRXOG͙[WKLVSUREOHPWRPRUURZLILW plained that he likes hearing from was so inclined to. I know that’s a real- Koppenhaver because he so readily O\EROGDQGRXWUDJHRXVVWDWHPHQW%XW takes “a contrary view to what most if it were to make a commitment over people would consider conventional several years to understand and diag- wisdom.” “I find, as a scientist, that’s nose the problem, then fund programs when the best discussions can occur, in a competitive environment that de- when you’re stretching our thinking liver results against the objectives, you a little bit,” Rossi says. could make the whole thing go away Koppenhaver has long advocated DQGEH͙[HGIRUDPLOOLRQEXFNV7RWKH industry-backed research to identify USGA, it wouldn’t even miss it.” the programs that work and those that fail to generate golfers and rounds. omeone who agrees with that prin- “From that we can create a blueprint ciple, if not necessarily the players for success,” he says. Part of the prob- SLQYROYHGLV%HDX:HOOLQJ lem, he says, is that the people with ̟6RPHRQHQHHGVWRVD\̜/HW̝VGR the most skin in the game, i.e. golf this, and track the data and let’s draw course owners, are the least equipped, conclusions about it,” he says. “I’ve and perhaps the least inclined, to always felt like what people do a lot of make their facilities guinea pigs on is talk, rather than pursue a particular behalf of the industry. initiative. And the people who are As National Golf Course Owners trying to be the ones talking about it $VVRFLDWLRQSUHVLGHQW5RFN/XFDVVD\V in a collective sense are the ones who “Other than the church, golf course always have. It’s almost self-replicating owners are the most conservative by nature.” The echo chamber. group in the country.” Koppenhaver Welling believes golf is ripe for concurs: “People in the golf industry, something “game-changing,” such as as a general rule, aren’t creative think- has taken place in rugby and cricket, ers. They’re operational people by where short-forms of both games have nature, they’re not risk-takers, and we proven widely popular. Albeit on a lag, as an industry, behind a lot of the smaller scale, he was the catalyst for advances and technology that have something similarly radical in curling, been employed in other industries for upending decades of tradition to take 10 or 15 years.” the sport’s biggest events—the nation- While golf course owners may al championships and Olympic trials— EHULVNDYHUVHERWK/XFDVDQG.RS outside traditional curling centers. Call us today for a penhaver agree it’s not just a matter “It was somewhat controversial,” FREE quote or catalog! of DNA. “In fairness, part of it is he says, but in 2009 the nationals were Phone: 1-800-562-5377 because they’ve been living on such held in Denver, Colorado. In 2016, they Fax: 1-800-562-5399 40 GOLFBUSINESS January 2018 were in Jacksonville, Florida. The sport anybody else, so we’re going to stick a blog entry titled, “What Is Wrong With KDVJURZQVLJQL͙FDQWO\VLQFH:HOOLQJ with them through thick and thin, even Golf In America: Part One,” in which he stepped into whipping snow in 2002. “We though they have no economic stake in alleges that the costs of golf are getting had less than 10,000 members and maybe the operational side of the business.” FORVHUWRRXWZHLJKLQJWKHEHQH͙WV+H 120 curling clubs, mostly in the northern, Sans any outright revolution, either explains that golf has “a value proposi- cold weather states,” recalls USA Curling’s in thinking or who speaks for the game, tion problem” and, moreover, “a modern Patzke. “Now we have more than 21,000 .RSSHQKDYHUHFKRLQJ/HVQLNIURPD culture problem.” “We will talk about that members and about 180 clubs across 44 decade ago, expects solutions to come one in my next entry,” he writes. “Get states. There will be about 300 hours of slowly. “What’s going to end up hap- ready for some big ideas!” curling on television in 2018. We used to pening is the solution to our problem is In the meantime, USA Curling is be happy with three!” JRLQJWRFRPHIURPJUDVVURRWVH͘RUWV̠ preparing to nominate Welling to the Koppenhaver says the extended he posits. “One or two operators on their executive board of the World Curling duration of golf’s struggles has led to RZQ͙JXULQJRXWKRZWRJURZWKHLU Federation. He marched as team leader an informal split. One camp is open to FXVWRPHUEDVH͙JXULQJRXWLQQRYDWLYH of the U.S. Women’s team at the 2010 outside perspectives. “They don’t care programming that appeals to millennials, world championships and traveled to So- where the answers come from,” he says. ͙JXULQJRXWKRZWRGHDOZLWKWKHWLPH chi, Russia, with an ambassadorial role in “They don’t make the distinction of compression issue.” the 2014 Winter Olympics. That’s a long whether they’re coming from the indus- Neighbors will adopt and adapt those way from his couch in Greenville. try approved source.” SURJUDPVDQGDULSSOHH͘HFWZLOOSOD\RXW Who would golf do best to call on if it The other, larger camp, he says, re- “The challenge, because we’re slow to use was pushed to entertain an outside voice, mains “loyal to these voices that they think the technology that’s available, is until someone from outside the echo chamber? are looking out for their best interests.” we get several thousand courses learning It’s back in the Olympics, after all. “The view is that we’ve grown from each other, it’s not going to make a up with these associations,” he adds. dent in the national numbers,” he says. Trent Bouts is a South Carolina-based “They’re part of our history. They should Some others are not waiting to be in- freelance writer and editor of Palmetto understand our problems better than vited for their input. Welling himself has Golfer magazine. £ä]äääÀÕ`Ã>Þi>À>` during other sports, not during my mind.” He was surprised increasing special events by golf events. Government should but perhaps more so that the THE SOUND xä«iÀViÌ°/ ÃiÃÕVViÃÃiÃ] bring golf into school PE pro iµÕ«iÌ>Õv>VÌÕÀiÀÃ]Ì along with the club’s outreach grams and provide tax conces whom he’d been a loyal and, OF SILENCE and service on behalf of the sions for golf course owners iLiiÛiÃ]«ÀwÌ>LiViÌ] community, earned it National during bad years. had no response. Jay Miller was Golf Course of the Year honors He did get some “warm º/ iÀiÜiÀiµÕiÃÌÃ] president of the from the NGCOA. responses” from fellow own vÜÕ«]» iÃ>Þðº California Golf But when Miller tried to ers when he presented his imagine it ended up in the trash Course Owners share his recipe, along with paper at an NGCOA summit in and see you later kind of thing. Association. His facil some other suggested remedies Southern California. But after I wasn’t a big enough name. I ity, Hidden Valley Golf Club in vÀÌ i`ÕÃÌÀÞ>wÛi«>}i sending it to several leading really thought they might say, Norco, was hardly Oakmont, whitepaper he poured some }vÀ}>â>ÌÃ]VÕ`} ‘OK, he might be some whack but it was thriving at a time heart and soul into, there wasn’t >ÀiµÕ«iÌ>Õv>VÌÕÀ LÜÌ ÃiVÀ>âÞ`i>Ã]LÕÌ when many others weren’t. much of an appetite. Some of ers, there was nothing. some of his stuff has worked. Miller’s drive and his innova his ideas included club manu 7i]>ÃÌÌ }° And we’re not exactly killing tions were clearly the reason facturers giving lesson coupons Through the grapevine, he it right now. Maybe we should vÀÌ iViÃÌÀÕ}}}VÕL½Ã with every set sold. Golf adver says, he heard that “the Ì>i>°½w>Þ}>ÛiÕ«° resurgence, adding nearly tisements should be screened USGA thought I was out of To hell with it.” ——T.B. GOLFBUSINESS.COM 41 We Play Fair. And we’ve been doing so for over 30 years. As NGCOA’s Official Payment Processing Partner, TSYS® is teed up to be your trusted advisor for merchant services. No games — simply, a reliable partner with a global reputation for integrity, advanced security and exceptional service. No traps. What you see is what you get: • Secure, low-cost credit card processing • No hidden fees • Integration with most golf POS systems • Acceptance of all payment forms, digital wallets and recurring billing • Trusted EMV® solutions • Advanced networks for maximum security and fraud protection • More than 30 years of payment expertise* • Over 650,000 businesses* count on us and so can you • 24/7, U.S.-based support You need a dependable partner to simplify payments for your golf course. Contact us at 866.969.3350 or [email protected] and discover what the TSYS team can do for you. tsysassociation.com/ngcoa *Source: TSYS Internal Corporate Data. EMV is a registered trademark or trademark of EMVCo LLC in the United States and other countries. All trademarks contained herein are the sole and exclusive property of their respective owners. 42 GOLFBUSINESS January 2018 Any such use of those marks without the express written permission of their owner is prohibited. ©2017 Total System Services, Inc. TSYS® is a federally registered service mark of Total System Services, Inc. All rights reserved. TS7197_Oct ere’s an unexpected Digital Age, 68 percent say stat for you, from they “value face-to-face Ha recent study networking over network- of business travel and ing online.” convention-going: Among Let that be a signal to “entry-level professionals,” all the course owners and all of them children of the operators who haven’t GOLFBUSINESS.COM 43 For Northern-tier people who manage golf facilities, it’s become a slightly harder task—an odd by-product of climate change. One operator who’s noticed this is Mike Roeder, general manager of Ravenwood Golf Club outside Rochester, New York. “We don’t open in the spring much ear- lier than in years past,” he says, “but we do close later in the fall, simply because the warm weather hangs on. It’s been GHOD\LQJRXUR͘VHDVRQSHULRGRIHYDOXD- tion and planning.” %\WKHWLPH5RHGHUGHFDPSVWR Orlando for PGA Merchandise Show ac- WLYLWLHVKHDQGKLVVWD͘ZLOOKDYHKRQHG their strategic questions and decided which aspects of their golf program or EDFNR͛FHIXQFWLRQVQHHGXSJUDGHV$V a former PGA Merchandiser of the Year in his section, Roeder gets invited to the PGA’s three-day pre-show conference limited strictly to these honorees. “It’s a great networking opportunity,” he says of the “MoY” sessions, “in some ways more valuable than the show itself.” This year, he’ll be listening particularly for what his peers have done to liven up their websites and bolster their social- media presence. Once the exhibit hall at Orange County Convention Center opens, Roed- HUVSHQGVH[WUDWLPHLQWKHSHQQHGR͘ new-vendor area and in the aisles de- voted to technology for golf operations. He also goes to select seminars and gatherings where he’s likely to receive a bit of inspiration. “I value the chance to be with people who are as excited about been “entry-level” for a good long time: Stick the game as I am, and share the desire to keep making the golfer’s experience to your custom of using these snowy months for better,” he explains. conferences, trade shows and other events that his year has brought a fairly deep Tdive into dynamic pricing of green get you face-to-face with fellow decision-makers, fees for David Frem, general manager especially in educational settings that include RI&\SULDQ.H\HV*ROI&OXELQ%R\OVWRQ Massachusetts. In his role as president seminars and presentations. RIWKH1HZ(QJODQG*ROI&RXUVH2ZQHUV 44 GOLFBUSINESS January 2018 Association, Frem got a double-dose new trends and opportunities has long COA online forums, which he uses on a of convention-season expertise on this included the input of trusted peers. regular basis, and among the questions HPHUJLQJQHZWRROIRUSUR͙WDELOLW\+H “I’ll go to conferences and seminars he will pursue is how best to upgrade WUDYHOHGWR/DV9HJDVLQ6HSWHPEHUIRU at the PGA Show and reconnect with the course’s golf simulator amenity and WKH1*&2$̝V*ROI%XVLQHVV7HFK- people like my classmates from the monetize that through new programs. Con, where experts made presentations Ferris State PGM program, so that I can /LNH5RHGHURI5DYHQZRRG&RQNOLQ on price optimization as other indus- hear what they’re thinking,” Geddes is part of the Merchandiser of the Year tries have developed it and recommen- says. “Some of them have gone to work fraternity and leverages the gathered dations on adapting it to golf. He then IRU0DUULRWW*ROIRU%LOO\&DVSHURU talent at the MoY pre-PGA Show confer- booked one of those speakers to appear other big management groups. ence for picking brains and discussing DWWKH1HZ(QJODQG*&2$DQQXDOPHHW- “In prior years, I’ve asked their new trends and concepts. His facility is ing and workshop. In the process, Frem DGYLFHRQWKLQJVOLNHFOXE͙WWLQJV\VWHPV a bit of an outlier, charging in the $90 began to see how his upscale daily-fee and event-planning software,” he adds. to $100 range for 18 holes, even though FRXUVHFRXOG̟EUHDNR͘SLHFHV̠RIWKLV “Those recommendations have been it’s located in a swath of Michigan challenging technology and begin VROLGZKLFKJLYHVPHFRQ͙GHQFHWKDW ZLWKRXWPXFKD͜XHQFH̟:HFDQ̝WWDNH LPSOHPHQWLQJWKHPZLWKFRQ͙GHQFH my network is a great resource for many cues from the courses in our “If you’ve built a solid organization decision-making.” geographical area, so that’s all the more DQGDFKLHYHGVRPHVXFFHVVR͘VHDVRQ Once the golf-boom years gave way to reason to get ourselves to where people education and networking activity be- leaner times, shrewd strategizing became operating similar facilities are talking FRPHVLQFUHPHQWDO̠)UHPSRVLWV̟(DUOLHU all the more necessary, according to VKRS̠7KLVR͘VHDVRQ%XFNV5XQZLOOEH in my career, I would come back from Geddes. He remembers when taking the contracting with a new digital market- the annual conferences probably too plunge on this or that new gadget was LQJFRQWUDFWRULQDQH͘RUWWRPD[LPL]H psyched up about making major changes relatively low-pressure, thanks to steadily its search-engine presence and draw as and then discover that in the month or rising revenues. These days, not so much. much business as possible from web- two before reopening we couldn’t ex- ̟,QWKH͙UVWSODFHDQ\RQHUXQQLQJDJROI VXU͙QJJROIHUV ecute on the scale I was hoping for.” RSHUDWLRQLVGHDOLQJZLWKPDQ\GL͘HUHQW ̟:H̝UHDOVRMXVW͙QLVKLQJRXU͙UVWVHD- Indeed, the kid-in-a-candy-store functions—turfgrass, instruction, online son of selling three-hole rounds and six- phenomenon at industry events is com- marketing, retail merchandising and so hole rounds,” notes Conklin, who enjoyed mon among operators of just one or forth—that we can’t be experts in,” Geddes early success with the program, but feels two courses, no matter how competent says. “On top of that, the business is more he needs to learn more about shoehorn- WKHLUVWD͘PLJKWEH)UHPUHFDOOVDIHHO- competitive, so when something new ing these short-stay golfers onto the tee ing of envy toward management groups comes along that looks like it’s worth the sheet and onto the golf course. “We had “who run a dozen courses and can investment of time and money, we have quite a few twosomes—including a lot D͘RUGWRKDYHWKUHHJX\VLQDURRPDW to really research it—that means getting of fathers and daughters—expect to just headquarters changing prices all day.” in touch with trustworthy people who play the minimum, but they were having 2YHUWKHSDVWFRXSOHRIR͘VHDVRQVKH̝V FDQR͘HUJXLGDQFH̠ a lot of fun and wanted to keep going. shifted goals “from learning something I’d like to hear how other courses have completely new to crystallizing my KLVR͘VHDVRQDVVQRZFRYHUVWKH managed that challenge.” thoughts and plans about a particular T IDLUZD\VRI%XFNV5XQ*ROI&OXELQ0W His investigation into that question new initiative.” Pleasant, Michigan, the head of the golf LVFHUWDLQWREHQH͙WIURPGLVFXVVLRQV operation, Jon Conklin, will continue with peers he can speak to in-person, our network becomes more his search for “the latest and greatest especially those he has known for some Yvaluable over time, according to WHFKQRORJ\WKDWZHFDQR͘HU̠&RQNOLQ time and built up trust with. It’s a tradi- Duncan Geddes, because you build up DQGFUHZKDYHFUDPSHGWKHLUR͘VHDVRQ tion of shared wisdom that wise heads WUXVWLQWKHJXLGDQFHWKDW͚RZVIURPLW VW\OHE\JURZLQJWKH%XFNV5XQEDQTXHW will always value. Geddes is director of golf operations at business to the extent that holiday par- Aldeen Golf Club, an award winning fa- ties generate strong December revenue David Gould is a Massachusetts-based cility within the Rockford, Illinois, Park DQGUHTXLUHSOHQW\RIVWD͘HQHUJ\+H̝OO freelance writer and frequent contributor District. His process of investigating still be able to devote extra time to NG- to Golf Business. GOLFBUSINESS.COM 45 GAME FOR MORE... possibilities Experience the latest game-changing technology Developed in partnership with the Greg Norman Company and Verizon, the Shark Experience in-car entertainment package offers music, news, sports and more to engage a wide audience of golfers—and keep them coming back for more. Don’t miss your chance to preview this exclusive software at the PGA Show. VISIT CLUB CAR IN BOOTH 2928 for a personal demonstration, and see how you can move the game forward in 2018. ideas & insights that unite Going Primal Purpose and Passion.(YHU\RQHKDV $UH\RXFRPSOHWHO\VDWLV͙HGLQ\RXUZRUN":KHWKHU\RX̝UH 1VRPHWKLQJWKDWGULYHVWKHPWRGR MXVWVWDUWLQJRXWRUDVHDVRQHGSURLWFDQRIWHQEHDFKDO ZKDWWKH\GRDQGDFWLYLWLHVWKDWKHOSWKHP FRQQHFWWRWKHLUQDWXUDOWDOHQWV7KHFKDO OHQJHWRVWD\PRWLYDWHGHQJDJHGDQGKDSS\DOOWKHWLPH OHQJHLV͙JXULQJRXWZKDWWKDWLVIRU\RX 48 GOLFBUSINESS January 2018 spend 15 or 20 minutes in the shop where they probably would’ve only spent three or wÛiÕÌiÃà ««}°7iÌ iLÀ>V i` out, carrying lots of used shoes and prob- ably three lines of used apparel. “Now we carry all the U.S. Kids stuff,” he continues. “We hired a year-round youth golf director, Dave Zimmaro, whose only job is to cater to the club’s kids. Going real hard in that direction has paid off.” <>ÀÃ>1°-° `ÃvViÀÌwi` instructor and Philadelphia First Tee program ÛiÌiÀ>°"ÛiÀLÀ `Ã`ýwÌÌ}`>ÞÃ] U.S. Kids demo days and carries Ping, Taylor- Made and U.S. Kids equipment. Zimmaro also handles Overbrook’s junior golf mem- bership email and social-media marketing, Don’t Overlook Overbrook and informative, funny You Tube videos. The roughly 150 youth-program mem- alk about a farm system! Overbrook things. Everyone is purchasing Junior League bers are just the tip of the iceberg, Kennedy Golf Club truly caters to its young uniforms, so it’s self-sustaining every year.” believes. “The more tangible thing is you members. The Bryn Mawr, Pennsylva- The youth shop idea hatched in 2008 have to be a golf member to be eligible Tnia, private club’s youth section comprises with basic garb and U.S. Kids items. After for the youth golf program, and Dave has 10 percent of Overbrook’s 1,000-square-foot Kennedy’s shop manager gave birth and converted house members to the tune of golf shop, and junior sales have doubled in Kennedy’s wife followed suit a year later, $40,000 to get their kids into the youth golf the past three years. staff began focusing on kids. The shop man- program,” Kennedy notes. “Converting “We do a ton of kids’ apparel sales,” says ager used her son’s toys to create an in-shop house members is huge. Today. youth activi- head professional Eric Kennedy. “Parents play area. ties drive the decision process, and if kids also purchase the next set of U.S. Kids Golf “The hardest thing for shopping parents want to play golf, parents will do just about clubs each year. That adds up. For our used is to keep their kids occupied,” Kennedy anything—including joining clubs—so they golf program, we do uniforms and similar says, “so it became really easy for parents to can do it.” —S.D. the PGA of America’s Metropolitan “People absolutely love it here,” Hudson Valley milk barrels also serve Avoid the Stress, Section. “We have a very high-end Crowell explains. “No one has said, ‘I as yardage targets.“It’s fun to hit at clientele, but a very laid-back approach would really like to wear my sports coat something,” Crowell notes. “Why Don’t Dress to the game. Our and tie to dinner on Saturday night.’” more ranges don’t have targets like main focus is to A favorite family activity is the large that is beyond me.” THE ONLY RULE AT HIGH- iÞÕÀÌi «ÕÌÌ}«>À>`>ViÌÌÌ iVÕL ÕÃi° Golf on the Tom Fazio-designed END SILO RIDGE FIELD while on the Families frequently navigate the fun VÕÀÃi>ÃÀiyiVÌÃÌ iiÜ>Ì- CLUB—a year-old Discovery property. We layout before, during or after dinner in sphere. There are in-cart Bluetooth Land Company property in want people L>ÀiviiÌ]y«y«Ã>`/à ÀÌð speakers, and a growing number of bucolic Amenia, New York, 90 to feel less “The putting park has been a canines accompany their member minutes from Wall Street—is stressed, with great factor,” Crowell says. “We’re owners during their rounds. Playing to have fun. In fact, the upscale less rules and trying to provide a family experience, only holes 3, 4, 5 and 6 has also be- resident membership has no dress fewer policies to be entertainment for members and come common, and taking breaks to code. Members can dine and/or play concerned about, and guests of all ages.” use cell phones is encouraged. }vL>ÀivÌ]y«y«Ã]i>Ã]> it’s really paying off.” Included in that category are Silo “I don’t like members going T-shirt and even in a bikini. Despite members’ private-club Ridge’s unique driving-range targets. three or four holes without some staff “Golf needs to chill out,” says backgrounds, zero prospective buyers A 1954 Chevy pickup truck serves interaction or impact,” Crowell says. general manager and golf director balked at Silo Ridge’s casual vibe, as the 70-yard marker, and a 1947 “We want them to know we’re here Brian Crowell, who’s also president of non-dress code or lack of rules. Chevy pickup is the 160-yard marker. for them.” —Steve Donahue GOLFBUSINESS.COM 49 Market Place GOLF COURSE MARKET COURSE LISTINGS Presenting Sponsor: COLLIERS INTERNATIONAL Golf Course Advisory Services www.colliers.com/golf Courses For Sale Nationwide Fort Smith Country Club—Fort Smith, AR - HIS- Keith Cubba MILLER MANAGEMENT ASSOCIATES TORIC 9 HOLE COURSE IN THE CITY LIMITS, FLAT TER- The Carolinas and TN brokerage leader RAIN, PRO SHOP, PRACTICE GREEN. On the National DIR: +1 702 836 3733 | [email protected] WE HAVE BUYERS, WE NEED COURSES Historic Register of U.S as one of the fi rst golf courses Buyer Representation Specialist www.mmagolf.com • [email protected] • 828-775-7765 located west of the Mississippi River. Call Brett at Miller Management Associates for more information. Allen Depuy (828) 775-7765, [email protected]. DIR: +1 215 928 7520 | [email protected] For Sale King Carter Golf Club—Irvington, VA - King Carter Chestatee Golf Club—Dawsonville, GA - A pristine Golf Club is an 18-hole, semi-private championship golf 18-hole championship golf course with brilliant water course. The beautifully maintained par 71 layout was de- holes and vigorous mountain-like terrain. Designed signed in “old world” classic style, enhanced by natural by award-winning golf architect, Denis Griffi ths, the woods, glistening ponds and even a glimpse of the vine- golf course is one of the South’s most memorable and yards. Real estate included in the sale of the golf course picturesque golf experiences. Only 20 minutes from is 91 fi nished residential lots and two parcels referred Alpharetta and one hour north of downtown Atlanta. to as the Gunther tract (95+/- acres) and the Davis tract Contact Hilda Allen, Hilda W. Allen Real Estate, Inc., (13+/- acres). Contact Hilda Allen, Hilda W. Allen Real (888) 324-5020, [email protected]. Estate, Inc., (888) 324-5020, [email protected]. Confi dential—Retail Store, Carolinas location - Legend Oaks Golf & Tennis Club—Summerville, Yes, a retail store that is profi table and more than just SC - An 18-hole Scott Pool design, semi-private golf supplemental income. Includes the business, equipment, and tennis club located within 30 minutes of down- trade name, inventory (fl uctuates)Has been around over town Charleston. The plantation-style clubhouse has 12 years with two owners and this year is best year top rate amenities. In March of 2014, a greens replace- ever!$195,000 Call Brett at Miller Management Associ- ment project was completed with new Diamond Zoy- ates, Inc. (828) 775-7765, [email protected]. sia greens. 18% revenue increase in 2017 over 2016. Contact Hilda Allen, Hilda W. Allen Real Estate, Inc., Confi dential—Tennessee - Upscale, private golf (888) 324-5020, [email protected]. course. Host to many notable tournaments. Expand- ing membership. Ranked in the Top 10 in Middle Ten- Lexington Oaks GC—Wesley Chapel, FL - This up- nessee by The Nashville Business Journal. Additional scale, semi-private facility truly offers a great golf ex- prestigious, high-end lots available separately. Con- perience at affordable rates. Opened in January 2000, tact Hilda Allen, Hilda W. Allen Real Estate, Inc., (888) this 6,748-yard course was designed by Gordon Lewis, a 324-5020, [email protected]. Naples-based architect known for producing outstand- ing designs for both public and private courses through- Crooked Creek Club—Alpharetta, GA - 18-hole, pri- out the world. Contact Hilda Allen, Hilda W. Allen Real vate club featuring a par 72 Mike Riley design that plays Estate, Inc., (888) 324-5020, [email protected]. to 6,960 yards and boasting a 28,000SF clubhouse. The primary amenity in the Crookedoked Creek residential Linville Falls Golf Club–Linville, NC - Championship development.pment. Convenientenientnt to metro Atlanta; 1.4 mimillion 18 hole layout designed by Lee Trevino with functional householdsseholds and $100K+ average income within 30 pro shop, grill, attached cart shed, driving range. Bent miles.s.UNDER Contact Hilda Allen,Allen CONTRACT Hilda W. AllenAl Real Estate, greens, bermuda fairways, with highway frontage on ´:HQHHGOLVWLQJVLQ)/ Inc.,Inc (888) 324-324-5020, [email protected]. 221 to the tourist destinations of Boone, Banner Elk and Blowing Rock. Owner fi nancing with PREFERRED with *$6&1&DQG7;SULYDWH Crosswinds Signature Par 3–Greenville, SC - Unique solid down payment. Contact Brett at Miller Manage- upscale lighted,18 hole Par 3 course located in incred- ment Associates, [email protected], (828) 775-7765. DQGVHPLSULYDWHFOXEVµ ible location in the heart of the thriving Upstate of SC. Hotels, retail, rooftops at the doorstep of this facility Retreat at Lake Toxaway Country Club—Lake with full visibility to the 385 beltway. Clubhouse,ubhouse, main- Toxaway, NC - NEW: Stunning mountain home/ tenance buildingng and equipmentpmentment included in this long lodge/retreat at one of Westernern NC’s premiermier com-c term leasehold. Tremendous upside with additionadditio of munitiesties Lake Toxawayoxawayxaway Country Club. IncredibleIncredibl 60 new revenuePRICE streams. REDUCTION Contact BrettBreBr at Miller Manage- milee mountain and lake views from all rooms in this ment Associates,A [email protected], (828) 775-7765 57000UNDER square foot customcusto cu CONTRACT home. ReRecent reappraisal for more info. $450,000. Possible owner fi nancing. at $1,345,000, $1 345 00 priced now at $945,00. Call Brett at Miller Management Associates, (828) 775-7765 or Cypress Creek Golfers’ Club—Smithfi eld, VA - A [email protected]. spectacular, semi-private 18-hole course designed by the renowned Tom Clark in consultation with Silver Creek Plantation Golf Course—Morgan- the Tidewater’s most successful professional, Curtis ton, NC - JUST LISTED Western North Carolina, 18 hole Strange. Only 45 minutes from Virginia Beach and championship design, rolling terrain with bermuda fair- less than 20 minutes from Newport News and Hamp- ways and bent grass greens. Includes excellent practice ton. Contact Hilda Allen, Hilda W. Allen Real Estate, facility that is golf school ready, practice green, pavil- Inc., (888) 324-5020, [email protected]. ion, spectacular clubhouse. NO deferred maintenance. CLASSIFIEDS Contact Brett at Miller Management Associates, (828) 775-7765 or [email protected] additional lots and land available. Southwood Golf Club—Tallahassee, FL - Masterfully designed by PGA Tour legend Fred Couples and his renowned design partner, architect Gene Bates, SouthWood is an upscale public facility nestled among rolling hills, pastureland, and ancient oak trees draped in Spanish moss. The Clubhouse is 7,200SF with a wrap-around porch and houses a restaurant, pro shop, locker rooms, offi ces and the SouthWood Room. SouthWood Golf Club is certifi ed as Cooperative Sanctuary by Audubon International. Contact Hilda Allen, Hilda W. Allen Real Estate, Inc., (888) 324-5020, [email protected]. Springdale Resort–Canton, NC - Stunning 388+/- acre property with development potential for a variety of uses from equestrian, Summer Camp, winery, RV/campground, etc. includes improve- ments of an 18 hole championship golf course, offi ce building, two maintenance buildings, restaurant, and water plant This is a true opportunity in Western NC with limited golf courses and large land tracts. Close proximity to Asheville. Contact Brett at Miller Manage- ment Associates, [email protected], (828) 775-7765. 6(// THROUGH The GC at Star Fort—Ninety Six, SC - A semi-private George W. Cobb designed golf club featuring a newly renovated pool, dining and grill facilities, as well as a championship caliber golf course. THE GB Contact Hilda Allen, Hilda W. Allen Real Estate, Inc., (888) 324- 5020, [email protected]. The Tradition Golf Club at Brickshire—Providence Forge, CLASSIFIEDS VA - A semi-private, 18-hole Curtis Strange and Tom Clark design. Conveniently located between Richmond and Williamsburg just off I-64. Wide, inviting fairways, artfully sculpted, true-rolling greens, Call 800-933-4262, ext. 212 for information on placing your ad and dramatic elevation changes. Golf Digest readers recently hon- ored The Golf Club at Brickshire with a four and a half star rating. Golf Styles named Brickshire one of the mid-Atlantic’s “Must Play” courses. Contact Hilda Allen, Hilda W. Allen Real Estate, Inc., (888) 324-5020, [email protected]. The Tradition Golf Club at Royal New Kent—Providence Forge, VA - A semi-private, 18-hole located between Williamsburg and Richmond, Royal New Kent is set upon the low hills between Diascund Creek and the Chickahominy River. Flowing across 7,372 yards of a windswept, rugged landscape, Royal New Kent has been called “the truest representation of an Irish links in America.” Con- tact Hilda Allen, Hilda W. Allen Real Estate, Inc., (888) 324-5020, PLEASE [email protected]. The Tradition Golf Club at Stonehouse—Toano, VA - A semi- private, 18-hole Mike Strantz design. Located just outside of Wil- lamsburg, VA near the York River. Stonehouse offers fi rst-rate con- veniences such as a full-service bar, dining area, practice facilities VISIT and a pro shop. In 2001, Golf Digest ranked Stonehouse among the top 6 courses in Virginia. Contact Hilda Allen, Hilda W. Allen Real Estate, Inc., (888) 324-5020, [email protected]. Recent Transactions www.GolfCourseMarket.com Dunnellon, FL—The Preserve at Spruce Creek sold by Hil- da Allen Hilda W. Allen Real Estate, Inc., (888) 324-5020, [email protected]. Alpharetta, GA—Milton Country Club - sold by Hilda Allen Hilda W. Allen Real Estate, Inc., (888) 324-5020, [email protected]. For real time listings or call to participate. Auctions Crystal Lake Golf Club—Haverhill, MA - Lender Ordered Auction 1 (877) 933-4499 18-Hole Golf Course Thursday, January 11th at 11:00 a.m. Real Prop- erty and FF&E. The course is situated on 125 +/- acres with a Geoffrey Cornish 18-hole, par 71, 6,180 yard layout. Contact Paul McInnis, Paul McInnis, Inc. Auctioneer, (603) 964-1301, [email protected]. Interact with the companies Subscribe Today or Requalify Now whose products and services To Continue Receiving Golf Business Adare advertised In in Golfd Businessex ® All fields on this form are required fields. Please answer all questions. ADVERTISER PAGE PHONE URL q New Subscription q Subscription Renewal Is this your personal copy of Golf Business? q Yes q No CLUB CAR 46 800.CLUBCAR clubcar.com AFFIX LABEL HERE (signature still required) OR PRINT IN BLACK INK Name______Title ______Company ______ENTEGRA BC 866.ENTEGRA entegraps.com Address ______City ______State ______Zip ______E-Z-GO 11 ezgo.com/elite Phone ______Fax ______Email (required)______GOLFZON golfzonsimulator.com Are you a current member of the National Golf Course Owners Association? 54 q Yes q No 1)Do you wish to receive/continue to receive Golf Business FREE? q Yes q No JOHN DEERE GOLF 7 johndeere.com/golf Signature X______Date______ 2)Which one option best character- 7)What is the average greens fee for a typical izes your organization? (check one only) round of golf at your facility? If you work at LEISURE FINANCIAL GROUP 9 770.695.0930 leisurefinancialgroup.com 01 q Golf Course Facility/Group of Facilities multiple facilities, please indicate the average 02 q Off-Course Golf Retailer q greens fee across all facilities. 03 Golf Industry Manufacturer/Vendor/Distributor 01 q nothing/private 05 q $75 - $99 04 q Golf Course Consultant 02 q o less than $25 06 q $100 - $149 03 q $25 - $49 07 q $150 or more 3) What one option most closely matches q q NGCOA CONFERENCE 57 800.933.4262 golfbusinessconference.com your job function/title? (select one only) 04 $50 - $74 08 not applicable 01 q President/CEO 02 q Owner/Operator 8)What is the total annual budget or 03 q Chairman of the Board expenditures for which you are responsible? 04 q CFO/Financial Manager 50 q less than $99,000 53 q $500,000 - $999,000 q q q 05 General Manager 51 $100,000 - $249,000 54 $1,000,000 - $2,499,000 NGCOA SMART BUY 59 800.933.4262 ngcoa.org/smartbuy 06 q Club Manager 52 q $250,000 - $499,000 55 q $2,500,000 or more 07 q Director of Golf 08 q Executive/National/Regional Director/Manager 9) In which ways are you personally involved 09 q Purchasing Manager/Buyer in your organization’s purchasing decisions? 10 q Golf Professional q q 60 Determine annual budget expenditures 11 Golf Superintendent 61 q Authorize final purchases PEPSI IBC pepsico.com 12 q Member, Board of Directors 62 q Determine needs of the operation 13 q Marketing/Sales Manager/Director 63 q Specify/recommend vendors or suppliers 15 q Other (please specify)______64 q Specify/recommend specific brands q 4) Which one best describes the 65 Evaluate brands for purchase nature of your organization? SALSBURY INDUSTRIES 40 1.800.LOCKERS lockers.com (select one only) 10) Which products/services listed below do 10 q Private you specify, recommend, buy or approve the 11 q Privately-Owned Daily Fee purchase? (select all that apply) 12 q Semi-Private A q Golf Cars 13 q Resort B q Turf Equipment 14 q Municipal/State/County C q Course Design/Construction/Renovation q TEESNAP 4 844.458.1032 teesnap.com 16 Military D q Irrigation & Drainage 17 q University/College q q E Chemicals, Fertilizer & Seed 18 Driving Range/Practice Facility G q Clubhouse Design/Construction/Renovation 20 q Development Company H q Financial Services 28 q Golf Course Builder T q Legal Services 21 q Other (please specify)______F q Course Accessories TORO 2-3 800.803.8676 toro.com/RM5010H 21 q Not Applicable J q Insurance q 5)Are you affiliated with a golf course U Marketing Services management company? L q Pro Shop Apparel 01 q yes 02 q no M q Pro Shop Equipment q P Food & Beverage TROJAN BATTERY 21 800.423.6569 trojanbattery.com 6)How many facilities, in total, are R q Computers/Technology you personally responsible for? V q Furniture/Fixtures 80 q less than 2 83 q 10 or more W q Human Resources/Staffing q q 81 2 - 4 99 Not applicable K q Consulting 82 q 5 - 9 Incomplete forms cannot be processed or acknowledged. The publisher reserves the right to TSYS 42 tsysassociation.com/ngcoa serve only those individuals who meet the publication qualifications. For Faster Service Go Online: www.golfbusiness.com Mail to: Golf Business-Subscriptions Dept, 291 Seven Farms Dr, 2nd Fl, Charleston SC 29492. Phone: 843-881-9956. Fax: 843-856-3288. YAMAHA GOLF CARS IFC, 1 866.747.4027 yamahagolfcar.com B2018IN 52 GOLFBUSINESS January 2018 x the clubs you manage are known for their non-traditional events. what have been some of your favorites that other golf courses can easily implement? Boxing night is a huge hit, and appreciated by a range of generations and differing demographics. We make it a full-day event with a tourna- Matt McIntee ment, gourmet dinner and all CEO and Partner the trappings of a true boxing Green Golf Partners match. The overnight camp outs Indianapolis, Indiana are popular with parents and kids—everyone loves ghost stories and s’mores. Among my personal favorites are the one- day music festivals with food and music that create a true connection with the local com- munity that goes beyond golf. green golf partners is all about getting the non-golfer through the doors. how do you accomplish this? your company has about a 70/30 ratio of public to private clubs under man- Our true mission—to make golf agement. what have you learned from fun—applies to all golfers, but having a hand in the operation of these is particularly applicable to two vastly different approaches? attracting and retaining new golfers. I think if you asked We’ve learned that in a busi- anyone in our organization ness as competitive as golf, from top-to-bottom about our every customer matters. approach in general, they’d Our service programming is say we’re committed to devel- intended to create the same oping a culture of fun that in- outcome for each and every volves attitude, programming patron of our facilities—to meet and service. Creating a truly or exceed their expectations fun environment is equally and to ensure they have fun. as important to retention as If I had to articulate a thought it is attraction. Who the heck on the difference between the doesn’t want to have fun? two approaches, it’d be the country club experience is about creating a fun and safe place for families to enjoy time together. The public course is about treating all customers as if they’re members of a private facility. From a business per- spective, it’s about balance. I’m a firm believer in balance, from geography to product type. GOLFBUSINESS.COM 53 “We present you golf in a way never seen before” In Action A look inside the world of the National Golf Course Owners Association NGCOA.org 1 Up Front NGCOA Unveils Course of the Year Finalists our golf courses from Facross the nation have been selected because of both their service and excellence as the 1*&2$ËVÖQDOLVWVIRU1DWLRQDO Course of the Year. ERIN HILLS NAMED JEMSEK WINNER rin Hills, home of the 2018 U.S. Open Championship, has Manchester Country Club (New been honored with the National Golf Course Owners As- Hampshire), Atlantic Dunes by E sociation’s 2018 Jemsek Award for Golf Course Excellence. Davis Love III (South Carolina), Swan Lake Resort (Indiana) and The Jemsek award honors the world’s top golf courses, which 7KH5HVRUWDW(DJOH3RLQW*ROI&OXE 2UHJRQ URXQGRXWWKHÖQDO are widely known for superior quality, having hosted major four for this prestigious honor. amateur and professional tournaments and for being venues to which golfers travel from far and wide. The award honors a member demonstrating four criteria: Ex- ceptional quality of the course, exceptional quality of ownership Previous winners include: Augusta National (2017), TPC Boston and management, outstanding contribution to its community (2016), Seaside Course (2015) and Troon North Golf Club (2014). DQGVLJQLÖFDQWFRQWULEXWLRQWRWKHJDPH The Jemsek Award has been given out every year since 1996, when Cog Hill No. 4 (Dubsdread) took home the inaugural honor. ubmbѴѴvbѴѴu;1;b;|_;_omou-||_;;Ѵ;0u-ঞom-m7-u7v Mike Whan, Nancy Lopez Dinner at the conclusion of the 2018 Golf Business Conference. To Accept LPGA’s 2018 Award of Merit he LPGA will be honored at the Golf TBusiness Conference with the Award of TPC San Antonio hosting golf outing Merit, the NGCOA’s longest-running award efore education ramps WKDWËVGHVLJQDWHGIRUORQJWHUPDQGVLJQLÖFDQW Bup at the 2018 Golf contributions to the game of golf. Business Conference, at- tendees can take to the links LPGA Commissioner Michael Whan and Hall of Famer Nancy to show off their skills at TPC Lopez are set to receive the honor, which will take place dur- San Antonio (additional fee). ing the Celebration and Awards The outing is set for Tuesday, February 6. Dinner on Thursday, February 8. The AT&T Oaks Course, designed by Greg Norman with consul- To attend, register for the Golf WDQW6HUJLR*DUFLDUH×HFWVWKH7RXUËVGHSDUWXUHIURPWKHPRGHUQ Business Conference now at tournament-style course to a more natural look and feel, without www.golfbusinessconference.com! VDFULÖFLQJWKHIDQH[SHULHQFHWKDWPDNHVLWWRXUQDPHQWIULHQGO\ 2 NGCOA January 2018 Up Front Accelerate Community What’s happening Recently uploaded on Accelerate: documents: The NGCOA Listserv has been active this month, with mem- Snagajob is America’s bers discussing operational tactics both on the course and No. 1 hourly employ- off. If you have feedback to any issues on the Listserv, or ment marketplace, have a question you’d like to ask, just log into Accelerate at and it’s offering a 10 accelerate.ngcoa.org and go to your General Community to percent discount on its rov|out;vঞomĺ services to NGCOA members! Snagajob focuses on creating in- stant and quality connections so workers can get jobs and em- “Range-Express Setup” ployers can hire workers in minutes. Download the brochure e have just purchased a new ball dispenser from now at accelerate.ngcoa.org. WEasyPicker and are setting it up. It is the Platinum Package with the Range-Express System. It seemed to have the Active members appropriate amenities we were looking for, but I still... on Accelerate: The most active NGCOA Members this month are: “Indoor Simulators” am looking for information on indoor golf simulators for a Curt Walker Ismall rural private golf club. If you have one of these at your fa- Midwest GCOA cility, I would like to know the pros and cons and what it is mainly Bloomington, Minnesota used for. Also, what fees are you charging customers... Jason Sanchez “Security Cameras” Maple Hill Golf Course e have multiple security cameras installed through- Grandville, Michigan Wout our facility including the pro shop, kitchen, gym, lounge, restaurant and banquet venue. We now have a member Want to see your telling others that we are recording members’ conversations... picture here? Log in and participate “Rental Club Agreement” e recently purchased all new rental sets. How do As a reminder, Accelerate includes your Listserv and golf course W you set up an easy checkout/check-in process that HGXFDWLRQDOODW\RXUÖQJHUWLSV$VNWKHTXHVWLRQVWKDWDUHNHHSLQJ doesn’t bog down the golf shop counter? How do you set you up at night and search the education archives for the answers up a process that’s effective so that when a set is missing... you need. Log into Accelerate at accelerate.ngcoa.org today! 4 NGCOA January 2018 AN NGCOA MEMBER PURCHASING PROGRAMSmart Buy Member Purchasing Program AN NGCOA SMARTMEMBER PURCHASING BUY PROGRAM COMPANY PROGRAM OFFER CONTACT Human Resources & Jared Roberts 30% savings off new products and services (412) 420-6073 Payroll [email protected] SMART BUY Avis Reservations Rental Cars Up to 25% off rentals (800) 225-7094 Mention NGCOA Code COMPANY PROGRAM OFFER CONTACT BrandShield 10% discount on (646)Jared 593-7757 Roberts HumanBrand ResourcesProtection & BrandShield services 30% savings off new products and services www.brandshield.com(412) 420-6073 Payroll [email protected] Budget Reservations Rental Cars Up to 25% off rentals Avis(800) Reservations 455-2848 Rental Cars Up to 25% off rentals Mention(800) NGCOA 225-7094 Code Mention NGCOA Code To learn more and apply, Business Credit Card No Annual Fee with Unlimited 2% Cash Back BrandShield 10% discount on visit https://captl1.co/NGCOA (646) 593-7757 Brand Protection BrandShield services www.brandshield.com National Satellite Center 150 HD Channels for $80 per month! Valid for new and (800) 698-1389 Television existing DIRECTV customers Budget Reservations Rental Cars Up to 25% off rentals www.directv.com(800) 455-2848 Mention NGCOA Code David Hamilton 7-15% savings and access to more than 400 F&B and other Food & Related Services (813) 994-4680 business suppliers To learn more and apply, No Annual Fee with Unlimited 2% Cash Back www.intlclubsuppliers.com Business Credit Card visit https://captl1.co/NGCOA Alex Van Alen 15% discount on lowest pricing available on any Alternative Golf National(978) Satellite 289-7667 Center 150 HD ChannelsFlingStick forValue $80 Pack per month! at FlingGolf.com Valid for new and www.(800) inggolf.com 698-1389 Television existing DIRECTV customers www.directv.com Kent McLaughlin Insurance 15% savings and two-year premium David Hamilton 7-15% savings and access to more than 400 F&B and other (515) 440-8409 rate guarantee (813) 994-4680 Food & ProgramsRelated Services business suppliers www.ajg.com www.intlclubsuppliers.com Walt Alex McMahon Van Alen Pre-Owned Turf Discounted15% discount tiered on lowest pricing pricing plus 120-day available extended on any (352)(978) 588-3092289-7667 Alternative Golf FlingStickwarranty Value (normally Pack at FlingGolf.com 90-day) Equipment www.globalturfequipment.comwww. inggolf.com Hollie West Kent McLaughlin Insurance 15% savings5% discount and two-year off MSRP premium (800) 933-4262, ext. 295 Golf Simulators (515) 440-8409 rate guarantee [email protected] Programs www.ajg.com Legal Services 10% discount for hourly rate work. Flat rates are John C. McElwaine, Esq. Work may be performed by rm available for certain matters. Walt(843) McMahon 720-4302 Pre-Owned Turf Discounted tiered pricing plus 120-day extended attorneys in other rm of ces. See [email protected](352) 588-3092 www.nelsonmullins.com for locations. Client is responsiblewarranty for (normallyexpenses and 90-day) government fees. Equipment www.globalturfequipment.com Matt Helland or Mark Hoover Energy Management Free custom built energy strategy to reduce your Hollie West (844)424-6745 energy5% discountbudget by off up MSRP to 25%. (800) 933-4262, ext. 295 GolfSupplier Simulators https://naea.today [email protected] PerformanceLegal Services Reporting 10% discount for hourly rate work. Flat rates are John MikeC. McElwaine, Loustalot Esq. Work may be performed by rm available30% -for 50% certain discount matters. (480)(843) 236-4497720-4302 andattorneys Benchmarking in other rm of ces. See [email protected],[email protected] orcareport.com www.nelsonmullins.com for locations. Client is responsible for expenses and government fees. Matt HellandLucy Bozzoneor Mark Hoover Energy Management RebatesFree custom per gallon built energy on Pepsi strategy and post-mix to reduce fountain your Beverage Supplier (407)(844)424-6745 496-8164 products andenergy rebates budget on bottles, by up cans to 25%. and Gatorade* Supplier https://naea.todaywww.pepsico.com Save up to 40% on recurring operating costs (i.e. Daniel Kaufman CostPerformance Reduction Reporting Services cable, internet, pest control, etc.) without affecting Mike(843) Loustalot576-3645 your 30%day-to-day - 50% discount operations www.aboutsib.com(480) 236-4497 and Benchmarking [email protected], orcareport.com Hourly Employment Job Autumn Grigg 10% savings (703)Lucy 651-5206Bozzone Rebates per gallon on Pepsi and post-mix fountain Board and Hiring Solutions [email protected](407) 496-8164 Beverage Supplier products and rebates on bottles, cans and Gatorade* www.pepsico.com Volunteer Bene t Matt Arnold Save up to 40% 45%on recurring - 65% savings operating costs (i.e. Daniel(844) 544-8120Kaufman Cost ReductionServices Services cable, internet, pest control, etc.) without affecting ngcoa@steelebene(843) 576-3645 ts.com your day-to-day operations www.aboutsib.com Scott McLean Hourly EmploymentPropane Job Up to $1.00 rebate for each gallon of propane purchased (843)Autumn 873-1743 Grigg 10% savings www.suburbanpropane.com(703) 651-5206 Board and Hiring Solutions [email protected] 1% rebate on new and/or 0.5% rebate on used Toro Tony Ferguson New and Used Turf branded equipment purchases for existing courses Matt Arnold Volunteer Bene t (952) 887-7132 converting from45% a competitive - 65% savings brand, and initial (844) 544-8120 Maintenance Equipment www.toro.com Services purchases for newly constructed courses.* ngcoa@steelebene ts.com Members converting from a competitor receive $50 per- ScottAmy McLean Austin Golf Cars & car for purchase or lease; Non-members renewing or Propane Up to $1.00 rebate for each gallon of propane purchased (843)(770) 873-1743420-6084 converting receive a complimentary NGCOA membership. Utility Vehicles www.suburbanpropane.comwww.yamaha.com Scholarships offered for Golf Business Conference or TechCon.* 1% rebate on new and/or 0.5% rebate on used Toro Tony Ferguson New and Used Turf branded equipment purchases for existing courses PREMIER PARTNER PREFERRED SUPPLIER NEW SMART BUY COMPANY (952) 887-7132 converting from a competitive brand, and initial Maintenance Equipment www.toro.com *Complete details on each offer,purchases visit www.ngcoa.org/smartbuy for newly constructed courses.* Members converting from a competitor receive $50 per- Get Your Savings Today! www.ngcoa.org/smartbuy Amy Austin Golf Cars & car for purchase or lease; Non-members renewing or (770) 420-6084 For general questions about using any of the suppliers in theconverting Smart Buy receive program, a complimentary contact the NGCOA NGCOA membership. at 800-933-4262 or [email protected]. Utility Vehicles www.yamaha.com Scholarships offered for Golf Business Conference or TechCon.* PREMIER PARTNER PREFERRED SUPPLIER NEW SMART BUY COMPANY *Complete details on each offer, visit www.ngcoa.org/smartbuy GB-JAN-SECT3.indd 5 Get Your Savings Today! www.ngcoa.org/smartbuy 1/4/18 4:38 PM For general questions about using any of the suppliers in the Smart Buy program, contact the NGCOA at 800-933-4262 or [email protected]. +vGÃh*hÔ¼ Members In Motion NGCOA Canada’s TAKING THE REINS The North Carolina Golf Course Seabrook, Calderwood honored GCOA Canada Owners Association has selected founding presi- David Norman as its executive N dent Mark Seabrook, as director. Norman, whose team well as longtime CEO currently administers NGCOA’s Jeff Calderwood, have 0LG$WODQWLFDIÖOLDWHZLOOEXLOGRQ been selected as the a number of state-level initiatives winners of the NGCOA’s designed to help owners and opera- Paul Porter Award, tors manage their properties. The association currently rep- which recognizes an NGCOA member or members who left an resents 138 member facilities of the North Carolina GCOA. HQGXULQJPDUNRQDQDWLRQDORULQWHUQDWLRQDODIÖOLDWHWKURXJK RECOGNIZING LEGENDS the highest level of commitment, service and leadership. NGCOA Canada celebrated its 25th anniversary in 2017, and Seabrook and Calderwood have been there since the begin- ning. The latter has served as CEO since its inception, while Seabrook continues to attend board meetings in the capacity of honorary director. The duo will be honored at the 2018 Golf Business Conference during the Celebration and Awards Dinner. Ron Zraick, former general manager of Cinnabar Hills Golf Club, was recently honored with the California Golf Course Peter Hill wins Owners Association’s 2017 Distinguished Service Award. NGCOA’s Don Rossi Award The Association’s Past President has worked for years to eter Hill, chairman and build the CGCOA and impact state legislation. PCEO of Billy Casper Golf since 1991, has earned HONORING the NGCOA’s Don Rossi ACHIEVEMENTS Award, given for long-term Joan and Bill Howard, DQGVLJQLÖFDQWFRQWULEX- owners of Saskatoon tions to the game of golf. Golf Club in Grand Rapids, Michigan, were Hill, who has served as an selected as the League NGCOA board member since 2011, has ushered golf through Course of the Year by the Michigan Golf Course Owners VLJQLÖFDQWFKDQJHGXULQJKLVWLPHLQWKHLQGXVWU\/RQJDQ Association at its annual golf conference late last year. Sas- innovator in the sport, Hill’s forward-thinking vision can be katoon is no stranger to awards, either—it also took home VHHQWKURXJKRXWWKHÖQJHUSULQWVKHËVOHIWRQ%LOO\&DVSHU*ROI WKH1*&2$ËVÍ%HJLQQHU)ULHQGO\ÎFHUWLÖFDWLRQLQ which manages more than 140 golf courses across 29 states. 6 NGCOA January 2018 GET BUSINESS INTO FULL SWING! ENROLL IN THE PEPSICO / NGCOA NATIONAL PROGRAM FOR THESE EXCLUSIVE OFFERINGS: • NEW facility fountain, and bottle and can incentives • Fountain and bottle & can incentives for your facility • Preferred pricing on our comprehensive beverage offerings • Complete, reliable equipment servicing solutions • Merchandising best practices TO LEARN MORE PLEASE EMAIL: [email protected] Official Soft Drink, Bottled Water, Iced Tea PEPSI and the Pepsi Globe are registered trademarks of PepsiCo, Inc. and Sports Drink of the NGCOA /HDYHLWWRWKH SURIHVVLRQDOV· H[SHUWLVH Driving it long in the game of golf is a huge advantage. So too Entegra is proud to support the NGCOA is having a procurement partner that provides comprehensive as a Preferred Supplier in the NGCOA purchasing solutions to help drive your club’s overall success. Purchasing Network. ENTEGRA PROCUREMENT SERVICES IS READY TO MAXIMIZE YOUR CLUB’S PROFITS FROM TEE TO GREEN BY PROVIDING: )RUD3URFXUHPHQW3URJUDPGHVLJQHG &RPSHWLWLYHSULFLQJ on extensive product selections WRPHHW\RXUQHHGV³ZLWKWKH 4XDOLW\EUDQGV your members expect and appreciate ÁH[LELOLW\WREHPRGLÀHGDV\RXUFOXE·V 1DWLRQDOSDUWQHUVKLSV with industry-leading manufacturers and distributors to include Sysco Foods, GFS, Edward Don, Cintas, etc. JRDOVFKDQJH³FRXQWRQHQWHJUD 3URFXUHPHQWVROXWLRQV for all your club’s needs including F&B, course maintenance, operational equipment, uniforms, branded products and more ),1'8621 ZZZHQWHJUD36FRP(17(*5$LQIR86$#HQWHJUD36FRP HQWHJUD3URFXUHPHQW6HUYLFHV&RQÀGHQWLDODQGSURSULHWDU\WRHQWHJUD'RQRWVKDUHRUSRVWZLWKRXWSURSHUFRQVHQW