tag:blogger.com,1999:blog-73495150788268113702024-03-13T08:46:52.854-07:00The Successful Pro ShopSuccessful Pro Shop entrepreneurs are always looking for new ways to enhance the ambiance of their shop, their product selection and their level of customer service. This blog will serve to facilitate that process by providing entries that address basic retail principles; new ideas in pro shop retailing and interviews with leaders in the industry. Stop by often, send a friend. craigrkirchner@gmail.comcraig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.comBlogger184125tag:blogger.com,1999:blog-7349515078826811370.post-21409144973269012142019-07-30T08:20:00.002-07:002019-07-30T08:20:53.453-07:00Two for One - Emanuals<div style="margin: 0in;">
<span style="color: black; font-size: 13.5pt;">Anyone purchasing either of these manuals going forward will get the other free. Just press either PayPal icon and I'll will email both manuals. </span><br />
<span style="color: black; font-size: 13.5pt;"><br /></span><span style="color: black; font-size: 13.5pt;"><br /></span><span style="color: black; font-size: 13.5pt;">When I first made "The Winning Golf Culture" and "Merchandise Buy Plan Guide" available no one had heard of Kindle and e-books were just beginning to rival print. I priced them to include printing, covering and postage. I have received requests that I make them available now as e-manuals and email them upon purchase. This post are the original testimonials and there are new BUY NOW tabs to the right and new pricing.<o:p></o:p></span></div>
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<b><span style="color: black; font-size: 13.5pt;">The Winning Golf Culture</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Since making the <a href="http://successfulproshop.blogspot.com/2009/07/merchandising-buy-plan-simple-how-to.html">Merchandise Buy Plan Guide</a> available in July of 2009 I have had a number of requests to offer a manual of service and sales advice for those clubs attempting to raise the bar regarding staff and facility culture as I do with my clients.<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">I have written a 40 page handbook entitled “The Winning Golf Culture” providing tools and inspiration and taking advantage of the unique relationships that are a fundamental of pro shop retail to help you and your staff move forward in today’s market to wow your customers. It offers techniques employed by professional salespeople from approaching customers to cultivating their future business. The mind set and methods discussed have impressed every shop owner or manager as well the CEO’s and sales managers of companies in the golf industry that I have advised over the years.<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">There is no question that service is the most important and least expensive differentiator in the golf industry today and that great service that creates 'word of mouth' business is the result of a passionately created culture. All business plans and staff considerations should have this culture as their primary consideration. This manual is a timely pro-shop and golf facility management tool as well as an invalueable read for anyone calling on these shops and wanting to help them with their business. Here's what some leaders in the industry had to say about the manual.<o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;">One of the great things about Mr. Kirchner's Service Manual is that Craig shares his successful formulas for success. He does not stand on circumstance, nor hide behind his paid consultancy services with some secret messages. Instead, his easy-to-read booklet reveals his wisdom regarding service, initiative and plain ‘good sense.’ Craig shares his powerful sense of observation with examples of how we all benefit from customer care. We think so highly of his writings that we have made his manual required reading for all our employees...his insights are as useful for vendors as they are for merchants.</span></i><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Richard White<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">President, Atlantic League of Professional Baseball<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Strategic Marketing Affiliates<o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;">Craig Kirchner’s ‘The Winning Golf Culture – A Service and Sales Manual’ is inspiring to any PGA Professional who desires to take his or her service operation to the ‘next level’. It is one of the best things I have read in 30+ years in the golf business. It will be ‘required reading’ for my staff, present and future. After reading it carefully, it simply makes you want to do a better job providing service to your members and customers. Not only does the manual motivate, but it is enjoyable to read also. From this point forward, my entire staff will look for opportunities to create ‘wow factors’ each day. In the golf business, staff complacency can sometimes set in. Craig. Thank you for the wake-up call.</span></i><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Dean Hurst, PGA<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Bayville Golf Club<o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;">Quite simply, Craig Kirchner gets IT! “The Winning Golf Culture” is a road map to a successful Golf Retail Enterprise. Golf Shops in America today are poised to succeed unlike ever before because their members, guests and customers believe and value the Clubs/Shops own Brand. That Brand is the sum of many parts, quite possibly the most compelling being SERVICE. That SERVICE element is completely under the shop’s control….it is the shop’s choice to make it important. Golf facility owners, GM’s, Professionals and Shop Managers can accomplish great things only if they raise the bar of expectations of their shop operations, understand their unique opportunity to compete, and execute as the best retailers in the world do every day. Craig can absolutely help them along that path.</span></i><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;"><br /></span></i><span style="color: black; font-size: 13.5pt;">Mark Killeen<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Managing Partner<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Pima Direct<o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;">The Winning Golf Culture’ is required reading for anyone in the golf business or the service business period. After reading the manual I feel like I could run a marathon. Craig inspires you with his stories and first hand experiences to be better and better with each customer interaction. His experience and superior knowledge has enlightened our staff and has made us aware that everyone’s WOW factor may be different and that our attitude will influence the desired results and for that we thank him.</span></i><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;"><br /></span></i><span style="color: black; font-size: 13.5pt;">John H. Marino<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Head Golf Professional<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Old Chatham Golf Club<o:p></o:p></span></div>
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<em><span style="color: black; font-size: 13.5pt;">Another home run for Craig Kirchner! This service manual is the blueprint for creating a culture of connection with the customer. Apply these principles and you WILL be more successful. And work will be more fun too.</span></em><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Buddy Sass<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Head Golf Professional<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Ocean City Golf Club<o:p></o:p></span></div>
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<b><span style="color: black; font-family: "courier new"; font-size: 20pt;">The Winning Golf Culture</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<b><span style="color: black; font-family: "courier new"; font-size: 18pt;">A Service and Sales Manual</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<b><span style="color: black; font-family: "courier new"; font-size: 18pt;">for the Successful Pro Shop</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<b><i><span style="font-family: "courier new"; font-size: 18pt;">Craig R. Kirchner</span></i></b></div>
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<span style="color: black; font-size: 13.5pt;">I am confident that this manual will provide your facility an incredibly competitive edge and fresh new outlook and therefore be money well spent.<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">For group presentations call me at 4443-309-3005. I look forward to hearing from you if you have questions or comments at craigrkirchner@gmail.com.<o:p></o:p></span></div>
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<b><span style="color: black; font-size: 13.5pt;">Merchandise Buy Plan Guide</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Since putting the blog together in December of 2008 I have had a number of requests to offer a guide to the methodology I use to create buy-plans for my clients. I have written a 40 page guide providing, step-by-step, the thought process to formulate a buying strategy which will make your shop well merchandised but not over-inventoried. This buy plan technique is one which has impressed every shop owner or manager I have explained it to over the years and in my mind is bullet-proof in its ability to establish key shop levels. Most shops will be preparing to pre-book spring goods in August so I believe reposting the testimonials for this manual to be timely.<o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;">“At Kinloch Golf Club we have been fortunate to have Craig Kirchner as our merchandising consultant for more than five (5) years. He has assisted in reducing our inventory levels while enhancing the overall gross margins and increasing revenue substantially. Our professional staff has benefitted from his genuine and knowledgeable expertise in buying, display, inventory control and sales techniques. Craig can be an asset to any golf merchandising operation with his extensive background and product knowledge. I would recommend this guide to anyone.”<br /><br />Phil Owenby</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;">General Manager</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;">Kinloch Golf Club</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;"><br />“Craig Kirchner started working with me over 4 years ago. At that time I carried an average inventory of $145,000 to generate $400,000 in sales. Today my average inventory is $85,000 and we still generate close to $400,000 in sales. There is no more inventory sitting in the "back room" and I have been able to adapt more effectively to the changing economic conditions. There is no doubt that the principles contained in Craig's Book changed my business significantly for the better.”</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;"><br />Buddy Sass, PGA</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;">Head Golf Professional</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;">Ocean City Golf Club</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;"><br />"A positive mindset accompanied by knowledge, experience and common sense are a formula for success in any field. Craig possesses and utilizes all these traits effectively in his approach to merchandising."</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;"><br />Mike Elliott</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;">VP of Sales </span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;">Greg Norman Collection</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;"><br />"For the last five years Craig and his methodology have been very instrumental in assisting us with both our golf shop buy plan and the LPGA Championship merchandise tent. His methods work and we have been able to increase our profit margins with his plan.</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;"><br />Richard D. Rounsaville</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;">General Manager/Director of Golf </span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;">Bulle Rock</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;"><br /><br />"Golf Shops today have unprecedented opportunity to be successful. Economic dynamics are driving consumer behavior to be more demanding than ever of a value experience. That experience includes the presentation of the right products, at the right time with the right service in an efficient atmosphere. There is far grater value to the consumer in shopping for golf products in a golf shop where he/she can find properly targeted products that are easy to buy while being assisted by a knowledgeable staff member, versus driving to a mall and navigating a maze of shops with relatively no service in hopes of finding the right product. The key to a Golf Shop's success here is executing on this concept. While some shops most certainly do, many need help and Craig Kirchner has a proven track record of building successful golf shop operations. Now is the time for this industry to collectively pull itself up by its bootstraps and execute. I have used Craig's counsel and I highly recommend every golf shop who is looking for improvement do the same."</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;"><br />Mark Killeen</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(255, 242, 204); color: #0c343d; font-size: 13.5pt;">Managing Partner </span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: rgb(252, 229, 205); color: #0c343d; font-size: 13.5pt;">Pima Direct</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<b style="background-color: #fff2cc;"><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #333399; font-family: "courier new"; font-size: 18pt;">Merchandising Buy Plan</span></b><b style="background-color: white;"><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #333399; font-family: "courier new"; font-size: 18pt;"> </span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<b><span style="color: #333399; font-family: "courier new"; font-size: 18pt;">A Simple How-To Guide</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<b><span style="color: black; font-family: "courier new"; font-size: 18pt;">Craig R. Kirchner</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">The cost for this e-manual is now $29.95 which will be e-mailed upon payment. I decided it was more practical and easier to deliver now in PDF. You can easily purchase this on PayPal (“BUY NOW” button to the right).<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">I am confident that you will find this guide to be easy to implement and money well spent. I look forward to hearing from you if you have questions or comments at craigrkirchner@gmail.co</span></div>
craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com2tag:blogger.com,1999:blog-7349515078826811370.post-22294202695346115432019-01-16T05:00:00.002-08:002019-01-16T05:00:34.119-08:00Developing the Culture<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhF9ygPHdOv095rDPpXFGsQSPvcIxjL7Fu4Ve2zmcaXc3dh7d7XLWzUxlskwFv-WAn2l_om-uTjjCdNfBeTEhSReK6J1mdS2mUxBnU_vuLws-iAnj8CYIH0pLNNPLGSYe39JKSXryMu7hGC/s1600/img_pubHeader.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="135" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhF9ygPHdOv095rDPpXFGsQSPvcIxjL7Fu4Ve2zmcaXc3dh7d7XLWzUxlskwFv-WAn2l_om-uTjjCdNfBeTEhSReK6J1mdS2mUxBnU_vuLws-iAnj8CYIH0pLNNPLGSYe39JKSXryMu7hGC/s1600/img_pubHeader.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="font-size: 12.8px;">3 Creek Ranch</td></tr>
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This is a repost of a four part series I wrote a few years ago that broke down service and sales into the arrival, pre-service, shop salesmanship and follow up.</div>
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When someone mentions “exemplary service” as often as I do it is quite common to be quizzed about what specifically that phrase means. Does it mean simply being especially nice to customers? The obvious answer is yes, but exemplary implies pushing the envelope, always looking to make the member/ customer’s experience special in new ways without sacrificing anything that has proved itself well received in the past. Thinking outside the box is an important part of the culture that provides this type of service and should be encouraged as soon as a new staff member is brought on board. You never know where the next great idea will come from.</div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgPiwvh-Em9kKU_1AfOaIpyn0mS3kQ4SVgpkpwP0H2DhAUSLc9rBh5K2HtxQIzO-4ZOQ0vWPg3dWc4bBWr6GNKHrhTGWQ4Kp7DFeibRK6dzP4kI_YfFuxcpAV049rbs9_5xxRcZMfLs1BgD/s1600/golf169-408x264.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="179" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgPiwvh-Em9kKU_1AfOaIpyn0mS3kQ4SVgpkpwP0H2DhAUSLc9rBh5K2HtxQIzO-4ZOQ0vWPg3dWc4bBWr6GNKHrhTGWQ4Kp7DFeibRK6dzP4kI_YfFuxcpAV049rbs9_5xxRcZMfLs1BgD/s1600/golf169-408x264.jpg" width="320" /></a></div>
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With this as mantra this posting will discuss the first of many hypothetical staff meetings where this attitude of team thinking is fostered. We will open the discussion with a preface on a particular area of the operation per meeting so as to keep everyone’s thought process focused. The introduction by this meeting’s team leader may sound something like this.<o:p></o:p></div>
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“Our customer has pulled his car to the bag drop. An attendant greets those in the car to the facility, assists them with their bags and explains what the next step in the process will be. This constitutes typical service. What can we do to enhance this part of the experience?”<o:p></o:p></div>
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The following ideas surface:<o:p></o:p></div>
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•<span class="apple-converted-space"> </span><em>It would be more personal to (whenever possible) be able to greet this member or customer(s) by name.</em><span class="apple-converted-space"><i> <o:p></o:p></i></span></div>
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At this point all the different tools that could be used to accomplish this are examined.<o:p></o:p></div>
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It is also important upon arrival to differentiate as much as possible between members/regulars and their guests with a particular warm welcome for the guest.<o:p></o:p></div>
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The best chance at creating a new regular and the most prospective new member is a wowed guest.<o:p></o:p></div>
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•<span class="apple-converted-space"> </span><em>It would be great if the greeter could volunteer not just to direct the customer to the next point of call but to accompany them and introduce them to the shop staff</em>.<o:p></o:p></div>
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This is a nice touch and obviously depending on the operation the next stop could be to meet the caddy, the staff member managing the range or the locker room attendant.<o:p></o:p></div>
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•<span class="apple-converted-space"> </span><em>All of what we are discussing would be more seamless if we offered to valet-park the cars</em>.<o:p></o:p></div>
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The attitude is once you are here we will take care of the mundane stuff and you will only have to remember the experience.<o:p></o:p></div>
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•<span class="apple-converted-space"><i> </i></span><em>If we start to valet the cars we could offer to wash and detail them while they play.</em><o:p></o:p></div>
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<i><br /></i>This is not as difficult as it sounds as it is subbed out to a contractor, takes a corner of the parking lot, is incredibly well received by most and of course has margin built in for the facility. This idea has the facility adding dollars per round before the customer has left the bag drop.<o:p></o:p></div>
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•<span class="apple-converted-space"> </span><em>Shouldn’t we be inquiring as early as possible if there is a particular beverage we can load into the six –pack cooler on the cart, we don’t have anyone play here who isn’t interested in hydrating or dehydrating as it were?</em><o:p></o:p></div>
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<i><br /></i>How many times have you waited until the fifth or sixth hole before the beverage cart makes an appearance? Maybe more to the point, once regulars are aware this service exists there will be no reason to bring your own.<o:p></o:p></div>
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•<span class="apple-converted-space"> </span><em>Should we inquire at arrival whether anyone could use balls, gloves, shoes or apparel so as to plant the seed and get them to the appropriate staff member to best help with their need?</em><o:p></o:p></div>
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Typically the first staff member exposed to the newcomer is a young person who either takes the bag from the trunk or retrieves it from the bag room and their conversation and social skills are often revealing as to the overall service attitude at the facility. While they should not sound scripted or rehearsed, they could be practiced, at the very least these young people should be at this meeting.<o:p></o:p></div>
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•<span class="apple-converted-space"> </span><em>We think of preparation to play as an opportunity to warm up at the range and to have the rules and peculiarities of the course explained; most people seem disinterested and even put off by me reading this recitation at the first tee, particularly if I am the first staff member to introduce myself and strike up a conversation</em>.<o:p></o:p></div>
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This comment made by the Marshall working the first tee is making the point that while this is probably important to pace of play, etc. no one came here today to listen to the rules, they came for camaraderie, golf and a good time.<o:p></o:p></div>
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•<span class="apple-converted-space"> </span><em>We should explain to customers when they arrive what they need to do to depart. Many people get done playing and are confused as to what to do next. We could explain where they drop the carts or how to retrieve their car. It would also be a good time to invite them to spend some time with us at the 19th.</em><span class="apple-converted-space"><i> </i></span><o:p></o:p></div>
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Another seed planted and you can’t plant too many as it is really about total dollars per round.<o:p></o:p></div>
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•<span class="apple-converted-space"> </span><em>Shouldn’t we be providing a range attendant to help with the procurement of range balls and cleaning clubs. Maybe this is the fellow who can in a very friendly way mention some of the rules?</em><o:p></o:p></div>
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<i><br /></i>But this will probably cost more than we can budget - or maybe not with some vision. The point is that there are no bad ideas at this meeting and the young man who brought this up is obviously on board.<o:p></o:p></div>
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•<span class="apple-converted-space"> </span><em>We are already keeping a personalized golf ball inventory in the member’s locker and our locker room attendant is great at keeping up with the cleaning and polishing of shoes. Let’s suggest to the membership that if they purchase what we will call their locker outfit and turn it in with their shoes at the end of the round we will see to it that it is cleaned, pressed and hanging in the locker the next time they come out to play. It may or may not be what they wear their next round but it is there if needed</em>.<o:p></o:p></div>
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I will not take credit for this idea. Gilbert Taylor runs the locker room at Kinloch and one of my favorite stops in my travels is coffee with Gilbert and sharing ideas.<o:p></o:p></div>
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<tr><td class="tr-caption" style="font-size: 12.8px;"><span style="font-size: small;">Kinloch Golf Club</span></td></tr>
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The following stops along the extra mile will break up staff meeting topics into these areas of the operation; obviously no two facilities would necessarily have the same:<o:p></o:p></div>
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1. Arrival and preparation.<o:p></o:p></div>
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2. Pre-service – During the round – At the break<o:p></o:p></div>
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4. Shop Salesmanship<o:p></o:p></div>
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4. Post-play – Departure – Follow-up<o:p></o:p></div>
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None of the ideas presented at this pretend (Arrival) meeting were earth-shaking but all were thought provoking and would be fruitful at developing that culture that attempts to provide special enough service to be remembered, enjoyed and talked about by the most important part of the equation – the customer. In an effort to set your staff apart from the competition and have members/customers marketing your facility with word of mouth, mock meetings 2, 3 and 4 will take place over the next couple of weeks. The real key is to develop momentum at the meeting. Implementing ideas put forward by employees is as important as paying attention to the comments and criticisms of customers.<o:p></o:p></div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com2tag:blogger.com,1999:blog-7349515078826811370.post-7762443329745912742018-06-08T04:05:00.000-07:002019-07-30T08:15:24.397-07:00Two for One - EMANUALS<br />
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<span style="color: black; font-size: 13.5pt;">Anyone purchasing either of these manuals going forward will get the other free. Just press either PayPal icon and I'll will email both manuals. </span><br />
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<span style="color: black; font-size: 13.5pt;">When I first made "The Winning Golf Culture" and
"Merchandise Buy Plan Guide" available no one had heard of Kindle and
e-books were just beginning to rival print. I priced them to include printing,
covering and postage. I have received requests that I make them available now
as e-manuals and email them upon purchase. This post are the original
testimonials and there are new BUY NOW tabs to the right and new pricing.<o:p></o:p></span></div>
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<b><span style="color: black; font-size: 13.5pt;">The Winning Golf Culture</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Since making the <a href="http://successfulproshop.blogspot.com/2009/07/merchandising-buy-plan-simple-how-to.html">Merchandise
Buy Plan Guide</a> available in July of 2009 I have had a number of
requests to offer a manual of service and sales advice for those clubs
attempting to raise the bar regarding staff and facility culture as I do with
my clients.<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">I have written a 40 page handbook entitled “The Winning Golf
Culture” providing tools and inspiration and taking advantage of the unique
relationships that are a fundamental of pro shop retail to help you and your staff
move forward in today’s market to wow your customers. It offers techniques
employed by professional salespeople from approaching customers to cultivating
their future business. The mind set and methods discussed have impressed every
shop owner or manager as well the CEO’s and sales managers of companies in the
golf industry that I have advised over the years.<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">There is no question that
service is the most important and least expensive differentiator in the golf
industry today and that great service that creates 'word of mouth' business is
the result of a passionately created culture. All business plans and staff
considerations should have this culture as their primary consideration. This
manual is a timely pro-shop and golf facility management tool as well as an
invalueable read for anyone calling on these shops and wanting to help them
with their business. Here's what some leaders in the industry had to say about
the manual.<o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;">One of the great things
about Mr. Kirchner's Service Manual is that Craig shares his successful
formulas for success. He does not stand on circumstance, nor hide behind his
paid consultancy services with some secret messages. Instead, his easy-to-read
booklet reveals his wisdom regarding service, initiative and plain ‘good sense.’
Craig shares his powerful sense of observation with examples of how we all
benefit from customer care. We think so highly of his writings that we have
made his manual required reading for all our employees...his insights are as
useful for vendors as they are for merchants.</span></i><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Richard White<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">President, Atlantic League of
Professional Baseball<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Strategic Marketing Affiliates<o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;">Craig Kirchner’s ‘The
Winning Golf Culture – A Service and Sales Manual’ is inspiring to any PGA
Professional who desires to take his or her service operation to the ‘next
level’. It is one of the best things I have read in 30+ years in the golf
business. It will be ‘required reading’ for my staff, present and future. After
reading it carefully, it simply makes you want to do a better job providing
service to your members and customers. Not only does the manual motivate, but
it is enjoyable to read also. From this point forward, my entire staff will
look for opportunities to create ‘wow factors’ each day. In the golf business,
staff complacency can sometimes set in. Craig. Thank you for the wake-up call.</span></i><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Dean Hurst, PGA<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Bayville Golf Club<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Head Golf Professional<o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;">Quite simply, Craig Kirchner
gets IT! “The Winning Golf Culture” is a road map to a successful Golf Retail
Enterprise. Golf Shops in America today are poised to succeed unlike ever
before because their members, guests and customers believe and value the
Clubs/Shops own Brand. That Brand is the sum of many parts, quite possibly the
most compelling being SERVICE. That SERVICE element is completely under the
shop’s control….it is the shop’s choice to make it important. Golf facility
owners, GM’s, Professionals and Shop Managers can accomplish great things only
if they raise the bar of expectations of their shop operations, understand
their unique opportunity to compete, and execute as the best retailers in the
world do every day. Craig can absolutely help them along that path.</span></i><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;"><br />
</span></i><span style="color: black; font-size: 13.5pt;">Mark Killeen<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Managing Partner<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Pima Direct<o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;">The Winning Golf Culture’ is
required reading for anyone in the golf business or the service business
period. After reading the manual I feel like I could run a marathon. Craig
inspires you with his stories and first hand experiences to be better and better
with each customer interaction. His experience and superior knowledge has
enlightened our staff and has made us aware that everyone’s WOW factor may be
different and that our attitude will influence the desired results and for that
we thank him.</span></i><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<i><span style="color: black; font-size: 13.5pt;"><br />
</span></i><span style="color: black; font-size: 13.5pt;">John H. Marino<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Head Golf Professional<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Old Chatham Golf Club<o:p></o:p></span></div>
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<em><span style="color: black; font-size: 13.5pt;">Another home run for Craig
Kirchner! This service manual is the blueprint for creating a culture of
connection with the customer. Apply these principles and you WILL be more
successful. And work will be more fun too.</span></em><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Buddy Sass<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Head Golf Professional<o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="color: black; font-size: 13.5pt;">Ocean City Golf Club<o:p></o:p></span></div>
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<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<b><span style="color: black; font-family: "courier new"; font-size: 20.0pt;">The Winning Golf
Culture</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<o:p></o:p>
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<b><span style="color: black; font-family: "courier new"; font-size: 18.0pt;">A Service and
Sales Manual</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<o:p></o:p>
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<b><span style="color: black; font-family: "courier new"; font-size: 18.0pt;">for the
Successful Pro Shop</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<b><span style="color: black; font-family: "courier new"; font-size: 18.0pt;"><br /></span></b></div>
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<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<b><i><span style="font-family: "courier new"; font-size: 18pt;">Craig
R. Kirchner</span></i></b></div>
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<span style="color: black; font-size: 13.5pt;">I am confident that this manual
will provide your facility an incredibly competitive edge and fresh new outlook
and therefore be money well spent.<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">For group presentations call me
at 4443-309-3005. I look forward to hearing from you if you have questions or
comments at craigrkirchner@gmail.com.<o:p></o:p></span></div>
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<b><span style="color: black; font-size: 13.5pt;">Merchandise Buy Plan Guide</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">Since putting the blog together
in December of 2008 I have had a number of requests to offer a guide to the
methodology I use to create buy-plans for my clients. I have written a 40 page
guide providing, step-by-step, the thought process to formulate a buying
strategy which will make your shop well merchandised but not over-inventoried.
This buy plan technique is one which has impressed every shop owner or manager
I have explained it to over the years and in my mind is bullet-proof in its
ability to establish key shop levels. Most shops will be preparing to pre-book
spring goods in August so I believe reposting the testimonials for this manual
to be timely.<o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;">“At
Kinloch Golf Club we have been fortunate to have Craig Kirchner as our
merchandising consultant for more than five (5) years. He has assisted in
reducing our inventory levels while enhancing the overall gross margins and
increasing revenue substantially. Our professional staff has benefitted from
his genuine and knowledgeable expertise in buying, display, inventory control
and sales techniques. Craig can be an asset to any golf merchandising operation
with his extensive background and product knowledge. I would recommend this guide
to anyone.”<br />
<br />
Phil Owenby</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;">General
Manager</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;">Kinloch
Golf Club</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;"><br />
“Craig Kirchner started working with me over 4 years ago. At that time I
carried an average inventory of $145,000 to generate $400,000 in sales. Today
my average inventory is $85,000 and we still generate close to $400,000 in
sales. There is no more inventory sitting in the "back room" and I
have been able to adapt more effectively to the changing economic conditions.
There is no doubt that the principles contained in Craig's Book changed my business
significantly for the better.”</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;"><br />
Buddy Sass, PGA</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;">Head Golf
Professional</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;">Ocean City
Golf Club</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;"><br />
"A positive mindset accompanied by knowledge, experience and common sense
are a formula for success in any field. Craig possesses and utilizes all these
traits effectively in his approach to merchandising."</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;"><br />
Mike Elliott</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;">VP of
Sales </span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;">Greg
Norman Collection</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;"><br />
"For the last five years Craig and his methodology have been very
instrumental in assisting us with both our golf shop buy plan and the LPGA
Championship merchandise tent. His methods work and we have been able to
increase our profit margins with his plan.</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;"><br />
Richard D. Rounsaville</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;">General
Manager/Director of Golf </span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;">Bulle Rock</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;"><br />
<br />
"Golf Shops today have unprecedented opportunity to be successful.
Economic dynamics are driving consumer behavior to be more demanding than ever
of a value experience. That experience includes the presentation of the right
products, at the right time with the right service in an efficient atmosphere.
There is far grater value to the consumer in shopping for golf products in a
golf shop where he/she can find properly targeted products that are easy to buy
while being assisted by a knowledgeable staff member, versus driving to a mall
and navigating a maze of shops with relatively no service in hopes of finding
the right product. The key to a Golf Shop's success here is executing on this
concept. While some shops most certainly do, many need help and Craig Kirchner
has a proven track record of building successful golf shop operations. Now is
the time for this industry to collectively pull itself up by its bootstraps and
execute. I have used Craig's counsel and I highly recommend every golf shop who
is looking for improvement do the same."</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
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<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;"><br />
Mark Killeen</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="background: #fff2cc; color: #0c343d; font-size: 13.5pt;">Managing
Partner </span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="background: #fce5cd; color: #0c343d; font-size: 13.5pt;">Pima Direct</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<br /></div>
<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<b style="background-color: #fff2cc;"><span style="background: #fff2cc; color: #333399; font-family: "courier new"; font-size: 18.0pt;">Merchandising
Buy Plan</span></b><b style="background-color: white;"><span style="background: white; color: #333399; font-family: "courier new"; font-size: 18.0pt;"> </span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<b><span style="color: #333399; font-family: "courier new"; font-size: 18.0pt;">A Simple
How-To Guide</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<b><span style="color: #333399; font-family: "courier new"; font-size: 18.0pt;"><br /></span></b></div>
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<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<b><span style="color: black; font-family: "courier new"; font-size: 18.0pt;">Craig R.
Kirchner</span></b><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<br /></div>
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<br /></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="color: black; font-size: 13.5pt;">The cost for this e-manual is
now $29.95 which will be e-mailed upon payment. I decided it was more practical
and easier to deliver now in PDF. You can easily purchase this on PayPal (“BUY
NOW” button to the right).<o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<br /></div>
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<span style="color: black; font-size: 13.5pt;">I am confident that you will
find this guide to be easy to implement and money well spent. I look forward to
hearing from you if you have questions or comments at craigrkirchner@gmail.co<o:p></o:p></span></div>
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<br />craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com4tag:blogger.com,1999:blog-7349515078826811370.post-33819647817021243332018-04-21T12:55:00.001-07:002018-04-21T14:25:45.133-07:00Hitting Balls<div style="text-align: center;">
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<span style="font-family: inherit;">“Hitting
Balls” is an important part of the game not discussed as often as rounds and
scores. It is something that anyone who considers themselves a golfer finds
time for, in some cases regularly, but at the least occasionally. Deliberate
practice is key to improving your game; warming up before a round is for most
imperative and many balls are hit by golfers just looking to relax. Whether
this activity is to practice for an upcoming round or to attempt to groove your
swing you probably have a local course where you play in addition to a local
range where you practice and they are not necessarily the same facility. They
are by choice however where you feel most comfortable with these activities. The
point of this entry is that anything that makes “hitting balls” more satisfying
and enjoyable is good for and important to the growth of the game.</span></div>
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<span style="line-height: 107%;"><span style="font-family: inherit;">Power Tee
provides an automated, calibrated, practical mode of accessibility to the ball
and a markedly favorable surface to hit it from in a system that makes practice
more relaxing. There are many other features and benefits important enough to
be presented in subsequent and separate entries, but the one making a big first
impression on me was - it is more fun
than “hitting balls” without it. Everyone in the industry spends a lot of time
and money studying, talking and writing about bringing new people to the game.
My granddaughter is an incredibly smart, slim, athletic nine year old whose only
exposure to golf was a few trips to TopGolf. She is interested in creating a
good swing as long as it’s fun and she loves Power Tee.<o:p></o:p></span></span></div>
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<span style="line-height: 107%;"><span style="font-family: inherit;">I met Martin
Wyeth, the CEO and Chief Engineer of Power Tee through a mutual friend, Greg
Lecker and was assured by Greg this was the practice system of the future. I am
excited to share some of my conversation with Martin about the origins and
business plan for Power Tee.<o:p></o:p></span></span></div>
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<b><span style="line-height: 107%;"><span style="font-family: inherit;">Martin, tell us what Power Tee means
to you and how you came to develop it.<o:p></o:p></span></span></b></div>
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<span style="font-family: inherit;"><span style="line-height: 107%;">Power Tee is
a </span><span class="MsoSubtleEmphasis">never-ending</span><span style="line-height: 107%;"> pursuit of engineering
excellence. It was developed as a
training aid that would allow the golfer to get to grips with their swing and
to learn the game faster. My favorite
analogy is to think of yourself as a race car team manager on practice day; you send the car out and
time 10 laps. When you bring the car
into the pit lane you would never change the driver, tires, engine settings,
airfoils and suspension before your next run. If you did you would have no idea on why the car was faster or slower,
leaving you in the dark as to what is working for or against you. Golfers teeing up a new ball change stance,
grip posture and alignment between shots, both inadvertently and through lack
of ability/knowledge/discipline/distraction or routine. <span style="color: red;"><o:p></o:p></span></span></span></div>
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<span style="font-family: inherit;">One of the most rewarding side effects of Power Tee is the way it facilitates golf practice for disabled and elderly golfers, we have helped a number of golfers in their 90's to keep hitting balls, a host of veterans use our equipment as Power Tee is being taken up at more and more military golf facilities. Nothing is better than seeing how children react to the ball popping up and having a whack at it, often you have to pry them away from what now has become fun.</span></div>
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<span style="font-family: inherit;">As you
progress in the game of golf, and particularly when you start, you lose the
feeling and setup between swings due to teeing the ball up, Power Tee is there
remove the need for this distraction. It
is a remarkably powerful tool for helping golfers get into position. As golfers improve, Power Tee allows them to
focus on one part of their swing or setup and experiment with it. It’s a lot of fun to stay in position and
experiment with your right hand for example, open it and the ball goes left,
close it and the ball goes right. As you
experiment you can feel how each change effects your swing and the ball
flight. For warming up you can start
with a quarter swing until you find the perfect contact and then lengthen your swing
steadily while focusing on plane and contact.
The drills and feedback available are only limited by your
imagination. Once you are focused and
hitting the ball well, you can repeat perfectly and be 100% sure that the ball
flight is a function of your swing, not a poor lie, dirty ball or a
compensation for an uneven stance.</span></div>
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<span style="line-height: 107%;"><span style="font-family: inherit;">Power Tee offers a repeatable environment for practice (REP), this means that you learn with every swing, whatever the the ball does is a function of how you swung the club, not an environmental change that snuck into your practice session. We've all been hitting the ball well in practice on a poor grass tee line, gaining confidence swinging out and then from nowhere a weak fade comes out of what felt like a great swing, confidence drops a notch and you wonder what you did wrong. This never happens on Power Tee, good swing gets good result, poor ball flight means you need to fix something.</span></span><span style="background: white; font-family: inherit; line-height: 107%;"> </span><span style="font-family: inherit; line-height: 107%;">Jim Furyk and Ben Hogan are/were
famous for never practicing from a poor lie. Jack Nicklaus himself teed up every ball on the practice range when
preparing for competition.</span></div>
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<b><span style="line-height: 107%;"><span style="font-family: inherit;">My first experience “hitting balls”
on Power Tee was that it was much more than a good mat that fed the next ball
and I want to explore all the features and benefits in future entries but what
are the key plusses in your mind?<o:p></o:p></span></span></b></div>
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<span style="line-height: 107%;"><span style="font-family: inherit;">Power Tee
does so much good, it is hard to list everything, probably the best attribute
is its ability to engage children. It’s
the iPad generation, like it or not.
Putting kids on a chewed-up grass tee line is ridiculous. They are not interested and are unlikely to
hit any/many good shots, this gives rise to no fun and a real challenge to have
the child bond with the game. With Power
Tee, the ball is there at the right height.
If the club head goes over the top the kid leans forward, out of the toe
the kid steps in and before you know it “whack” a fun and rewarding result,
then guess what, the child can repeat the shot because they don’t have to
fiddle around teeing up a new ball. Now
that is fun and as a result, kids actually want to hit balls on Power Tee. Not rocket science just common sense.<o:p></o:p></span></span></div>
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<b><span style="line-height: 107%;"><span style="font-family: inherit;">The website makes the point the
product is well placed and assimilated in the United Kingdom and you received
an innovation award from the Queen - that had to be pretty special.<o:p></o:p></span></span></b></div>
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<span style="line-height: 107%;"><span style="font-family: inherit;">I cannot
believe we did it, one of the Queens first jobs on coronation was to allow
Winston Churchill permission to form a government of the UK, she has had an
unrivaled view of the last 50 plus years and is a great person. My wife and I were invited to Buckingham
Palace and introduced personally to the Queen.
She was a gracious host and we met a good number of her extended family
also. It is a lifetime memory and I owe
my invention Power Tee for it. </span><span style="font-size: 12pt;"><o:p></o:p></span></span></div>
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<b><span style="line-height: 107%;"><span style="font-family: inherit;">The system obviously improves the
efficiency and appearance of any driving range but what are the other markets
for Power Tee?<o:p></o:p></span></span></b></div>
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<b><span style="line-height: 107%;"><span style="font-family: inherit;"><br /></span></span></b></div>
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<span style="line-height: 107%;"><span style="font-family: inherit;">Power Tee is
great wherever balls get hit, in most country clubs for example the turf gets
so heavily used that it is rarely in good condition and in the afternoons
members are hitting out of sandy dirt.
This is really bad for the golfer who tends to shift their weight left
and pick the club up too steeply to try and trap the ball to get good contact,
consequently the ranges tend to be chronically under utilized in the afternoons
and early evenings when members would most like to come and hit some balls. I don’t bother taking my children to the
range in the afternoon as they are not interested.<o:p></o:p></span></span><br />
<span style="line-height: 107%;"><span style="font-family: inherit;"><br /></span></span></div>
<div class="MsoNormal">
<span style="line-height: 107%;"><span style="font-family: inherit;">The club
that has an in-door training facility and prides itself on having the best
teaching staff and the latest technology to enhance the teaching experience should
have Power Tee.<o:p></o:p></span></span><br />
<span style="line-height: 107%;"><span style="font-family: inherit;"><br /></span></span></div>
<div class="MsoNormal">
<span style="line-height: 107%;"><span style="font-family: inherit;">Driving
ranges typically see a 25-50% increase in ball revenue as well as an increase
in patrons and more frequent visits from regulars. There is typically growth
also in the interest of ladies, juniors, seniors and beginners to practice more
often. <o:p></o:p></span></span><br />
<span style="line-height: 107%;"><span style="font-family: inherit;"><br /></span></span></div>
<div class="MsoNormal">
<span style="line-height: 107%;"><span style="font-family: inherit;">Jim Furyk,
Jason Duffner, Mitchel Spearman and a host of other keen golfers have Power Tee
units at home so they can set up and hit a few dozen balls efficiently every
day to stay connected with their swing.
Having one at home improves front 9 scores for weekend players as they
don’t lose the feel during the week and it only takes 10 minutes to hit 50
balls.</span><span style="font-size: 12pt;"><o:p></o:p></span></span></div>
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<b><span style="line-height: 107%;"><span style="font-family: inherit;">What are the selling points you would
make to inspire interest and/or offset the expense of installing Power Tee to a
club looking to provide the optimum teaching, practice and warm-up experience
to its members and guests, but does not realize a direct revenue from its
practice area?<o:p></o:p></span></span></b></div>
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<b><span style="line-height: 107%;"><span style="font-family: inherit;"><br /></span></span></b></div>
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<span style="line-height: 107%;"><span style="font-family: inherit;">A few
decades ago clubs used to charge for balls. This revenue stream has become a
service to members that enhances the experience of play and the image of the
club. Power Tee is the next logical addition to that service, particularly for
the key groups of ladies, seniors, juniors and disabled that most clubs have
identified as important to their growth. It is somewhat ironic that pay and
play golfers are getting Power Tee when high paying members of private clubs
are not especially since everything about the ambience of the range experience
is enhanced. The lesson is so much more about grooving the swing and less about
the lie or bending over to tee up the ball. The efficiency of the 20 minute
warm-up is incredibly increased and of course practice becomes more enjoyable. <o:p></o:p></span></span></div>
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<span style="line-height: 107%;"><span style="font-family: inherit;"><br /></span></span></div>
<div class="MsoNormal">
<b><span style="line-height: 107%;"><span style="font-family: inherit;">Without detailing a proposal, which
would vary as to facility, how would one contact you for presentation, negotiation,
installation and maintenance information?</span></span></b></div>
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<b><span style="line-height: 107%;"><span style="font-family: inherit;"><br /></span></span></b></div>
<div class="MsoNormal">
<span style="font-family: inherit;"><b><span style="line-height: 107%;"><o:p></o:p></span></b><span style="line-height: 107%;">Call us at 877-769-3781 or email me: <a href="mailto:martin@powertee.com">martin@powertee.com</a>.</span></span><span style="line-height: 107%;"><span style="font-family: inherit;"><a href="mailto:martin@powertee.com"> </a>We will detail the ins and outs of vending Power Tee and send you a
proposal.</span><span style="font-size: 12pt;"><o:p></o:p></span></span></div>
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<span style="font-size: 12.0pt; line-height: 107%;"><br /></span></div>
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<span style="line-height: 107%;"><span style="font-family: inherit;">Power Tee is
the best “hitting balls” experience I’ve ever had. This is particularly true
when I contrast it to concrete veneered mats and divot chopped turf where you
feel as though you are practicing hitting bad lies and will be fortunate to not
ruin your clubs or sprain a wrist. As I referenced in the intro, the game,
especially for anyone just beginning to get involved, needs to be fun if the
interest is to be sustained. Power Tee is fun. To the avid golfer, who sees not
practicing as sacrilegious and only an effectively grooved swing as acceptable,
Power Tee provides the best environment to develop to that level. Driving ranges should sell more balls and
more often to a wider range of customers with Power Tee as their hitting system.
Clubs that spend tens of thousands of dollars providing practice facilities
with indoor bays and world class instructors should add a few more dollars to
the budget and have this system as part of those amenities to provide an
optimum experience</span><span style="font-size: 12pt;">. <o:p></o:p></span></span></div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com2tag:blogger.com,1999:blog-7349515078826811370.post-28998134712354911662018-04-12T15:20:00.002-07:002018-04-13T11:26:54.287-07:00Another Look at Open to Buy and Count and Fill <br />
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">I am often asked about “Open To Buy” both as a retail tool and as
a software investment. Typically, during my presentation on “How to Create a
Buy Plan” I’ll have someone make the comment that the thought process and
homework that I’m suggesting that will determine operative inventory levels and
needed turns is very logical but not needed because they have OTB. Buy plans
and OTB do not determine the same aspects of retail procurement. Buy plans are defined
by space and fixturing. They determine capacities and apply seasonality to
turns - by definition, OTB is only meaningful based on a solid plan. <span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<strong><span style="color: black; font-size: 14.0pt;">THE OPEN TO BUY FORMULA:</span></strong><b><span style="color: black; font-size: 14.0pt;"><br />
<br />
<strong>Planned sales + Planned Markdowns + Planned End of Month Inventory –
Planned Beginning of Month Inventory = Open to Buy at Retail</strong></span></b><span style="color: black; font-size: 14.0pt;"><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">Prudent inventory control is obviously critical to ensuring that
there is adequate stock on hand to produce the amount of sales that hopefully
can be generated. The above formula can be used as a guideline as to how to
replenish that number of units and/or dollars but does not pretend to establish
what those levels should be.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;"><br /></span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiWqgUVQ329wz7bIXReMjCJBpCo3q0QMF3bwLZeh7YOwzrZaL-0kOgqPUHw0KwVAJSCx3RDkdAPp8De7Rw4D0Hiri3cyLJkaTNplMWKV6xtqpuBxcMPTaEnqtwa2_HeOsHBGiVmH6hyGguu/s1600/Boca+West+CC.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="533" data-original-width="800" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiWqgUVQ329wz7bIXReMjCJBpCo3q0QMF3bwLZeh7YOwzrZaL-0kOgqPUHw0KwVAJSCx3RDkdAPp8De7Rw4D0Hiri3cyLJkaTNplMWKV6xtqpuBxcMPTaEnqtwa2_HeOsHBGiVmH6hyGguu/s400/Boca+West+CC.jpg" width="400" /></a></div>
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<span style="color: black; font-size: 14.0pt;"><br /></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">Being over-inventoried in total units or dollars or owning the
wrong type of inventory will determine markdowns and limit cash flow but is
only realized by comparing it to what is healthy and then buying or not
according to the formula, or more to the point common sense.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">Being under bought will create missed sales opportunities but can
only be properly avoided if the Planned part of the above formula is based on
solid principles and an analysis and understanding of the shop’s sale history,
space and fixturing.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">My point is that most shops would certainly be better run using an
OTB formula and plan as a guideline as to the coming month’s inventory needs
but only once the proper Opening Inventory Level (OIL) is determined, realized
and adjusted according to peaks and valleys during the course of the season.
The magic push-button formula is the simplest of math that is probably best
calculated by hand and then adjusted according to tournament schedules, special
orders, off-price opportunities, fast-selling items, mark up variations and
count-and-fill categories. Also most pro shops think through they’re buying as
a seasonal activity based on number of turns as opposed to a monthly decision
based on what usually manifests itself as partial needs.<o:p></o:p></span></div>
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<span style="color: black; font-size: 14.0pt;"><br /></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgqFi2LeGAnE1kYmShhYgjToBYZlPIHDWlsiNhgQoRbaauel58JtDQbCVIZH-kuONN2yYCSYIQiecxSxPnYM8NPh4AfMLQ5Kcjf_Y3KHbytmabEKf3_wshhT3kmbCkxeb_5eDmPsco5Lhvg/s1600/proshop.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="267" data-original-width="400" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgqFi2LeGAnE1kYmShhYgjToBYZlPIHDWlsiNhgQoRbaauel58JtDQbCVIZH-kuONN2yYCSYIQiecxSxPnYM8NPh4AfMLQ5Kcjf_Y3KHbytmabEKf3_wshhT3kmbCkxeb_5eDmPsco5Lhvg/s400/proshop.jpg" width="400" /></a></div>
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<span style="color: black; font-size: 14.0pt;">Another concept that is tossed around in the industry but rarely
understood and properly utilized is that of count-and-fill. The phrase
immediately brings to mind the maintenance of the proverbial solid shirt
program but redefining and instituting its new meaning across all pertinent
categories can lower inventories and insure against loss of sales more effectively
than open-to-buy reports.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">There are many important categories where par levels can be set
conservatively and count and filled often so as to reduce needless inventory
but have full size runs of adequate selection when needed. Gloves, balls,
shoes, socks, peds, rainwear, basic shorts and of course solid shirts are just
a few of these categories with solid shirts worthy of an updated look.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">A typical solid shirt program five years ago was three shelves in
a wall unit with 8-9 skus or colors of a Fairway and Greene lisle or perhaps a
Polo pique folded in stacks of six shirts each with one medium, two large, two
x-large and one xx-large. The par level included back up if the business
demanded. Par levels are best determined using the two-week rule. Keep on hand
all sizes per sku in the number of pieces per size that may be sold in a two
week period. Most shirt companies that have sold you on the idea of using their
in-stock capabilities will fill in between 7-10 working days, which makes two
week’s worth of inventory a good working plan. Someone of course needs to take
ownership of the program, understand its significance and call the partner
vendor with a fill-in once a week.<o:p></o:p></span></div>
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<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">Five years later a few things have changed. Solid shirts are still
of major importance and now include performance or polyester shirts as a
category which are best displayed hung on a four way or perhaps shoulder-out by
color on a bar in a wall. There are also actually fewer vendors willing to make
the financial commitment to in-stock inventories of basic product.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">Many facilities are using the solid shirt category as the key
ingredient in an effort to build their own brand with private labeling and add
significant margin to these sales. Full Turn Direct has developed an in-stock
program of mercerized Supima cotton that includes basic feed stripes as well as
solid shirts and has done away with any complicated rules about fill-ins. You
can call in whatever you need, have it embroidered and shipped ASAP and be
proud that your highest margin shirt in the shop is not being offered down the
street since it is your label and it is made of the finest cotton on the
planet.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">Selling a rain-suit and immediately calling in an order for its
replacement should be SOP. I go to clubs that own size-runs of 6 to 8 different
gloves. I’ve never heard an argument for more than two that made any sense to
me. Owning 40 pair of shorts at the end of June but being out of 36 and 38 is
the same as being out of business – the open-to-buy report however may not
provide for this fill-in.<o:p></o:p></span></div>
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<span style="color: black; font-size: 14.0pt;"><br /></span></div>
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<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">Count-and-fill categories properly merchandised and maintaining
all other areas of the shop as they need to be re-merchandised and reloaded is
a function of open-to-buy that is not explained by the formula or its reports.
All aspects of retail are relative to the shop, its space and personnel but I
would not invest in OTB software unless my shop was grossing at least 1.5
million/year. I would however make every effort to understand the concept as
the valuable guideline and tool that it is.<o:p></o:p></span></div>
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<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 14.0pt;">The principles involved in determining the Opening Inventory Level
(OIL) mentioned above and the importance of creating par levels for the proper
categories of goods so as to establish the correct planned inventories are
developed in the “Merchandise Buy plan Guide”. The importance of basing these
planned numbers on the principle of space and an understanding of a healthy
turn is the reason I wrote this guide.<o:p></o:p></span></div>
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<br />craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-8452920274431832018-03-17T06:46:00.002-07:002018-03-17T06:46:57.482-07:00Culture<br />
<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<span style="color: black; font-family: "Arial Narrow",sans-serif; font-size: 13.5pt;">Do
what you do so well that they will want to see it again and bring their friends</span><span style="color: black; font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 13.5pt;"><span style="mso-spacerun: yes;">
</span>- <i style="mso-bidi-font-style: normal;">Walt Disney</i><br />
<br />
<br />
The culture of a golf facility is the quality that arises from a concern for
service, protocol, and atmosphere. Creating a Culture takes vision, passion and
total commitment. It is the sum of attitude, education, enthusiasm and language
that distinguishes one facility from another and that is precisely why it is
worth the effort.</span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 13.5pt;"><br /></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg7dx_9DvWOB1L88s93zeTle3l9biWkhOqWl9PkcWAYacGy5zTVWJpzbsxSGGPlQv8h7XzA2OF_5Q-SFy7iHgRfhu7gs2XQUOFkPDaLYESQGUdDRIe729MkFyoyQumPi0WmDvz0Q4Ihsnpu/s1600/Cascata+GC.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="424" data-original-width="640" height="265" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg7dx_9DvWOB1L88s93zeTle3l9biWkhOqWl9PkcWAYacGy5zTVWJpzbsxSGGPlQv8h7XzA2OF_5Q-SFy7iHgRfhu7gs2XQUOFkPDaLYESQGUdDRIe729MkFyoyQumPi0WmDvz0Q4Ihsnpu/s400/Cascata+GC.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Cascata GC</td></tr>
</tbody></table>
</div>
<div style="text-align: center;">
<span style="font-size: 18px;"><br /></span></div>
<span style="color: black; font-size: 13.5pt;">
<br />
There are many unique competitive differentiators in the golf industry. Buyers
worry about green grass only distribution. They produce private label product
to build their own brand and make their selection of goods exclusive. Clubs
move to “Mill River” and modifications of same to produce pricing structures to
inspire customer and member loyalty but the hardest and most meaningful
competitive advantage for golf facilities to duplicate is to create an
organization that consists of highly engaged associates who are totally focused
on the customer. All definitions of culture point out the development of the
intellect and the resulting enlightenment from training and education.
Hopefully this manual will help to educate and inspire you and your staff to
become such an excellent organization and rise above your peers.<br />
<br />
Everyone has been to clubs where the atmosphere was decidedly negative. The
staff walk around with a scowl and members spend an inordinate amount of time
venting. It’s hard to determine in such an atmosphere what came first, the
grumpy members or frustrated staff but placing the blame wouldn’t make the
culture any more pleasant.<br />
<br />
It seems in this case that a Leader with a totally rejuvenated outlook or a new
Leader is needed. More to the point, someone needs to stand back a little and
reevaluate the culture because once the course is built, the business plan and
marketing put in place, the superintendent hired and the fertilizer and sand
purchased the two variables that most shop owners/managers and/or head pros
control are the merchandising and the culture.</span><br />
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 13.5pt;"><br /></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjbknnqk5Sob7HSgjJS6tFYRjkrj-K1h7VWr3DNlongu6EG3AwM63eNV32xr5Ca9bEuctr24GvTZtv4-6iNW2VCYo0nGou7iDWgGHGWf4YQdTO81NfUzGqrFPQSTYor216i-zST1PSklyDm/s1600/Revere+GC.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="426" data-original-width="640" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjbknnqk5Sob7HSgjJS6tFYRjkrj-K1h7VWr3DNlongu6EG3AwM63eNV32xr5Ca9bEuctr24GvTZtv4-6iNW2VCYo0nGou7iDWgGHGWf4YQdTO81NfUzGqrFPQSTYor216i-zST1PSklyDm/s400/Revere+GC.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Revere GC</td></tr>
</tbody></table>
</div>
<div style="text-align: center;">
<span style="font-size: 18px;"><br /></span></div>
<span style="color: black; font-size: 13.5pt;">
<br />
Or consider the course where players arrive anticipating a pleasant, enjoyable
round of golf with friends to encounter staff telling them at the bag drop
where they can and can’t park, at the counter they only take coupons on
Tuesdays and don’t take American Express. The starter hands them a list of do’s
and don’ts and the marshal stops by a number of times to inform them how they
are doing with time. Of course, everyone is just doing their job and none of
these individual incidents is necessarily a problem, but cumulatively the rules
and the attitude with which they are delivered has the group convinced by the
turn that they won’t be hanging around after the round, they won’t be buying
anything in the shop to remind them of the experience. In fact, next month when
they take a day off for golf they are going back to that course that had the
water in the cooler on the cart and everyone including the maintenance staff
wanted to know if they were enjoying the day and was there anything they could
do for them – the “country club for a day” atmosphere.<br />
<br />
Conversely, I had the pleasure a few years ago of being part of the team that
opened a high-end club in North Carolina. My position on the team was two-fold.
I was there to quarterback the opening of the shop and my other role was that
of head cheerleader at the training session. We had the luxury of three full
days to indoctrinate the staff about the culture the Leader envisioned and
everyone’s role in its execution because we were able to organize it two weeks
before the Grand Opening.<br />
<br />
We invited the Footjoy and Zero Restriction reps to give product knowledge
seminars about their products and they were both outstanding; going through all
the features, benefits and buzzwords needed to intelligently talk to people
about footwear and outerwear both as apparel and equipment. The question and
answer afterwards was more of a discussion with the staff about how to fit
people, how to sell the tough customers, how their respective companies were
thrilled to be working with them and how unique this session was in what in
both cases were long careers.<br />
<br />
I spoke about shirts and the appropriate product knowledge involved with the
different brands and fabrications. Since it was October, I finished up the
session with a football analogy. We had just had three days of training camp,
obviously opening day was coming right up and if everyone played their position
the way we had been describing it we would win the members and their guests as
fans. We could think of ourselves as going to the playoffs if, in a few months,
people were talking about the warm, friendly atmosphere at the great new Tom
Fazio golf course - they were. We could consider ourselves as getting to the
Super Bowl if and when we were nationally recognized as a place you need to
play - they have been.<br />
<br />
This was a fulfilling opportunity for me but one that can be duplicated
anywhere there is a Leader with a desire to take their level of service up a
few notches, to raise the bar for their staff and create as a result a more
meaningful culture.</span><br />
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 13.5pt;"><br /></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjWje10evY48PVx-Z0v6x7u4D7wLEdKGZIrPQV3OaGjVmndzphdlBPdF_kQ0OndC_5rPFi2a77wceN35Iea3uMVGAqNrPQQN2R-N4EeS1JEUcyVRzW0DqNbp0RfUpBBgnpaXhI9XWfEoTJP/s1600/tobacco-road-golf-club.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="412" data-original-width="550" height="298" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjWje10evY48PVx-Z0v6x7u4D7wLEdKGZIrPQV3OaGjVmndzphdlBPdF_kQ0OndC_5rPFi2a77wceN35Iea3uMVGAqNrPQQN2R-N4EeS1JEUcyVRzW0DqNbp0RfUpBBgnpaXhI9XWfEoTJP/s400/tobacco-road-golf-club.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Tobacco Road GC</td></tr>
</tbody></table>
</div>
<div style="text-align: center;">
<span style="font-size: 18px;"><br /></span></div>
<span style="color: black; font-size: 13.5pt;">
<br />
Customers/members need to plan a day of golf anticipating an environment that
appreciates their business and where there is camaraderie with the staff as
well as their foursome. They need to feel it is fun to hang out a bit at the
19th hole and by the end of the day they want a memento from the shop that will
remind them of the experience and tell others that see them wearing the logo
what a great place they thought it was to spend a day. They need to be made
more than satisfied and they need to view your facility and its culture as
their provider of choice.<br />
<br />
This may seem obvious and a “goes without saying” description that everyone in
the industry agrees is the experience they provide, however the execution does
not always follow the hype. As Tony Robbins points out often and in many
different ways “There are no decisions really made until there is action.” When
it comes to making it a reality, enthusiasm tends to give way to confusion.<br />
<br />
In Summary – Culture is a work in progress:<br />
<br />
• Management must make the decision to proactively create customer loyalty and
to measure the success of these efforts by the customer’s feedback.<br />
<br />
• Management needs to institute an orientation program that involves more than
a tour of the facility and a primer on keying a sale. It needs to indoctrinate,
as soon as an employee is hired, the facility’s principles of customer service
and its vision for the future.<br />
<br />
• Management needs to establish policies that are customer-friendly and do away
with any rigid guidelines.<br />
<br />
• Management needs to educate and empower employees to make their facility and
culture the best in the area.<br />
<br />
• Management needs to institute the “ten foot rule” that all golf staff within
ten feet of a customer will look them in the eye, greet them and ask if they
need any assistance.<br />
<br />
More specific actions:<br />
<br />
Establish at the season’s first staff meeting that this season’s primary goal
is to be perceived by everyone who plays here as the most customer friendly
place to play.<br />
<br />
Provide every player a 4x6 preprinted index card that thanks them for spending
the day and asks for feedback on their experience.<br />
<br />
Have weekly staff meetings and ask at each what was the most customer friendly
thing that happened since last week’s meeting.<br />
<br />
Set bi-annual evaluations with each staff member to discuss their contribution
to the culture.<br />
<br />
Make the “ten foot rule” second nature by mentioning it often. It is a practice
now employed by almost every industry.<br />
<br />
Challenge all employees on a regular basis to submit ideas for service efforts
successfully employed elsewhere and not necessarily by other golf facilities.</span><br />
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 13.5pt;"><br /></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjOt0HFun3511fnrXZRHQiGy2OHz4SlbX1DmEDL9Mp0tdxvZfDPJ0maaQxugDpahS0Ky15aKdjFMqMYukjTlrMtldNE7E5VWbmjCssl-KN4SyGUV0l4SroHkBfWzPck9-Sm95KLde6LEnxv/s1600/Bearspaw+CC.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="275" data-original-width="368" height="298" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjOt0HFun3511fnrXZRHQiGy2OHz4SlbX1DmEDL9Mp0tdxvZfDPJ0maaQxugDpahS0Ky15aKdjFMqMYukjTlrMtldNE7E5VWbmjCssl-KN4SyGUV0l4SroHkBfWzPck9-Sm95KLde6LEnxv/s400/Bearspaw+CC.JPG" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Bearspaw CC</td></tr>
</tbody></table>
</div>
<div style="text-align: center;">
<span style="font-size: 18px;"><br /></span></div>
<span style="color: black; font-size: 13.5pt;">
<br />This is the first chapter of “<a href="http://successfulproshop.blogspot.com/2010/02/winning-golf-culture_07.html">The
Winning Golf Culture</a>” which has been well received by all who have
purchased it and made required staff reading at many facilities. The rest of
the table of contents is as follows:<br />
<br />
Table of Contents<br />
<br />
<br />
The Culture<o:p></o:p></span><br />
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<span style="color: black; font-size: 13.5pt;"><br />
The Leader<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;"><br />
The WOW Factor<o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="color: black; font-size: 13.5pt;"><br />
The Intimacy Factor<o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="color: black; font-size: 13.5pt;"><br />
Salesmanship is Service<br />
a. Pre-servicing<br />
b. Shop Salesmanship<br />
c. Follow Up<o:p></o:p></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="color: black; font-size: 13.5pt;"><br />
Hire to the Culture<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;"><br />
The Result<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;"><br />
Blog Entries<br />
a. Pump up the staff for the new season <br />
b. Gentlemen’s (and Ladies’) Night <br />
c. The Nordstrom Touch <br />
d. Phil Owenby on “Cutting Edge Service” <o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 13.5pt;">I like telling service stories at staff meetings. Here is one I
like to tell. <o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 13.5pt;">I went to pick up Mike Pifer to go to an Oriole game. He said we
were early and would I wait while he got a quick haircut. I’m sitting in the
front of the salon, flipping through a magazine, while Mike is getting his 67
hairs cut and the owner of the shop makes himself known and asks if I’d like a
glass of wine while I wait. I thanked him and said that would be great. He asked
me if I liked red or white.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: black; font-size: 13.5pt;">A year later almost to the day. Mike and I are going to our annual
Oriole game with Mike Healy and Phil Owenby, we have seats behind home plate,
but Mike needs a quick haircut. I’m sitting waiting and the owner comes over,
shakes hands and says “Red right?”<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<br />craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-21676115412209721412018-03-02T16:31:00.001-08:002018-03-02T16:31:24.402-08:00Feeling Special<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgKjJb9052WLJbF19DCUlk-j1_uYZUUW5ALeF7yyd0hZAWszsdnoEFrWxijSZsNaSZ7aY4nezxsBJsxbyUwQNdtEHZuTRHgDOgWoq0wqpOwHHfeb-jHDbAbhXij3qTHYkL0lyM68VMM01fs/s1600/style-blogs-the-gq-eye-pop-up-1.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="533" data-original-width="800" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgKjJb9052WLJbF19DCUlk-j1_uYZUUW5ALeF7yyd0hZAWszsdnoEFrWxijSZsNaSZ7aY4nezxsBJsxbyUwQNdtEHZuTRHgDOgWoq0wqpOwHHfeb-jHDbAbhXij3qTHYkL0lyM68VMM01fs/s400/style-blogs-the-gq-eye-pop-up-1.jpg" width="400" /></a></div>
<div style="margin: 0in 0in 0.0001pt; text-align: center;">
<span style="color: black; font-size: 13.5pt;"><br /></span></div>
<div style="margin: 0in 0in 0.0001pt; text-align: left;">
<span style="color: black;"><span style="font-size: large;">About five years ago I visited Nordstrom in Towson, Maryland and
was kicking tires in the men’s department when I was approached by Amanda. Amanda
had let me start touching the sport coats in my size before she struck up a
conversation. She did not ask me if she could help me but began by telling me
some things about the Joseph Aboud clothing line which happened to be the
designer of the blazer I was admiring. She introduced herself and helped me try
the coat on – all the while continuing a conversation about me – ‘What did I do
for a living?’, ‘Did I wear sport coats on the job?’, ‘Had I been to Nordstrom
before?’ Amanda assumed I loved the blazer and laid some gabardine slacks next
to it, a couple of shirts and ties that were killer. My ‘maybe’ sport coat now
looked like a photo shoot. Obviously I made the purchase. There is a lot that
is worthy of discussion about this comfortably handled experience and we will
come back to them in future entries. What I want to address in this entry is
the professional follow-up.<o:p></o:p></span></span></div>
<div style="margin: 0in 0in 0.0001pt; text-align: left;">
<br /></div>
<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
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</v:shape><![endif]--><!--[if !vml]--><!--[endif]--></span><span style="color: black;"><o:p></o:p></span></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="font-size: large;"><span style="color: black;"><o:p> </o:p></span>Amanda made sure she was
present when I returned to pick up the coat and slacks from the tailor. She
asked me for my business card and asked if I would be interested in being
informed of new Joseph Aboud arrivals or the occasional sales in the tailored
clothing department. I said I would and we shook hands.</span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="font-size: large;"><br /></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="color: black;"><span style="font-size: large;">A few weeks later I received a
‘Thank You’ email that expressed in a very positive way an assurance that the
outfits I purchased would work well for me as we had discussed but that if for
any reason that was not the case to please let her know and she would do
whatever she could to make it right.<o:p></o:p></span></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="color: black;"><span style="font-size: large;"><br /></span></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="color: black;"><span style="font-size: large;">A few months later I was
informed [again via email] from Amanda that the new Aboud line had arrived, and
there were also some pieces soon to be on sale. She offered to put some items
on the side in my size if I was interested. She inquired as to when I thought I
would be coming in so that she could be sure to be there to assist.<o:p></o:p></span></span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; widows: 2; word-spacing: 0px;">
<span style="color: black;"><span style="font-size: large;"><br /></span></span></div>
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<span style="color: black;"><span style="font-size: large;"><br /></span></span></div>
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<span style="color: black;"><o:p><span style="font-size: large;"> </span></o:p></span><span style="font-size: large;">Now I ask you!</span></div>
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<span style="color: black;"><span style="font-size: large;">Who do you think I will call
the next time I need clothes?<o:p></o:p></span></span></div>
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<span style="color: black;"><span style="font-size: large;">Amanda is a retail professional
– they are not born – they are trained. The niche aspect of Pro Shop Retailing
lends itself to an easy intimacy with very regular customers and yet there are
almost no Amandas.<o:p></o:p></span></span></div>
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<span style="color: black;"><span style="font-size: large;">Instead of the proven ‘good
customer’ just being informed that the new Taylor Made drivers or Peter Millar
shirts have arrived, it could also be suggested that his/her son on the golf
team at the University of Michigan might also be interested in one and by the
way, we know his shaft strength and size and his birthday is a week from
Friday.<o:p></o:p></span></span></div>
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<span style="color: black;"><span style="font-size: large;">Having an incentivized Amanda
on your staff could possibly double your business; it would most certainly make
your shop the one in your area that people are talking about. Even if I move
out of state I will still buy sport coats from Amanda. There is no substitute
for feeling special and it holds true in every case.<o:p></o:p></span></span></div>
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<br />craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-33750639692342849912018-02-23T06:20:00.001-08:002018-02-23T06:20:55.245-08:00Custom Ball Program<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhAR3y7Zyt4YQhXRYmk1USiPIkH-ld0gWCy373KmFxK6kwcBkMco_B6gQd9kwavpyKy8qz9gOIsRFX14pKzIEWNLp24og6_KqmXU68lqoOScTECCWhCwOo-Bh303DS5iZ6mjjdMfedFoWgR/s1600/syska-loose-large.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="768" data-original-width="1280" height="192" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhAR3y7Zyt4YQhXRYmk1USiPIkH-ld0gWCy373KmFxK6kwcBkMco_B6gQd9kwavpyKy8qz9gOIsRFX14pKzIEWNLp24og6_KqmXU68lqoOScTECCWhCwOo-Bh303DS5iZ6mjjdMfedFoWgR/s320/syska-loose-large.jpg" width="320" /></a></div>
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<span style="color: black; font-size: 13.5pt;">Any initiative that reduces inventory and increases sales needs to
be seriously considered. The most impressive promotion I’ve worked with over the years that accomplishes this has been the Personalized Golf Ball Program. This
exclusive program maintains an inventory of at least 3 dozen personalized golf
balls in stock at all times for members and/or any regular clientele. The
service obviously requires access to the member’s locker or a properly shelved
closet somewhere near the shop. It also requires a certain amount of
count-and-fill maintenance but the upside is incredible. <o:p></o:p></span></div>
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<span style="font-size: 13.5pt;">• Implementing this custom program says the ‘right stuff’ about
the personalized service you and your staff are more than willing to provide.</span></div>
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<span style="color: black; font-size: 13.5pt;">• Suggesting that customers can personalize their inventory with
not only the choice of any Titleist ball type, e.g. with any number they prefer
but also the club logo, their name, and/or their corporate logo, plants the
seed for more corporate business in a soft-sell way.<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">• Members or customers on the program tend to purchase balls only
from the program.<o:p></o:p></span></div>
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<br /></div>
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<span style="color: black; font-size: 13.5pt;">• Customers are billed upon order placement eliminating the cost
of inventory.<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">• Members/regular-customers cannot wait to show off this service
to guests and friends. Your staff accommodates by having two sleeves sitting on
the counter at client’s tee time.<o:p></o:p></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg0FQljGIDsK-qJO6TF0KRX-ieP0wX2U14iloCP3osMJLGH6HQzJoLF4kZQddnP35zKOOjtGlm2OPWMptENcRYAXsOEhj5tv6P5LzfIXJjldgkBkDJ_tDlCkgLEuuoFZ_PsNWJljHY13hGu/s1600/ball+display.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="1000" data-original-width="708" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg0FQljGIDsK-qJO6TF0KRX-ieP0wX2U14iloCP3osMJLGH6HQzJoLF4kZQddnP35zKOOjtGlm2OPWMptENcRYAXsOEhj5tv6P5LzfIXJjldgkBkDJ_tDlCkgLEuuoFZ_PsNWJljHY13hGu/s400/ball+display.jpg" width="282" /></a><span style="color: black; font-size: 13.5pt;">• Solidifies partnership with the ball vendors chosen. My
experience has been that Titleist is an excellent partner and you won’t lose
any sales or interest due to brand.<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">The clubs that have instituted this tend to have more balls on campus, most of which are paid for and less of a need for retail inventory.</span></div>
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<span style="color: black; font-size: 13.5pt;">Email blasts and staff “talk-it-up” are the easiest way to market
this to your clientele. Word of mouth will soon assist as long as the program
is properly maintained. By offering a 10% discount off regular retail pricing
the program becomes a no-brainer and a win, win, win!<o:p></o:p></span></div>
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<span style="color: black; font-size: 13.5pt;">The service feature of this program is best illustrated by an experience I had an opportunity to be witness to: </span></div>
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<span style="color: black; font-size: 13.5pt;">Dr. Smith checked in at his club for his tee time with two guests. The first assistant had put a sleeve of his custom balls on the counter and asked if he wanted any for his guests. While this was going on I heard one guest say to the other. "I'm a member at High-End club and no one has ever offered that to me."</span></div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-2000863717833561332018-02-02T12:03:00.002-08:002018-02-02T12:27:41.287-08:00"Merchandise Buy Plan" and "Winning Golf Culture" - E- Manuals When I first made "The Winning Golf Culture" and "Merchandise Buy Plan Guide" available no one had heard of Kindle and e-books were just beginning to rival print. I priced them to include printing, covering and postage. I have received requests that I make them available now as e-manuals and email them upon purchase. This post are the original testimonials and there are new BUY NOW tabs to the right and new pricing.<br />
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<b>The Winning Golf Culture</b></div>
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Since making the <a href="http://successfulproshop.blogspot.com/2009/07/merchandising-buy-plan-simple-how-to.html">Merchandise Buy Plan Guide</a> available in July of 2009 I have had a number of requests to offer a manual of service and sales advice for those clubs attempting to raise the bar regarding staff and facility culture as I do with my clients.</div>
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I have written a 40 page handbook entitled “The Winning Golf Culture” providing tools and inspiration and taking advantage of the unique relationships that are a fundamental of pro shop retail to help you and your staff move forward in today’s market to wow your customers. It offers techniques employed by professional salespeople from approaching customers to cultivating their future business. The mind set and methods discussed have impressed every shop owner or manager as well the CEO’s and sales managers of companies in the golf industry that I have advised over the years.</div>
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There is no question that service is the most important and least expensive differentiator in the golf industry today and that great service that creates 'word of mouth' business is the result of a passionately created culture. All business plans and staff considerations should have this culture as their primary consideration. This manual is a timely pro-shop and golf facility management tool as well as an invalueable read for anyone calling on these shops and wanting to help them with their business. Here's what some leaders in the industry had to say about the manual.<br />
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<span style="font-style: italic;">One of the great things about Mr. Kirchner's Service Manual is that Craig shares his successful formulas for success. He does not stand on circumstance, nor hide behind his paid consultancy services with some secret messages. Instead, his easy-to-read booklet reveals his wisdom regarding service, initiative and plain ‘good sense.’ Craig shares his powerful sense of observation with examples of how we all benefit from customer care. We think so highly of his writings that we have made his manual required reading for all our employees...his insights are as useful for vendors as they are for merchants.</span><br />
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Richard White<br />
President, Atlantic League of Professional Baseball<br />
Strategic Marketing Affiliates<br />
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<span style="font-style: italic;">Craig Kirchner’s ‘The Winning Golf Culture – A Service and Sales Manual’ is inspiring to any PGA Professional who desires to take his or her service operation to the ‘next level’. It is one of the best things I have read in 30+ years in the golf business. It will be ‘required reading’ for my staff, present and future. After reading it carefully, it simply makes you want to do a better job providing service to your members and customers. Not only does the manual motivate, but it is enjoyable to read also. From this point forward, my entire staff will look for opportunities to create ‘wow factors’ each day. In the golf business, staff complacency can sometimes set in. Craig. Thank you for the wake-up call.</span><br />
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Dean Hurst, PGA<br />
Bayville Golf Club<br />
Head Golf Professional<br />
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<span style="font-style: italic;">Quite simply, Craig Kirchner gets IT! “The Winning Golf Culture” is a road map to a successful Golf Retail Enterprise. Golf Shops in America today are poised to succeed unlike ever before because their members, guests and customers believe and value the Clubs/Shops own Brand. That Brand is the sum of many parts, quite possibly the most compelling being SERVICE. That SERVICE element is completely under the shop’s control….it is the shop’s choice to make it important. Golf facility owners, GM’s, Professionals and Shop Managers can accomplish great things only if they raise the bar of expectations of their shop operations, understand their unique opportunity to compete, and execute as the best retailers in the world do every day. Craig can absolutely help them along that path.</span><br />
<span style="font-style: italic;"><br /></span>
Mark Killeen<br />
Managing Partner<br />
Pima Direct<br />
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<span style="font-style: italic;">The Winning Golf Culture’ is required reading for anyone in the golf business or the service business period. After reading the manual I feel like I could run a marathon. Craig inspires you with his stories and first hand experiences to be better and better with each customer interaction. His experience and superior knowledge has enlightened our staff and has made us aware that everyone’s WOW factor may be different and that our attitude will influence the desired results and for that we thank him.</span><br />
<span style="font-style: italic;"><br /></span>
John H. Marino<br />
Head Golf Professional<br />
Old Chatham Golf Club<br />
<br />
<em>Another home run for Craig Kirchner! This service manual is the blueprint for creating a culture of connection with the customer. Apply these principles and you WILL be more successful. And work will be more fun too.</em><br />
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Buddy Sass<br />
Head Golf Professional<br />
Ocean City Golf Club<br />
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<b><span style="font-family: "courier new" , "courier" , monospace; font-size: 20pt;">The Winning Golf Culture<o:p></o:p></span></b></div>
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<b><span style="font-size: 18pt;"><span style="font-family: "courier new" , "courier" , monospace;">for the Successful Pro Shop</span><o:p></o:p></span></b></div>
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<b><i><span style="font-family: "courier new" , "courier" , monospace; font-size: 18pt;">Craig R. Kirchner</span></i></b></div>
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I am confident that this manual will provide your facility an incredibly competitive edge and fresh new outlook and therefore be money well spent.<br />
For group presentations call me at 4443-309-3005. I look forward to hearing from you if you have questions or comments at craigrkirchner@gmail.com.<br />
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<b>Merchandise Buy Plan Guide</b></div>
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Since putting the blog together in December of 2008 I have had a number of requests to offer a guide to the methodology I use to create buy-plans for my clients. I have written a 40 page guide providing, step-by-step, the thought process to formulate a buying strategy which will make your shop well merchandised but not over-inventoried. This buy plan technique is one which has impressed every shop owner or manager I have explained it to over the years and in my mind is bullet-proof in its ability to establish key shop levels. Most shops will be preparing to pre-book spring goods in August so I believe reposting the testimonials for this manual to be timely.<br />
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<span style="background-color: #fff2cc; color: #0c343d;">“At Kinloch Golf Club we have been fortunate to have Craig Kirchner as our merchandising consultant for more than five (5) years. He has assisted in reducing our inventory levels while enhancing the overall gross margins and increasing revenue substantially. Our professional staff has benefitted from his genuine and knowledgeable expertise in buying, display, inventory control and sales techniques. Craig can be an asset to any golf merchandising operation with his extensive background and product knowledge. I would recommend this guide to anyone.”<br /><br />Phil Owenby</span><br />
<span style="background-color: #fff2cc; color: #0c343d;">General Manager</span><br />
<span style="background-color: #fff2cc; color: #0c343d;">Kinloch Golf Club</span><br />
<span style="background-color: #fff2cc; color: #0c343d;"><br />“Craig Kirchner started working with me over 4 years ago. At that time I carried an average inventory of $145,000 to generate $400,000 in sales. Today my average inventory is $85,000 and we still generate close to $400,000 in sales. There is no more inventory sitting in the "back room" and I have been able to adapt more effectively to the changing economic conditions. There is no doubt that the principles contained in Craig's Book changed my business significantly for the better.”</span><br />
<span style="background-color: #fff2cc; color: #0c343d;"><br />Buddy Sass, PGA</span><br />
<span style="background-color: #fff2cc; color: #0c343d;">Head Golf Professional</span><br />
<span style="background-color: #fff2cc; color: #0c343d;">Ocean City Golf Club</span><br />
<span style="background-color: #fff2cc; color: #0c343d;"><span style="color: #333399;"></span><br /></span>
<span style="background-color: #fff2cc; color: #0c343d;">"A positive mindset accompanied by knowledge, experience and common sense are a formula for success in any field. Craig possesses and utilizes all these traits effectively in his approach to merchandising."</span><br />
<span style="background-color: #fff2cc;"><span style="color: #0c343d;"></span></span><br />
<span style="background-color: #fff2cc;"><span style="color: #0c343d;"></span></span><br />
<span style="background-color: #fff2cc; color: #0c343d;"><br /></span>
<span style="background-color: #fff2cc; color: #0c343d;">Mike Elliott</span><br />
<span style="background-color: #fff2cc; color: #0c343d;">VP of Sales </span><br />
<span style="background-color: #fff2cc; color: #0c343d;">Greg Norman Collection</span><br />
<span style="background-color: #fff2cc; color: #0c343d;"><br /></span>
<span style="background-color: #fff2cc; color: #0c343d;">"For the last five years Craig and his methodology have been very instrumental in assisting us with both our golf shop buy plan and the LPGA Championship merchandise tent. His methods work and we have been able to increase our profit margins with his plan.</span><br />
<span style="background-color: #fff2cc; color: #0c343d;"><br /></span>
<span style="background-color: #fff2cc; color: #0c343d;">Richard D. Rounsaville</span><br />
<span style="background-color: #fff2cc; color: #0c343d;">General Manager/Director of Golf </span><br />
<span style="background-color: #fff2cc; color: #0c343d;">Bulle Rock</span><br />
<span style="background-color: #fff2cc; color: #0c343d;"><br /><br />"Golf Shops today have unprecedented opportunity to be successful. Economic dynamics are driving consumer behavior to be more demanding than ever of a value experience. That experience includes the presentation of the right products, at the right time with the right service in an efficient atmosphere. There is far grater value to the consumer in shopping for golf products in a golf shop where he/she can find properly targeted products that are easy to buy while being assisted by a knowledgeable staff member, versus driving to a mall and navigating a maze of shops with relatively no service in hopes of finding the right product. The key to a Golf Shop's success here is executing on this concept. While some shops most certainly do, many need help and Craig Kirchner has a proven track record of building successful golf shop operations. Now is the time for this industry to collectively pull itself up by its bootstraps and execute. I have used Craig's counsel and I highly recommend every golf shop who is looking for improvement do the same."</span><br />
<span style="background-color: #fff2cc; color: #0c343d;"><br /></span>
<span style="background-color: #fff2cc; color: #0c343d;">Mark Killeen</span><br />
<span style="background-color: #fff2cc; color: #0c343d;">Managing Partner </span><br />
<span style="background-color: #fce5cd; color: #0c343d;">Pima Direct</span><span style="background-color: white;"><br /></span><br />
<span style="background-color: white; color: #333399;"><br /></span>
<br />
<div style="text-align: center;">
<span style="color: #333399; font-family: "courier new" , "courier" , monospace; font-size: large;"><b style="background-color: #fff2cc;">Merchandising Buy Plan</b><b style="background-color: white;"> </b></span></div>
<div style="text-align: center;">
<span style="color: #333399; font-family: "courier new" , "courier" , monospace; font-size: large;"><b>A Simple How-To Guide</b></span></div>
<div style="text-align: center;">
<span style="color: #333399;"><b><br /></b></span></div>
<div style="text-align: center;">
<span style="color: #333399;"><b><br /></b></span></div>
<div class="separator" style="clear: both; text-align: center;">
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<div style="text-align: center;">
<b><span style="font-family: "courier new" , "courier" , monospace; font-size: large;">Craig R. Kirchner</span></b></div>
<div style="text-align: center;">
<br /></div>
<div style="text-align: center;">
<br /></div>
The cost for this e-manual is now $29.95 which will be e-mailed upon payment. I decided it was more practical and easier to deliver now in PDF. You can easily purchase this on PayPal (“BUY NOW” button to the right).<br />
<br />
I am confident that you will find this guide to be easy to implement and money well spent. I look forward to hearing from you if you have questions or comments at <a href="mailto:craigrkirchner@verizon.net">craigrkirchner@gmail.com</a>.craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-37424200895152748732018-01-29T08:54:00.000-08:002018-01-29T08:54:18.751-08:00Hiring to the Culture<div align="center" class="MsoListParagraph" style="margin-left: 0in; mso-add-space: auto; text-align: center;">
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<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhcyj88bDrXjITKyGlpfPo7mbkWoulDtTHTek9W3pSwqAZcEPS9JIaddEz4vuomwBwhvcb9VBGoM9Lhv2-ZQNtxSnDpRgb369v9OzCXPWTuXsZRKEflIM0vyOVB3wbg622XRt5dF_bJZvHe/s1600/The+Reserve+Club.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="211" data-original-width="334" height="252" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhcyj88bDrXjITKyGlpfPo7mbkWoulDtTHTek9W3pSwqAZcEPS9JIaddEz4vuomwBwhvcb9VBGoM9Lhv2-ZQNtxSnDpRgb369v9OzCXPWTuXsZRKEflIM0vyOVB3wbg622XRt5dF_bJZvHe/s400/The+Reserve+Club.JPG" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">The Reserve Club</td></tr>
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<em><span style="font-family: "arial black" , sans-serif;">Although your customers won’t love
you if you give bad service, your competitors will.</span></em><span style="font-family: "arial black" , sans-serif;"><br />
-
Kate Zabriskie<o:p></o:p></span><br />
<span style="font-family: "arial black" , sans-serif;"><br /></span>
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In 2010 I posted an article explaining the content of the manual "<a href="http://successfulproshop.blogspot.com/2010/02/winning-golf-culture_07.html">The Winning Golf Culture</a>" with some testimonials. In 2016 I put up Chapter 1 of that manual "<a href="http://successfulproshop.blogspot.com/2016/08/the-culture.html">The Culture</a>" which got a lot of response. I've just come from the golf show in Orlando and had a number of readers of the manual tell me it the best thing written about the industry they have read and that it sits on the corner of their desk. Obviously this is humbling, especially when some, who have become friends at this point, volunteer that it is mandatory reading for new hires at their club. With this as mantra and at the request of some of those that made these comments I'm posting another chapter from the manual.<br />
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<b><span style="font-family: Arial, Helvetica, sans-serif;">Hiring to the Culture</span></b></div>
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<span style="font-size: 12.0pt;">To quote Jack Mitchell,
author of “Hug Your Customer” and one of the owners of a 65 million dollar
retail clothing business in a Connecticut town of 28,000 people, hiring to the
culture is “the big secret.” Hire well; surround yourself with good people who
take ownership and everything else becomes incredibly easier. The attributes
they look for at Mitchells and Richards in prospective employees are the
following:<o:p></o:p></span></div>
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<div class="MsoListParagraphCxSpFirst" style="mso-list: l1 level1 lfo1; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Competence<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Confidence<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Positive attitude<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Passion to be the
best <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="mso-list: l1 level1 lfo1; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Integrity</span></div>
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<span style="font-size: 12.0pt;"><br /></span></div>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEihkxKzI0Ec6YPI0SIi-TIu7ZjYskti6EloJ7a0QiqfJTinfATCeNOecNWikx5QNT3h4845ue4M9Vnc106BPRlwHwn3ua2JBi54kUGIIlwv9NA43BjgK2ST2c9nsUSFlT02BcKLAuedr__i/s1600/NSW.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="300" data-original-width="900" height="132" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEihkxKzI0Ec6YPI0SIi-TIu7ZjYskti6EloJ7a0QiqfJTinfATCeNOecNWikx5QNT3h4845ue4M9Vnc106BPRlwHwn3ua2JBi54kUGIIlwv9NA43BjgK2ST2c9nsUSFlT02BcKLAuedr__i/s400/NSW.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">NSW Golf Club - South Wales</td></tr>
</tbody></table>
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<span style="font-size: 12pt;">Another company known for its
service and hiring practices is Enterprise Car Rental. There are some
similarities between Enterprise offices and golf facilities in that Enterprise
keeps their management pipeline, as well as their counters, manned by hiring
college interns who are then, when deemed qualified, offered positions with the
company as seniors. Many of these offers are accepted because the Enterprise
entry on a resume says all the right things about customer care. They ask open
–ended questions at the interview that require applicants to directly relate
examples of how they have helped people in the past. They look for the
following skills</span><span style="font-size: 12pt;">:</span></div>
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<div class="MsoListParagraphCxSpFirst" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">A passion for
taking care of customers.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">A willingness to
be flexible. (Taking care of customers isn’t about reciting policy, it requires
listening.)<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">A work ethic
based on dedication to the company and it’s mission. <o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">An eagerness to
learn and work their way up.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Self- motivation
and goal orientation.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">6.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Persuasive sales
skills.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">7.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Excellent
communication skills.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">8.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Leadership
ability. <o:p></o:p></span></div>
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<br /></div>
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<br /></div>
<div class="MsoNormal">
<span style="font-size: 12.0pt;">The attributes I feel are
most important to gauge during the hiring, interviewing process are the
following:<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="mso-list: l4 level1 lfo3; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">-<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">ATTITUDE,
ATTITUDE, ATTITUDE – Is it crystal clear that this candidate is bursting at the
seams to get this job? Body language is sometimes as revealing as their answer
in that everyone is trying to land the job or they wouldn’t be there. If they
are not super enthusiastic now they may be totally disinterested six months
from now. Do they look the part and seem like someone your customers will enjoy
getting to know? Most importantly, does their personality seem as though it
will mesh with and not perch itself above or fall below the culture. If the
prospective employee does not get along with the rest of the team they will
produce contention that will eventually become a priority that you as a Leader
do not need. The candidate will only improve your team by becoming an accepted
part of it.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle">
<br /></div>
<div class="MsoListParagraphCxSpLast" style="mso-list: l4 level1 lfo3; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">-<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">ABILITY TO THINK
ON YOUR FEET – This is easy to determine if you include one or two open-ended
questions in the interview that can only be answered with a story that couldn’t
be rehearsed. When I first interviewed to be a golf rep 100 years ago I was
asked “What have you done in your life that you are most proud of.” That was
it, one question. I guess they liked my answer. I still use that question and
at times other than interviews. Another one I like is to ask the candidate to
sell me the pad I’m using to take notes.
<o:p></o:p></span></div>
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<br /></div>
<div class="MsoListParagraph" style="mso-list: l4 level1 lfo3; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">-<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">EMPATHY – Empathy
is an important team value but more importantly if you believe in the maxim
that “people do business with people they like” then the genuinely empathetic
candidate is the only one to consider. Empathetic people are curious and good
listeners. They look you in the eye when speaking to you. They are creative
because it is part of their nature to put themselves in the customer’s shoes
and direct the conversation accordingly instead of reciting the script. Those
candidates who don’t convey this quality are usually doomed to shallow
relationships and are complainers and blamers rather than problem solvers. During
the interview ask them to describe the most empathetic thing they have done
lately either at the last job or with family or friends. If they don’t know the
definition of empathy help them with a synonym they understand but if, at that
point, they are still stuck for an answer – move on.<o:p></o:p></span></div>
<div class="MsoListParagraph" style="mso-list: l4 level1 lfo3; text-indent: -.25in;">
<span style="font-size: 12.0pt;"><br /></span></div>
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh8x_ROoPQCGxtrF3Lg9ktIDVyTWMyLUfy-OZjBpT-YMl4JrUvkxqqbMqwqTFTN74mclx2R7KeQfncqf9QwVHOFi6KfettkHr2rdXeS-s0sCa6O36AWoRH8vNdMq_bCjzaGEaHeZ4AbZ9IH/s1600/Vancouver+Gc.png" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="196" data-original-width="626" height="125" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh8x_ROoPQCGxtrF3Lg9ktIDVyTWMyLUfy-OZjBpT-YMl4JrUvkxqqbMqwqTFTN74mclx2R7KeQfncqf9QwVHOFi6KfettkHr2rdXeS-s0sCa6O36AWoRH8vNdMq_bCjzaGEaHeZ4AbZ9IH/s400/Vancouver+Gc.png" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Vancouver Golf Club</td></tr>
</tbody></table>
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<span style="font-size: 12.0pt;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-size: 12.0pt;"> </span><span style="font-size: 12pt;">Any golf facility can hire a great staff with some
hard work, patience and a little luck doesn’t hurt. Set the bar high from the
first meeting not only about the service culture but what will be expected from
them as they fit themselves into the team. Educate often, evaluate those
sessions and empower when the time is right.</span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-size: 12.0pt;">Reward employees for good service and for
salesmanship. Cash incentives and spiffs work well but are not the only way to
say “job well done”. Awards, time-off and recognition in a <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-size: 12.0pt;">newsletter or at staff meetings are powerful culture
builders. Treat your salesman of the month to dinner and a movie for them and a
significant other.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-size: 12.0pt;"><br /></span></div>
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjyxmiwn1B6k7VAvecMs5Nv6FU0L7hyphenhyphenWlH3S78ImeYNVPCrJgwMlruBFVqhVCRtOSYmYsrHkUA0wd9dH2TvzOQ-wwFcXGqP-FYn0imkRxtQsmTyYI-YUBu6PvdxC_c9dd6wfXpVWAwG58nP/s1600/Inverness.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="313" data-original-width="500" height="250" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjyxmiwn1B6k7VAvecMs5Nv6FU0L7hyphenhyphenWlH3S78ImeYNVPCrJgwMlruBFVqhVCRtOSYmYsrHkUA0wd9dH2TvzOQ-wwFcXGqP-FYn0imkRxtQsmTyYI-YUBu6PvdxC_c9dd6wfXpVWAwG58nP/s400/Inverness.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Inverness Golf Club</td></tr>
</tbody></table>
<div class="MsoNormal" style="margin-left: 0.25in; text-align: center;">
<span style="font-size: 12.0pt;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-size: 12.0pt;"> </span><span style="font-size: 12pt;">In order for a culture
dedicated to customer service excellence to thrive and survive the Leader must
have a burning desire that spreads to all staff members on a daily basis.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-size: 12.0pt;">Everyone from day one needs to understand that they
work for the customer. You cannot have a <u>great</u> golf facility without
having a <u>great</u> staff.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<b><span style="font-size: 12.0pt;">In Summary, </span></b><span style="font-size: 12.0pt;">hiring good people is the most important part of
creating a winning culture.<o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<b><span style="font-size: 12.0pt;">Specific
actions</span></b><span style="font-size: 12.0pt;"> to improve the hiring
process:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-left: .75in; mso-list: l2 level1 lfo4; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">ü<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Realize that
resumes and references alone do not make all-stars and an all-star team is our
goal.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .75in; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-left: .75in; mso-list: l2 level1 lfo4; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">ü<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Structure the interview
process to include the following:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .75in; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-left: 1.0in; mso-list: l3 level1 lfo5; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-size: 12.0pt;">More than one interview. We are not in a hurry. Think
of it more as due diligence.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: 1.0in; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-left: 1.0in; mso-list: l3 level1 lfo5; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-size: 12.0pt;">Have sessions with key staff present as well as
yourself.<o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-left: 1.0in; mso-list: l3 level1 lfo5; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-size: 12.0pt;">Ask open-ended questions that allow you to determine
the customer friendliness and team spirit of the candidate.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: 1.0in; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-left: 1.0in; mso-list: l3 level1 lfo5; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-size: 12.0pt;">Lay the groundwork of an understanding of what will be
expected in terms of service and sales effort.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<br /></div>
<div class="MsoNormal">
<br /></div>
<br />
<div>
<!--[if !supportEndnotes]--><br clear="all" />
<hr align="left" size="1" width="33%" />
<!--[endif]-->
<br />
<div id="edn1">
<div class="MsoEndnoteText">
<a href="file:///C:/Users/craigrkirchner/Desktop/Hiring%20to%20the%20Culture.docx#_ednref1" name="_edn1" title=""><span class="MsoEndnoteReference"><!--[if !supportFootnotes]--><span class="MsoEndnoteReference"><span style="font-family: "calibri" , sans-serif; font-size: 10.0pt;">[i]</span></span><!--[endif]--></span></a>
<span style="font-size: 11.0pt;">Kazanjian, K.,
Exceeding Customer Expectations, New York, NY: Doubleday, 2007.<o:p></o:p></span></div>
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<br /></div>
</div>
</div>
craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-35508367036418025252018-01-19T07:54:00.000-08:002018-01-20T10:01:56.370-08:00Pre-show Thoughts<div class="MsoNormal">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhtU_8pCYQOVjEteu7-xkySqeWI8BL5R92LfnC46H6chmXAzWswasxpp4MjakNb_9UXaZA60xb1jUX9e_AyTZL7KUZwEFksa5fMOF_bC9nrOj4CkHbGc0K4mihU9FHw1XDg6xJUDhl2ta_g/s1600/Wichita+Country+Club.gif" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="300" data-original-width="990" height="120" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhtU_8pCYQOVjEteu7-xkySqeWI8BL5R92LfnC46H6chmXAzWswasxpp4MjakNb_9UXaZA60xb1jUX9e_AyTZL7KUZwEFksa5fMOF_bC9nrOj4CkHbGc0K4mihU9FHw1XDg6xJUDhl2ta_g/s400/Wichita+Country+Club.gif" width="400" /></a></div>
<div style="text-align: center;">
<span style="font-size: 12pt;"><br /></span></div>
<span style="font-size: 12pt;"><br /></span>
<span style="font-size: 12pt;">Given the nature and history of this site, today’s topic may initially seem redundant, it may seem “goes without saying” and yet as I travel around I am convinced that golf shop retail is often not the priority it should be. I find this amazing when I encounter it because almost everyone in the industry would agree on the following:</span></div>
<div class="MsoNormal">
<br /></div>
<ul>
<li><span style="font-family: "symbol"; font-size: 12pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><span style="font-size: 12pt;">Creating more rounds may or not be desirable, but creating more dollars per round is always desirable.</span></li>
</ul>
<ul>
<li><span style="font-family: "symbol"; font-size: 12pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><span style="font-size: 12pt;">The image of the shop and facility and perception of existing customers is what creates loyal patronage.</span></li>
</ul>
<ul>
<li><span style="font-family: "symbol"; font-size: 12pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><span style="font-size: 12pt;">Given budgets, weather, etc. the easiest aspects of the business to improve are the look of the golf shop, the quality of service and aggressiveness of marketing both of these elements.</span></li>
</ul>
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</div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhx5BTzdzJnb-JwYm08gyn6g_CX1zuBmzFu-RjhWcTG1YFuvvyA4C8JRrLXhi3xmjhwvo3wtwh5-zT9HhH3b3cKzKlWUYdRURxUpd5Cu2s3G1oFffZ0GowmQpgFxTpMOeny1GOk3ri49d8-/s1600/shop2.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="156" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhx5BTzdzJnb-JwYm08gyn6g_CX1zuBmzFu-RjhWcTG1YFuvvyA4C8JRrLXhi3xmjhwvo3wtwh5-zT9HhH3b3cKzKlWUYdRURxUpd5Cu2s3G1oFffZ0GowmQpgFxTpMOeny1GOk3ri49d8-/s200/shop2.jpg" width="200" /></a></div>
<div class="MsoNormal">
<span style="font-size: 12pt;">Retail dollars per round can be increased with promotions, coupons, product educated golf staff and improved product mix and presentation. Any vendor fitting day or trunk show activity, if properly planned and promoted, is usually successful. E-commerce and affiliate marketing is growing rapidly and in some cases meaningfully and can lead to increasing corporate business which at most facilities remains underdeveloped.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 12pt;">Typically, the first thing that golfers experience upon arrival is either the bag drop or bag room service. The golf shop is the next stop 95% of the time. Regulars have an expectation as to the look and ambiance of the golf shop but anyone new to the facility will have the natural reaction to first impressions. There will be an immediate decision made that will pigeon hole the shop into “Needs to be further investigated”, “Looks like any other I’ve been in lately”, or, worst case scenario, “There is no reason to come back here.”</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 12pt;">Golf shop dollars per round are not the only way to increase revenue per customer. No matter what the mode for providing food and beverage, it should be promoted aggressively and as part of the golf experience. I’ve seen everything as simple as a coupon for a free draft beer when you pay your greens fee to clubs that have Sunday 8 o’clock shotguns during football season and big screen 1 p.m. games at the end of the round with a buffet.</span><br />
<br />
<span style="font-size: 12pt;"></span>
<div class="separator" style="clear: both; text-align: center;">
<span style="font-size: 12pt;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiJ5rNWFloj9Fby8TsvmYX8MaXarKQqtiBXEb_Jb8-TuGhoyI3KDfJDm0MKdwJskeUrelyu5AsNlYmr-GRQhPE-EE3mlxvlDPPf1HKbmQMpmoydItuJi5qKuHJKHoZMlUfTX-vyQ1LgA8Qf/s1600/Lone+Tree+Golf+Club.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="960" data-original-width="740" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiJ5rNWFloj9Fby8TsvmYX8MaXarKQqtiBXEb_Jb8-TuGhoyI3KDfJDm0MKdwJskeUrelyu5AsNlYmr-GRQhPE-EE3mlxvlDPPf1HKbmQMpmoydItuJi5qKuHJKHoZMlUfTX-vyQ1LgA8Qf/s200/Lone+Tree+Golf+Club.jpg" width="153" /></a></span></div>
</div>
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<span style="font-size: 12pt;">Thinking outside the box to reprioritize the retail part of your operation begins with commitment and ideas. Since the commitment needs to be a total buy-in from the staff and this is where the best ideas are generated, announce the desire for both at the next staff meeting. Topics of conversation and questions to be asked could be:</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-size: 12pt;">“What can we do short term to significantly improve the look of the shop? Long term?”</span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjI-Bdos0hUX2WDDm7wn8EMkFDK7d-C3ZXpk-AAdqs4Oe4Zl1Prm_HiZ1U7hZUQ6rHFRKvWva49NymatgFobTj-artk12EPlEo96ynI3EmWru8_-lpip58zcXBanbZLeWSwF-2BymJqUkOG/s1600/shop3.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="156" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjI-Bdos0hUX2WDDm7wn8EMkFDK7d-C3ZXpk-AAdqs4Oe4Zl1Prm_HiZ1U7hZUQ6rHFRKvWva49NymatgFobTj-artk12EPlEo96ynI3EmWru8_-lpip58zcXBanbZLeWSwF-2BymJqUkOG/s200/shop3.jpg" width="200" /></a><span style="font-size: 12pt;">“What is the most customer friendly thing that has happened since our last meeting?”</span></div>
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<span style="font-size: 12pt;">“What can we do on a per customer basis to wow them with the value, personality and professionalism of what we do?”</span></div>
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<span style="font-size: 12pt;">Many golf staffs and operational models seem so focused on answering the phone to create a tee time and collecting the dollars for the round that all other revenue opportunities become insignificantly secondary. The best way to increase revenue per round, it seems, is to reverse this completely. Perhaps if all tee times and greens fees were booked and paid for on-line similar to airline tickets, then all interaction the day of the event could be about improving and enlarging an incredible experience.</span><br />
<span style="font-size: 12pt;"><br /></span>
<span style="font-size: 12pt;">The best idea could be to hire someone to just work the phone - answering all incoming as well as making pre-service, promotional and post-play calls. Keep in touch with and in front of members, key tournament negotiators and loyal patrons with suggestions as to how you can better serve their needs.</span><br />
<span style="font-size: 12pt;">Incorporate informal polling into the conversation while announcing the latest feature that has been added to the tournament package. Call and thank last week's ten biggest sale purchasers in the shop and offer them something on next purchase. </span><br />
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<span style="font-size: 12pt;">I will be at the show Thursday hanging out at the Imperial booth. Any one wanting to stop by and say hey, I'll be the one with a blue blazer. </span><br />
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-29970663388545501722017-12-15T10:55:00.000-08:002017-12-15T10:55:48.727-08:00Happiness is ........<div class="MsoNormal" style="font-family: Georgia,"Times New Roman",serif;">
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<span style="font-size: small;"><span style="line-height: 18.4px;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgQJ23QZNtk3SJGx0ABz-6q9YpAT-uumE_YEI0WAItw1kwW9rkL9O9LIai9PEHLUdIp34ikkMWJFyZvvgvoH7oPKDzYNm3PJiD76gkTb5jCKJrXpbzvaztb-T6fO2nNcZ37P0Aw6ySuuSRg/s1600/aug25-will-ferrell-no1_299x517.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="517" data-original-width="299" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgQJ23QZNtk3SJGx0ABz-6q9YpAT-uumE_YEI0WAItw1kwW9rkL9O9LIai9PEHLUdIp34ikkMWJFyZvvgvoH7oPKDzYNm3PJiD76gkTb5jCKJrXpbzvaztb-T6fO2nNcZ37P0Aw6ySuuSRg/s400/aug25-will-ferrell-no1_299x517.jpg" width="231" /></a></span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">My wife works at a large University. She recently attended an 18 hour management seminar – 3 hour sessions, twice a week for 3 weeks. When the ordeal was over I asked her what she felt she had learned. She smiled at me and said that I could have taught the course and that the core message was that no matter what you are selling, even academia, you are selling an experience that comes about as the result of having created a culture that delivers and develops the desired experience. </span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">She had helped me edit and type <a href="http://successfulproshop.blogspot.com/2010/02/winning-golf-culture_07.html">“The Winning Golf Culture”</a> and so she knew that her summation of her findings would resonate with me. I asked her how she thought that manifested itself as at her particular college and she quickly replied <i>HAPPINESS</i>. </span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">Now this gave me pause and I suddenly felt that I had learned something from the seminar. The most evocative messages always seem to come in the simplest packages. I was reminded of what I’ve always considered the genius of Coca Cola’s <i>IT’S THE REAL THING</i>. </span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">A customer calls to book a tee time. What has happened in his or her mind – probably at least some of the following:</span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">·<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><span style="line-height: 18.4px;">Taking the day off from work.</span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">·<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><span style="line-height: 18.4px;">Weather report is good.</span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">·<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><span style="line-height: 18.4px;">Picking up good friends to make a 4-some.</span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">·<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><span style="line-height: 18.4px;">Course was in great shape last time I played</span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">·<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><span style="line-height: 18.4px;">Drinks and good conversation after the round.</span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">·<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><span style="line-height: 18.4px;">Practiced yesterday. Hit it well.</span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">·<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><span style="line-height: 18.4px;">Opportunity to impress guests with your choice of haunts.</span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">Whether any or all of these are the case they have just booked 4-5 hours of happiness. It is now our job to do everything that we can to fulfill that experience. The only way to do this is to put yourself in the customer’s shoes and think through the<span style="color: red;"> </span>event, step by step. Imagine it, feel it, you’ve encountered it elsewhere; that day away from the office, of total relaxation, of golf and happiness. </span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">Now ask yourself does this vision, this virtual <i>be the customer</i> dream produce happiness at your facility. Is it the primary goal of your staff, are their people skills honed to this purpose – is it their priority. Is it the primary function of the rest of the services provided and the presentation whether it be the beverage cart, locker room or the merchandise in the shop.</span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">I probably suggest too often that staff meetings are great places to discuss these concepts, inoculate the staff with the culture and ask for their input and ideas to continue to develop it.</span></span><br />
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<span style="font-size: small;"><span style="line-height: 18.4px;">We all have had the personal incident and that caused us to tell stories of service and expertise that made an incredible impression and subsequent understanding. Think of Disney and their young and transient staff. They consistently provide the experience through training and an on-going culture that defines explicitly “the role”, defines expectations, empowers the staff to provide what the culture preaches and has the employee who most recently performed “the role” mentor their replacement before they move on. I love the line in the Mad Max movie from the tribe of kids that save Mel Gibson in the desert who are raising themselves and clinging to the hope of rescue with the “tell” and a culture of “tell the tell”. </span></span></div>
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<span style="font-size: small;"><span style="line-height: 18.4px;">The Disney culture is a “tell the tell” culture, but it didn’t spontaneously combust. Its structure, history and ability to recreate itself are epic and worthy of study. It is unique in its size and grandeur and thus genius. They get it, they sell happiness. They make me think enough of my venture into their world to want to mention it to others. I am impressed when I park my car at the thought that was put into this normally insignificant part of the trip. I am obviously not implying that golf facilities be run like Disney, as a matter of fact the directive, authoritarian management style to maintain the “script” is not conducive to the golf culture, but the attention to detail and the buy-in on the part on the part of the staff are uncanny.</span></span><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEia-hzXys53UsXBWgzweOuVOUxizDONbIkTO3VD8JSlG-pSVFKFKngS9xZ3L5GuzWBZ5FR-xeJBjm6o9oPEB0blcFVVM4Mg7ZobjxYPjAiWT0YhwxcFGsKb6rzMkwy2MM74kVi22KCWyjHK/s1600/2013-TOC-Winners+%25281%2529.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="480" data-original-width="640" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEia-hzXys53UsXBWgzweOuVOUxizDONbIkTO3VD8JSlG-pSVFKFKngS9xZ3L5GuzWBZ5FR-xeJBjm6o9oPEB0blcFVVM4Mg7ZobjxYPjAiWT0YhwxcFGsKb6rzMkwy2MM74kVi22KCWyjHK/s320/2013-TOC-Winners+%25281%2529.jpg" width="320" /></a></div>
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Any time spent by a customer/member at your facility that does not produce this pleasure with the experience and desire to tell others is a missed opportunity. Miss enough opportunities and customers stop providing them – time runs out. Provide an incredible happening and listen to golfers discuss it when they don’t know who you are or don’t think that you are listening. I recently spent time with the Gulf States PGA at an educational seminar where service was one of the topics and B.J. Antill the head pro at Bayouu CC in Thibodaux, Louisiana said that their club's mission statement was to provide a "cruise ship on land" experience.</div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-82985983046600639302017-08-12T09:35:00.000-07:002017-08-12T09:35:17.905-07:00In-House, On-Line<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
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<span style="font-size: 13.5pt;"> </span><span style="font-size: 13.5pt;">About the same time as the Y2K scare there were a number of
companies competing to own and IPO the online tee-time business - Greens.com,
etc. </span><span style="font-size: 13.5pt;"> </span><span style="font-size: 13.5pt;">Part of the marketing strategy of
these efforts was to promise the shops they were partnering with free in-store
kiosks where members/customers could make tee times online and/or shop with
participating vendors in real-time inventories tied into POS systems, which
were also going to be provided. As it turned out most of the promises were
smoke and mirrors, most of those companies are gone and the only thing
remaining is the bad reputation of the term shop-kiosk.</span></div>
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<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi10-_inw6gpUpWj7u5p3cPdRqZQGOq9saVZ6P6uZOJIPvokZLTufjPkPNtG_zfzFImabzdsjLE1h1WzsX7uHZMavG4JcXBPaCRhXuN2Va18kXFZZGdq5qjYS1nTqkZjQJnxPlEruy-mLUN/s1600/Daniel+Island+Club.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="477" data-original-width="715" height="265" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi10-_inw6gpUpWj7u5p3cPdRqZQGOq9saVZ6P6uZOJIPvokZLTufjPkPNtG_zfzFImabzdsjLE1h1WzsX7uHZMavG4JcXBPaCRhXuN2Va18kXFZZGdq5qjYS1nTqkZjQJnxPlEruy-mLUN/s400/Daniel+Island+Club.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Daniel Island Club</td></tr>
</tbody></table>
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<span style="font-size: 13.5pt;">One of the first entries on this blog in 2009 entitled ‘</span><em><u><span style="color: blue; font-size: 13.5pt;">The Climate
in Orlando’</span></u></em><span style="font-size: 13.5pt;"> references reducing inventories by cutting back the space you need to
merchandise with a sitting area. One of the asides mentioned in that discussion
was that this area could be a spot where shop staff could sit and go through
readily available catalogs of partnered vendors and make special order recommendations.</span></div>
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<span style="font-size: 13.5pt;">This entry will suggest taking
that concept one step further by adding a laptop to the area with a desktop of
icon links to all of the major vendors affiliated with the shop. Envision this
laptop sitting on a coffee table in front of a small sofa that used to be
functional only as a place to sit and try on golf shoes and where now customers
can basically point and click to the entire inventory of goods that you have
access to by virtue of the shop’s accounts. The backdrop for this desktop of
links could be the message that the shop is in the business of servicing the
members/regulars corporate and tournament needs. This is obviously an effort to
drive the special order and corporate business, but it also accomplishes some
things that are more subtle and perhaps, not quite so apparent.<o:p></o:p></span></div>
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<span style="font-size: 13.5pt;">Most customers today fall into
one of two categories: Customer A – the computer savvy, who like most of the
population, are increasing their online shopping exponentially every year; or
Customer B – the computer fearful who have trouble opening their email let
alone point and clicking to drill down to a leather jacket from Peter Millar.<o:p></o:p></span></div>
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<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgi-rfivzUpxpFFRkzZVFl9W0Oy1gU38YAk_TzvMB2K3vY176xv-l2vfXCfXkHm463M8JnCzJ3rk4oBMtX-NqpNWKTj2WVuxIWY-EmdQaV0op6gRqRF7aJm8N0Wa5Aa7LPSxrIh8Opp5TGv/s1600/sand+hills+golf+club.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="996" data-original-width="1500" height="265" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgi-rfivzUpxpFFRkzZVFl9W0Oy1gU38YAk_TzvMB2K3vY176xv-l2vfXCfXkHm463M8JnCzJ3rk4oBMtX-NqpNWKTj2WVuxIWY-EmdQaV0op6gRqRF7aJm8N0Wa5Aa7LPSxrIh8Opp5TGv/s400/sand+hills+golf+club.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Sand Hills Golf Club</td></tr>
</tbody></table>
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<span style="font-size: 13.5pt;"> </span><span style="font-size: 13.5pt;">The laptop kiosk being
suggested would intrigue Customer A to take the time to become increasingly
familiar with all the goods and services your shop can make available. More
interesting perhaps is the opportunity for your staff to teach Customer B how
easy it is to navigate the desktop and shop online; more of the ‘above and
beyond’ service to which we keep aspiring.</span></div>
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<span style="font-size: 13.5pt;">The process of creating this
desktop should involve asking the following questions:<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Symbol; font-size: 13.5pt;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 13.5pt;">Do
the vendors you are researching have web sites that sell to the public? If they
do you may want to reconsider your account.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Symbol; font-size: 13.5pt;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 13.5pt;">Does
your mix of vendors include categories such as tailored clothing, lady’s
handbags, luggage, crystal, blue jeans and tennis shoes. This is the perfect
way to provide these categories with a minimum of - or no inventory?<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Symbol; font-size: 13.5pt;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 13.5pt;">Does
the shop want to go after ad specialty categories such as pencils, name-tags, key
chains, tee shirts; who are these vendors and how do we open accounts with
them?<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Symbol; font-size: 13.5pt;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 13.5pt;">Do we
have someone on staff that has the computer savvy to make this seamless and can
they be incentivized to take ownership of the project?<o:p></o:p></span></div>
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</span></span><!--[endif]--><span style="font-size: 13.5pt;">Could
this concept work better in the locker room or the 19<sup>th</sup> hole?<o:p></o:p></span></div>
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</span></span><!--[endif]--><span style="font-size: 13.5pt;">What
is going to be the best way to introduce and market this concept to the
customer base or membership? Obvious are newsletter and email announcements,
but a special order contest among staff members could be fun also.<o:p></o:p></span></div>
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<span style="text-indent: -0.25in;"> </span><span style="font-size: 13.5pt; text-indent: -0.25in;">Make the screen saver a rolling slide show of pictures from the member guest or corporate outing. </span><span style="font-size: 13.5pt; text-indent: -0.25in;"> </span><span style="font-size: 13.5pt; text-indent: -0.25in;">Also icons to vendor videos would provide in-depth product knowledge that could enhance sales. This will certain</span><span style="font-size: 13.5pt; text-align: center; text-indent: -0.25in;">ly
attract attention and promote conversation.</span></div>
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<span style="font-size: 13.5pt;">For many shops, whether at
private clubs or public facilities with a regular customer base, the special
order business can represent as much as 20-25% of the total revenue per year
and with a healthy hard-goods business, maybe more. Special orders other than
the result of a lesson and club-fitting are almost always the idea of the
customer. The kiosk will help inspire more of these ideas in-house. If you are
already doing this or something similar please leave a comment.<o:p></o:p></span></div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-6863093281333865612017-08-02T18:18:00.000-07:002017-08-02T18:18:06.513-07:00The Intimacy Factor<span style="font-style: italic;">Here is a simple but powerful rule – always give people more than they expect to get.</span><br />
- Nelson Boswell<br />
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The major difference between Golf Shop Retail and other retailing is what I refer to as the Intimacy factor. The finite number of frequently visiting members and or regulars who are there to play golf, expanded by their guests is an intimate customer base. This is obviously more pronounced at private club’s shops than it is at daily fee facilities but most daily fee courses built in the last decade market themselves as providing a “country club for a day” experience. The point is we are not talking about providing superior service to the general public so much as we are creating relationships with avid golfers who are regular visitors to our golf course and shop and who are often as not the more affluent people in the community. This factor is only limiting if misunderstood; it is actually an incredible leg up.<br />
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It is easier to acknowledge someone and strike up a conversation if you know their name, their occupation, the rest of their foursome and their handicap. It becomes even easier if you know their likes and dislikes, the clubs they play and the beer they drink. You can personalize this visit by knowing their birthday, their wife’s name and everyone feels special if you ask about their kids. Jack Mitchell who wrote “Hug Your Customer” talks about being able to name his top 250 customers and in many cases mention their dog by name when they enter his domain. Capturing, retaining and then learning to use this information to enhance your customer’s experience should not be considered above and beyond but rather standard operating procedure for your staff and a fundamental of the culture you are striving to create.<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj9z3_D7AsM0wTlPztoliIcry6pqXRjaXpRqLyrkCaQgrCQrc3uRpxKgX2uf8xrbOhdA86y0NrDbT1v2lTL5sbjQop_Yaz1KNEnlmbK4zcNsx9VstoNpaaza77UaKsvDFIXEXjC0jiIpwKD/s1600/3c7c7d58eef58d93e5c9f70078dfb24a.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="638" data-original-width="564" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj9z3_D7AsM0wTlPztoliIcry6pqXRjaXpRqLyrkCaQgrCQrc3uRpxKgX2uf8xrbOhdA86y0NrDbT1v2lTL5sbjQop_Yaz1KNEnlmbK4zcNsx9VstoNpaaza77UaKsvDFIXEXjC0jiIpwKD/s400/3c7c7d58eef58d93e5c9f70078dfb24a.jpg" width="352" /></a></div>
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Consider the following experience:<br />
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“Mr. Smith, good to see you again. We have some lockers set up for your guests and the Titleist ball that you play are on sale. By the way, how is your boy Kevin doing at the University of Michigan? Is he still on the golf team? We just put out some of those Adidas shorts he likes so much. When your friends show up I’ll check them in and send them up to the range. I am really looking forward to meeting them.”<br />
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Now consider an alternative typical occurrence:<br />
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Mr. Smith walks in to the shop and has a tee time in ½ an hour with three friends who have never played this course which is Mr. Smith’s regular stomping ground. The assistant pro behind the counter asks Mr. Smith his name and tee-time even though he has played there twice a month for the last five years. “Is the rest of your group here yet? Please see to it they check in and that will be $100 each for the tee time. Report to the starter, show him your receipt and he’ll get you on the tee.”<br />
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These incidents could as easily take place at private as well as semi-private or daily-fee pro shops. Mr. Smith A is impressed, bought his son a pair of shorts, himself a dozen balls and is going to make sure to introduce his friends to the staff. He will probably tell anyone who will listen about the way they take care of you at his course of choice. Mr. Smith B is not impressed, as a matter of fact that evening he runs into Mr. Smith A and decides over drinks to change up his regular haunt.<br />
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Capturing and retaining information to be used as in the Mr. Smith sample above can be as simple as asking for a business card or jotting some notes and adding to a file but retaining customer information is much easier than it used to be when good retailers kept card files or hand written rolodex. Thirty seconds in the right computer screen and Mr. Smith is becoming a relationship instead of a greens fee.<br />
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Both Mr. Smiths made their tee times for themselves and their friends a week ahead of time. Your staff is looking forward to their arrival and impressing them and their guests with proactive service or they are missing an incredible opportunity. It should be standard operating procedure to prepare for arrivals with as much of a personal touch as is possible. If the understanding of the staff/customer interaction at your facility is that they take the money for the tee time and go back to whatever it is they were doing when they were interrupted ala Mr. Smith B then you (the Leader) are a poor captain of a rudderless ship.<br />
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The leader and staff that serviced Mr. Smith A realize that in order to continue to effectively Wow customers we need to capture, retain and learn to use pertinent information about pertinent regulars.<br />
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Possible specific actions:<br />
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<ul>
<li>Challenge each shop associate to create a customer profile of all the existing members/regulars that they have developed a relationship with. This can be done individually but more effective is electronically with Excel or specific software that the entire staff can access.</li>
</ul>
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<ul>
<li>Discuss at all staff meetings creative ways to use these profiles.</li>
</ul>
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<ul>
<li>Challenge each key staff member to develop at least one new relationship and profile per day. At clubs this may seem like a finite number that would be quickly exhausted but it isn’t when you consider guests of members.</li>
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The best prospect for a new member and loyal customer is an impressed guest.craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-59840663134156102062017-07-14T08:24:00.000-07:002017-07-14T08:24:45.076-07:00Develop True Customer Loyalty - 5 - Hiring to the Culture <div align="center" class="MsoListParagraph" style="margin-left: 0in; mso-add-space: auto; text-align: center;">
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhl8VIyEaIlJctQ-6uuR1KRti_SU-3k3thNbDvTn9KQ5IHQOX1yP8lGpwbgyBAFWaDT8Zg2VtYA0HMz-RHnPXnPBpu8hL6Fsmv8scF8Qn-WWVoLuBc1aBUZmkMQJUzifgvt54GYGlG0rT0Y/s1600/TPC+Sawgrass.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="421" data-original-width="564" height="296" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhl8VIyEaIlJctQ-6uuR1KRti_SU-3k3thNbDvTn9KQ5IHQOX1yP8lGpwbgyBAFWaDT8Zg2VtYA0HMz-RHnPXnPBpu8hL6Fsmv8scF8Qn-WWVoLuBc1aBUZmkMQJUzifgvt54GYGlG0rT0Y/s400/TPC+Sawgrass.jpg" width="400" /></a></td></tr>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">In the first installment of this update to </span><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">"</span><a href="http://successfulproshop.blogspot.com/2010/02/winning-golf-culture_07.html" style="font-family: Arial, Helvetica, sans-serif; font-size: x-large;">The Winning Golf Culture</a><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">" we started with the preface that c</span><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">ustomers who have a personal loyalty to your business should be every golf facility's primary goal. Patrons and/or members with this type of connection with your brand provide word of mouth marketing and both repeat and new business. </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">In an effort to further develope this all-important theme we looked at the following five areas that could help refine our culture and reaffired that putting the right staff together that is capable of this refinement would be the last topic discussed, but perhaps the most important: </span></div>
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<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">The <u>Empathy</u> that your staff projects to the customer's desired experience.</span></li>
</ul>
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<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">The <u>First Impression</u> that the customer has of your facility - both visual and emotional.</span></li>
</ul>
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<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">The <u>Anticipation</u> and fulfillment of customer's needs.</span></li>
</ul>
<ul>
<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">This entry will look at the <u>Language and Tone</u> of your brand.</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><u>Hiring to this Culture </u>to create a memorable team</span></li>
</ul>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">I'm going to repost the chapter from </span><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">"</span><a href="http://successfulproshop.blogspot.com/2010/02/winning-golf-culture_07.html" style="font-family: Arial, Helvetica, sans-serif; font-size: x-large;">The Winning Golf Culture</a><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">" that deals with the hiring of an exemplary team and then add some new considerations in italics.</span></div>
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<tr><td class="tr-caption" style="text-align: center;">Fountain Head Country Club</td></tr>
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<b><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">Hiring to the Culture</span></b></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><em><span style="font-family: "Arial Black",sans-serif;">Although your customers won’t love
you if you give bad service, your competitors will.</span></em><span style="font-family: "Arial Black",sans-serif;"><br /></span></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><em><span style="font-family: "Arial Black",sans-serif;"><br /></span></em></span>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: start;"> - Kate Zabriskie</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">To quote Jack Mitchell again,
author of “Hug Your Customer” and one of the owners of a 65 million dollar
retail clothing business in a Connecticut town of 28,000 people, hiring to the
culture is “the big secret.” Hire well; surround yourself with good people who
take ownership and everything else becomes incredibly easier. The attributes
they look for at Mitchells and Richards in prospective employees are the
following:</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;">1.<span style="font-stretch: normal; line-height: normal;"> </span></span><span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;">Competence</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;">2.<span style="font-stretch: normal; line-height: normal;"> </span></span><span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;">Confidence</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;">3.<span style="font-stretch: normal; line-height: normal;"> </span></span><span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;">Positive attitude</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;">4.<span style="font-stretch: normal; line-height: normal;"> </span></span><span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;">Passion to be the best</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;">5.<span style="font-stretch: normal; line-height: normal;"> </span></span><span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;">Integrity</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">Another company known for its
service and hiring practices is Enterprise Car Rental. There are some
similarities between Enterprise offices and golf facilities in that Enterprise
keeps their management pipeline, as well as their counters, manned by hiring
college interns who are then, when deemed qualified, offered positions with the
company as seniors. Many of these offers are accepted because the Enterprise
entry on a resume says all the right things about customer care. They ask open
–ended questions at the interview that require applicants to directly relate
examples of how they have helped people in the past. They look for the
following skills<a href="file:///C:/Users/diead/Desktop/Hiring%20to%20the%20Culture%20(1).docx#_edn1" name="_ednref1" title=""><span class="MsoEndnoteReference"><!--[if !supportFootnotes]--><span class="MsoEndnoteReference"><span style="font-family: "Calibri",sans-serif; font-size: 12.0pt; mso-ansi-language: EN-US; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US;">[i]</span></span><!--[endif]--></span></a>:</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;"> 1.<span style="font-stretch: normal; line-height: normal;">
</span></span><span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-align: center; text-indent: -0.25in;">A passion for
taking care of customers.</span></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<div style="text-align: left;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;"> 2.<span style="font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">A willingness to
be flexible. <o:p></o:p></span></span></div>
</div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<div style="text-align: left;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;"> 3.<span style="font-stretch: normal; line-height: normal;"> </span></span><span style="font-size: 12.0pt;">A work ethic
based on dedication to the company </span></span></div>
<div style="text-align: left;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt;"> and it's mission. </span></span></div>
<div style="text-align: left;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-indent: -0.25in;"> 4.<span style="font-stretch: normal; line-height: normal;">
</span></span><span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-indent: -0.25in;">An eagerness to
learn and work their way up.</span></div>
</div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<div style="text-align: left;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;"> 5.<span style="font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Self- motivation
and goal orientation.<o:p></o:p></span></span></div>
</div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<div style="text-align: left;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;"> 6. </span></span><span style="font-family: Arial, Helvetica, sans-serif; font-size: large; text-indent: -0.25in;">Persuasive sales
skills.</span></div>
</div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<div style="text-align: left;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;"> 7.<span style="font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Excellent
communication skills.<o:p></o:p></span></span></div>
</div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;">
<div style="text-align: left;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;"> 8.<span style="font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Leadership
ability. <o:p></o:p></span></span></div>
</div>
<div class="MsoListParagraphCxSpLast">
<div style="text-align: center;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
</div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">The attributes I feel are
most important to gauge during the hiring, interviewing process are the
following:<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoListParagraphCxSpFirst" style="mso-list: l4 level1 lfo3; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">-<span style="font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">ATTITUDE,
ATTITUDE, ATTITUDE – Is it crystal clear that this candidate is bursting at the
seams to get this job? Body language is sometimes as revealing as their answer
in that everyone is trying to land the job or they wouldn’t be there. If they
are not super enthusiastic now they may be totally disinterested six months
from now. Do they look the part and seem like someone your customers will enjoy
getting to know? Most importantly, does their personality seem as though it
will mesh with and not perch itself above or fall below the culture. If the
prospective employee does not get along with the rest of the team they will
produce contention that will eventually become a priority that you as a Leader
do not need. The candidate will only improve your team by becoming an accepted
part of it.<o:p></o:p></span></span></div>
<div class="MsoListParagraphCxSpMiddle">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoListParagraphCxSpLast" style="mso-list: l4 level1 lfo3; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">-<span style="font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">ABILITY TO THINK
ON YOUR FEET – This is easy to determine if you include one or two open-ended
questions in the interview that can only be answered with a story that couldn’t
be rehearsed. When I first interviewed to be a golf rep 100 years ago I was
asked “What have you done in your life that you are most proud of.” That was
it, one question. I guess they liked my answer. I still use that question and
at times other than interviews. Another one I like is to ask the candidate to
sell me the pad I’m using to take notes.
<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoListParagraph" style="mso-list: l4 level1 lfo3; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">-<span style="font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">EMPATHY – Empathy
is an important team value but more importantly if you believe in the maxim
that “people do business with people they like” then the genuinely empathetic
candidate is the only one to consider. Empathetic people are curious and good
listeners. They look you in the eye when speaking to you. They are creative
because it is part of their nature to put themselves in the customer’s shoes
and direct the conversation accordingly instead of reciting the script. Those
candidates who don’t convey this quality are usually doomed to shallow
relationships and are complainers and blamers rather than problem solvers. During
the interview ask them to describe the most empathetic thing they have done
lately either at the last job or with family or friends. If they don’t know the
definition of empathy help them with a synonym they understand but if, at that
point, they are still stuck for an answer – move on.<o:p></o:p></span></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt;"><br /></span></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">Any golf facility can hire a great staff with some
hard work, patience and a little luck doesn’t hurt. Set the bar high from the
first meeting not only about the service culture but what will be expected from
them as they fit themselves into the team. Educate often, evaluate those
sessions and empower when the time is right.</span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">Reward employees for good service and for
salesmanship. Cash incentives and spiffs work well but are not the only way to
say “job well done”. Awards, time-off and recognition in a <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">newsletter or at staff meetings are powerful culture
builders. Treat your salesman of the month to dinner and a movie for them and a
significant other.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">In order for a culture
dedicated to customer service excellence to thrive and survive the Leader must
have a burning desire that spreads to all staff members on a daily basis.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">Everyone from day one needs to understand that they
work for the customer. You cannot have a <u>great</u> golf facility without
having a <u>great</u> staff.<o:p></o:p></span><br />
<br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><i>The cliche is that - the chain is only as good as its weakest link. It only takes one inappropriate exchange or action to ruin an experience and defeat all other purposes. Other than the brand and the missed opportunity, the team aspect is what is most affected by the bad apple and that is why a 90 day probationary period that allows without any penalty an assessment of the cohesion with the existing staff is actually best for both parties.</i></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><i><br /></i></span>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><i>In 2009 I interviewed Phil Owenby who had built the Kinloch experience into an industry adage for service, this is what he replied when asked about his success at building a great culture:</i></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><i><br /></i></span>
<span style="text-align: start;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">"The Kinloch Experience is all about our team, their attitude and their passion. Every member of our staff has a passion for excellence, enjoys being associated with the golf hospitality business and wants to be a part of the experience. It is about creating relationships with members and guests that creates an atmosphere of camaraderie and friendship. I go back to the four points of service including attitude, anticipation, presentation and teamwork that we continually impress on each other daily. It is truly contagious if you impart a positive, genuine attitude with anticipation of needs and desires while showing a neat, clean and inviting presentation surrounded with great teamwork. I do agree that any facility can benefit individually and collectively from this strategy of enhancing the experience. The Kinloch Experience is our brand that we continually develop and improve through the ideas and performance of our staff members. Our facilities, systems and service all improve through a constant desire to get better at our business model."</span></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<b style="font-family: Arial, Helvetica, sans-serif; font-size: x-large;"><span style="font-size: 12.0pt;">In Summary, </span></b><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">hiring good people is the most important part of
creating a winning culture.</span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt;"><br /></span></span>
<b style="font-family: Arial, Helvetica, sans-serif; font-size: x-large;"><span style="font-size: 12.0pt;">Specific
actions</span></b><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"> to improve the hiring
process:</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .75in; mso-list: l2 level1 lfo4; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-family: Wingdings; font-size: 12.0pt; mso-bidi-font-family: Wingdings; mso-fareast-font-family: Wingdings;">ü<span style="font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Realize that
resumes and references alone do not make all-stars and an all-star team is our
goal.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-left: .75in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .75in; mso-list: l2 level1 lfo4; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-family: Wingdings; font-size: 12.0pt; mso-bidi-font-family: Wingdings; mso-fareast-font-family: Wingdings;">ü<span style="font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-size: 12.0pt;">Structure the interview
process to include the following:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-left: .75in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal" style="margin-left: 1.0in; mso-list: l3 level1 lfo5; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">1.<span style="font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-size: 12.0pt;">More than one interview. We are not in a hurry. Think
of it more as due diligence.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-left: 1.0in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal" style="margin-left: 1.0in; mso-list: l3 level1 lfo5; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">2.<span style="font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-size: 12.0pt;">Have sessions with key staff present as well as
yourself.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal" style="margin-left: 1.0in; mso-list: l3 level1 lfo5; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">3.<span style="font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-size: 12.0pt;">Ask open-ended questions that allow you to determine
the customer friendliness and team spirit of the candidate.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-left: 1.0in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><br /></span></div>
<div class="MsoNormal" style="margin-left: 1.0in; mso-list: l3 level1 lfo5; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt; mso-bidi-font-family: Calibri;">4.<span style="font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-size: 12.0pt;">Lay the groundwork of an understanding of what will be
expected in terms of service and sales effort.</span></span><br />
<br />
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh3jDBHsgRtY-bXLrVvhCTspCTC61gMjPTMXNC4YCz06MB_0NoU6a-PS1qToAgZWXDSQTG-kRh5WnCd8_LwCDPP91INoX9qfD8rQoNdUdEBlyx9RqPQHfCOPWpFSA-0bC7ZxqzlJb0pVqwi/s1600/TPC+Sawgrass+golf+shop.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" data-original-height="428" data-original-width="564" height="242" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh3jDBHsgRtY-bXLrVvhCTspCTC61gMjPTMXNC4YCz06MB_0NoU6a-PS1qToAgZWXDSQTG-kRh5WnCd8_LwCDPP91INoX9qfD8rQoNdUdEBlyx9RqPQHfCOPWpFSA-0bC7ZxqzlJb0pVqwi/s320/TPC+Sawgrass+golf+shop.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">TPC Sawgrass</td></tr>
</tbody></table>
<div style="text-align: center;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><span style="font-size: 12.0pt;"><br /></span></span></div>
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<!--[endif]-->
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<div id="edn1">
<div class="MsoEndnoteText">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><a href="file:///C:/Users/diead/Desktop/Hiring%20to%20the%20Culture%20(1).docx#_ednref1" name="_edn1" title=""><span class="MsoEndnoteReference"><!--[if !supportFootnotes]--><span class="MsoEndnoteReference"><span style="font-family: "Calibri",sans-serif; font-size: 10.0pt; mso-ansi-language: EN-US; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US;">[i]</span></span><!--[endif]--></span></a>
</span><span style="font-size: 11.0pt;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: large;">Kazanjian, K.,
Exceeding Customer Expectations, New York, NY: Doubleday, 2007.</span><span style="font-size: 11pt;"><o:p></o:p></span></span></div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-21131546116022136982017-06-22T17:15:00.000-07:002017-06-22T17:51:27.692-07:00Out of the Rough - Grow the Game<div class="MsoNormal">
<span style="font-family: inherit; font-size: 12pt;"><i>In the rough: The industry's slim revenue is the result of weakened golf participation.</i></span><br />
<div style="text-align: center;">
<span style="font-family: inherit; font-size: 12pt;"><i> </i> IBISWorld</span></div>
<span style="font-family: inherit; font-size: 12pt;"><i><br /></i></span>
<span style="font-family: inherit; font-size: 12pt;"><i>More than 800 golf courses have closed nationwide in the last decade, as operators grapple with declining interest in the sport and a glut of competition.</i></span><br />
<div style="text-align: center;">
<span style="font-family: inherit; font-size: 12pt;"><i> </i>Bloomberg</span></div>
<span style="font-family: inherit; font-size: 12pt;"><i><br /></i></span>
<span style="font-family: inherit; font-size: 12pt;"><i>Golf facilities provide economic, social, environmental and recreational support to communities - and are both publicly accessible and affordable. The game is innovating in ways we could not foresee, by more effectively managing natural resources, and building programs that are welcoming to juniors, minorities, women and disabled persons.</i></span><br />
<div style="text-align: center;">
<span style="font-family: inherit; font-size: 12pt;"><i> </i>Mike Davis, Executive Director of USGA</span></div>
<span style="font-family: inherit; font-size: 12pt;"><br /></span>
<span style="font-family: inherit;">The best perceived endeavors are typically the most altruistic. The most important dilemma facing the golf industry is the atrophy of the participation in the game, the clubs that cannot sustain and the condos being built on closed courses. Any effort to remove the elite veneer of the game and hopefully create interest among a larger segment of the population without destroying any of its prodigious equity would have to be considered important.</span><br />
<span style="font-family: inherit; font-size: 12pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: inherit; line-height: 17.12px;">I have always believed that clubs that reach out to the community as opposed to being determined to “isolate from” could only improve the perception of the club and better the community. Obviously any effort to, or conversation to reach out and make the game more accessible has to start with creating passion among the young and the mothers and wives of the hardcore millions. The PGA, LPGA, USGA and First Tee all have admirable programs to push this endeavor. All clubs have junior programs that are well run and inspiring. Perhaps a charismatic “play it forward” technique could be easy and effective if embraced by the approximately 15,500 courses owners and operators and the 25 million plus avid golfers dedicated to improving the state of the industry.<o:p></o:p></span><br />
<span style="font-family: inherit; line-height: 17.12px;"><br /></span>
<span style="font-family: inherit; line-height: 17.12px;">As Golf Digest points out in "Is this golf's $35 billion opportunity?"</span><br />
<span style="font-family: inherit; line-height: 17.12px;"><br /></span>
<span style="font-family: inherit; line-height: 17.12px;"><i>Conversations about growing the game are more common in golf circles than ever. As newly elected PGA of America president Paul levy put it recently, golf's ruling bodies have never been more unified around a single cause. To perpetuate this discussion, a study reported by the Irish Golf Desk this week raises interesting questions about how increasing female participation in golf could potentially energize the game. The report , titled "The Global Economic Value of Increased Female participation in Golf" and commissioned by Syngenta, a Swiss biotechnology company that deals primarily in agriculture business, concludes golf's global economy could be boosted by $35 billion if it converted more interested women into the game. So that further punctuates how vital it could be to bring the game to more interested women in the years. The next step, of course, is developing new ideas to energize growth amongst women. Executives in golf will welcome your ideas.</i></span><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgQG5SEfWggiruxifWfH-mW9LUPFX7-7F0-0Ah7R3E9HlwLt325fEb_AFjBxW_29gehmXhvCXOOQXgBtK1cLrh1TW02Ka-evHTKiO3FYsHbV8GwzRIm5_lVD3BcHf8cyv4jjM6IUUZnJ1m1/s1600/F%2526B.PNG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="345" data-original-width="614" height="225" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgQG5SEfWggiruxifWfH-mW9LUPFX7-7F0-0Ah7R3E9HlwLt325fEb_AFjBxW_29gehmXhvCXOOQXgBtK1cLrh1TW02Ka-evHTKiO3FYsHbV8GwzRIm5_lVD3BcHf8cyv4jjM6IUUZnJ1m1/s400/F%2526B.PNG" width="400" /></a></div>
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<span style="font-family: inherit; line-height: 17.12px;">I have known Kelsey MacLean since shortly after she identified a niche in golf retail for infants and kids apparel that is quality fabrication and can be customized. She is not a player but realizes the cultural as well as the business importance of the game. This is how The Huffington Post describes Kelsey and Fore Kids Golf:</span><br />
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<span style="font-family: inherit; line-height: 17.12px;"><i>Kelsey is an outspoken advocate for the importance of growing the game of golf from birth. he is a lifestyle expert and is eager to show everyone that the stuffy old world of country clubs and resorts is finally giving way to an exciting new lifestyle for the modern woman and family.</i></span><br />
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<span style="font-family: inherit; line-height: 17.12px;"><i>Her clothing line has earned Preferred Vendor status for The Ritz-Carlton Hotels, is an Official Licensee of the Tournament Players Club (TPC) Network and has been featured in such media as Vogue Magazine. People Style Watch, The Huffington Post, etc.</i></span><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjmqoKm61HgCL7Rb5gEL4uyIBgKEwCyXuvVQEeMHBYTelTSBa-jG071n-Ut_bBW5p20nWa81r0CJLO-lHld6NdHlzQwi54a9cGwqDFb26m0BTSqvDF7loi4AwK4lEZXNTPJFgmJneSjO3fh/s1600/PUTTING.PNG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="694" data-original-width="1235" height="221" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjmqoKm61HgCL7Rb5gEL4uyIBgKEwCyXuvVQEeMHBYTelTSBa-jG071n-Ut_bBW5p20nWa81r0CJLO-lHld6NdHlzQwi54a9cGwqDFb26m0BTSqvDF7loi4AwK4lEZXNTPJFgmJneSjO3fh/s400/PUTTING.PNG" width="400" /></a></div>
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<span style="font-family: inherit; line-height: 17.12px;">Kelsey's idea - to film on location at golf facilities looking to reach out to their communities and ultimately show that golf clubs, country clubs and resorts are a one stop shop for everyone in the family and is multi-generational has created a great deal of traction with everyone who has seen it.</span><br />
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<span style="font-family: inherit; line-height: 17.12px;">When Kelsey sent me this video the idea immediately went to how do you market this as a "play it forward" piece that clubs could send to members, play in the shops and incorporate into membership efforts. The idea would be to feature clubs, resorts, sponsor vendors and interviews with leaders in the industry in similar videos that explore all the important social and cultural aspects of a life that includes golf. Here is the video:</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; line-height: 17.12px;">It is obviously important to inspire avid golfers to become ambassadors. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; line-height: 17.12px;">Reaching out to the non players ande converting them to the game as well as having golf facilities become more involved in their communities takes special tools that can create a social, ground-swell, viral, cultural impact. The plan with videos like the one Kelsey has done a great job putting together can quickly create traction and change the industry if embraced and "played forward". Everyone reading this should send it to their email list, golf pro, club members, anyone interested in the game with an "ask' that their readers do the same, not to promote Fieldstone GC, but to see if a GrowGolf.Com project based on focused videos that could be disseminated through the industry and all the people it touches could attract advocates, promoters and sponsors.</span></div>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif;">If you are a golf vendor and want to get the message out as to how you are helping grow the game. </span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">If you own a facility and would like a video to send to your members, prospective members or customer base. </span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">If you are involved with an organization that is involved with game and realizes the importance of that participation's (cultural and marketing) perception and impact we are asking that you call us and let's discuss some ideas.</span></li>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Both Kelsey and I can be reached at 484-732-8824 and 443-309-3005 respectively and look forward to hearing from you.</span></div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-4996405929895328762017-05-22T18:04:00.000-07:002017-05-22T18:04:35.586-07:00Develop True Customer Loyalty - 4 - First Impressions<span style="font-family: "arial" , "helvetica" , sans-serif;">This series, "Develop True Customer Loyalty" is ideally about the customer telling your story and in so doing sell your brand. Short of that, the topics Language, Empathy and Anticipation are refinements of a customer-centric business plan that makes the customer want to come back, to keep doing any golf related business <u>with us</u>, be it playing next weekend or buying new shoes. Any marketing of this type of mission statement starts with or implies "First Impressions".</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Everything written about first impressions in regards to customer service starts by quoting the cliche "You never have a second chance to make a first impression." A trip to any facility has numerous first impressions and they all set the stage for the interactions which will determine various categorical perceptions. The rest of the story is last impressions, the cliche here is <u>they last</u>. The golf experience should be discussed in terms of first impressions, interactions during the visit and lasting impressions. At staff meetings, for example, it is much easier to focus if you break down a phrase like golf experience into components. </span><span style="font-family: "arial" , "helvetica" , sans-serif;">"Anticipate", "Empathy" and "Language" are the subjects of preceding entries in this series which refine the middle ground between these first and last impressions discussed here..</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">A day of golf involves many first impressions. The drive into the facility can be diverse as the splendor of Magnolia Lane to the remote feel that comes with the turn into Sand Hills.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">There is the first encounter with the staff whether it be at a bag drop or entering the shop with the feel of the shop being as important a first impression as is the condition of the first tee,</span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span><span style="font-family: "arial" , "helvetica" , sans-serif;">first green, etc. All of these, depending on the facility, provide opportunities to impress, some more controllable than others. The bag drop at public facilities can be make or break, the wow factor of walking into a well merchandised retail space speaks volumes and obviously the condition of the course are all areas affected by the leaderships and their decisions.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">At the bag drop, a welcome, a smile, the appropriate attitude and questions about tee time, etc. that facilitate the task at hand are all that are needed. The effective leaders I've worked with know their tee sheets and make a point of being part of the welcoming hand-shake and greeting particularly when the guest has some notoriety, perhaps is very important to a member or perhaps could be a prospective member at some point.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Greeting anyone who enters your retail space is Retail 101. Whether one is on the phone, helping another customer or doing paper, a smile and acknowledgement that you will be right with them are important. It doesn't seem that a shop properly staffed would have the same member of the team involved with greeting new customers and answering the phone, but obviously this happens.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The merchandising effort in the shop can range from truly distinguished to mediocre. This is a very manageable aspect of creating an unforgettable image that doesn't take much effort or cost much but does involve some expertise. If no one on your staff has any exceptional merchandising vision, the soft money you spend to bring in that help will more than likely off-set itself.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="text-align: left;">Kevin Stirtz, author of "More Loyal Customers" has many memorable quotes, but two are particularly appropriate here as are his take on the seven seconds that are the first impression: </span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">"Providing great customer service is the most natural activity in the world. It's fun to help others because it feels good."</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">"When the customer is satisfied and everyone is happy, the job is not finished. Give them a reason to come back."</span><br />
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<i>"</i><span style="font-family: "arial" , "helvetica" , sans-serif;">A new customer will develop an impression about your employee (and your business) in their first seven seconds with your staff. In that slice of time, they will judge your employee in eleven different ways all of which affect how likely they will be to do business with you. The eleven ways we are judged are :</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The outcome of these judgments is important. Our customers will roll these judgments into one opinion of our business which will determine how likely they are to become a new or repeat customer."</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The end of a four hour round of golf produces last impression opportunities with shop staff, outside staff and in some cases the bartender at the 19th or the fellow running the locker</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">room. The "Philadelphia Story" which is part of the previous entry about "Anticipation" is a good read at this point.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">We all have stories about bartenders that remember your drink of choice and more infrequently there are locker room attendants that offer to take your outfit to the dry cleaners and hang it back in your locker. These are the stories that need to be part of the culture at your facility's staff meetings. It should also be planned that there is always someone strategically placed to bid the fond farewell, unscripted, and with a true feeling of appreciation.The lasting impression needs to have the customer thinking: "I'm glad I'm a member"; "I should be a member" or at the very least "I want to play here again."</span><br />
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-75016071728125698542017-05-10T13:39:00.000-07:002017-05-22T18:05:12.291-07:00Develop True Customer Loyalty - 3 - Anticipation<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 13.5pt;">In an effort to bring up to date "<a href="http://successfulproshop.blogspot.com/2010/02/winning-golf-culture_07.html">The Winning Golf Culture</a>" focusing on the customer retention and word of mouth advertising that come from customer loyalty this series of entries has looked at the "Language" of your brand and the "Empathy" of your staff. This entry will discuss "Anticipating" customers' needs.</span><span style="font-size: 13.5pt;"><o:p></o:p></span></span><br />
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjowXcyovXg4jW69wt-mU6CtCf66gjRSKpJfCniA-89TcNbFg-7gxBFjPsrVhMHAKypOkaDdCIpW0oD5SuxZ-7YWdLyTHdHT0ogm2gRfv93D5h54Iwpvox6lNrMIgZE00mqBJVlOYL9K_Es/s1600/Kinloch-Golf-Club-9-Manakin-Sabot-Virginia.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="225" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjowXcyovXg4jW69wt-mU6CtCf66gjRSKpJfCniA-89TcNbFg-7gxBFjPsrVhMHAKypOkaDdCIpW0oD5SuxZ-7YWdLyTHdHT0ogm2gRfv93D5h54Iwpvox6lNrMIgZE00mqBJVlOYL9K_Es/s400/Kinloch-Golf-Club-9-Manakin-Sabot-Virginia.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Kinloch Golf Club</td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 13.5pt;"><br /><i>I was in the Philadelphia airport recently and I was wearing a belt with a repeating Kinloch Golf Club logo. A man I had never seen before approached me, half-gestured at the belt and asked me if I was a member. I had to reacquaint myself a bit with my outfit and replied that I was not but had the pleasure of working with the staff particularly in regards to the shop. The fellow introduced himself and began his “Then you will appreciate what I am about to tell you” story.</i></span><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><i><span style="font-size: 13.5pt;">"I was in Richmond recently on business I played there with a member and can’t wait to go back."</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><i><span style="font-size: 13.5pt;">"It’s a great course isn’t it", I said.</span></i><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><i><span style="font-size: 13.5pt;">"Yes, it is – but the whole experience was incredible. I drove to the course and when we first went in the shop the head pro introduced himself, shook our hands and asked me if I wanted my car detailed while we played. The staff at the front door had already valeted the car and had the keys, all I had to do was say yes and I did. When we finished for the day my car was waiting at the front door, bags loaded, staff thanking us for being there. It was a hot July day and two things that struck me when we got in the car</span></i><span style="font-size: 13.5pt;"> <i>was that the car hadn’t been this clean since I bought it and there were cold bottles of water in the console with a ‘Thank you for spending your day with us’ note. I drove the car about 50 feet in the driveway, re-parked and went into to the Pro Shop to thank someone for the thoughtfulness. I ended up buying $500 worth of shirts and shorts and the friends that I had played with did the same. The shop was great also by the way."</i></span><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><i><span style="font-size: 13.5pt;"><br /></span></i><span style="font-size: 13.5pt;">Anticipating that cold water driving off -campus in the July Virginia heat would be well received seems almost <i>goes without saying, </i>but a man I had never seen before could not wait to tell me about it in the Philadelphia airport. Think about how many times he's told that story to people he does know or whenever the subject of service comes up.</span><span style="font-size: 13.5pt;"><o:p></o:p></span></span><br />
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjc58s97mOUaI3Jjq5FLuqyEBOz6qEB_4UXLcshI1GBHE24ajr9VcUxSSffMUj91LUhF9Cx5gmWZN5FHDOs2OO8fjNnnioUFq0CldLP89MQZutnE6vB57xDpN7viuvoEuQ0w31NMlf7dShl/s1600/the-hotel--v1098714-94-1280.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjc58s97mOUaI3Jjq5FLuqyEBOz6qEB_4UXLcshI1GBHE24ajr9VcUxSSffMUj91LUhF9Cx5gmWZN5FHDOs2OO8fjNnnioUFq0CldLP89MQZutnE6vB57xDpN7viuvoEuQ0w31NMlf7dShl/s400/the-hotel--v1098714-94-1280.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">The Ritz-Carlton, Half Moon Bay</td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 13.5pt;">The Ritz-Carlton trains their staffs that the three basic steps to keep in mind as necessary to earning a guest's loyalty are:</span><span style="font-size: 13.5pt;"><o:p></o:p></span></span></div>
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<li class="MsoNormal"><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 13.5pt;">A warm and sincere greeting</span><span style="font-size: 13.5pt;"><o:p></o:p></span></span></li>
<li class="MsoNormal"><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 13.5pt;">Anticipate each guest's needs</span><span style="font-size: 13.5pt;"><o:p></o:p></span></span></li>
<li class="MsoNormal"><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 13.5pt;">Provide a fond farewell</span><span style="font-size: 13.5pt;"><o:p></o:p></span></span></li>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 13.5pt;">Carmine Gallo (a communications expert) in an article in Forbes discussing this issue talks glowingly about the Grand Del Mar in San Diego:</span><span style="font-size: 13.5pt;"><o:p></o:p></span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 13.5pt;">It sits on a beautiful property in the hills, but there are plenty of gorgeous locations in San Diego. It's the "attentive" service that Trip Advisor featured in it's review and has earned my loyalty. But exactly what does the staff do that sets them apart and, more important, what can all businesses learn from their customer service techniques? The Grand Del Mar's customer service secret became very clear to me on this recent visit - the staff finds small ways to unexpectedly delight their customers and they do so by anticipating unexpressed wishes. Here is one of the many examples I noted:</span></span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 13.5pt;">My daughters discovered a small sand area near the pool. Within seconds - not minutes - a staff member casually walked by and, without saying a word, dropped off sand toys for the kids. The kids looked up and there they were , seemingly out of nowhere.</span></span><br />
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhxjh-z6w3c_P7WWrYVgWAk1M0INdbDvvAt19do035_UCb00xgFxAQgLyjyXRqZoS_8oL3ah9Oof7vuZph5apqionX_Imr566ET-LC6ccfsq3KEozy-CRFFZMyFT5SmQ-ZMJ9Eacx2oFwkl/s1600/b40583652aa14b81adbbe67a6a8ad2d4.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="255" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhxjh-z6w3c_P7WWrYVgWAk1M0INdbDvvAt19do035_UCb00xgFxAQgLyjyXRqZoS_8oL3ah9Oof7vuZph5apqionX_Imr566ET-LC6ccfsq3KEozy-CRFFZMyFT5SmQ-ZMJ9Eacx2oFwkl/s400/b40583652aa14b81adbbe67a6a8ad2d4.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Gran Del Mar</td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 13.5pt;">I was recently on a Southwest Airlines flight and needed to take some medication. I took the pills out of my blazer pocket and by the time i had tapped the dose I needed in my hand the flight attendant who had apparently seen me holding the prescription bottle was standing next to me with a cup of water.</span></span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 13.5pt;">The serviced customer who has not requested service will be a loyal patron.</span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 13.5pt;">The advice seems to break down very empathetically:</span></span><br />
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<li><span style="font-size: 18px;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Observe</span></span></li>
<li><span style="font-size: 18px;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Plan around trends and patterns </span></span></li>
<li><span style="font-size: 18px;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Inject yourself between the customer and a problem before it develops</span></span></li>
<li><span style="font-size: 18px;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Provide resources</span></span></li>
<li><span style="font-size: 18px;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Think like a customer</span></span></li>
<li><span style="font-size: 18px;"><span style="font-family: "arial" , "helvetica" , sans-serif;">When possible, know your customer - a built-in golf retail advantage</span></span></li>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgB8t0HOZuiYsYhlVX19vk5v9nLj2kPd8FWpcoZ6JT3nvckiBhkq4niBX9RdG-XAPpqQf265iuyuH37Qf6cNRgUwlCtA14_uX_wdkavUV9tw1pCrQ8Y3pPOK5EPspsK9-d7Id0NXpSUBrUZ/s1600/Dunes6.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="170" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgB8t0HOZuiYsYhlVX19vk5v9nLj2kPd8FWpcoZ6JT3nvckiBhkq4niBX9RdG-XAPpqQf265iuyuH37Qf6cNRgUwlCtA14_uX_wdkavUV9tw1pCrQ8Y3pPOK5EPspsK9-d7Id0NXpSUBrUZ/s400/Dunes6.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Bandon Dunes</td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 13.5pt;">Listening and interacting are important customer
service skills and often provide above average service. The savvy among us like
those mentioned above know something most others don't necessarily consider and
that is that what customers/members don't say is often more important than what
they do say and provide the most meaningful opportunities to earn their
loyalty, provide them with </span><b style="font-family: arial, helvetica, sans-serif; font-size: 13.5pt;"><i>wow </i></b><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: 13.5pt;">ammunition and
ultimately retain them and their golfing friends</span></div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-55500976010884747272017-04-26T08:56:00.000-07:002017-04-26T08:56:01.558-07:00The Big Question<div align="center" class="MsoNormal" style="text-align: center;">
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<o:p> </o:p>I’m asked all the time “So what do you do?" This entry will
list the areas I’m typically asked to investigate and the activities I execute
in an effort to improve those areas.</div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjGxDneqvtEaQstnUXPgj2OfOVT4h2xDoy0Iw9Fxznaeb865kUzZeP-rrufJYa276maGqgAmdO0yndFWG_1pwUg9BaUe0D2MQWBrdAEmEcpR_5WyJcJVKQSEb4KmGoUEqzFAYQaW9DZW66f/s1600/011_R.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="330" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjGxDneqvtEaQstnUXPgj2OfOVT4h2xDoy0Iw9Fxznaeb865kUzZeP-rrufJYa276maGqgAmdO0yndFWG_1pwUg9BaUe0D2MQWBrdAEmEcpR_5WyJcJVKQSEb4KmGoUEqzFAYQaW9DZW66f/s400/011_R.jpg" width="400" /></a></div>
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<o:p></o:p></div>
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I have been working in green grass golf retail for more than
thirty years in sales and sales management as a VP of sales with Izod Club in
the mid-nineties. For the past fifteen years I have been providing retail
consulting, evaluation of current shop staff and status, development &
initiation of buy plans, hands-on buying
and merchandising, employee product
knowledge seminars and promotions at clubs such as Kinloch Golf Club, Ocean
City Golf Club, Park Country Club in Buffalo, NY and 3 Creek
Ranch in Jackson Hole, Wyoming. I have also provide marketing and salesmanship
training to companies including Greg Norman, Polo, Full Turn, and Ouray
Sportswear in Denver.<o:p></o:p><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgVTMCzY9Dp9B3kFq3ec-lKpd62iIBaRjtyyVECRP7-xjn8lln4QSF7x5ZDG3iMAt26jteR7pQ3R8WEwbjhx9lMkB9sbYaxQkvxeP5JeOXBV47U-DAPaFnb-Vm6DGUDAT-UqYxnl7QUp1XX/s1600/Alberta.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgVTMCzY9Dp9B3kFq3ec-lKpd62iIBaRjtyyVECRP7-xjn8lln4QSF7x5ZDG3iMAt26jteR7pQ3R8WEwbjhx9lMkB9sbYaxQkvxeP5JeOXBV47U-DAPaFnb-Vm6DGUDAT-UqYxnl7QUp1XX/s400/Alberta.jpg" width="300" /></a></div>
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This is what I do –<o:p></o:p></div>
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<b>For Clubs and ‘green-grass retail seminars’<o:p></o:p></b></div>
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<div class="MsoListParagraphCxSpFirst" style="mso-list: l1 level1 lfo1; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]-->Evaluate inventory levels and develop a buy plan
and inventory levels based on space and sales history and what is needed for your
clientele.<o:p></o:p></div>
<div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]-->Develop a turn schedule of merchandise based on
peaks in season as part of the buy plan.<o:p></o:p></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]-->Determine the products and pricing needed to be
the level of “full-service” desired.<o:p></o:p></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]-->Develop “open to buy” and “count and fill”
programs to complement the buy plan.<o:p></o:p></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]-->Establish strong vendor relationships –
maximizing the resources they have to help your business.<o:p></o:p></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]-->Develop, design and help execute
re-merchandizing and/or remodeling plans.<o:p></o:p></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]-->Provide retail salesmanship training emphasizing
product knowledge of all inventory and the language and tone of enthusiastic
customer service.<o:p></o:p></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]-->Conduct power point seminars about - How to –
Create an effective buy plan and a winning golf culture.<o:p></o:p></div>
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</span></span><!--[endif]-->Develop, train and inspire retail managers and
staff to provide service that differentiates your facility from the competition
and creates customer loyalty.<o:p></o:p></div>
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<b>For Companies that sell to green grass shops<o:p></o:p></b></div>
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</span></span><!--[endif]-->Provide retail and customer service seminars for
customers that enhance partner-relationship.<o:p></o:p></div>
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</span></span><!--[endif]-->Help develop product promotions and programs
that appeal to the green grass market.<o:p></o:p></div>
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</span></span><!--[endif]-->Conduct seminars and speak at sales meetings on
sales presentations with emphasis on “the close”.<o:p></o:p></div>
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</span></span><!--[endif]-->Train sales rep how to develop their territory,
get their foot in the door and become the ‘idea man’ in their area. <o:p></o:p></div>
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</span></span><!--[endif]-->Help set appointments and participate in sales
calls of poignant importance.<o:p></o:p></div>
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</span></span><!--[endif]-->Provide and communicate with my contacts the
features and benefits of your products.<o:p></o:p></div>
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</span></span><!--[endif]-->Provide publication of interviews and articles
and linked banners on <a href="http://successfulproshop.blogspot.com/">http://successfulproshop.blogspot.com</a>.<o:p></o:p></div>
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Anyone wanting to discuss fees and
/or implementation of any of these services for their facility, company, their
group or section meeting or sales meeting can contact me at 443-309-3005 or
craigrkirchner@gmail.com.<o:p></o:p></div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-31547789789552875722017-03-26T11:25:00.001-07:002017-04-03T09:24:43.910-07:00Develop True Customer Loyalty - 2 - Empathy<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">This is the second in a series that attempts to comprehensively examine the continuing effort to define and refine the service culture provided by those staffs committed to a customer centric golf experience. Last week's entry discussed "Language and Tone". This week's topic, "Empathy", will be central to the real goal of customer service which is to provide a "Wow-Warm" environment that people associate with your brand. </span><br />
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<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The Shops at The Broadmoor</span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Customer service professionals agree that no two customers are alike and give varying opinions on <i>the</i> important aspect of customer interaction that endears customer satisfaction and ultimately loyalty - competency, attitude, resolution, etc. The most powerful tool (or weapon depending on your point of view) is more subtle and all-encompassing. Polls show the main improvement people would like to see implemented in companies they patronize is "better human service." </span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The author of "Thinking Fast and Slow", 2002 Nobel Prize Winner Daniel Kahneman, says it best:</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"> "<i>We are not thinking machines that feel, we are feeling machines that think."</i></span><br />
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If you reflect on what causes you to support and then comment on businesses that impress, it is often as not because it felt human, you were interacting with a person, not a script or company. It is about having empathy in customer service and walking in the customer's shoes as it affect's todays experience.</span><br />
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<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">J. Crew in Toronto</span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Anyone scheduling five hours of golf for the day is foregoing something. It may be a meeting rescheduled at work, soccer practice with the kids or morning in church but in today's world they are giving up something, albeit for an activity they probably like a lot better. Human nature, however, is that as soon as the service (could be slow play, incompetency at check-in, etc.) is less than ideal the comment will be "I gave up XXXX for this."</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Recently on the first tee this came home to me as our foursome was being recited the 15 rule sermon while we were standing, driver in hand, waiting for the glee of a properly struck concussion that lands in the fairway and starts a day of 18 hole camaraderie. The first tee 10-minute lecture has always seemed an anethma to me and the antithesis of empathy for the experience of those feeling dressed down. I played a week later at a different club where we drove from the range past a marshal who explained the cart-path only holes, pointed to the first tee and added "Have a good day." </span><br />
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<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Congressional Country Club</span></td></tr>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Daniel Pink, author of "A Whole New Mind: Why Right Brainers Will Rule the Future" has a great quote:</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"> "<i>Empathy is about standing in someone else's shoes, feeling with his or her heart, </i></span><br />
<i><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"> seeing with his or her eyes. Not only is empathy hard to outsource and automate, but it </span></i><br />
<i><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"> makes the world a better place."</span></i><br />
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Customer service doesn't always Wow, but it can always deliver empathy. This isn't something you're born with, but it can be learned and improved like all other customer service attributes. The staff has to care about the mission statement and the leader or leaders need to take seriously that training is part of development of staff and culture. "Tell the tell."</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Spend time with businesses and people outside of golf who provide exceptional service. Practice and inspire your staff to practice using phrases that make your customer feel valued.</span><br />
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">You play here often, we appreciate your business.</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">We appreciate your membership. Let us know if there is anything special we can do for your guests. </span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">How is your game? What can we do to improve the range?</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">I understand your concern. If I were in your position I would be asking the same questions.</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Is there anything, big or small, we can do to make your experience with us better?</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Thank you for your patience. We want to help you with this, give us just a little time to figure it out.</span></li>
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<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The National in Saratoga</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Customers who do not feel empathy take their business elsewhere. This is true no matter the context. When I speak to vendor sales groups I explain that golf buyers and pros want to buy from "idea guys" who they feel are empathetic to their business. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">There is a high price to pay for delivering poor customer service. The effort invested in getting it right cannot be empirically measured as I espouse when speaking at club service seminars, but the bottom line is that now is always the right time to start training your staff to start recognizing and understanding your customer/member's wants and needs and executing on that empathy to provide that wow-friendly atmosphere that people talk about.</span></div>
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<br />craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-24637098788778530542017-03-17T12:12:00.000-07:002017-03-24T10:17:23.603-07:00Develop True Customer Loyalty - 1 - Language and Tone<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Customers who have a personal loyalty to your business should be every golf facility's primary goal. Patrons with this connection with your brand provide word of mouth marketing and piece of mind that pricing wars among the competition will not be your concern. Maintaining an ardent customer base relieves that anxiety while it creates both repeat and new business.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">"<a href="http://successfulproshop.blogspot.com/2010/02/winning-golf-culture_07.html">The Winning Golf Culture</a>" examines the importance of developing a customer-centric service culture and explores per chapter areas such as:</span><br />
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The role of the <u>Leader.</u></span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The importance of the <u>Wow</u> factor.</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The <u>Intimacy</u> that exists in pro shop retail that differentiates it from typical retail because of mutual respect for the game.</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The emphasis that should be placed on professional <u>Salesmanship.</u></span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><u>Hiring to this Culture </u>to create a memorable team.</span></li>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgZ2FCKFM_-xiP8lDHiv9awtxfGYyLefqq1CH03R-kvPY_n9sXq0F44RWFHvZ0r22ALajsn5c5AeowH9_RVMB7GCmCgczdhD2NGK1ItQa2cEPZYgQRExgeX-nSGiR-Ro0_Q5i3kknUD2-0t/s1600/Fountain+Head+CC.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgZ2FCKFM_-xiP8lDHiv9awtxfGYyLefqq1CH03R-kvPY_n9sXq0F44RWFHvZ0r22ALajsn5c5AeowH9_RVMB7GCmCgczdhD2NGK1ItQa2cEPZYgQRExgeX-nSGiR-Ro0_Q5i3kknUD2-0t/s400/Fountain+Head+CC.jpg" width="290" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Fountain Head Country Club</td></tr>
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<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">In an effort to further develope this all-important theme there are five areas to look at that will help refine this culture.</span></span><br />
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The <u>Empathy</u> that your staff projects to the customer's desired experience.</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The <u>First Impression</u> that the customer has of your facility - both visual and emotional.</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The <u>Anticipation</u> and fulfillment of customer's needs.</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">This entry will look at the <u>Language and Tone</u> of your brand.</span></li>
</ul>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><u>Hiring to the Culture </u>will be revisited.</span></li>
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<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">The words, the language, the brand vocabulary and the tone that your staff employs is the underlying characteristic of their commitment to the culture that is probaly the most memorable albeit somewhat subliminal.</span></span><br />
<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span><span style="font-family: "arial" , "helvetica" , sans-serif;">This is a concept often mentioned and referred to as the Chick-Fil-A (CFA) way. The "My Pleasure" story (as opposed to "You're Welcome") is attributed to the company's founder, S. Truett Cathy, who was inspired by the Ritz Carlton to treat his customers as though they were at a luxury establishment. The tone created by this attitude is mentioned almost whenever the CFA brand comes up in conversation which, because of their service reputation, is often. If I had to name it for marketing purposes I would call it a "smiling tone." A staff field trip to the local CFA would not be a bad idea even if you don't eat.</span></span><br />
<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span><span style="font-family: "arial" , "helvetica" , sans-serif;">The entire area of vocabulary and tone should be discussed as part of the culture and perhaps role-played at staff service meetings. The desire should be to not be scripted but to instill staff with an altruistically personal and conversational tone.</span></span><br />
<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span><span style="font-family: "arial" , "helvetica" , sans-serif;">Columnist Michael Hess at CBS news Money Watch focuses on wordplay in his article "The Six Best Words in Customer Service":</span><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span><br />
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Delighted</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Absolutely</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Pleasure</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Happy</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Sorry</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Yes</span></li>
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<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Hess points out that these words are active, genuine and upbeat. They won't be misconstued as the robotic delivery of a company script.</span></span><br />
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<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Flavo Martins in an article on winthecustomer.com writing about "The Language of Customer Service" lists the following:</span><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span><br />
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Positive customer service language focuses on actions that can be done.</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Positive customer service language offers choices instead of roadblocks.</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Positive customer service language is helpful and encouraging.</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Positive customer service language includes positive consequences that can be expected.</span></li>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Positive customer service language is timely and time bound so customers know when to expect service results.</span></li>
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<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Your brand should have a language that sets a level of empowerment to the staff member and confidence in the customer.</span><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span><br />
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Welcome to <i>our facility</i>.</span></li>
</ul>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">How can I help?</span></li>
</ul>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">I can help you with that.</span></li>
</ul>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Let's get you set up with a locker.</span></li>
</ul>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Let's get you set up for the range.</span></li>
</ul>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">I don't know, but I'll find out</span></li>
</ul>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">I'll take responsibility for that.</span></li>
</ul>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">We appreciate your business.</span></li>
</ul>
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Create the tone through attitude and training that you want patrons to remember and then own it; keep raising the bar!</span><br />
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-91121607828440508792017-02-22T06:43:00.000-08:002017-02-23T07:47:08.876-08:00The Outfit Table<br />
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">In traveling around the country the last few years doing
Sell-Through boot-camps, sectional presentations and educational seminars, one
topic that always comes up and demands retail discussion and scrutiny is the <u>ladies
business</u>. Are we devoting too much time, effort and inventory? Does
everyone have the same low bar of “break-even and be happy”. The tone of these
discussions is almost always negative.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">I’ve also found in traveling to various clubs that quite
often the amount of apparel inventory overage is usually disproportionately
ladies to men’s no matter what the overall percentage of business per these two
categories. Typically, both as a concept in conversation and in the reality of
scrutinizing the inner workings and merchandising of many shops the questions
manifest themselves around <u>collection buying. </u>It starts with “do we have
room to devote to this kind of presentation” and almost always ends with “do
women buy this way any-more?” Collection buying defined for this conversation
as buying all the items in the collection or a goodly portion (12-15 skus).<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><o:p> </o:p>It occurred to me while I was working at a high volume club
with a relatively small shop that ladies collections were not appropriate to
the space available when sure enough the next customer (a very patronizing male
member) came in to complain that he always had trouble finding his wife an
outfit in the shop. So much for that line of thinking or MAYBE not. Outfit
became the key word.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">This particular shop was doing one-third of their apparel
volume in ladies categories but had an over-inventoried situation that was 50%
ladies goods. In an effort to minimize the amount of space and skus devoted to
the collection mode of buying and merchandising while at the same time perhaps
improving our critical member’s ability to buy for his wife we came up with the
concept of the OUTFIT TABLE.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><o:p> </o:p><i>This is a
great way to showcase ancillary items (totes, pillows, jewelry, etc.) that
complement the outfits and easy for the shopper who may be looking for the
perfect gift. Rather than wandering around the store, he or she will find a
table with a finish look from head to toe. This gives the consumer a few
options with different colors and allows the buyer and staff to showcase their
facility’s style.</i></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">Grace Schory – Golf Shop Buyer – Ponte Vedra Inn and Club<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">An Outfit Table displays multiple ladies’ bust forms -dressed with 4-5 piece outfits, surrounded by a size run inventory for each sku as well as shoes, headwear and
accessories that coordinate well with the outfits and create a lifestyle
presentation. Outfits do not necessarily
have to be from the same vendor but should look great together on the busts and
be diverse in color. As the table sells through outfits should be replace by
new outfits (perhaps a new vendor) and certainly a new color palette. <o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">In this case, the table chosen was already housing 12-15
skus. We placed the table in a location where the three full-size ladies’ bust
forms on the table would not block any view across the shop. It is anticipated
that there would be no back-up buy per outfit. Although the dilemma of “we’ll
be out of it if you wait will certainly be true of some outfits from some
vendors, it will certainly not be true of ALL outfits. The point is fill-in purchases for
new outfits could be pre-booked, filled as needed either or a combination of both - this could be viewed as a 'count and fill' area - bought for as needed.<o:p></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The Rule of Three</span></div>
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<i><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">In creating displays, most visual merchandisers will often refer to the rule of three, which means that when creating a display, try to work in sets of three. This means that based on how you’re arranging your products, you’ll want to have three of them side by side, instead of just one. For example, if you were arranging things by height, you’d have items that were short, medium, and tall. </span></i></div>
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<i><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">The reason behind this thinking is that our eyes are most likely to keep moving and looking around when we’re looking at something asymmetrical, because when we see some symmetrical or balanced <a href="http://www.science20.com/rogue_neuron/science_pleasure_part_one_allure_asymmetry" rel="nofollow" style="background-image: linear-gradient(to top, transparent, transparent 0.0625em, currentcolor 0.0625em, currentcolor 0.125em, transparent 0.125em); background-position: 0px -0.125em; box-sizing: border-box; color: #619945; cursor: pointer; padding-bottom: 0.375em; text-decoration: none; touch-action: manipulation; transition: background-position 150ms ease-in-out;" target="_blank">they stop dead in their track</a>.</span></i></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhnv1S4hB2AvF8F35HtpXWylXYzoTgBdLTKnpd9vOPyvyKdZnzNTxV9FAda8h1Qtbabp-abRkocc6W5c0yemxxOQVUaDcYaiUUHySkuT21ZoDYvW3UVbHkqoqbUdtY-uLyJUAFxL9gs7X2A/s1600/threes.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><img border="0" height="216" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhnv1S4hB2AvF8F35HtpXWylXYzoTgBdLTKnpd9vOPyvyKdZnzNTxV9FAda8h1Qtbabp-abRkocc6W5c0yemxxOQVUaDcYaiUUHySkuT21ZoDYvW3UVbHkqoqbUdtY-uLyJUAFxL9gs7X2A/s400/threes.jpg" width="400" /></span></a></div>
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<i><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;">This also alludes to the "Pyramid Principle," where if you have one item at the top, and all other items “one step down”, it forces the eye to look at the focal point and then work it’s way down. Humayan Khan.....shopify.com</span></i><br />
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<span style="font-size: large;"><span style="font-family: "arial" , "helvetica" , sans-serif;">The hope is to inspire more multiple piece purchases with this approach by showing more combos and colors in less space and create an area of interest that will encourage regulars to check out immediately what new outfit is being displayed in the shop. This could replace collection buying in the shop, but not necessarily, depending on the size and history at the facility. The main goal is to free up valueable space and to have less residual inventory at the end of a sell -through.</span><span style="font-family: "verdana" , sans-serif;"><o:p></o:p></span></span></div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-63513825996111824812017-02-02T08:06:00.000-08:002017-02-02T08:06:33.779-08:00The Wow Factor<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Of all the concepts and buzz-words developed in my manual “</span><a href="http://successfulproshop.blogspot.com/2010/02/winning-golf-culture_07.html"><span style="font-size: 13.5pt;">The Winning Golf Culture</span></a><span style="font-size: 13.5pt;">” the one that has gotten the most
feedback is “The Wow Factor”. I have had dozens of pros tell me that their
staffs are buying into the idea that every day, every round and every customer
are opportunities to create exceptional experiences and memorable moments that
will have people talking about their facility and staff.<o:p></o:p></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi9PyGxa2RkzMI-QdBjUmQhFl3KeOX7tnZqoiOcEWqKPGHChDpFyQvbNjc8_U9i7YBf_qwOsFJBZS6SQqoz_cnaGgbQ7Y75DusXBq37204YxKwmcqKudtmfH3WWumtCdJNB-jqgDYRUel93/s1600/011_R.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="330" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi9PyGxa2RkzMI-QdBjUmQhFl3KeOX7tnZqoiOcEWqKPGHChDpFyQvbNjc8_U9i7YBf_qwOsFJBZS6SQqoz_cnaGgbQ7Y75DusXBq37204YxKwmcqKudtmfH3WWumtCdJNB-jqgDYRUel93/s400/011_R.jpg" width="400" /></a></div>
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<span style="font-size: 13.5pt;">There is no question that the best prospect for a new member is a
wowed guest and that customer loyalty is the by-product of proactive customer
service. This is the chapter in the manual that directly speaks to this aspect
of a winning culture but it is also one of the key underlying principles that
runs through the entire manual.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
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<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<strong><span style="font-size: 13.5pt;">The Wow Factor</span></strong><span style="font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
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<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<span style="font-size: 13.5pt;">There are no traffic jams along the extra
mile.<o:p></o:p></span></div>
<div align="center" style="margin-bottom: .0001pt; margin: 0in; text-align: center;">
<span style="font-size: 13.5pt;">-Roger Staubach<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Simply defined, the Wow factor is the process of creating positive
impressions consistently above the normal customer expectations. Wow service
leaves the customer with such a favorable impression of the experience that
they grab the first person they see and look them in the eyes and shout – “You
need to play there, it is really special.”<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">I was in the Philadelphia airport recently and I was wearing a
belt with a repeating Kinloch Golf Club logo. A man I had never seen before
approached me, half-gestured at the belt and asked me if I was a member. I had
to reacquaint myself a bit with my outfit and replied that I was not but had
the pleasure of working with the staff particularly in regards to the shop. The
fellow introduced himself and began his “Then you will appreciate what I am
about to tell you” story.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">"I was in Richmond recently on business I played there with a
member and can’t wait to go back."<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">"It’s a great course isn’t it", I said.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">"Yes, it is – but the whole experience was incredible. I
drove to the course and when we first went in the shop the head pro introduced
himself, shook our hands and asked me if I wanted my car detailed while we
played. The staff at the front door had already valeted the car and had the
keys, all I had to do was say yes and I did. When we finished for the day my
car was waiting at the front door, bags loaded, staff thanking us for being
there. It was a hot July day and two things that struck me when we got in the
car was that the car hadn’t been this clean since I bought it and there were
cold bottles of water in the console with a ‘Thank you for spending your day
with us’ note. I drove the car about 50 feet in the driveway, re-parked and
went into to the Pro Shop to thank someone for the thoughtfulness. I ended up
buying $500 worth of shirts and shorts and the friends that I had played with
did the same. The shop was great also by the way."<o:p></o:p></span></div>
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<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">The point of this story is that you never know what will be the
Wow Factor that will have people talking about your facility in airports, with
people they don’t know. The devil is most definitely in the details and it is
more often than not the small thing that ends up counting the most. You want
the underlying philosophy of your culture to be that any visit that does not
provide such a story and the desire to tell it to someone is a missed
opportunity.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
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<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">The Wow factor and the subsequent word of mouth are worth more
than can be measured and other than well trained staff often doesn’t cost
anything. In the case of the Philadelphia gentleman – it cost a bottle of
water.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">There are many aspects of impressing people that are unique to
Golf and Pro Shop retail.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">There is the layout, maintenance and design of the golf course.
I’ve heard people come home from a weekend at the Greenbrier and talk for day’s
about the ‘best ham sandwich I ever ate” or the “best tomato soup on the
planet.” Of course one of the most obvious pluses or Wows as regards Pro shop
sales is the notoriety of the facility’s logo and the inherent history that it
represents. It would be nice if every facility had a reputation for any or all
of the above or had a U.S. Open logo to retail but the ultimate success of any
facility including Pinehurst or Pebble Beach in today’s competitive market
place has to do with the hard work and planning it takes to create a culture
geared to providing Wow experiences. No one talks about how wonderful it was to
pay for all the goods and gifts they bought at Merion or Hagan Oaks when they
were there as a guest but they may tell you how willing and informed the staff
was that helped them.<o:p></o:p></span></div>
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<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">In summary, we have a Leader who is not satisfied with basics and
is committed to the Wow Factor philosophy of exceptional service throughout the
customer’s experience at his facility. Executing this process successfully
involves the following actions:<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">• Set the bar high during the hiring process.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">• Continue to define the Wow factor both by example and in
one-on-ones with staff members.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">• Provide a forum for everyone involved in the process to
introduce ideas for discussion of ways to enhance the customer’s experience.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">• Discuss negative as well as positive incidents at these
meetings, realizing that any and all customer problems are an opportunity to
make a friend.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">• Identify barriers that may exist and could potentially interfere
with your customer service commitment.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">• Challenge your staff to attempt to personalize every customer
interaction with their own particular style.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">• Communicate that it is not only key staff that understands this
commitment.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">• Involve local reps or vendor sales managers in educational staff
meetings –having them provide product knowledge and their input and stories on
salesmanship and service. They will become some of your best word of mouth.<o:p></o:p></span></div>
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<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Other specific actions:<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Challenge yourself and your key associates to pick a
member/regular per day who you will totally Wow with a personalized service.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Make a point of directing the Wow techniques that you and your
staff have developed toward those members/customers who do not typically
patronize the shop.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Communicate to all employees regularly that the Wow Factor will
make their future and careers more meaningful both professionally and
personally.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Set as a goal of the instituting of the Wow factor to turn the
80/20 rule into a 60/40 realization. To the extent that you are successful your
retail should grow accordingly.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;"><br /></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjDE8SmOACqy_BWV5ptDpYbSAMgarG04qyuvRXDvUrgjqBJ88ZpSgRpLQlslLpgrSTNfsHCD2vhs2ytMVFlJZdAri9M3iRXNLFo-QAePmuXxRJ0seZiH1zijWD9lsCMTW8p5qiMNN82ohr4/s1600/moy14-16.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjDE8SmOACqy_BWV5ptDpYbSAMgarG04qyuvRXDvUrgjqBJ88ZpSgRpLQlslLpgrSTNfsHCD2vhs2ytMVFlJZdAri9M3iRXNLFo-QAePmuXxRJ0seZiH1zijWD9lsCMTW8p5qiMNN82ohr4/s400/moy14-16.png" width="400" /></a></div>
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<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">The Table of Contents of the 40 page manual shows best the other
topics addressed:<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Table of Contents<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">The Culture<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">The Leader<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">The WOW Factor<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">The Intimacy Factor<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Salesmanship is Service<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Pre-service<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Shop Salesmanship<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Follow Up<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">Hire to the Culture<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">The Result<o:p></o:p></span></div>
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<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">The opportunity for the golf industry and more specifically golf
retail to separate itself from the box store mentality of no-service has never
been more poignant. Fine men’s clothing stores are fast going the way of
full-service gas stations but a goodly number of their customers are members of
the local club. Many of the shops at these clubs are a revamped product
selection and tweaked salesmanship level away from being able to replace this
part of their member’s lives and this is the reason I wrote “</span><a href="http://successfulproshop.blogspot.com/2010/02/winning-golf-culture_07.html"><span style="font-size: 13.5pt;">The Winning Golf Culture</span></a><span style="font-size: 13.5pt;">”.<o:p></o:p></span><br />
<span style="font-size: 13.5pt;"><br /></span>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi2zfydMpR_SgeAbbiUpYbfUc-OJYMNRDKcV5GPtnGMeluxqp8nKQn0WcR4nvFiwzuB7gv_lGYwz7MRxGvabbP_HCJdyNGQbAzaoKhv8CuLdhyphenhyphenFpD_nXjxqido-eUSuci-0o1spixY4Yn_l/s1600/brooksbrothers-2.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="247" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi2zfydMpR_SgeAbbiUpYbfUc-OJYMNRDKcV5GPtnGMeluxqp8nKQn0WcR4nvFiwzuB7gv_lGYwz7MRxGvabbP_HCJdyNGQbAzaoKhv8CuLdhyphenhyphenFpD_nXjxqido-eUSuci-0o1spixY4Yn_l/s320/brooksbrothers-2.jpg" width="320" /></a></div>
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<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="font-size: 13.5pt;">The best way to introduce someone to my services is to let me
spend a typical day. Since I work per-diem, this is an easy proposal. I can
develop a buy plan in the morning, merchandise in the afternoon and have a
staff service seminar early evening after the shop closes. Anyone interested in
getting to know me and what I do can call me at 443-309-3005 or contact me at
craigrkirchner@gmail.com and we<span class="apple-converted-space"> can discuss
details.</span><o:p></o:p></span></div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-26102509552871653822017-01-04T07:48:00.004-08:002017-01-04T07:48:41.510-08:00European Panache<div align="center" class="MsoNormal" style="text-align: center;">
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<span style="font-family: "times new roman", serif; font-size: 12pt;">Decayeux
is a French metal processing mill north of Paris that has been providing major high-end
fashion brands with luxury goods such as jewelry, leather and luggage
accessories for over a century. They describe their mission as “High quality
materials, precision tooling, best practices, perfection and execution are at
the heart of our company.”</span><a href="https://www.blogger.com/null" name="_gjdgxs"></a></div>
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<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">Decayeux
Golf has made its mark at prestigious<a href="http://www.decayeuxgolf.com/en/magasins"> golf clubs and resorts in France</a> and is now looking forward to bringing
their prestigious line of metals and apparel to the United States. I have the
pleasure of working with Stéphane Decayeux, Erwan Spohn and Pierre Lequeux to
help tell their life-style story to our green grass community.<o:p></o:p></span></div>
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<span id="goog_2146741850"></span><br />
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><span style="margin-left: auto; margin-right: auto;"><a href="https://www.youtube.com/watch?v=9ZfLlLUlP_c"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgXabJkt49JufoE1dk2rw7G27YmpfgQrOjzcY5dXZQuPzYblXkoMuy-XGQbXtlsUazvvL8Jp1Dn6ssiFxJqmAyl_S_7oaalLT_oA9kE5AeTanFkk6bo4kwc3RxnP9GOi-zYhrbKkpBIBBE9/s320/guy.jpg" width="320" /></a></span></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><a href="https://www.youtube.com/watch?v=9ZfLlLUlP_c">Click for Decayeux Video</a></td></tr>
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<b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">We first need to talk
about the decision to create Decayeux Golf and enter the green grass market.</span></b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><o:p></o:p></span></div>
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<i><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">St</span></i><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">é<i>phane Decayeux represents the 5<sup>th</sup>
generation of the industrial family Cie. The company was founded in 1911 in
Picardy, in the north of France near Normandy, beginning with the manufacturing
of alcohol cookers and umbrella mechanisms. Throughout European industrial
history the French domestic company evolved into a European Group with a staff
of more than 500 people manufacturing both industrial and luxury metal
products.</i><o:p></o:p></span></div>
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<i><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">It is St</span></i><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">é<i>phane’s passion about golf shared with his
son Benjamin which drove him to start this new venture. Having a long industrial
background, strong product knowledge and close collaboration with the fashion
industry led to the idea of creating this new luxurious brand. <o:p></o:p></i></span></div>
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<b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">A unique aspect of
your vision for Decayeux Golf involves the concept of partnership which includes
the sponsorship of tournaments culminating in the Decayeux Cup. Could you discuss this very special program
and how you see it being implemented in the U.S.?</span></b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><o:p></o:p></span></div>
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<i><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">When Decayeux Golf
started three years ago in France, we decided to promote the brand by
organizing a competition tour, the Decayeux Cup. To make it more attractive and
chic to the participating clubs, severalmajor brands interested in the golf environment
joined the venture, Champagne Henriot, La Colline cosmetics, Bücherer jewels…<o:p></o:p></span></i></div>
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<i><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">Our tournament
with these sponsors has become a great success with participation by all the
top golf clubs in France and created a wonderful venue to promote golf and our
brand awareness.We believe participation by the U. S. golf community in this
tournament would be an exciting partnership and we would welcome U.S. sponsors
to join the project. What a wonderful opportunity for a U. S. company to
associate its name in sponsorship to a final day at Chateau de la Messardière
palace resort of Saint Tropez.<o:p></o:p></span></i><br />
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<i><span style="font-family: "times new roman" , serif; font-size: 12.0pt;"> </span></i><i style="text-align: center;"><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">Chateau
de la Messardière</span></i></div>
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<span style="font-family: "times new roman", serif; font-size: 12pt;">Sainte Maxime golf
course</span></div>
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<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">http://www.sainte-maxime.bluegreen.com/en<o:p></o:p></span></div>
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<b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">One arm of your
product line includes metals and commemorative pieces that can be customized
and personalized.Let’s point out the materials and the process involved in
producing these exceptional pieces.</span></b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><o:p></o:p></span></div>
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<i><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">Luxury accessories
worldwide is synonymous with classic brass. Our entire product line is made of
solid brass, hand polished and plated in our facilities in France. We apply
only precious material for the finishing such as 24 carat gold, palladium and
ruthenium.As the manufacturer, it is possible for us to produce personalized
and unique product. We offer our customers the option of branding their
products with their own picture, name or text message and most of our product
can be engraved to make them unique.<o:p></o:p></span></i></div>
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<b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">One of my favorite
products is the scorecard commemorative. It is perfect the perfect small
tasteful piece for the desk and the perfect prize for club tournament.<o:p></o:p></span></b></div>
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<i><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">There are so many
applications for this type of re-memberance: a hole in one card, my lowest
score at the home club, my round with Dad, only round ever at Bandon Dunes, my
round that won the member guest, etc. This is one of those pieces that exemplifies
the elegance of the line.<o:p></o:p></span></i></div>
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<b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">The line also
includes men’s and ladies’ golf apparel. These boutique collections have very
distinctive features and benefits. Tell us about the apparel and how you see it
as merchandising with the rest of the line.</span></b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><o:p></o:p></span></div>
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<i><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">Decayeux Paris is
a lifestyle brand and thus it seemed appropriate to design and merchandise an
apparel line.The idea is to introduce a bit of French touch within Golf courses
and proshops by promoting and merchandizing our global look.<o:p></o:p></span></i></div>
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<b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">Many people
reading this article are getting ready to attend the PGA Golf Show in Orlando
and make decisions regarding something new and special for their member/guest
and member/member favors and prizes. What do you see as possibilities with
Decayeux product, particularly how some of your items could be personalized per
participant and the time frame needed to fulfill such a request?</span></b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><o:p></o:p></span></div>
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<i><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">Attending the PGA
show for the first time will give us the opportunity to present our unique
products to the professional attendees. We are very confident in presenting our
personalized product such as the brass engraved score card, the engraved tees
collection and our belt line. Our whole line must be seen to be appreciated because
product details and finishing is not something that can be seen in a catalog.
We are convinced that prominent golf clubs and resorts in the states will soon welcome our product and be
glad to partner with our brand.<o:p></o:p></span></i></div>
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<tr><td style="text-align: center;"><span style="margin-left: auto; margin-right: auto;"><a href="https://www.youtube.com/watch?v=fZMkDYcdb4g"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgLEimtQX87rV4j9V8eN9PqOS1yo1AzMm-H1Nc7QR4_-noqH6GDMLmZHvLe3xW7uhCAoFxSt1sHFnR1B65uIf65Vz39J-I9cRE5I31jst-WuEOe-hKeGLqcoMqD4NCgmVEw_Lj_R5k82vK2/s320/gal.jpg" width="320" /></a></span></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><a href="https://www.youtube.com/watch?v=fZMkDYcdb4g">Click for Video</a></td></tr>
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<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">Stéphane,
Erwan, Pierre and I will be in Orlando in Booth 3416 and look forward to discussing
the product and concepts that are introduced here. This should be a booth you make a point to
visit in Orlando as Decayeux has a one-of-a-kind product line, placement
incentives and incredible European panache. The line absolutely needs to be
seen in person to fully appreciate the quality and presentation appeal of the
metals as well as the distinct customization of the apparel.<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">I
will be happy to mail anyone a catalog and price list if interested in
previewing before Orlando. Email me your name and address to <a href="mailto:craigrkirchner@gmail.com"><span style="color: #0563c1;">craigrkirchner@gmail.com</span></a>. Also, email or call me at 443-309-3005 to
make an appointmentfor a GoToMeeting or to meet with us in Orlando to discuss
Decayeux Golf and the possibility of representation of your facility’s
tournament winner at the Decayeux Cup in Saint-Tropez.<o:p></o:p></span></div>
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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-86159624656614280702016-12-07T15:57:00.000-08:002016-12-07T15:57:07.693-08:00The Greeter<div class="MsoNormal">
<span style="font-family: inherit; font-size: large;">I was recently at an old club in the Northeast with a turn
of the century clubhouse. I walked into the shop and was approached by a ghost.
I say that in a very “matter of fact” way because that is how it happened. She
welcomed me to the club, asked my name and introduced herself as Giddy. I only
knew she was a ghost because she had the consistency of a young, cute and
friendly hologram. <o:p></o:p></span></div>
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<span style="font-family: inherit; font-size: large;"><br /></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEicP07D5bBSNZuH_bsVrMHbfCmYSCIY6-zmbCGoJJneVWmO0YFYSnIj-nKs_Ir5IlUs5gwDph1GJrl7qEglqXD1Ne1cfv_QXHcnRTbkJrJVJ3i5IC2gojqNyg0CZ1lNXxfS975mROO8rFaP/s1600/topper.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="155" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEicP07D5bBSNZuH_bsVrMHbfCmYSCIY6-zmbCGoJJneVWmO0YFYSnIj-nKs_Ir5IlUs5gwDph1GJrl7qEglqXD1Ne1cfv_QXHcnRTbkJrJVJ3i5IC2gojqNyg0CZ1lNXxfS975mROO8rFaP/s200/topper.jpg" width="200" /></a></div>
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<span style="font-family: inherit; font-size: large; text-align: center;">“Giddy, this is an amazing greeting to say the least. How
come I’ve never heard about you?”</span></div>
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<br /></div>
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<span style="font-family: inherit; font-size: large;">“Oh, I ask the folks I engage not to talk about me but to
speak highly of their experience here, you can mention me in your blog if you
like however.”<o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: inherit; font-size: large;">“How do you know I have a blog?”<o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: inherit; font-size: large;">“I do a little research before I approach someone. I’m
connected in that regard.<o:p></o:p></span></div>
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<span style="font-family: inherit; font-size: large;">Are you here to play – it certainly is a beautiful day for
it?”<o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal">
<span style="font-family: inherit; font-size: large;">“Yes I’m waiting on three friends. I’m early for our tee
time and probably going to hit some balls while I wait, but I thought I’d look
at perhaps buying a new bag. Can you tell me anything about this bag (we
happened to be standing next to a golf bag)?”<o:p></o:p></span></div>
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<span style="font-family: inherit; font-size: large;">“No, unfortunately they don’t invite me to any product
knowledge sessions. I don’t know if that is because they don’t have staff
meetings or just don’t think to invite me. So I just greet. We do have quite a
nice range – I’ve never seen it because I don’t leave the shop – but I’ve been
told it is outstanding.”<o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: inherit; font-size: large;">“Well it has been a pleasure talking with you. I think every
shop should have a Giddy.”<o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal">
<span style="font-family: inherit; font-size: large;">“That is so nice of you to say. It was my pleasure also and
truly my privilege to greet you.”<o:p></o:p></span></div>
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9PeGEC825EZusiSGUNo2QlCUk7ux1TNiy-76WK4pJn_AX5iaxDal5rC_PcaOhvrqo6ikPqboGjjfZBVhiAWx6MJnQVJwTk6GJ8dW3rkHf1ihEVyA_qQupCMiBsnT5Zfnxd-FB3M9JNTbR/s1600/the+cost.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="160" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9PeGEC825EZusiSGUNo2QlCUk7ux1TNiy-76WK4pJn_AX5iaxDal5rC_PcaOhvrqo6ikPqboGjjfZBVhiAWx6MJnQVJwTk6GJ8dW3rkHf1ihEVyA_qQupCMiBsnT5Zfnxd-FB3M9JNTbR/s400/the+cost.jpg" width="400" /></a></div>
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<span style="font-family: inherit; font-size: large;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: inherit; font-size: large; text-align: center;">It is a fundamental retail tenet that people are greeted as
they enter your space and made to feel that their time spent here will be a
warm and friendly experience. At an educational seminar I presented in October
to the PGA of Alberta this subject was raised and the strategy to prod staff
from behind the counter was discussed at length. The two main points I made
were that the social component needs to be explained as an important part of the
culture and therefore as a crucial area of the job description. This has to be
mandated at point of hire, reviewed at subsequent evaluations and reinforced
with both product knowledge and retail training with all Giddys invited. It is
human nature to expound upon subjects with which we are knowledgeable and
comfortable while avoiding those subjects where knowledge is lacking. It is
incumbent upon leaders to understand and provide appropriate training.</span></div>
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<span style="font-family: inherit; font-size: large; text-align: center;"><br /></span></div>
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj3biaw6pONDRIMGEzmMmZ00grWMbVzdio_wsrx-Q_O2QlSX0xAOUtNEKOPJ7MquYpFPOm8qYCfpQpzBWjB6SgZDsc18n9uZb5JMBIgtQ1I_PQOxIsSENKNwow0_UV-5M8guficn49-ZDn8/s1600/Carys+staff.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="243" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj3biaw6pONDRIMGEzmMmZ00grWMbVzdio_wsrx-Q_O2QlSX0xAOUtNEKOPJ7MquYpFPOm8qYCfpQpzBWjB6SgZDsc18n9uZb5JMBIgtQ1I_PQOxIsSENKNwow0_UV-5M8guficn49-ZDn8/s400/Carys+staff.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">The Staff at Southern Hills GC</td></tr>
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<div class="MsoNormal">
<span style="font-family: inherit; font-size: large; text-align: center;"><br /></span></div>
<div class="MsoNormal">
<o:p><span style="font-family: inherit; font-size: large;"> </span></o:p><span style="font-family: inherit; font-size: large;">A case in point is Southern Hills where I spent two days
recently with Cary Cozby and his staff. This visit was heartening because in
two long days in the shop no member/guest came through the shop who was not
welcomed and engaged usually by name and always in the friendliest and
laid-back way. Even staff engaged in remerchandising at the time would break off
their task if there was a customer to greet. Everyone in the industry believes
they have good service</span><span style="font-family: inherit; font-size: large;">. My experience
is that is a very subjective phrase.</span></div>
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<o:p></o:p></div>
craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0