State of the Industry Growth of golfers declining

State of the Industry Growth of golfers declining as 4. 5 Million are leaving and 3. 5 are coming into the game annually e urs o f C es ol r G su Clo Golfers 100+ Annually Since 2006 26 million

Plans for WTLC in 2011 -12 w Open in 3 of the 5 Tucson properties w Create 600 new golfers w Play 5, 000 + rounds in Year 1 w Gross revenue of $235, 000 + w Net revenue of $40, 000

Wildcat Trail Golf Learning Centers! w Open 3 Learning Centers in 2011 -12 • The Golf Club at Vistoso s Oro Valley • San Ignacio Golf Club s Green Valley • Forty Niner Country Club s Tucson • Good demographics and distribution throughout the market

What is a Learning Center w Golf for America w “Yellow Brick Road” w Transition-to-Play process w Retention of new golfers w Students are “loyal” w Grow the game - protect the bottom line

What does a Learning Center look like? w Known as the place to learn w Pro shop services the guest w Guaranteed to learn w New golfers are members w Professional marketing w Transition to play in all programs w Standardized curriculum w Reporting - financial & customer w Continuing education for professionals w Pros compensated for returning guests w New golfer follow-up program w Merchandise sales

Focus on Transition to Play w 2 out of 10 Play a Round w #1 Barrier is Comfort Level w Studies Show potential is 8 out of 10 w Transition to Play ä How to make a tee time / Drive a cart ä Etiquette including Speed of Play ä Safe Havens ä Playing Time with Instructor w Add time to lessons w 79% of people learn better in group

Focus on New Golfers In the Past From now on Students Learned Students Learn the game Become Members Left & Frequented other courses Want to Stay and play more Frequently

Adult New Golfer Program Utilizing Get Golf Ready w Students attend once a week for 5 weeks ä w 7 ½ hours of instruction 5 Free rounds of off peak golf w Membership into New Golfer League w Practice with the pro sessions w Range balls free during the 5 -weeks w Working on relationship with manufacturer for equiptment w Club Fitting w Price--$149!

Questions? ? ?

Benefits of a Learning Center w Instruction department revenue w Rounds from New Golfers w Legal & Professional w “Managed” w Other revenue w Marketing arm of facility w Site energy

Focus on Adult New Golfers w How they find out about us: ü 40%---course awareness ü 32%---word of mouth ü 26%---grass roots program • Summary : ü 55% of new golfers played where they learned ü New golfers nationwide played 10. 6 rounds; Students in structured programs play approx. 25 rounds ü Play would increase by 12% in year 2 ü Students will be ready or very ready to play ü They will want someone to play with after completion of class ü Students will feel the on course time was very important

Compensation Example (Wildcat Trail Golf Learning Centers) w $2000 base a month (core) w Part-timers, hourly rate w 35%of personal lesson income (all) w $10 a round for new golfers ($50 cap) w Other commissions (all)

Examples of Compensation Director of Instruction / Instructor Revenue contribution $77, 000 ----------------------------Base 24, 000 Commission 29, 000 New Golfer commission Other expenses 5, 000 (100 new golfers play 5 rounds) 12, 000 ----------------------------Total Annual Exp. $70, 000 Net to facility $7, 000

Financial Outlook w Create 220 new golfers at $149 ea. = $33, 000 ä 200 new golfers x 25 rounds = 5, 000 rounds to facility w Get 30 kids in your junior academy at an average cost of $69 per month for 8 -months = $17, 000 w Junior camp revenue--$12, 000 w Private lessons revenue = $15, 000 w Incremental revenue facility will receive from new golfers: ä Cart Rental ä Range balls ä Food & beverage ä Merchandise sales ä Other guests green fees…

Standardized Retention Programs w You make money when the Guest returns & plays ä Get them comfortable with playing ä Play a few holes in lesson ä New Golfer Play-Days ä First 5 rounds Free (restricted) ä Follow-up calls ä New golfer monthly Tournaments ä Set up Tee Times ä Newsletter

How we Track New Golfers ä Beginner Series Students are “members” (Preferred Player card) ä Can provide reports on daily basis ä Can play all WTLC facilities? ä Keep a Master List of “New Golfers” ä Mandatory that the new golfer swipes his/her card!

“Junior Academy” Year Round Junior Program “Building Character one swing at a time” 8 levels with no age separation 8, ½ hour sessions Per month!!! $69 Introductory rate $199 3 -month rate $359 6 -month rate $649 for 12 months Graduate Program $99 month?

Director of Instruction (DOI) w Responsibilities include: ä Attraction (promotions) ä Instruction ä Retention ä Manage program • This person has to be viewed as a sales person independent from golf shop staff

Marketing—Top Ten Strategies w Site Presentation w Golf Shop Staff w Community Involvement w Schools w Annual Events w Corporate Relations ä Work closely with Event Sales team

Marketing (continued) w E-mail campaigns w “Enter to Win” w Student Upgrades w Referrals

How to work with Communities w Local Parks & Recreation • Is their a city facility in your community or are you it? • How and when do they put their information out to the community • YMCA’s • Boy Scouts/Girl Scouts • EWGA (women's organizations) • Community Organizations—Chamber’s, Rotary Clubs, Grand openings, Charity events, etc. • Schools & Schools Districts (incl. Colleges)

Site Opening/Marketing Materials $3, 000 per site w (2) Banners— 3’ x 6’ for outdoor use w Tent— 10’ x 10’ with logo’d top w (4) A-Frames ä (2) General Information & (2) “Reserved for Instruction” w (1) Table sign— 24” x 36” w (300) Brochures—multi color, tri-fold w Preferred Player Cards w (1) Value board— 11” x 17” w (1) “Refer-a-Friend” board— 8 ½” x 10” w (1) Floor Sign— 5’ x 3’ w (4) Demo Sets and/or 6 -irons for new golfers

Next Steps w Evaluate your current programs w Hire a Director of Instruction ä Must have the ability to Sell & deliver ! ä 2 -day training program w Must be driven from the top down and have buy-in from everyone! w Tracking and reporting is critical

Contact Information w Richeson/Director of Player Development • 704 -846 -7990 ä Director, Carolina Trail Golf Learning Centers • rricheson@carolinatrail. com • Cell: 972 -529 -8790