Creating Synergistic Relationships between Ownership, Management and the Tennis Teaching Professional

1. Creating SynergisticRelationships between Ownership, Management and the Tennis Teaching Professional Presented By: Tim Bainton M.A.; M.B.A. Executive Director and Founder

2. The Business of Tennis • Any good tennis player is able to adjust their strategy and think creatively to win the match… • the same is true in the ‘game’ of business – if we apply those skills that we learned playing competitive tennis to our business, then the player, the pro and the owner will all win!

3. Objective • Instruct • Provoke Thought • Provide Useful Tips • Encouraging value and allowing you to thrive • Create open dialogue and discussion

4. Synergy Definition of Synergy The interaction of multiple elements in a system to produce an effect different from or greater than the sum of their individual effects.

5. Let’s define roles. . TTP Management Ownership Overlap

6. Roles & Expectations - TTP • Express passion • Network • Grow club & facility business • Build Personal Brand • Seek added responsibility • Pursue Continuing Ed • Think Outside the Box • Uphold high standards / professionalism • Seek direction from company or another • Motivation to improve position • Educate oneself and those around us

7. Roles & Expectations Management • Budget accountability, • Balance realistic vs. unrealistic • Return on Investment • Know/analyze when to cut dead weight • Advocate for TTP with Owners & vice-versa • Facility Maintenance & Management • Communication | Find opportunities & challenges • High level vision and oversight

8. Roles & Expectations Ownership • Business Growth • Provide Management / TTP with tools • Capital Investments • Communication | Find opportunities & challenges • High level vision and oversight

9. "Growth is never by mere chance; it is the result of forces working together." -James Cash Penney; founder of JC Penney

10. Keys to Creating Synergy How to Become Allies: TTP with Owner/ Manager • Communication: contribute ideas/feedback to help the club improve their bottom line • Build YOUR brand • Create value for the club and programs • Do things you can promote and people can talk about • Be accountable: don’t ask for a raise until you can prove your value (BRSC Example.)

11. Keys to Creating Synergy How to Become Allies: Owner/ Manager w/ TTP • Create a Path to Success: provide opportunities for advancement • Reinvest profits into education • Provide tools: help them look professional and sell more - build the brand • Communication: ask them how you can help them • Accountability: hold them accountable to goals

12. Accountability: Importance of Implementing Goal Setting • TTP must set goals – Strive for career advancement • Financial and personal • Accountability to goals • Measurable goals • Be careful of playing the ‘victim’ • Owners/Mgrs: must help set goals • Educate your staff– spreadsheets, net vs. gross revenue, overhead • Explain the why – goals tied to business growth & profit

13. Encouraging & Rewarding Entrepreneurship • Management should reward the pro by… • Recognition • Financial incentives • Promotion within company • Role of Ownership (Management) • Recognize initiative & entrepreneurship from pro • “Behavior” should be encouraged • Entrepreneurship in Tennis Industry • Simple = Creating a new class (CHRIS FIT2HIT) • Mid-Level = Purchase of video analysis software • Difficult = Raising money to purchase a facility

14. Titles, Promotions & Raises • “What’s in a title?” • Sense of worth, purpose and direction (BREAKDOWN TYPICAL HIERARCHYTENNIS DIRECTORHEAD PROASST PRO) • New / exciting title offer selling points • Modernization of title • Reflect strengths, avoid weaknesses • Finding and discovering niche (DIRECTOR OF ADULT PROGRAMMING AND PATRICK CLIMING FOOD CHAIN)

15. Ambition  Longevity  Personal / Financial Success

16. A Word About Building YOUR Brand & Increasing Revenue The Five Levers 1.       Be Likable2.       Connect3.       Solve Problems4.       Build Trust5.       Create Positive Emotional Experiences

17. Importance of Incentivizing • Incentives begin with ownership • Ownership incentivizes Management • Management incentivizes teaching pro • Frayed communication / relationships • Cowboy / Renegade • TTP must ask questions • Ways to be incentivized • Communication, respect and accountability between the 3 entities = SUCCESS

18. Always Be “Tinkering” • Teaching style, program, business model • Always tinker • No one knows everything • Business world constantly changes • Examples • Session duration • Class names • Price point • Changing vendors (popularity vs. loyalty)

19. How Can You Avoid Pitfalls? • Be Proactive • Admit Your Mistakes • Ask For Help • Build Partnerships • Schools, Industry Organizations, Charitable Organizations, and Community Programs • Be Aware of Industry Trends • Build the Brand: 1 Brand, 1Team, Unlimited Potential

20. TOP 10 TIPS 10. Create Value: for owners, management and self 9. Be an Ally: How can you help? 8. Build Brand: Both the Club and Your Personal Brand 7. Be Profit Focused: mindful of overhead 6. Programming: Tennis Xpress, Fit2Hit, Rapid Fire, HP 5. Innovate: new ideas create excitement 4. Cultivate a Team Culture: Everybody Wins! 3. PR: If nobody knows how great you are, are you? 2. Strive for Excellence: (what you believe-you can achieve) 1. COMMUNICATE: It all starts HERE!

21. Conclusions SYNERGY