DEVELOPING BEST PRACTICE STRATEGY FOR CLUBS - The role of financial and numerical analysis and prudent financial decisi

1. DEVELOPING BEST PRACTICESTRATEGY FOR CLUBS- The role of financial and numerical analysis and prudent financial decision making www.bigdave.com.au

2. THE FUTURE

4. Lifestyle YOUR VENUE Demographics Technology Global shifts Sustainability Science/ Inventions Australia Business Industry Personal

5. FINDING THE FUTUREICEBERGS & ISLANDS

6. DEMOGRAPHICS LIFESTYLE TECHNOLOGY SUSTAINABILITY GLOBAL POWER SHIFT A PERFECT STORM -FIVE DRIVERS OF BIG CHANGE

7. 4 Generations in the Workplace • Builders Born pre 1945 – Aged 65+ >>> Prosperity • Boomers Born 1946-64 - Aged 44-64 >>> Pill • Gen X Born 1965-79 – Aged 30-44 >>> PC & Video Games • Gen Y Born 1980-94 – Aged 16-30 >>> Playstation & WWW • Gen Z Born 1995-now – Aged 0-15 Generational MIX

8. Child Adolescence Adult Lifestyle Retired Old 2008 82 Gen Y Child Teen Old Adult 1968 71 Child Adult Old 1928 63 HOW LONG WILL YOU LIVE? 0 10 20 30 40 50 60 70 80 90 From Bernard Salt, KPMG 2028 – live to 100 2048 – live to 120+ Change in life expectancy over 80 years Source: ABS 2003a, 3302.0, 3102.0, 3222.0; Australia’s Health 2004 (AIHW)

9. Australian Population (Census 2006) 44 63 $ NOW! $ LIFE $$$$$ GOOD $$ FRUGAL GEN Z GEN Y GEN X BOOMERS BUILDERS

10. MARKETING TO BOOMERS

11. MARKETING TO BOOMERS • Remember 60 is the new 40 • Think Lifestyle – not Retirement Home • NAMES! - NOT Grey Nomads OR Seniors • Design for Boomers Print font size Lighting – Seratonin! Comfort - Temperature

12. TARGET MARKETSREALLY UNDERSTAND YOUR CUSTOMERS

13. Industry Competition

14. 24. ST MARYS L 8. PENRITH 89. ST MARYS B 5. ROOTY 16. BLACKTOWN 4. PLC 18. WENTY 25. MARCONI 33. SMITHFIELD 33. MERRYLND 9. DOOLEYS 6. FAIRFIELD RSL 21. ST JOHNS 7. CABRAVALE 3. MOUNTIES MEEKONG 2. BANKSTOWN 17. LIVERPOOL CC 39 BURWOOD 15. REVESBY 8 . Wests ASHFIELD 1. BULLDOGS 28 . C’HURLSTONE 22. WESTS 23. CCC

15. KNOW YOUR AREA!CENSUS STATS – 2001 & 2006 By LGAs or 5 & 10 km radius analysis MAP Clubs, Schools, Accom

16. CLUB TARGET MARKETS • Oldies 65+ • Wealthies 45-65 • Tradies 25-55 • Sporties 18-35 • Reps/Biz People • Ladies Group • G2 – Parent & GranP • Yuppies 25-35 • Tour Groups • Travellers • G3 – Parties 3 Gens • Backpackers • Families – D,M & Kids • Mummies (w/Kids) • Kids < 18 • Young 18-25

17. KNOW YOUR MARKETS • Oldies – Cheap, Value, Bingo, TAB, Pokies • Families – Want it Easy & Painless (Kids)! • Tradies – Beer, TAB & Sports TV • Boomers – Want a Good Experience • Biz People – Quality, Fast Lunch, Internet • Romantic Couples – Indulgence/Comfort • Gen Y –Fun, Green, Internet • Ethnic / Gay / Special Interest

18. RISE OF THE NEW CONSUMER • “Thrifty & Frugal” • Seeking VALUE for $ • SAVE not SPEND • Live within your Means • Far More Discerning

19. Your Existing Relationships (Database & WOM) Your Existing Enquiries Your Website Visitors - Webmarketing! Your Local Alliances & JVs Your Resources & Assets DO THE MOST YOU CAN WITH WHAT YOU ALREADY HAVE

20. GET A PURPLE COW=A REMARKABLE TOTAL PRODUCT EXPERIENCE • WORTH TALKING ABOUT • INTERESTING • NEW • EXCEPTIONAL • WORTH NOTICING

21. BACK TO BASICS CA$H, SAVING, SALES, SERVICE, W.O.M., WEB, SIMPLE MARKETING TACTICS FOR TOUGH TIMES

22. Let’s Talk about TURNOVER

23. TWO PATHS TO PROFIT INCOME – SELL MORE! less EXPENSES – SPEND LESS! equals PROFIT - MAKE MORE!

24. HOW A CLUB REALLY WORKS GAMING FOOD BAR CAFE ENTERTAINMENT FUNCTIONS EVENTS SHOWS CONF

25. BILL FREEDMAN RULES! This 20-year research project Concluded that interior design and equipment layout have a greater impact on player counts than marketing, management, and operations combined.

26. FREEDMAN’S DESIGN RULES • Segmented Venue NOT OPEN • Machines Near Lobby • Short Sight Lines NOT LONG LINES • The MAZE Effect! • Compact & Congested • Organised Equipment • Segregated Machines • Low Ceilings! NOT HIGH • Gaming Equipment is the decoration • Standard Decor NOT Themes • Avoid WIDE AISLE walk throughs • Multiple Gaming Ambiences

27. SCENARIO PLANNING Linear planning “assumes A future” Most Likely Future Today MasterPlan Scenario planning uses a range of potential futures Alternative Futures Robust Strategies Viable Across a Range of Potential Futures Today Source: After US Dos, 2005

28. STRATEGY PLANNING TOOLGRAPHIC FACILITATIONwww.grove.com Involve your Team to Engage them!

29. HISTORY OF YOUR COMPANY KEY In the Beginning... Big Moments GOALS/ RESULTS Big Moments Goal • Key moments in your history • Key moments in your history • Key moments in your history • Key moments in your history PROJECTS/ STRATEGIES Strategy 1 Strategy 2 KEY EVENTS • Key moments in your history • Key moments in your history Event 3 Event 2 Event 1 PEOPLE • Key moments in your history • Key moments in your history • Key moments in your history • Key moments in your history • Key moments in your history • Key moments in your history Name PRODUCTS/ SERVICES/ SITES Site Learning 1 Learning 1 Learning 1 Learning 1 Learning 1 LEARNING Dateline 1960 1970 1980 1990 2000

30. YOUR COMPANY’S SPOT OPPORTUNITIES STRENGTHS OPPORTUNITY OPPORTUNITY OPPORTUNITY + Strength + Strength + Strength + Strength + Strength + Strength + Strength + Strength • Description • Description • Description • Description • Description • Description • Description • Description • Description OPPORTUNITY OPPORTUNITY OPPORTUNITY • Description • Description • Description • Description • Description • Description • Description • Description • Description CURRENT/INTERNAL FUTURE/EXTERNAL THREATS PROBLEMS Threat – Problem – Problem – Problem – Problem – Problem – Problem – Problem – Problem Threat Threat Threat Threat Threat

31. YOUR COMPANY’S VISION A S P I R A T I O N S • ASPIRATION MISSION • ASPIRATION VALUES GUIDING PRINCIPLES • ASPIRATION Organization’s central reason and purpose for being. • ASPIRATION • Value • Value • Value • Guiding Principle • Guiding Principle • Guiding Principle • ASPIRATION WAVE III WAVE II • Strategy • Strategy STRATEGY TITLE STRATEGY TITLE WAVE I STRATEGY TITLE • Strategy • Strategy • Strategy • Strategy • Strategy • Strategy • Strategy HISTORICAL COMPETENCIES FUTURE ORGANIZATION CHALLENGES • Competency • Structure / Relationship • Structure / Relationship • Structure / Relationship • Structure / Relationship • Challenge • Challenge • Challenge • Challenge • Competency • Competency

32. YOUR ORGANIZATION’S VISION • Supporting Ideas • Supporting Ideas • Supporting Ideas • Supporting Ideas • Supporting Ideas • Supporting Ideas VISION THEME VISION THEME VISION THEME VISION THEME • Supporting Ideas • Supporting Ideas • Supporting Ideas • Supporting Ideas • Supporting Ideas • Supporting Ideas M I S S I O N Goal or purpose of team or organization. VISION THEME VISION THEME • Supporting Ideas • Supporting Ideas • Supporting Ideas • Supporting Ideas • Supporting Ideas • Supporting Ideas 5. Bold Step CHALLENGES 4. Bold Step SUPPORTS • Challenge • Supports 3. Bold Step • Challenge • Challenge • Supports • Supports 2. Bold Step • Challenge • Challenge • Supports 1. Bold Step • Supports B O L D S T E P S VALUES • Value • Value • Value • Value

33. YOUR COMPANY’S GAMEPLAN TARGET TEAM/ RESOURCES OTHER OBJECTIVE OTHER OBJECTIVE • Sponsor STAGES/TASKS • Leader: John Doe Q3 2000 Q4 2000 PRIMARY OBJECTIVES Q2 2000 OBJECTIVE Q1 2000 • Task • Task • Task • Task • Task • Task • Description • Member: Jane Doe • Task • Task • Task • Task • Task • Task • Task • Task • Task • Task • Task • Task OBJECTIVE • Task • Task • Task • Task • Task • Task • Description MISSION • Description • Member: John Doe OBJECTIVE • Description • Member: Jane Doe OBJECTIVE OTHER OBJECTIVE • Description • Resource OTHER OBJECTIVES • Resource SUCCESS FACTORS OTHER OBJECTIVE • Success Factor • Success Factor • Success Factor • Success Factor • Success Factor OTHER OBJECTIVE CHALLENGES • Challenge • Challenge • Challenge • Challenge • Challenge • Challenge • Challenge • Challenge • Challenge • Challenge

34. YOUR ORGANIZATION’S STAKEHOLDER MAP CURRENT Network FUTURE Network Other Constituents Other Constituents • Other Constituents • Other Constituents • Other Constituents • Other Constituents Loosely Linked • Other Constituents • Other Constituents • Other Constituents • Other Constituents Direct Customers • Other Constituents • Other Constituents • Other Constituents • Other Constituents Direct Customers • Direct Customers • Direct Customers • Direct Customers • Direct Customers • Direct Customers • Direct Customers • Direct Customers • Direct Customers Boards Boards • Boards • Boards • Staff • Staff • Staff • Staff • Staff • Staff Staff Staff • Alliances • Alliances • Alliances • Alliances • Suppliers • Suppliers • Suppliers • Suppliers • Suppliers • Suppliers • Suppliers • Suppliers • Alliances • Alliances • Alliances • Alliances • Alliances • Alliances Suppliers • Alliances • Alliances Suppliers • Alliances • Alliances • Alliances • Alliances Tightly Linked Alliances Alliances

35. HOW DO YOU GET STRATEGY IMPLEMENTED?

36. Elements of SuccessfulSTRATEGY IMPLEMENTATION • Great Leadership • Team Engagement • Right Strategy & Tactics • Gameplay – Consequences/Obstacles • Clarity & Communication • Measurement & Feedback (Scorecards) • Rewards & Recognition

37. FIND THE OPPORTUNITY IN CHANGE

38. CHANGE TOOLS • Managing Change – WHY? • Formula for Change • Kotter’s 7 Steps for Organisational Change • Promise & Deliver • Coaching Questions – Ask Vs Tell • Better Meetings/Conferences/Retreats!

39. Kotter’s 7 Steps to Change • A Strong Mandate from Management – Full Commitment • A Strong Purpose – A Reason to Change – Why? • Preparation – Create Desire & Identify any Barriers • Training provided to create & reinforce new Behaviours • Select the Right People – Committed Change Agents • Find Early Wins and Publicizing them widely • Lots of Communication – Information they really want, let them ask questions & seek their input “People generally like to be invited to participate not be TOLD what to do”

40. LEADERSHIP REALLY COUNTS

41. LEADERSHIP TACTICS FOR TOUGH TIMES Cut Dead Wood & No Dabbling! Confront Brutal Facts Make Tough Decisions Communicate More! Lead by Example Take Action NOW! Have some Fun!!

42. $69.95 3 Easy payments

43. DO THE WORK!

44. MAN NEEDS A PURPOSE!

45. ONE PAGE PLANNING • VMV – Vision, Mission, Values - WHY • OBJECTIVES - WHAT • STRATEGIES & TACTICS - HOW • TASKS