Featured Article By Dawn Prebula^*

Add $20,000 To Your Bottom Line in Two Easy Steps!

Getting a little more revenue per existing customer is a particularly effective revenue strategy, even in tough economic times. The key is to make it as easy as possible for the golfer to spend a little extra cash. What are some easy ways of doing that without alienating your customers? This article answers that question with two easy steps performed by your food and beverage team: increase the effectiveness of your convenience carts and increase the sizes of your fountain drinks. Follow these steps and see the proven success in your bottom line.

Step One - Increase your Revenue Per Round (RPR) by $.50

An average club doing 50,000 rounds per year can add an additional $12,500 to the bottom line by increasing revenue by just $.50!!! (assuming a realistic flow-through of the additional revenue at 50%).

$.50 doesn’t sound like much, but it all adds up, and there are many ways to accomplish this! The easiest way is upselling. Training your staff to always suggest add-on items such as chips or a candy bar when serving a customer. Offering daily specials and selling combo meals in the snack bar is also very effective.

By expanding your offerings on your “convenience” cart you can significantly increase your revenue per round. Golfers are looking for golf balls, gloves, sunscreen, lip balm, antacid, analgesics and insect repellant on the course.

Be sure to attractively display your offerings so golfers can quickly make a selection and get back to their game. Don’t just operate a beverage cart – make it a convenience for the golfer and be sure to stop at each foursome at least twice per nine!

Golfers love barbeque on the turn, and smell sells! But don’t just set up a grill and a table – merchandise the area with signage, product and a smile!

And don’t forget to offer snacks and drinks in the pro shop. How many times do your golfers check in and never stop at the snack bar? Give then some handy grab-and-go items where it’s easy for them to impulse buy!

Step Two – Increase the sizes of your fountain drinks offered

Did you know that by simply shifting your sales from a 24-ounce fountain drink to a 32-ounce size, you can add another $7,800 to your bottom line?! And if you are still offering a 16-ounce size, get with the times! Do the math –

On 20,000 drinks sold = $7,800 to the bottom line (78% flow-through)

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Credits

Originally posted by DawnPrebula on 07 Aug 2008.
All contributors: DawnPrebula, JimKass, LynnwoodBrown, MarleneStone, MichaelBrezin,

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