How to make the most of your prospect lists
The goal is to present helpful information without any pretense that you’re trying to sell them anything on the back end.
About Casey Bourque
Casey is our marketing and business development guru. He's a published golf author and comes from a golf operations and marketing background. He owns a web development agency called Web Design Phoenix - pioneering programs like PGAGolfDay.com that has raised over $3 Million for PGA Sections and golf orgs nationwide. Fun Facts: Casey's Youtube channel has over 2 million minutes watched, he's also played on the PGA Tour, including the 2004 US Open at Shinnecock Hills.
Entries by Casey Bourque
2019 Golf Inc. Innovation Summit Flyer
Here’s a compilation of data and performance metrics discussed at the Golf Inc. Innovation Summit. KPI Principal & Founder was selected as a keynote presenter.
Interview with Blue Sky GM: How Real-Time Performance Data Brings Huge Impact to Golf Operations
Hampton Connect software is offered in conjunction with KPI Consult – a package offering recurring lightweight and affordable insights and deployable tactics to reach performance benchmarks at golf facilities.
A Data-Backed Discussion on Golf Inclusion & Participation with Stuart Lindsay
Today, we’re digging deep into where the golf business has been and where it’s heading…and most importantly, what club owners can do about it.
Buying Power and Cost Containment for Stand-Alone Golf Courses
So, lot’s of clubs can’t (or won’t) shell out 6-figures for a full service management contract – for good reason in many cases…
Golf Course Owners Forum – How to Market and Sell Golf
The two club owners taking part in the discussion today have two very different facilities, yet marketing principles remain fairly constant.
Welcoming the Golf Industry into the Modern Age – Using Data on a Daily Basis to Win
All things equal, there’s simply no way that a club without this kind of solution can compete with those deploying true data-driven execution.
Giving Without Expectation – Business Strategy with Legs
Our friend John, who we met randomly on that beach modeled exactly how we have chosen to conduct our business. Intent matters and the outcome is always positive.
A Case Study: Free Golf Lessons in Orlando
Any business that comes of it is going to the golf facility instructors and to the club. I have no interest in benefitting personally other than to document the experience and the results that come of it.
John Brown Shares His 85/50 Golf Course Membership Sales Strategy
The 85/50 program is about engaging your newest members to become your most important evangelists for the club. The sooner you can engage these members in the recruiting process, the more likely you are to succeed.
Why Golf? Because You’re One Day Away from the Keys to the Castle
When you play golf with someone, you’re got a captive audience for 5-6 hours. All these retiring business owners and execs still have all the networks and connections they’ve accumulated their entire life. You’re one fun day away from the keys to the castle.
Why a 90-Page Request for Proposal is Probably Bad for Business
How can any effective organization invest this kind of effort into their own research, data analysis, strategic planning, and presentation on pure speculation?
Golf Course Owners: How to Get Vendors Competing for Your Business
It’s common practice to stick with vendors for long periods of time, especially if you feel like they’re “taking care of you”.
John Brown’s PGA Show Recap – Hampton Connect, Mini Launch Monitors & Equipment
We had a great 2019 PGA Show.
KPI Golf struck an incredible collaboration deal with MG Orender and Hampton Golf to deliver their new Hampton Connect club management software to the market.
John Brown and I go over some of the cool things we did and saw last week at the Show as well. We found some really fun devices making golf more fun. We also got to meet with a ton of equipment vendors and hit all the new stuff.
Exactly How Free Golf Lessons Are Helping Golf Courses Win vs. Slumping Demand
John Brown discusses the options that struggling and underperforming golf courses have. The first big misconception is that professional advice and exploratory conversations only come with hard sales pitches for club management contracts. This isn’t the case at all.
Either way, in his 5th decade in the business, John’s always got interesting things to say and value to bring.
Hampton Golf Teams Up with Newly Formed KPI Golf Management
Jacksonville, Florida, January 25, 2019 (GLOBE NEWSWIRE) – Hampton Golf, which currently lists 28 golf courses under management has joined forces with newly formed KPI Golf Management.
Options for Underperforming Golf Courses
John Brown discusses the options that struggling and underperforming golf courses have. The first big misconception is that professional advice and exploratory conversations only come with hard sales pitches for club management contracts. This isn’t the case at all.
Either way, in his 5th decade in the business, John’s always got interesting things to say and value to bring.
The Good, Bad and the Ugly of Golf Course Ownership
John bought his first golf course at the age of 23. Ever since, he’s been involved with owning and operating golf facilities of all kinds around the country. In this podcast episode, he discusses the great things about club ownership as well as the downside that comes with it.
Either way, in his 5th decade in the business, John’s always got interesting things to say and value to bring.
81 Hole Golf Community Operational Gains of $2.5 Million in Year 1
This very successful and well established golf community achieved operational gains of $2.5 Million in year 1 of John Brown’s management, but not without its share of challenges. Associated real estate, marina and many other components led to a runaway budget of $23 Million.
Country Club Pitfalls: Golf Management Deals Too Good to Be True
Country clubs bringing in outside management do so in one of two major ways:
1. They recognize they need help and expertise to help them move forward optimally.
2. A firm offers to inject some capital over time in exchange for ownership stake in the club (equity vs. non-equity).
Golf Courses Turning to Tumbleweeds
Now, I know all owners aren’t in it for the best of reasons…and it sounds like this one falls in that category – although I’m only hearing one side of the equation (lots of sour grapes of course). I do know that a golf course turning to tumbleweeds is NEVER the highest and best use of any property.
John Brown on Humility, Mistakes & Data-Driven Decisions
There is no solution that allows for anything other than constant oversight and management. This is because conditions, economies, market positions, competition, and consumer preferences are always changing.
Ways Deploying Trust Can Bring Revenue to Your Golf Club
When I go to Germany every summer, the days are very long. The sun rises around 4:00 am and sets around 10:30 pm. Golf courses over there have come up with a very creative (and simple) solution for bringing in revenue during those odd hours of the day when nobody is working.
Keynote: Golf Course Marketing for Club Owners
Based on the fact that the economy has been great over the past 9 years, AND we’ve got a huge wave of Baby Boomers playing more golf than ever, golf should be thriving.
The Big-Time Advantages of Local Synergies Between Golf Courses – Clustering
The advantages for golfers when multiple golf courses team up is obvious. We get more holes to play golf on for our money. What’s really cool is that when one course is closed for business because of a tournament or course maintenance procedure, we’ve got other options. Not only that, golf is just more fun when you have more variety…otherwise it’s just too easy right?
Private Golf Course Turnaround – John Brown’s Hybrid Solution
KPI Golf’s John Brown discusses a special private golf club turnaround in Hilton Head, South Carolina. This club had been operating as a private golf course for over 30 years until the club was beginning to lose members.
Know a Golf Instructor Bringing Big Impact? Here’s a Stage to Share Their Story
I Believe the Golf Instruction System is Broken. I’m sorry, but golf lessons are too long, too complicated, too expensive and too far in between. If you share this belief, and you know someone deploying creative solutions, I want to have them on my podcast.
John Brown Sr. Starts New Management Company
John Brown, Sr. is back and ready to compete with his former company, Brown Golf Management. His new company, KPI Golf Management, will seek third-party management contracts, consulting work and leasing, mostly with private clubs.
KPI Golf’s John Brown Shares Survival Advice for Underperforming Golf Clubs
KPI Golf’s Casey Bourque and John Brown discuss the golf marketplace and how underperforming golf clubs can compete. The truth is that golf participation is down and common sentiment is that there are still more golf courses that need to come off the market to bring supply & demand equilibrium.
The Business Case for Free Golf Lessons | Keynote at Golf Academy of America
KPI Golf’s Casey Bourque speaks at the Golf Academy of America campus in Orlando about the state of the golf business and why complacent golf courses are going to lose when the economy takes a turn. Radical ideas to attract Gen-Xers and Millennials are required to replace the Baby Boomers who are eventually aging out of the system. It’s a big-time land grab right now that won’t last long.
Senior Community Golf Marketing Brings Big Wins
The challenge at this facility was to operate within the $850,000 budget, while delivering a product that the customer base appreciated and the club could be proud of. We were also challenged heavily to drive additional revenue. The fate of this locally developed community hung in the balance.
Marketing a Private Golf Club From Scratch in Rural Northeast
This was a full golf course design and construction of a brand new exclusive private golf club. The course was built over the top of a failed public golf course on a large beautiful piece of ground. This was a startup project, owned by one man, engaging a high profile golf course architect.
Golf Course Irrigation Expenses Threaten Existence of Private Club
The major elephant in the room was with golf course irrigation: This facility had to buy its water from the city as standard tap water. At the time, the irrigation water expense was $800,000 annually and growing – nearly $2,500 per golfing member. The prospects of survival was not good unless this issue could be resolved soonest.
Family Oriented Pivot: Research Exposes Underserved Private Golf Market
We understood that the “young professional family” demographic in this particular geographic region had been an underserved private golf market segment. We adjusted accordingly on all fronts – and also very fortunate to be riding a revitalized economy with a general tailwind of growth and prosperity to boost our efforts.
Municipal Golf Course Upgrade: Staffing, Real Estate & Loyalty Programs
This is a county-owned golf facility that was losing several hundred thousand dollars on an annual basis. Because of its municipal status, they couldn’t make a great deal of money through the operation, but certainly didn’t want to lose. We were charged with helping the facility break even.
4-Step Sequence to a Million Dollar Private Club Turnaround
This small private club realized that operating at a $350,000 loss could be resolved with just a few simple steps. Some market research, buying strategy, payroll investigation and clubhouse systems analysis meant a million dollar private club turnaround.
$3M Financial Turnaround For A Private Southeastern Island Community
This magnificent private island community in the Southeastern United States was headed for bankruptcy. We deployed some creative solutions in membership sales, fee structures, transportation & lodging to save them from demise.