League Bowling 101. Building & Developing League Bowlers. Tuesday, June 19, 2018

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Bruce Allen
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1 League Bowling 101 Building & Developing League Bowlers Tuesday, June 19, 2018

2 Agenda Begin with the End in Mind - Planning Bowler Life Cycle Sampling Proprietor Focus Group Information League Building League Retention Ideas

3 Planning is Key Create your own luck Prepare! Luck is what happens when preparation meets opportunity -Lucius Annaeus Seneca

4 Planning for Success. The Process of Planning: A strategy tells you HOW you are going to meet your league development goals. While a tactic tells you WHAT you are going to do.

5 Quarterly Planning Fall Leagues Summer Leagues Four times a year In March June September December You re Planning July-September October-December January-March April-June

6 12-Month Calendar PROGRAM JAN FEB MARCH APRIL MAY JUNE JULY AUG SEP OCT NOV DEC USA Bowling LTS X X X X X X 8 X 8 Ball League X X X X X X-- Fall League X X Summer League Blastoff X X USA Bowling League X X X X

7 Development of a League Bowler What is the life cycle of a bowler? Do people wake up one morning and just decide they want to join a league? Top three ways adults were introduced to league bowling Family Friends Work (Distant 3 rd )

8 Life Cycle of a Bowler Non Bowler Casual Bowler Casual Frequent Bowler New League Bowler Avid League Bowler

9 Wow, this is so much fun. I ought to do it more often. Then I leave, get caught up in life, and never think about it again.

10 New League Development Formats How do we move people along the bowler life cycle? Sampling is the key!

A FREE Game given to the right person for use at the

11 Let People Sample Your Center Couponing Free Versus Paid do we devalue our product by giving it away? A FREE Game given to the right person for use at the right time to generate trial is a solid marketing strategy

13 Sampling Programs A four week learn to bowl program designed to introduce NEW adults 18+ to bowling or reactivate bowlers who have not bowled in several years.

14 Week 5

15 Proprietor Focus Group Here are what successful operators are doing very well

Top 5 Lessons League Building Lesson 1 HVLC s treat the development of Youth seriously Many believe a generation of league bowlers has been lost They have a

16 Top 5 Lessons League Building Lesson 1 HVLC s treat the development of Youth seriously Many believe a generation of league bowlers has been lost They have a dedicated Youth Bowling Coordinator They pay and reward their coaches Strived to make the Youth League experience closer to the typical youth sports experience

17 Top 5 Lessons League Building Get involved in schools with Bowlers Ed and making bowling a lifelong sport Support high school programs by accommodating schedules and were needed waving fees

18 Top 5 Lessons League Building Lesson 2 HVLC s make signing up for league play quick & easy League sign ups are 365, not seasonal 90 Second Sign Up Sheet Have a league database for both current leagues and prospects

organizations to sample bowling together Look for affinity groups that are

19 Top 5 Lessons League Building Lesson 3 HVLC s use sampling and affinity groups to build new leagues Provide promotional parties as a way for groups or organizations to sample bowling together Look for affinity groups that are naturally competitive to form leagues hospitality night, gas stations, home improvement stores

20 Top 5 Lessons League Building Lesson 4 HVLC s lock in new league bowlers with equipment and deals Served to reinforce the commitment of new league bowlers Functioned as a recognition or reward

21 Holiday Ball Club

22 Top 5 Lessons League Building Lesson 5 HVLC s are flexible and try new league formats Flexible with length of season Flexible with number of games Flexible with frequency

24 G s Can t Miss Anytime League Managers Invitational League Short, fun league where select fall league bowlers are personally invited to bowl with the General Manager in a special invitation only league Key to success is the personal invitation from you! Format should be fun and could include any of the following.. Discount lineage Weekly prizes Weekly food and/or drink specials Beat the Manager incentive

25 League Bowler Experience Focus on the EXPERIENCE and NOT the product! Once a customer finds a business BORING or ROUTINE, the TREAT factor is OVER!

Top 10 Lessons League Retention High Volume League Centers (HVLC) provide specific benefits for league bowlers Free equipment to new league bowlers Free lineage on

26 Top 10 Lessons League Retention High Volume League Centers (HVLC) provide specific benefits for league bowlers Free equipment to new league bowlers Free lineage on the last day of the season Free pizza give-a-ways Adding to weekly pots Discounts on casual play & center events Discounts, incentives to those who brought new members

!! This coveted annual event is the highlight of the year for both bowlers and staff.

This event includes bowling, prizes, lunch and more. Teams from each center compete for center pride and a piece of a $20,000 prize fund.

This is a handicap team tournament, Free to all League champions. Prize fund is provided by Buffaloe Lanes.

27 !! This coveted annual event is the highlight of the year for both bowlers and staff. Over 50 league champion teams from the five Buffaloe Lanes Centers are invited to compete in this championship event to be held at Buffaloe Lanes North. This event includes bowling, prizes, lunch and more. Teams from each center compete for center pride and a piece of a $20,000 prize fund. We here at Buffaloe Lanes Family Bowling Entertainment Centers, being devoted to the community for over 35 years are giving back to our bowlers. This is a handicap team tournament, Free to all League champions. Prize fund is provided by Buffaloe Lanes. There is absolutely no cost to all league champion teams however additional teams from each Buffaloe Center may purchase an at-large entry. Entries will be accepted on a first paid, first entered basis. Space is limited, so don t wait to win the league, guarantee a spot by purchasing an at-large entry; eventual League Champions pre-purchasing an at-large entry will have their entry fee refunded. Championship Finals held June 12 th & 13 th at: Buffaloe Lanes North 5900 Oak Forest Drive Raleigh, NC (919) Early&Bird& Special& $200/Team& Before&571715!!

Top 10 Lessons League Retention Lesson 2 HVLC s establish frequent personal contact with league bowlers Practice MBWA (Management By Walking Around)

28 Top 10 Lessons League Retention Lesson 2 HVLC s establish frequent personal contact with league bowlers Practice MBWA (Management By Walking Around) scheduled yet informal Dominant theme expressed by both groups and is the most important thing they do Some stationed themselves at the entrance to meet and greet

29 Top 10 Lessons League Retention They were keenly aware of the results of each evening s league and congratulated bowlers personally These actions created a sense of family and to league bowlers the centers was a second home

Top 10 Lessons League Retention HVLC s oversee league formation, administration, and finances Many had center staff serve in the role of league

30 Top 10 Lessons League Retention HVLC s oversee league formation, administration, and finances Many had center staff serve in the role of league secretary Almost all insisted on in house league banking They conducted most and attended ALL league organizational meetings regardless of the league structure

31 Top 10 Lessons League Retention They valued League Officers as an important resource, but realized the future of league bowling was their (Proprietor) responsibility They conducted League Officer meetings prior to league meetings and start ups Almost all new leagues were house leagues and run by the center

32 Top 10 Lessons League Retention Lesson 4 HVLC s run well maintained centers Clean restrooms Consistent lane conditions Pinsetters & Scoring Units that operate without interruption

33 Top 10 Lessons League Retention Lesson 5 HVLC s have frequent communication with league bowlers They realize league bowlers like recognition and many regularly communicate via newsletter, or both Communication should be timely Some used it as an opportunity to communicate offers

34 Top 10 Lessons League Retention HVLC s provide a fun atmosphere They let fun guide managerial and operational decisions This is the biggest change they noticed over the years They guard against less skilled bowlers becoming disheartened and dropping out

35 Top 10 Lessons League Retention They use music to create an atmosphere They post pictures of bowlers for achievements League rules are made with fun in mind Lane conditions are made with fun in mind

36 Top 10 Lessons League Retention HVLC s have dedicated staff with strong people skills oversee the leagues Many took an active role in managing adult leagues themselves Larger centers had personnel devoted to this task The interviewing, recruiting and selection of this person was one of the most important hiring decisions they made

37 Top 10 Lessons League Retention HVLC s have a growth path for league bowlers They have different levels of league s available and match the person to the league Fun casual, short season Regular, non-competitive Serious, competitive

margin events They often traveled with the bowlers to regional or national

38 Top 10 Lessons League Retention HVLC s support tournaments and tournament bowlers They hosted tournaments understanding that they were not high margin events They often traveled with the bowlers to regional or national tournaments They regarded tournaments as an essential reward for competitive bowlers

39 Top 10 Lessons League Retention HVLC s make instruction available to all bowlers They have instruction available that is casual and combined with other events Ambassador Teams to welcome new teams and provide casual guidance Centers that provided equipment to new bowlers used this as an opportunity for instruction

40 Top 10 Lessons League Retention Some offer instruction as a part of welcoming new bowlers Others seemed to have individuals who would offer instruction at any time

43 Ideas? Be creative Things people have in common What s in? Xbox or PS4 League

45 Take Home Game Golf Tournament Series No Golf Course Required No Golf Skill Required Each Frame is a Birdie, Par or Bogey Different Average Divisions Double is a Eagle Strike is a Birdie Spare is a Par Open is a Bogey

Frame 1 2 3 4 5 6 7 8 9 Totals Par 3 5 4 5 4 3 4 3 4 35 Game 1

46 Frame Totals Par Game 1 Gerald Morrow Game 2 Gerald Morrow Game 3 Gerald Morrow Golf Total *Bowling Total w/ Handicap Player's Signature Lanes Verified By: Date: Print & Sign *Bowling Total used in the event of a tie.

47 Turn Game into Series! Make it a series of small tournaments Winners advance to Invitation ONLY Tournament Players Championship Top points leaders that are non-winners advance to complete field of bowlers. One-day double elimination bracket based on bowling & golf score!

48 Remember the Life Cycle We Grow & Build League Bowlers! Non Bowler Casual Bowler Casual Frequent Bowler New League Bowler Avid League Bowler

Doing it Right: Proprietors' with Successful League Programs. Summit Learning Lab Monday January 20, 2014

Doing it Right: Proprietors' with Successful League Programs Summit Learning Lab Monday January 20, 2014 Agenda Research Background Research Method Strategies for Successful Retention Strategies for Successful