THROUGH THE GREEN BILL BROWN. President s Commentary. Bill Brown President, NGCOA Canada

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1 THROUGH THE GREEN BILL BROWN President s Commentary Where We Stand I got to thinking about where we are as an industry, where we ve been and where we could go after my wife Geneviève and I attended the second annual European Golf Course Owners Association Conference in Amsterdam. Some interesting statistical information presented by Ruffin Beckwith, Executive Director, Golf 20/20 and Senior Vice- President of the World Golf Foundation, is what got my wheels turning. The 2005 Golf Economy Report revealed golf in the U.S. accounted for $76 billion worth of goods and services with an economic impact of approximately $195 billion, larger than the entire film and recording industry. It represents more economic activity than all professional sports combined. That left a huge impression on me. We don t yet have very much concrete statistical data in Canada and if we are to survive as an industry, it s time we all step up to the tee TOGETHER! Help the industry and yourself by participating in the s Golf Research Centre surveys such as the Compensation and Benefits survey that you received with this magazine and the Rounds Played survey. As Mr. Beckwith pointed out to the group in Amsterdam, concrete information compiled from data received from a large sample of golf courses will help us catch the attention of politicians when fighting battles such as pesticide bans, water taking, property tax increases, zoning changes and so many other issues we face as golf course operators. Not to mention the impact this information will have on lenders. Very few of us can have that kind of impact on our own. So, schedule the 10 minutes it should take to fill out the Compensation and Benefits survey you just received. The report will contain regional information on top management positions at golf courses, enabling you to offer staff equitable compensation. Then, schedule another 10 minutes at the end of every month or assign the duty to someone else to go online to and input your rounds played for the month. It s easy to we re all in this together, but let s make sure we walk the walk. We are having a major winter storm here in Ottawa as I pen these remarks and the season seems a long way in the future. It seems like a good time to reflect on the past and how far the benefits of belonging to our Association have come. In the mid- to late 1970s, green fees at our then nine-hole facility had increased from $3 for a day of golf to $7 for two rounds (18 holes) and 10,000 two-colour scorecards cost me $1,800 (18 cents per card). Today, thanks to the NGCOA Canada s Golfmax Purchasing Program, I can purchase four-colour, high-quality scorecards for as low as five cents per card and, thankfully, our green fees have gone in the other direction. The Golfmax Insurance Program, available only to members, is another example of the benefits of membership. The program is one of the most comprehensive insurance programs for golf facilities in Canada and the best part is that you don t have to change brokers to take advantage of it. The Association knows how important your relationship with your broker is, so they designed the program in a way that would protect that relationship. Make sure you take advantage of your membership. If you do, you will get back 10-fold what you put in. My message is support your Association and benefit from it. Now I am going to shovel some snow. Happy golfing to those lucky enough to get down South. Bill Brown President, GOLF BUSINESS CANADA Spring

2 News Compensation & Benefits Survey Operators have spoken and we have listened. A proper Compensation & Benefits Report operators can use in confidence when negotiating with staff is critical and can save thousands of dollars annually. Our efforts in 2007, while aggressive in nature, did not provide us with the feedback necessary to create a useable report, but your comments were invaluable. Polybagged with this issue of Golf Business Canada is the 2008 Compensation & Benefits survey on 12 key management positions. We will be conducting this survey every five years. We have reduced the number of questions so it should take no more then minutes of your time to complete and individual information will be kept totally confidential. The deadline for submitting the completed survey is April 15, 2008 with a final report due out in late May. You can also complete the survey online through the Golf Research Centre website at Similar to 2003, participating NGCOA Canada members will receive the report at no charge and non-members will receive a significant discount off the price being charged to non-participants. So, here is the question to ask yourself: Is minutes of my time worth thousands of dollars in my pocket? Complete the 2008 Compensation & Benefits survey today! Is minutes of my time worth thousands of dollars in my pocket? Fall Board Meeting Following several months of development involving chapter advisory boards, the national board and staff, a new Strategic Plan was approved by the Board November 8, 2007 in Halifax. As the framework with which management steers the organization, the strategic plan incorporates all operational targets, including national and chapter benchmarks, yielding a comprehensive plan for the association. The new Strategic Plan reflects continued growth for the organization while recognizing the need to strengthen existing programs and services to ensure the best possible member value. Annual General Meeting The Annual General Meeting was held in conjunction with the Golf Business Canada Conference & Trade Show in Halifax, November 8, Members gathered to review business matters which included the Audited Financial Statements for the year ended June 30, 2007 and the reappointment of the association s auditors. In addition, a detailed presentation was provided to members which included a summary of the year in review. A copy of the AGM Agenda, Minutes and Presentation is available at the Resource Centre in the Members Only section at Nobody Does It Better! Owners, suppliers show passion for game at annual conference We would like to extend a huge THANK YOU to the more than 500 Canadian golf industry leaders who attended the 2007 Golf Business Canada Conference & Trade Show in Halifax, NS, in November. You are truly the leaders in our industry and have proved it by making this important investment in your business. Owners, general managers, pros, superintendents, comptrollers and marketing managers took Halifax by storm for three days and this annual gathering of the minds stands apart from other industry events in its seamless transition and complementary elements of entertainment, education and networking. The conference s 007 License To Learn theme created an energy like no other with several James Bond characters emerging throughout the week. Each year, the success of our conference is gauged by attendee feedback and the 007 License To Learn event proved to be a success. Don t take our word though see for yourself: Every year surpasses the last. Your benchmarks and standards are over the top. Our conference will be named best in Canada! NGCOA rocks the golf world! Lynn Zeppieri, Tamarac Golf & Country Club, Ennismore, ON I just wanted to send you a quick note to thank you for putting on a great event. As small golf course owners, we didn t know whether we would get the value out of the conference for the cost relative to our budget. My wife/partner Andrea and I both felt that we received far more value then we paid for. The information we gained from the networking and seminars was excellent. As I am sure is the same for everyone in this business, November is a time when you just want to relax and hopefully enjoy the fruits of your year. We found the conference to be a relaxing way to rejuvenate and get excited about the upcoming year. We will be back again next year. Jason Harris, Orr Lake Golf Club, Elmval, ON Being my first conference, it won t be my last because of the total enjoyable experience. I really had a great time at the conference. A great deal of useful information was shared and I met a lot of friendly, interesting people. The venue was first class and the whole program was professionally organized and presented. Congratulations to all! Jim Jeffrey, Puslinch Lake Golf Course Ltd., Cambridge, ON Just a great show maybe the best of its kind! Craig Evans, Pheasant Run Golf Club, Sharon, ON Thank you for a well-run conference! From a delegate s point of view it is a well oiled machine. Great event! Scott Atkinson, HeatherGlen Golf Course, Calgary, AB Great show!! Extremely well organized. Great staff, great content and an extremely important networking opportunity for anyone in the golf industry. Anonymous (from a completed evaluation form) As we look back over this year s event, it is very clear golf course operators and industry suppliers are serious and passionate about their businesses and the health of the industry in which they work and live. As plans proceed to make the 2008 Golf Business Canada Conference and Trade Show our best ever, the would like to thank all of you who came out in support of your industry, your Association, and most importantly, yourselves and your operation. Look for information on the 2008 event (Nov ) at the Sheraton On-The- Falls Hotel in Niagara Falls, ON in the coming months. Mark these dates on your calendar and be on the alert for further details concerning this exciting educational opportunity! 56 Spring 2008 GOLF BUSINESS CANADA GOLF BUSINESS CANADA Spring

3 News GOLFMAX and Club Car Extend Agreement Club Car will continue its industry-leading support of golf course owners and operators as the s exclusive Golf Car Supplier and Platinum Partner, under a multi-year extension of the agreement that began in Club Car s support of the association and our members is a strong commitment to the growth and health of the game in Canada, said Jeff Calderwood, executive director of. We look forward to continuing to strengthen the relationship in ways that benefit our members and enhance the Club Car brand. Under terms of the agreement, NGCOA Canada members can qualify for reimbursements on their association dues and conference fees through their support of Club Car products. Club Car is granted category and product exclusivity which includes sponsorship opportunities, fleet golf cars, turf utility, transportation and food-and-beverage vehicles. Club Car also continues as a presenting sponsor of the Golf Business Canada Conference & Trade Show. We re pleased to continue our support of the and the work the association does on behalf of its members, said Robert McElreath, Club Car s vice-president of global marketing. We re excited about opportunities to continue to strengthen our partnership in ways that strengthen members businesses and the game overall. In addition to its support of educational programs and networking opportunities at the national and chapter levels, Club Car provides assistance to members through the Club Car Solutions Network. The Solutions Network gives owners and operators access to a wide range of complementary products and services, including those offered by Club Car parent company Ingersoll Rand. Jeff Calderwood, Executive Director, and Gary Michel, President & COO, Club Car Inc. Photo Courtesy of John W. Wilcheck, Jr. Dollco Printing Goes Green Dollco Printing is demonstrating their concern for the environment by going green. As a dedicated Golfmax supplier to the for the past decade, Dollco Printing provides hundreds of Canadian golf course operators with their scorecards each year. In addition, Dollco Printing also provides brochures, yardage booklets, rack cards and other golf collateral as part of their standard offering and has produced the NGCOA Canada s Official Publication, Golf Business Canada magazine, since its inception in The is pleased to recognize and announce that Dollco Printing has become both an EcoLogo certified company as well as FSC Certified (Forest Stewardship Council). EcoLogo certification demonstrates that Dollco practises manufacturing methods that improve efficiency, reduce hazardous byproducts and promote the use of recyclable and reusable products and materials. Dollco s environmental activities are directed towards lessening the impact of their operation on the environment. Their internal practices must be maintained, monitored and audited by an independent firm. FSC stands for Forest Stewardship Council, an international organization that operates in 67 countries worldwide. FSC certifies that the pulp used to manufacture paper is harvested from environmentally managed forests. Carrying the FSC certification logo tells the world and customers you support the highest social and environmental standards in the market where the paper is used. FSC contributes to conservation, responsible management and is socially beneficial for the communities and regions where the paper is harvested. The is pleased and excited that Dollco Printing has achieved certification on both EcoLogo and FSC requirements and will use FSC certified papers where applicable and where product design will allow. So do not be surprised to see one of the following logos or both on your scorecard, brochure or rack produced by Dollco Printing. This represents a great opportunity to yet again highlight to consumers that both Dollco and golf course owners are doing our part to protect and preserve the environment For more information on the NGCOA Canada s scorecard program with Dollco Printing, please contact Patrick Stoqua (613) , by patricks@dollco.com or visit 58 Spring 2008 GOLF BUSINESS CANADA GOLF BUSINES S CANADA Spring

4 News When it comes to your office supply needs, Ontrak has negotiated better savings and value for you at Office Depot. Chapter Spring Warm-Up Days For more information on Office Depot or any other Ontrak Supply Partner, contact the Ontrak Account representative in your area or Ontrak Customer Service, toll free at, ext 371. Ontario Garfield Waller, ext 337 Karyn Tindall, ext 352 Quebec & Atlantic Denis Fortier, ext 226 Prairies Marten Keashly, British Columbia Chris Strand, Beginning February 2, 2008, a new deal with Office Depot will make it the official supplier of office stationery, replacing the current agreement with Grand & Toy. The Ontrak/Office Depot agreement boasts even greater savings than before. To ease the transition for Ontrak clients, we have extended the Grand & Toy contract until July 31, This will allow for a six-month transition period to move your ordering to Office Depot without any loss of value during the change-over period. As the new golf season approaches, plan to attend the Spring Warm-Up meeting in your Chapter. These events are focused on providing golf course operators with relevant information, ideas and solutions for your business as you prepare for the new season. Centered on the three pillars of Information, Education, and Golfmax, the key components of these meetings include: Chapter business meeting with updates on local issues affecting your golf operation and a national update on Association programs and initiatives; Guest speakers who share interesting business stories and their insights into the secret of success; Departmental educational breakout sessions led by Golfmax Purchasing Program suppliers; Review of Golfmax Purchasing Programs and your Golfmax Purchase Statement which indicates actual and potential savings through the program; Mini-trade show with Golfmax suppliers over lunch, providing an opportunity to network and conduct business. We encourage all members to attend and bring your golf club s purchasing staff including the Food & Beverage Manager, Superintendent, Head Golf Professional and Office Manager. NEW in 2008 The NGCOA Canada will present one golf course member within each Chapter with the Platinum Partner award. The award will be presented to the Chapter s operator who has purchased from the greatest number of official Golfmax Purchasing Program Suppliers. For more information on the event(s) taking place in your area, please visit Head Office Anjali Gandhi, Customer Service Coordinator, ext 371 Anjali.Gandhi@SodexhoCA.com Veronica Haining, Communications Manager, Veronica.Haining@SodexhoCA.com 60 Spring 2008 GOLF BUSINESS CANADA GOLF BUSINESS CANADA Spring

5 C alendar of Events NGCOA Canada Events Ottawa-Gatineau Golf Expo March 29-30, 2008 Ottawa Athletic Club, Ottawa, ON Book your booth now! The Ottawa Gatineau Golf Expo is the best way to expose Eastern Ontario/Outaouais golfers to your course and all it offers. Contact Shawn Hunter (613) Golf Atlantic Expo April 11-13, 2008 Dundee Sportsdome, Moncton, NB Don t leave the marketing of your golf facility in the hands of someone else. Golf Atlantic Expo is your opportunity to speak directly with thousands of avid golfers who are anxious to get the 2008 season underway. Contact Dave Mcafferty (506) davidm@ngcoa.ca Take A Kid To The Course Week 2008 July 7-13, 2008 A National Player Development Program that encourages family and junior golf through a dedicated national marketing blitz. Open to members, the Take A Kid To The Course Week campaign is intended to bring nonand occasional golfers out to your course and help keep them there! (866) Golfmax Spring Warm-Ups Information, Education and Golfmax are the foundations of the Spring Warm-up events. From key association and industry updates, notable guest speakers, departmental breakout sessions and discussions with Golfmax suppliers on the various programs available, these events are designed to help jump start your golf season. Chapter Date Venue Alberta March 11 Inglewood Golf & Curling Club, Calgary March 18 Central Ontario March 20 TBA Bridgebrand Warehouse, Edmonton British Columbia March 27 Swan-e-set Bay Resort, Pitt Meadows Eastern Ontario/Outaouais March 19 Ottawa Hunt & Golf Club, Ottawa Atlantic April 14 Moncton Golf & Country Club, Moncton Prairie April 2 Saskatoon, Saskatchewan April 8 Winnipeg, Manitoba Southwestern Ontario March 18 Whistle Bear Golf Club, Cambridge Watch your e-newsletter and check for updates Golfmax Invitational Golf Tournaments These chapter events accomplish what the does best they create a sense of community among Canadian golf course operators, allowing for the exchange of new ideas and ways to grow your business. Watch your e-newsletter and check for updates Golf Business Canada Conference & Trade Show 2008 November 20-22, 2008 Sheraton On-The-Falls, Niagara Falls, ON. Where all the Movers and Shakers of the Canadian golf industry meet every year to learn about new and emerging trends. Chapter Meetings Watch your e-newsletter for information on chapter meetings. Details can be found on Chapter pages at Allied Association and Industry Events Information and details for allied association and industry events may be found on line at Click on the events heading and then click through on golf industry events (trade). AD DIRECTORY Agrium Advanced Technologies Burnside Golf Services Club Car Coca-Cola COKE Eagle Golf Cruiser Inc Fiesta Tents Ltd Golfmax Inc GOLFMAX Golfmax Insurance Plans Iceberg Dispensing Systems Ltd Kubota Canada Morgex Insurance Golfmax Purchasing Program.42, Research Department Ontrak Purchasing & Consulting Services Optima Research Rain Bird International Textron Financial Corporation Waterloo Biofilter Systems Spring 2008 GOLF BUSINESS CANADA GOLF BUSINESS CANADA Spring

6 Membership Membership It s in the numbers over 1300 Golf facilities belong to the representing 65% of all facilities in Canada over 500 Industry leaders participated in the 2007 Golf Business Canada Conference & Trade Show 97% Members renew their membership every year 80-85% average retention rate for most Canadian Associations NEW MEMBERS October 12, 2007 to February 8, 2008 The Board of Directors welcomes the following members to the TEAM! Alberta Carnmoney Golf & Country Club De Winton AB Elk Point Golf and Country Club Elk Point AB PVWP Management Ponoka AB British Columbia Bowen Island Golf Club Bowen Island BC Cheam Golf Center Chilliwack BC Chilliwack Golf & Country Club Chilliwack BC The Falls Resort Community Chilliwack BC Wildstone Cranbrook BC Williams Lake Golf & Tennis Club Williams Lake BC Prairie Inwood Golf & Country Club Inwood MB Selkirk Golf & Country Club Selkirk MB Greenbryre Golf and Country Club Saskatoon SK Southwest Ontario Dragon s Fire Golf Club Flamborough ON Maitland Country Club Goderich ON Central Ontario Couchiching Golf and Country Club Orillia ON Osprey Links Golf Callander ON Roxburgh Glen Golf Club Cobourg ON The Six Foot Bay Resort Inc. Lakefield ON Quebec Chapter Club de Golf Lac Brome Foster QC CORPORATES British Columbia/Alberta Chapter CEG Energy Options Inc. Edmonton AB Central Ontario Chapter Kubota North Sales & Service Bracebridge ON National NAPA Canada Montreal ON Samagan Inc. Baltimore ON Primary Golf Facility/Company: Primary contact: Mailing Address: City: Province/State: Postal/Zip Code: FACILITY TYPE 9 holes / Par 3 / Driving Range 18 holes 27 holes 36 holes over 36-hole operations. Please indicate total # of holes Public Semi-Private Private OWNERSHIP TYPE Privately Owned Member Owned Government Owned (Federal / Provincial / Municipal) *please circle one MEMBERSHIP TYPE Regular Membership: open to private owners or lessors of profit-oriented golf facilities Associate Membership: open to member-owned or government golf courses (not-for-profit) Title: Telephone: ( ) Fax: ( ) Preferred method of communications: Facsimile English French Course Owner(s): $ 77million Member purchases through the Golfmax Purchasing Program $ 6.1 million member savings through the Golfmax Purchasing Program Website: ANNUAL DUES 9 holes / Par 3 / Driving range..... $ GST* 18 holes $ GST* 27 holes $ GST* 36 holes $1, GST* Over 36-hole operations add $62.50 per each additional 9 holes exceeding 36 holes * Above rates are subject to change without notice. 6% GST (# RT0001) PAYMENT Cheque MasterCard VISA American Express Credit Card Number: Expiry: Cardholder Name: Applicant Signature: Date: Contact us or mail or fax payment to: National Golf Course Owners Association Canada Green Valley Crescent, Ottawa, ON K2C 3V4 Toll free: Tel: (613) Fax: (613) ngcoa@ngcoa.ca Website: 64 Spring 2008 GOLF BUSINESS CANADA GOLF BUSINES S CANADA Spring

7 PARTING SHOT NEIL KAPP Parting shot Gen Why? Inquisitive minds want to know communication the key to dealing with Gen Yers. I was a bit surprised when I was asked to write an article from an operator s perspective about working with Generation Y. But given we must hire a couple of hundred Gen Yers each season - our operation is somewhat unique, consisting of an 18-hole executive golf course and a family recreation centre, including a water park - I m sure that implies I have some sort of expertise. We have come to define the Gen Yers by their overall sense of entitlement. They feel health, wealth and prosperity are innate rights - working for long-term success seems of little importance to them. They are technologically savvy, extremely bright and amazing workers when properly trained and motivated. The first challenge for us as managers, not being of this generation, is in the hiring process. We found the best way is to take the best of best from this generation and have them do the interviewing and hiring. They have a knack for finding employees that will fit in our system. After the hiring process, we concentrate on training. Every new staff member shadows an experienced employee so we know they are getting properly trained. This generation enjoys opportunities to learn and enhance their resumés, so we cross train them in other areas. It allows tremendous flexibility to move staff where we need them depending on the daily customer demands, most often dictated by weather. This generation wants very much to be involved in decisions, to be included in the process all the way along. You still have to drive the car, but you have to let them help pick the route or they simply tune out - and they can be very good at tuning out. They do not respond at all to authority that simply exerts itself; respect has to be earned and has to go both ways. Communication is the area in which we ve made the biggest shift. This generation wants the message straight up, not sugar coated and they want you to get to the point everything in short bursts. They speak on the web most often in the form of text through MSN and Facebook accounts, and cell phone. This can be used to great advantage. The best way to communicate a work schedule to a staff of 200 in an easy and effective manner is to post it online, which is just perfect from this generation s point of view. Invariably there are other issues: shifts need to be changed and/or covered off; staff notices and alerts distributed. This generation simply will not answer or return a phone call or read a detailed newsletter. For this type of basic communication we have found Facebook to be the most effective tool, a far cry from the Staff Newsletter of yesteryear. As managers we found it difficult, as staff had a network to communicate that is usually exclusive. We ve just found an acceptable means of tapping into that network for mutual benefit. One other thing: I m not sure how different this is from any other generation, but it is especially important to this one: they come to work as a place to socialize and have fun. Think about it. These kids are 18- to 25-years-old what do you think they want? NEIL KAPP Neil is co-owner and operator of three London-area golf courses and is also involved in commercial real estate development, management and leasing. Neil sits as the Past President on the Chapter Advisory Board of the - Southwestern Ontario Chapter as well as serving as the Vice President of the. He can be reached by at neil@eastparkgolf.com. 66 Spring 2008 GOLF BUSINESS CANADA