NATIONAL GOLF COURSE OWNERS ASSOCIATION CANADA WINTER 2005 THE STRAIGHT Analyzing CASE The Errant Ball Issue Precision Retailing Artful Negotiating Financing Development Plans
Your magazine. Your industry. Your voice. Golf Business Canada Online New Look! Access the current and all past issues online at www.ngcoa.ca. NGCOA Canada members can log on and access archives and ADDITIONAL features and resource materials be sure to check it out! Feedback Wanted Contact us to offer your suggestions or comments on content offered in your magazine we want your input. Contact: Pamela Stewart, Editor at pstewart@ngcoa.ca Pass This Around We encourage key managers at every operation to read Golf Business Canada. Please feel free to use the Circulation Checklist below to keep tabs on who has had their fill of Golf Business Canada news. Want to keep the copy for yourself? Order additional subscriptions for your key management staff! Call 613-226-3616, email pstewart@ngcoa.ca or go online at www.ngcoa.ca to access the magazine and a downloadable subscription form! Circulation Checklist Owner General Manager Director of Golf Head Pro Superintendent Food & Beverage Manager Other Other PRESIDENT VICE-PRESIDENT SECRETARY/TREASURER EXECUTIVE DIRECTOR National Golf Course Owners Association Canada Suite # 105, 955 Green Valley Crescent Ottawa, Ontario K2C 3V4 (613) 226-3616 fax (613) 226-4148 e-mail: ngcoa@ngcoa.ca www.ngcoa.ca DON SEABLE Riverside Golf Resort, Fairmont Hot Springs, BC BILL BROWN Mont Cascades Golf Club, Cantley, QC NEIL KAPP East Park Golf Gardens, London, ON JEFF CALDERWOOD NGCOA CANADA SCOTT ATKINSON HeatherGlen Golf Course, Calgary, AB BOARD OF DIRECTORS ALASTAIR BARR Welsford Golf Club, Welsford, NB NEIL CHAMPAGNE Mont Tremblant Resort, Mont Tremblant, QC ED DAWE Pippy Park Public Golf Course, St. John s, NF GILLES DEBUT Club de Golf les Quatre Domaines, Mirabel, QC ERNIE FERNE Manderley on the Green, North Gower, ON DOUG HAWLEY Redwoods Golf Course, Langley, BC NORM KACHUR The Ranch Golf & Country Club, Spruce Grove, AB DON MACKAY Muskoka Highlands Golf Course, Bracebridge, ON DAVE MCDONALD The Links at Quarry Oaks Golf & Country Club, Steinbach, MB COLIN NISBET Westview Golf Club, Aurora, ON HENRY SCHMITZ Brookfield Country Club, Cambridge, ON MARK SEABROOK Canadian Golf & Country Club, Ashton, ON RETO STEINER Woodside Golf Course, Airdrie, AB JIM THOMPSON Pine Lodge Golf Club, Bristol, QC LARRY UNGERMAN Royal Woodbine Golf Club, Etobicoke, ON NGCOA CANADA STAFF TECHNOLOGY PARTNERS JEFF CALDERWOOD Executive Director RITA COWAN Controller NATHALIE LAVALLÉE Director of Communications & Member Services PETER LEYSER Director of Golfmax & Business Development PAMELA WOLK Director of Administration DOUGLAS FERNE Regional Director, British Columbia Chapter JUSTINE FREUND Regional Director, Québec Chapter GLENNA GOSEWICH Regional Director, Eastern Ontario/Outaouais Chapter BRENT HUTCHEON Regional Director, Alberta Chapter VINCE KISHIMOTO Regional Director, Central Ontario Chapter DAVID MCCAFFERTY Regional Director, Atlantic Chapter KATHERINE NELSON Regional Director, Southwestern Ontario Chapter BARBARA BODE Database Manager DAVID E. COWAN Marketing Manager, Central Ontario Chapter STEVEN MEABRY Marketing Manager, Eastern Ontario/Outaouais Chapter MELISSA MOLINA Special Projects Manager PAMELA STEWART Publications Manager STACEY TAYLER Graphic Designer KRISTEN HURL Office Administrator ESTELLA BOISER Intern DENNIS CONLY Golfmax Inc., Managing Director CLAUDIA DULGHERU Golfmax Inc., IT Programmer EDITORIAL COMMITTEE JEFF CALDERWOOD jcalderwood@ngcoa.ca NATHALIE LAVALLÉE nlavallee@ngcoa.ca PETER LEYSER pleyser@ngcoa.ca PAMELA STEWART pstewart@ngcoa.ca STACEY TAYLER stayler@ngcoa.ca PUBLISHER JEFF CALDERWOOD jcalderwood@ngcoa.ca EDITOR IN CHIEF PAMELA STEWART pstewart@ngcoa.ca CREATIVE DIRECTOR STACEY TAYLER stayler@ngcoa.ca CONTRIBUTORS Douglas Carrick Craig Evans Justine Freund ADVERTISING SALES PETER LEYSER pleyser@ngcoa.ca PHONE: (613) 226-3616 JUSTINE FREUND jfreund@ngcoa.ca The official publication of the National Golf Course Owners Association Canada Chris Fry Colin Goehring Stephen Johnston Lisa Langas David McKay Joseph F. Murphy Golf Business Canada is published quarterly and distributed to all NGCOA Canada members, and to owners and operators of golf courses throughout Canada. No part of this publication, advertising or editorial, may be reproduced without the written permission of the publisher. While every effort has been made to ensure accuracy, the publisher cannot be held responsible for any errors or omissions which may inadvertently occur. Articles and other information may not represent the views of NGCOA Canada and are the opinions of the writers. Publications Mail Registration No. 40030842 ISSN 1492-7403 Return Undeliverable Canadian Addresses to: NGCOA Canada Publications Department Printed in Canada Suite # 105, 955 Green Valley Crescent Ottawa, Ontario K2C 3V4 email: ngcoa@ngcoa.ca
WINTER 2005 GOLF BUSINESS CANADA Volume 9, Issue 4 CONTENTS 7 THE FIRST TEE Approaching Risk with Maturity Jeff Calderwood 8 FEATURE The Straight Case Errant Golf Ball Issues An In-Depth Analysis David McKay 20 BUSINESS ADVISOR Shaping Your Development or Redevelopment Projects Crunching the Numbers for Change Stephen Johnston 24 PRO SHOP Precision Retailing A Team Approach to Profitability Lisa Langas 30 FOOD & BEVERAGE Getting the Best Deal How to be an Artful Negotiator Chris Fry 36 CANADIAN IDEA A Powerful Gift Pheasant Run s 2 Fore 1 Golf Ball Giveaway Craig Evans THE STRAIGHT CASE Analyzing The Errant Ball Issue p. 8 Cover: In or out of court, golf course operators need to know where they stand on the errant golf ball issue. Cover Design: Stacey Tayler 38 COURSE PROFILE An Instinct for Success Golf Touraine and Le Sorcier Profit from Perceptiveness Justine Freund 46 PRIVATE PERSPECTIVES All Things Equal Are Private Equity Models the Best Option? Joseph F. Murphy 48 MARKETING Memorable Moments A Scrapbook Guide to Creating Lasting Memories Colin Goehring 66 PARTING SHOT Balancing the Real Estate / Golf Course Relationship It s All About Buffers and Balance Doug Carrick SUBSCRIPTION AVAILABLE Four issues for $19.95 Call (613) 226-3616 or email pstewart@ngcoa.ca 20 NGCOA CANADA UPDATE 54 President s Message Managing Growth NGCOA Canada Expands Staff Team Golfmax Insurance A Hole in One Value Announcing the Take A Kid Week Winners NGCOA Canada Creates Research Department
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