Schedule of Events

Existing Operators
Roundtables: "Bring Three Ideas"
Jan Eric Nordmo, CAO, Moderator
Meet fellow operators and discuss some of your greatest triumphs and ideas.  Learn what has worked and what has not worked at other indoor sports facilities and why.

Break for Lunch

Sub-Committee Meetings (by invitation)
Don Shapero 

Startups
The Startup Process
Dev Pathik, Jason Clement & Gary Lindsey, CAO
This session will cover the entire “getting started” process, including leasing vs. building and owning, the feasibility study, raising capital, zoning and government approval, construction and start-up cost estimates, staff recruitment, and more.

Demystifying the Non-For-Profit Venture
Peter Summers
A non-for-profit organization can successfully own and operate an indoor sports facility, while working with local governing bodies and sports associations.  Learn the basics--from feasibility to budget preparation--including how they differ from a for-profit venture.  Gain insights for selling the plan to your board, city officials and other regulatory bodies.  Learn tips on site selection, construction, staffing, marketing and operations.

Existing Operators
Survival Tactics and Case Studies
Jim Cline, CAO
Businesses that survive and succeed do so by technique, not by accident. This session will cover key milestones in the areas of finance, management, and marketing, which will help you establish consistent cash flow and profitability. Utilizing a case study method, combined with audience participation, this session will refine your approach to budgeting and financial forecasting. We will also look at the "intangibles" of image, customer service, and quality that define successful indoor sports operations. Plus, we'll discuss methods for balancing your business life and blood pressure.

Ground Breaking: The Construction Phase
Norm Gill
Balancing investment vs. profitability … to renovate or to build ... What is the TOTAL facility cost? ... How long will it take, really!? ... WHO needs to be in on the project? ... Dealing with local authorities and codes! ... How does form relate to function--and to profitability?

Existing Operators
Best Practices for Hiring, Training and Retaining Quality Staff
John Burns & Greg Elliott
Your success depends on the service delivered by your support team, particularly those closest to the customer. At times, they may confuse and frustrate you with their attendance, attitude and appearance. However, when you tap into the enthusiasm that they CAN deliver, they will excel at work and increase their contributions. Here we will discuss a variety of techniques for screening quality job applicants, training full- and part-time staff, providing periodic formal evaluations and motivating staff to represent you in a manner you can be proud.

Turbo-Charging Your Business w/ Off-Site Programs
Andy Barney
Learn how you can parlay your existing indoor programs and resources into a full-service operation, including pre-school and daycare elements, club and camp components, outdoor leagues and tournaments, and an international travel program. The unique approach outlined will challenge you to open your mind well beyond the walls of your existing facilty and into the realm of player development.

Startups
Equipping Your Facility
Norm Gill
Just about every existing indoor soccer facility owner will tell something that they wished they'd done differently when they started. This presentation will discuss essential equipment needs and how best to satisfy them. We’ll also look at what to do and what not to do, including examples of common mistakes to avoid.

Attracting Your First Customers
Arnold Zirkes
This session will focus on pre-opening marketing tactics and strategies for your facilities. It will include staging your grand opening, increasing visibility for your facility and capturing the attention of your future core customers through creative marketing.

Existing Operators
Sellable Sponsorship Benefits
Chris Moler
Mastering the art of packaging a set of the benefits for sponsors is the first step for any indoor sports facility sponsorship campaign. This session will identify common and not so common inventory you should include. Among other things, attendees will walk away with a sample template of a sponsorship benefits campaign.

Orientation for New Members & Special Guests
Don Shapero

Existing Operators
Servicing Strategies for Sponsorship Renewals
Chris Moler
If you do your job right and take care of your sponsor all year long, renewals will be a snap, right? Not necessarily! In this era of sophistication, full activation, measurement, and return on investment (ROI) are essential. This session will dive into how to satisfy these three critical aspects and better ensure your likelihood of renewal.

"Blue Ocean"--The Market's Other 85%
Andy Barney
Your facility attracts adult athletes, youth club teams, and maybe even hosts a traveling team.  Turnover is low and business is good, right?  The fact is most recreational sports facilities leave a vast opportunity untouched.  In this session, you'll learn how to tap into the "other 85%" by turning some of your attention to social and non-athletes.  It may lack the glamour, but, what's better for many, there's no seasonality or downtime--just fun and big business.

Startups
Risk Management
Mark Grossman
Discussion will center on satisfying insurance needs without the headaches, so that you can concentrate on growing your business. Specific coverages and topics will include: General liability, participant legal liability, sexual abuse and molestation, claims management, loss of income, crime, referees and workers compensation, camps, tournaments, and special events.

Financing
Jim Cline, CAO
This session will explore the steps needed to secure commercial, investment and SBA financing for your new sports facility. The topic will cover the critical processes and priorities in getting functional and sufficient financing. Many tips will be presented as well as the potential traps. Save yourself a lot of frustration and time by learning to develop a financing plan that will make your business successful.

Ancillary On-Site Revenue Programs
Tarn Sublett
Maximize your revenues and opportunities to serve a wider customer base through memberships to children's programs to athletic performance training--all within your existing confines.  You take away will be a number of not-so-obvious ways to fill your facility's down time, whether during weekdays or the off-season. 

Existing Operators
Roundtables: Implementing New Programs
Brant Smith
Thinking about trying something new?  Exchange ideas with those who have taken that path before or who know better and can tell you what to expect.