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Creating Synergistic Relationships between Ownership, Management and
the Tennis Teaching ProfessionalPresented By:
Tim Bainton M.A.; M.B.A.Executive Director and Founder
The Business of TennisAny good tennis player is able to adjust their strategy and think creatively to win the match…
the same is true in the ‘game’ of business – if we apply those skills that we learned playing competitive tennis to our business, then the player, the pro and the owner will all win!
Objective
• Instruct• Provoke Thought• Provide Useful Tips• Encouraging value and allowing you to thrive• Create open dialogue and discussion
SynergyDefinition of Synergy
The interaction of multiple elements in a system to produce an effect different from or greater than the sum of their individual effects.
Let’s define roles. .
TTP
Management
Ownership
Overlap
Roles & Expectations - TTP
• Express passion• Network• Grow club & facility business• Build Personal Brand• Seek added responsibility• Pursue Continuing Ed• Think Outside the Box• Uphold high standards / professionalism• Seek direction from company or another• Motivation to improve position• Educate oneself and those around us
Roles & Expectations Management• Budget accountability,
o Balance realistic vs. unrealistic
• Return on Investment• Know/analyze when to cut dead weight• Advocate for TTP with Owners & vice-
versa• Facility Maintenance & Management• Communication | Find opportunities & challenges
• High level vision and oversight
Roles & Expectations Ownership• Business Growth• Provide Management / TTP with tools• Capital Investments• Communication | Find opportunities & challenges
• High level vision and oversight
"Growth is never by mere chance; it is the result of forces working together."
-James Cash Penney; founder of JC Penney
Keys to Creating Synergy
How to Become Allies: TTP with Owner/ Manager
o Communication: contribute ideas/feedback to help the club improve their bottom line
o Build YOUR brand • Create value for the club and programs • Do things you can promote and people can
talk abouto Be accountable: don’t ask for a raise until you
can prove your value (BRSC Example.)
Keys to Creating Synergy
How to Become Allies: Owner/ Manager w/ TTP
o Create a Path to Success: provide opportunities for advancement
o Reinvest profits into education o Provide tools: help them look professional and sell
more - build the brando Communication: ask them how you can help themo Accountability: hold them accountable to goals
Accountability: Importance of
Implementing Goal Setting• TTP must set goals – Strive for career
advancemento Financial and personalo Accountability to goals o Measurable goalso Be careful of playing the ‘victim’
• Owners/Mgrs: must help set goalso Educate your staff – spreadsheets, net vs. gross revenue,
overheado Explain the why – goals tied to business growth & profit
Encouraging & Rewarding
Entrepreneurship• Management should reward the pro by…
o Recognitiono Financial incentiveso Promotion within company
• Role of Ownership (Management)o Recognize initiative & entrepreneurship from proo “Behavior” should be encouraged
• Entrepreneurship in Tennis Industryo Simple = Creating a new class (CHRIS FIT2HIT)o Mid-Level = Purchase of video analysis softwareo Difficult = Raising money to purchase a facility
Titles, Promotions & Raises
• “What’s in a title?”o Sense of worth, purpose and direction (BREAKDOWN
TYPICAL HIERARCHYTENNIS DIRECTORHEAD PROASST PRO)
• New / exciting title offer selling pointso Modernization of titleo Reflect strengths, avoid weaknesseso Finding and discovering niche (DIRECTOR OF ADULT
PROGRAMMING AND PATRICK CLIMING FOOD CHAIN)
Ambition Longevity Personal / Financial
Success
A Word About Building YOUR Brand
& Increasing Revenue
The Five Levers
1. Be Likable
2. Connect
3. Solve Problems
4. Build Trust
5. Create Positive Emotional Experiences
Importance of Incentivizing
• Incentives begin with ownershipo Ownership incentivizes Managemento Management incentivizes teaching proo Frayed communication / relationships
• Cowboy / Renegade
• TTP must ask questionso Ways to be incentivized
• Communication, respect and accountability between the 3 entities = SUCCESS
Always Be “Tinkering”• Teaching style, program, business model
o Always tinkero No one knows everythingo Business world constantly changes
• Exampleso Session durationo Class nameso Price pointo Changing vendors (popularity vs. loyalty)
How Can You Avoid Pitfalls?
• Be Proactive• Admit Your Mistakes• Ask For Help • Build Partnerships
o Schools, Industry Organizations, Charitable Organizations, and Community Programs
• Be Aware of Industry Trends• Build the Brand: 1 Brand, 1 Team,
Unlimited Potential
TOP 10 TIPS 10. Create Value: for owners, management and self9. Be an Ally: How can you help?8. Build Brand: Both the Club and Your Personal Brand7. Be Profit Focused: mindful of overhead6. Programming: Tennis Xpress, Fit2Hit, Rapid Fire, HP5. Innovate: new ideas create excitement4. Cultivate a Team Culture: Everybody Wins!3. PR: If nobody knows how great you are, are you? 2. Strive for Excellence: (what you believe-you can
achieve)1. COMMUNICATE: It all starts HERE!
Conclusions
SYNERGY