2012 – 2013 DW Dividends

• Brand• Recognition & Recall

• Message• Position & Differentiation

• Communication Strategy• Access to Market

• Process & Infrastructure• Conversion to Sales

Stats

Total < 750 750 < Total < 1,500

1,500 < Total < 2,750

2,750 < Total < 4,500

4,500 < Total < 5,595

# of Customers 74 35 20 10 5

Average Point Total 351 1,085 1,958 3,526 5,107

Sales Increase $295,200 $145,150 $158,400 $97,400 $48,825

Total $744,975

• Reasons for DW Dividends Program• Increase customer relationships• Thank customers for business• Increase loyalty• DRIVE SALES!

• Vacation Packages• Punta Cana, Dominican Republic• Alaskan Cruise

• Sporting Trips• ??

• Simplify Sporting Trips• Consider a Booking Agent• Determine 2012-2013 Sporting Trips

• Structure• Planning• Expectations• Consistency

• Color Code– Orange: Sporting– Green: Vacation– Blue: Delights

3 Year CycleYear 1 Year 2 Year 3

• Booking Agent Criteria• Offer Both U.S. and International Trips• Offer Both Hunting and Fishing Options• Provide Top Quality Service• Be Knowledge Center for Trends• Work with DW’s Best Interest at Heart• Great Communication with DW

• Riata Hunting Ranches – Mike Gardner• Best Possible Pricing• Solid/Quick Communication Channel• Over 500 Different Hunting/Fishing Packages• Deal Sweeteners• Delayed Deposits• Low to No Minimums

Dove Blast’n’Cast

Cost per Hunters DW Reps Fees Tips Total Cost Cost per Customer

Multiplier

/ .9Final

$1,650 9 1 $0 $150 $18,000 $2,000 2,222 2,500$1,650 15 2 $0 $150 $30,600 $2,040 2,267 2,500

Location 624 Ranch – Cotulla, TX (1.5 Hrs South of San Antonio)

Size 7,000 Acres

Days 4 Days (2 Hunting, 2 Fishing)

Includes Meals, Lodging, daily laundry, bass fishing, trucks and drivers, 5 stand sporting clays, adult beverages, swimming pool, boats, guides, tackle and bait.

Lodge 9000 sq ft. 5 bedrooms (3 with queen and twin beds, 2 with four twins. 2 large bunk rooms that sleep 6 guests each.

King Ranch

Cost per Hunters DW Reps Fees Tips Total Cost Cost per Customer

Multiplier

/ .9Final

$4,700 10 2 $125 $200 $60,300 $6,030 6,700 6,950

Location King Ranch

Size 1,250,000 Acres

Days 3 Days, 3 Nights

Includes Meals, Lodging, guides, and game care

Lodge On site

New Mexico Mule Deer/Elk

Cost per Hunters DW Reps Fees Tips Total Cost Cost per Customer

Multiplier

/ .9Final

$9,500 7 1 $0 $0 $76,000 $10,857 12,063 11,995$9,500 8 1 $0 $0 $85,500 $10,688 11,875 11,995$9,500 9 1 $0 $0 $95,000 $10,556 11,728 11,995

Location Chama, NM

Size 37,000 Acres

Days 5 Days, 4 Nights

Includes choice of Elk or Mule Deer, lodging on ranch, guides, game and trophy care, meals, tips, licenses (includes everything but taxidermy and transportation to and from ranch)

• Add Structure to Sporting Trips• More accurate planning for DW• Offer packages in all price ranges so everyone can

participate more• Target growth customers

Results

• Booking Agent• Better idea of what customers really want to do