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