2010高尔夫国际论坛-高尔夫发展趋势和最佳实践 (亨利.迪路西亚)

HenryDeLozierWelcome[欢迎]HonoredColleaguesandFriends[尊敬的同事们、朋友们]GolfDevelopmentTrendsandBestPractices高尔夫发展趋势和最佳实践Overview[概述]FourPointsofEmphasis[四个重点]1.Golfwillgrowfor20years.[高尔夫将(继续)成长20年]2.Golfisasignal.[高尔夫是一个信号]3.Chinacanteachmanylessons.[中国能够给予许多经验]4.Chinacanlearnmanylessons.[中国也能学到许多经验]GolfWillGrowfor20Years[高尔夫将(继续)成长20年]ChinaWillLead[中国将是主角]SustainablePlanning[可持续的发展规划]OlympicSport[奥运会项目]GolfIsaSignal[高尔夫是个信号]OfSpirit[精神上]OfLifestyle[生活方式上]OfGrowth[成长上]ChinaCanTeachManyLessonsaboutGolf[中国能够给予许多高尔夫经验]ChinaCanLearnManyLessonsaboutGolf[中国能够学到许多高尔夫经验]LessonsfromAroundtheWorld[来自世界各地的经验]WhatlessonscanChineseplannersanddevelopersdrawfromworldwideprojectdevelopments?[中国的规划者及发展商可以从世界各地的项目开发商那学到些什么?]Whatwerethebestandworstdevelopmentstrategies?[什么是最好的以及最差的开发战略?]LessonsfromAroundtheWorld[来自世界各地的经验]DevelopmentEfficiency[开发效率]LessonsfromAroundtheWorld[来自世界各地的经验]IntegratedGolfPlanning[高尔夫整体规划]Residential[住宅]Resort[度假村]Mixed-Use[混合使用]BeginwiththeEndinMind[以终为始]PlanforExit[退出计划]PlanforSustainability[可持续发展计划]PlanforFinancialIndependence[经济上的独立计划]ImportKnowledge[知识输入]LearnfromGlobalMarket[向全球市场学习]UseBestPractices[使用最佳做法]PlanforMeasuredGrowth[预测增长计划]EstablishMethodforSelf-Evaluation[建立自我评估的方法]EngageSpecializedExpertise[专业认识参与]ProvenPlanners[已被证明过的规划师]ExperiencedDesigners[经验丰富的设计师]TrustedBuilders[可信赖的建造商]TimeandTiming[(把握)时间与时机]MostCriticalSuccessFactorsforGolfProjectDevelopment[高尔夫项目成功发展的最关键因素]TimeRequirements[时间要求]ForPlanning[规划]ForFinancing[资金供应]ForConstruction[建造]ForMaturation[球场成熟期]ForIntroducingBusinessConcept[引入经营理念]ForSellingMemberships[会籍销售]Timing[时机]ResearchandAnalyzeTargetMarket[目标市场的研究与分析]MeasureMarketDepthandBreadth[估量市场的深度与广度]DiscountFindingsforCaution[谨慎对待折扣]DevelopProjectinGrowingandRisingMarket[在成长与崛起的新兴市场中开发项目]ConstantlyMonitorMarketConditions[持续监控市场状况]BestManagementPractices最佳管理实践ProjectFeasibility[项目可行性]UseLocalMarketComparisons[使用本地的市场对比]MeasureMarketDemand[衡量市场需求]EstablishMarketDifferentiation[建立市场差异化战略]MarketAnalysis[市场分析]IdentifyExistingDemand[确定现有需求]QuantifyMarketElasticity[量化市场弹性]AllowTimeforMarketGrowth[允许市场发展的时间段]ExpectSalesExplosionandSubsequent‘CoolDown’[预期销售火爆及随后的市场”降温”]StrategicPlan[战略计划]SellMemberships[会籍销售]MonitorLocalMembershipMarketFactors[监控当地会籍市场因素]PlanCommunityandClubGovernance[社区规划及俱乐部规程]EstablishCapableManagementOrganization[建立精干的管理组织]DevelopComprehensiveFinancialPlan[制定全面的财务计划]SellMemberships[会籍销售]CultivateLocalSalesTeam[培养当地的销售团队]ImplementEffectiveSalesStrategies[实施有效的销售策略]BePatient[有耐心]QuantifyKeyMetrics[关键指标量化]QuantifyKeyMetrics[量化关键指标]TrafficVolume[客户量]Leads[潜在客户]SiteVisits[参观量]Closings[下单量]MonitorLocalMarketFactors[监控当地市场因素]BusinessGrowth[业务成长]SocialValues[社交价值]TargetsofOpportunity[瞄准机遇]ThreatstoDemandGrowth[需求增长所面临的威胁]PlanGovernance[制定规章制度]ClearRules[明确的规则]MethodofConflictResolution[冲突解决方法]FlexibilityforChangingConditions[应对变化的灵活性]EstablishCapableManagement[建立精干的管理组织]ProvenExperience[已被证明过的经验]EstablishedSystemsandProcesses[既定的制度和流程]DependableProfessionals[可信赖的专业人士]AccountableCheck-Points[可问责的制度]DevelopFinancialPlanning[制定财务计划]OperationalBudget[经营预算]CapitalExpenseBudget[固定资产支出预算]CashFlowBudget[现金流预算]RollingThree-YearForecast[三年期滚动预测]PerformanceBenchmarking业绩基准PerformanceBenchmarking[业绩基准]MeasureWhatMatters[衡量因素]RevenueGrowthIsCritical[经营收入增长是关键]ExpenseManagementIsNecessary[必要的管理费用]EstablishInternalBenchmarks[建立内部基准]BuildChineseandAsianBenchmarks[建立中国及亚洲的基准]MeasureWhatMatters[衡量因素]•Utilization[设施使用]FacilityCapacity[设施容量]CalculationofCapacity[计算容量]•RevenueperAvailableRound/TeeTime[每轮/每个开球台时间的收益]•ManagementCompensation[管理费用]•PerformanceBenchmarks[业绩基准]PerformanceBenchmarks[业绩基准]–REVPAR/REVPATT[每轮/每个开球台时间的收益]–RevenueperRound(bysource)[每轮次收益(按来源计)]–EXPAR/EXPATT[每轮/每个开球台时间的支出]–ExpenseperRound(bydepartment)[每轮费用(按部门计)]–MembershipSalesPace[会籍销售速度]–DuesRevenuePercentage[月费收益所占百分比]–MarketingOverheadPercentage[营销支出所占百分比]–CapitalExpensePercentage[固定资产支出所占百分比]MeasureWhatMatters[衡量因素]Dues[月费]Fees[打球费用]Services[服务]RevenueGrowthIsCritical[收益增长是关键]GolfCourseOperations[高尔夫球场运营]ClubhouseOperations[高尔夫会所运营]MembershipServices[会员服务]ExpenseManagementNeeded[所需的管理支出]EstablishInternalBenchmarks[建立内部标杆]BuildChineseandAsianBenchmarks[建立中国及亚洲标杆]MembershipMarketingTactics[会籍营销战术]BlendMembershipMarketing[混合会籍营销]China[中国]Asia[亚洲]GlobalBusinessPartners[全球商业伙伴]IdentifySpecificMarkets[明确特定的市场]Sub-MarketsTargets[二级市场目标]VolumeofTarget[目标数量]TimingofTargetAcquisition[获取目标时机]PrivateorNot?[是否纯会员制?]MarketCapability[市场能力]MarketCapacity[市场容量]ProjectAlignment[项目定位]UseMembershipPrograms[利用会籍计划]InnovativeandImaginativeConcepts[创新且富想象力的概念]AcceleratedSalesPace[加快销售速度]ImprovedMemberRetention[改善会员保留]GreaterMemberReferralVolume[较大的会员推荐数量]HonoredLocalCustoms[尊重当地风俗]Conclusion[结论]ChinaIStheFuture[中国就是未来]LearnfromGlobalBestPractices[借鉴全球最佳实践]UseWiseGrowthPlanning[采取明智的增长计划]2010GolfInternationalForum2010年高尔夫国际论坛HenryDeLozier