Table of Contents

PREFACE viii

How To Use This Manual x

Section 1 PROFESSIONAL SERVICES 1
Accountant 2
Attorney 2
Insurance Agent / Agency 3
Designer / Architect 3
Civil Engineer 4
Land Survey Company 5
Market Research 5
Marketing Consultant 6
Turf Specialist 7
Banker 7
Lighting Consultant 8
Barrier Netting Consultant 8
General Contractor 8
County / Local Government Agencies 9
Equipment Suppliers 10
Real Estate Agents 10
Transportation 11
Mechanics for Turf and Range Equipment 11

Section 2 MARKET ANALYSIS 12
Background Statistics 13
Market Planning Reduces Risk 14
Your Business Plan 15
The Purpose of a Market Analysis 16
The Market Analysis Process 16
Qualifying Your Information 18
Information Gathering 19
Geographic Analysis 19
Trade Areas 20
Impact Zones 21
Zeroing In 21
Weather 21
Seasonal Variations 22
Precipitation 24
Wind 24
Sources of Weather Information 24
Site Selection 25
Looking for Real Estate 27
Directional Orientation of the Property 29
Zoning 29
Utilities 31
Adjacent Land Use 31
Accessibility 31
Adjoining Neighborhoods 32
Topography 32
Narrowing Down Your Choices 33
Demographic Analysis 34
Consumer Participation In Golf Activities 35
Sources For Participation Rate Data 36
Demographics and Purchasing Behavior 36
Frequency of Play and Use 37
Comparison with National Norms 38
Determination of Golfing Population 38
Consumer Lifestyles 39
Competitive Analysis 41
Public Record 42
Developing Competitor Profiles 44
Competitor Rankings 44
Product Analysis 45
Price Analysis 45
Sales Potential Forecasting 45
Determining Available Market Share 47
Competitor Market Shares 47
Market Research Conclusions 50

Section 3 PURCHASING REAL ESTATE 51

Section 4 LEASING 54

Section 5 ZONING & PERMITS 58

Section 6 MASTER PLAN & LAYOUT 71
Topography 71
Master Plan 73

Section 7 DESIGN & CONSTRUCTION 75
Grass Tees 75
Space Requirements 75
Tee Design 76
Construction 76
Artificial Tees 82
Design 82
Space Allocation 83
Walkways 84
Costs 84
Berming 86
Tee Line Surface 86
Parking Lot 87
Surface Materials 88
Sidewalks 89
Landscaping 90
Irrigation 91
Types of Irrigation Systems 91
Manual 91
Automatic 92
Water Source and Pressure 93
Costs 94
Barrier Netting & Poles 94
Barrier Netting 94
Poles 96
Installation 100
Installation Costs 102
Other Considerations 102
Lighting 103
Replacement Bulb Cost - Metal Halide 104
Light Fixture Mounting 104
Steel Crossarm Mounting Bracket Costs 106
Cost of Lighting Systems 106
Berm Lighting 106
Service Building 108
Sales Counter / Ball Distribution 110
Offices 114
Windows 115
Restrooms 115
Drinking Water 115
Food and Beverage Area 115
Merchandise Area 116
Storage/Closet 116
Foot Traffic 116
Doors 117
Service Building Alternatives 118
Maintenance Building 121
Basic Functions of the Maintenance Building 121
Signs 125
Communication Basics 126
Cost 126
Sources 126
Road Improvements 127
Turn Lanes 127
Signalization 128
Costs 128
Curbs & Gutters 128
Tree Removal 129
Grading 130
Electric 131
Fencing 132
Water & Sewer 133
Covered Tees 134
Open Covered Tees 134
Closed Covered Tees 135
Cost of Materials 135
Putting Green 141
Practice Chipping Green & Sand Bunker 143
The Green 143
The Bunker 144
Surrounding Area 146
Target Greens 146
Alternative Target Greens 148
Placement 150
Security 150
Cash Security 151

Section 8 EQUIPMENT 152
Range Balls 152
Range Ball Picker 153
Ball Washer 157
Automatic Range Ball Dispensers 159
Range Mats 164
Baskets 165
Tee Dividers 166
Yardage Markers 168
Bag Stands 169
Maintenance Items 169
Computer Equipment 170
Miscellaneous Equipment & Accessories 170
Merchandise Displays 170
Food & Beverage 171
Benches 171
Flags 171
Automatic Teeing Machines 172
Heaters 175

Section 9 GOLF RANGE ACQUISITION 176
Golf Range Valuation 176
Finding Golf Ranges To Buy 181


Section 10 FINANCING 182
Financing Alternatives 183
Debt Financing 183
Banks 184
Finding The Right Bank 184
Educating The Banker 185
Small Business Administration (SBA) 186
Venture Capital 189
Uniqueness 189
Strong Management 189
Healthy Projections and Return on Investment 190
Exit Strategy 190
Seller Financing 190
Family/Friends 191
Miscellaneous Sources of Cash 192
Equity Financing 192
Role of the Business Plan 193
General Business Resources 195


Section 11 FORMATION OF THE BUSINESS 197
The Sole Proprietorship 197
Advantages of the Sole Proprietorship 197
Disadvantages of the Sole Proprietorship 198
The Partnership 199
Characteristics That Distinguish a Partnership from a Sole Proprietorship 199
Types of Partners 200
Advantages of the Partnership 200
Disadvantages of the Partnership 201
The Corporation 202
Advantages of the Corporation 202
Disadvantages of the Corporation 203
A Guide to Decision Making 203
How to Incorporate a Small Business 204
Certificate of Incorporation 204
Officers and Stockholders Meeting 206
Bylaws of the Corporation 206
“S” Corporations 207


Section 12 INSURANCE 209


Section 13 INDOOR GOLF CENTERS 212
Site Location 213
Basic Construction Considerations 214
Ceiling Heights 214
Pitching/Chipping Bay 214
Column Spans 215
Voltage Stability 216
Traffic Area 215
Site Improvements 216
Facility Layout 216
Classroom 216
Exercise Area 216
Indoor Equipment Area 216
Equipment 217
Putting Greens 217
Mirror Room 217
Electronic Diagnostic and Training Aids 217
Digital Video Analysis 217
Swing Analyzers 218
Weight Shift Monitoring 218
Bio-Mechanical Analysis 218
Golf Simulators 219
Real Photography 219
Graphic Versions 219
Simulator Putting 220
Simulator Swing Analysis 220
Simulator Components 220
Projectors 221
Computers 221
Cages 221
Data Collection 221
Multi-Purpose Uses 222
“Food For Thought” 222
Target Markets 223
Active Golfer 223
Beginner 223
Social 224
Juniors 224
Corporate Accounts 224
Tourists and Travelling Executives 224
Management Issues 225
Revenue Generating Ideas 225
Other Income Sources 225
Simulator and Putting Tournaments 226

Section 14 ALTERNATIVE PROFIT CENTERS 227
Miniature Golf 227
Batting Cages 230
Outdoor 230
Indoor 230
Indoor Computerized Simulators 230
Video / Pinball Machines 233
Food & Beverage 235
Go-Karts 236
Commercial Track Specifications 238
Domes 240
Issues to Consider 241
Custom Clubs & Club Repair 244
Club Rental 244
Golf Instruction 245
Merchandise 248
Miniature Basketball 249
Bumper Boats 251
Distance Measuring Devices 252
Video Vending 254
How It Works 254

Section 15 APPENDIX 260

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