The URL can be used to link to this page

Home My WebLink AboutPrsntatn - Year-End Report from DWGR 10-AO i Desert r3 . . r Golf Resort .iirmigiiiiiimilio . : , . .., . 0.. .. ..., _ .,...,...„. .. . .4:••••• .-•-•.,:....-.'i'.7.'.:.. :•'- -,-..,ei., • ..•-• ... . .4, , - . .-.•I; _,.....,.- . . • ..-. .,.... ., . .. - : ••••'-• " • 'A --''. ..- — - .;:ir:I±r;O:._,...i.i.e 1*,-4,4ii•..'r,... • •• '-fits.; •.^ e �. y- 'r•� f S�.lk ! _ ad4,,•: -.. .,'V.'I.t}.1•• '- .0.'k . . *.. a I 1 ~ t h. fig' .. II Ar-ifteTeiela,C6 GOLF ACADEMY Fa!rwacs KI cIS at Defert ilallatti Gaff fitx r1 floor.wm.WI W... 2017-2018 ANNUAL REPORT c ..:: KemperSports Desert � 2 will 017-2018 Annual Report Golf Resort Executive Summary 3 State of the industry 4 Table of Key Performance Indicators 6 Contents Customer insights 19 Strategic Initiatives 20 Appendix 27 �' Fes _ ' � A. } t y +' • s • 1.3 0 KemperSports' 2 W Desert ' 2017-2018 Annual Report Golf Resort Dear City of Palm Desert, The 2017-2018 Annual Report will provide an overview of the state of the golf industry and Desert Willow's overall performance. This past year, Desert Willow (Golf Operations and Food and Beverage Operations combined) saw a record breaking year in revenue generation exceeding the $11 million mark for the first time in the facility's history. Increases coming in all departments in excess of 10%each. It is also worth noting the Food & Beverage department broke the$3 million revenue mark for the first time ever. Executive The ORCA report(an independent data collection company) again revealed that Desert Willow was the top green fee revenue generating facility in its Summary competitive set. Other areas of success included high marks in KemperSports'True Review program,which is designed to quantify customer feedback. Scores were among the top in the KemperSports portfolio as well as in the Hospitality Industry. We achieved a customer Net Promoter Score of 85.7, which is our best ever and 5 points higher than our previous record of 80.0. In addition,the National Golf Foundation awarded Desert Willow with the 2018 Top Five Overall Customer Satisfaction Award, which includes all facilities nationwide with green fees of $70 and above who participated in the NGF's survey. Therefore,excellence in customer service is an important part of our success. Expenses did grow in 2017-2018 by 8% due to the variable costs for increased revenues,the California minimum wage increase and inflation in operating expenses with utilities and water costs leading the way. Despite the expense growth,the Desert Willow team achieved the highest operating income since 2008 at$1.74 million. Operations met the cash flow breakeven benchmark of $1.2 million and more! Various capital projects were also completed to help the facility maintain its position at the top of the market. Desert Willow's premier facility is key to our future success in developing programs to drive golf rounds and revenue. Thank you for the continued teamwork and support of City Council and City staff. Sincerely, KemperSports' Management Team lord' KemperSports' 3 PeWeillgt State of the Industry Golf Resort National Golf Market Statistics by the National Golf Foundation • Overall golf rounds were down in the US 3.3% from January Golf through June of 2017. Industry • Course closures for 2017 amounted to 205. Only 15 new courses Dynamics . opened in 2017. Course supply increased 44% from 1985-2005, but has declined 6.9% from 2005-2017. • Golfer participation remained flat at 23.8 million to 23.8 million. Committed Core Golfers also remained at 19.5 million. Palm Springs Market Statistics • Golf rounds were up 5% from prior year in the Palm Springs Local Market. Desert Willow rounds increased by 14%. (per National Golf Foundation) Industry • Revenue per round averaged $36.39 (7.4% increase) in the Palm Dynamics Springs market and our competitive set averaged $41.48 (6.4% increase) compared to Desert Willow's $50.39 (11.3% increase). (per ORCA Report) *: KemperSports. 4 Desert State of the Industry: Willi The ORCA Report Golf Resort The ORCA Report is new to the golf industry and specifically analyzes golf rounds and revenues. ORCA is similar to the Hotel Industry's STR report which compares room occupancy vs. revenues. ORCA establishes a competitive set • for each facility evaluated. Desert Willow's competitive set includes the following facilities and golf courses: Local • Marriott's Shadow Ridge Golf Course Industry • Indian Wells Golf Resort- Celebrity& Players Courses Dynamics • silverRock Resort • La Quinta Resort & Club - Dunes & Mountain Courses • Classic Club • PGA West Norman Course 111.01111.1111 • PGA West Stadium Course & Nicklaus • Westin Mission Hills Resort- Pete Dye &Gary Player Courses ORCA Report - Revenue Per Available Round $60.00 $50.00 $40.00 $30.00 $20.00 $10.00 S- 2016 2017 2018 ■ Desert Willow (both courses) iir Competitive Set Rank Among Competitive Set Years Ending 2016 2017 20 Desert Willow (compared as a facility) 1 of 8 2 of 8 1 of 8 : KernperSports- 5 , Desert ;- KeyPerformance indicators�� Golf Resort The following items are key performance indicators for Desert Willow Golf Resort that are used to benchmark in order to drive results. • Revenue Trends Metrics - Mix Review -Average Daily Rate (ADR) -Merchandise Revenue per Round • Round Trends -Year over Year -Segment trends • Loyalty Programs • Corporate Partnerships • New - Ultimate Palm Desert Getaway Campaign • Expense Trends z:14 trf • .re41111A4Ik VC: •ate ��_ +: 4. ; . 61"` 0ir KemperSportt' 5 Desert '� Key Performance Indicators: Golf Resort Revenue 2018 Revenue Breakout 2% Green Fees & Cart Fees Merchandise ■ Other Pro Shop ■ Range C 0% 01111.19'. Food & Beverage 4% 8% Academy • The revenue segments above remained consistent to prior year. • Other Pro Shop Revenue consists of membership fees for our Strategic_ loyalty programs and club rental revenues. 60 Insights POOMMINAllea * KemperSports Desert ? Key Performance Indicators : Willy Revenue Golf Resort Revenue Trends by Segment $7,000 ,a $6,000 Ti C o $5,000 g $4,000 - — m $3,000 3 O $2,000 7 $1,000 Green Fees Merchandise Other Pro Range Food& Academy &Cart Fees Shop Beverage _ ■2016 $5,859 $676 $360 $32 $2,600 $272 ■2017 $6,094 $704 $402 $35 $2,681 $248 ■2018 $6,780 $853 $459 $39 $3,030 $279 • Green Fees increased 11%just missing the all-time green fee revenue record by $10k. Every major player segment (Public, Wholesale, Outing and Loyalty) improved. Strategic • Merchandise sales increased by 21% in total and increased from $8.88 per round last year to $9.45 per round. Insights • Other Pro Shop revenue increased by 14%due to improved Platinum Card sales. Staff continued our sales call blitz strategy this year where staff personally called every previous card holder from the past 5 years. • Food & Beverage revenues were up 13%thanks to improvements in all segments: Dining up 9%, Banquets up 18%and On Course up 18%. :": KemperSports" ', 8 Desert Key Performance Indicators: Will" Revenue Golf Resort Revenue Trends by Month $2,500 — --- — -- $2,000 - Phi500 -- - 3 $1,000 oC $500 11 , JUL AUG SEPT OCT NOV DEC JAN FEB MAR APR MAY JUN ■2015 $200 $275 $498 $905 $1,050 $684 $1,144 $1,638 $1,751 $1,155 $786 $480 2016 $243 $231 $472 $:•:0 $::1 $584 $967 $1,775 $1,695 $1,113 $673 $327 i 2017 $149 $165 $412 $891 $888 $616 $968 $1,764 $1,838 $1,253 $782 $453 ■2018 $258 $243 $574 $927 $1,104 $771 $1,277 $1,784 $1,973 $1,290 $836 $426 • Revenues significantly up in the first quarter as Firecliff was fully available compared to the renovation closure in 2016. Strategic • All-time revenue records were set each month from September through March! Insights • April and May both saw improvements over recent years. • June was the only month that declined from prior year, which was the case for the entire Palm Springs market according to the National Golf Foundation and the ORCA Report statistics. l _ ;+�. K . ernperSports 9 Des Key Performance Indicators : Will Golf Resort Rounds Round Trend by Year 92,000 --90,000 88,000 - i 86,000 ill 84,000 _ c 82,000 cc 80,000 78,000 -- 76,000 74,000 Ivo 72,000 2015 2016 2017 2018 ■Total 87,252 8Q546 79,355 90,332 • Rounds were over 90,000 for the first time since before the 2008-2009 recession. Strategic • 2018 had both courses available for the whole year as both 2016 and 2017 were both impacted by the Firecliff bunker renovation closures. Insights • Desert Willow had the highest occupancy rate in the Palm Springs market at 67.3%. The market rate was 58.3% and the competitive set was 58.6%. (per the ORCA Report) * KemperSports 10 Desert - Key Performance Indicators: Wills Rounds Golf Resort ROUND SEGMENTS 35,000 30,000 —.... 25,000 -- 20,000 15,000 10,000 5,000 Published Resideul Outings Wlwlesale Loyally/ Comp Rate Special ■2017 Rounds 12018 Rounds • Our Dynamic pricing strategy continues to help grow the Published Rate category. Strategic • Resident play declined, however, many residents play under the Loyalty/Special category as a part of the Summer VIP and Platinum Card programs. Insights • Wholesale rounds increased significantly thanks to improved traffic from GolfNow. • Loyalty/Specials increased more than any other category due to our increased sales of the Platinum Card program. Platinum Card rounds increased by 15%. e KemperSports 11 Desert Key Performance Indicators: Wily Golf Resort Round s Rounds Trend by Month 16,000 1 14,000 12,000 0 1D,000 c 8,000 III cc 6,000 4,000 1 - IF 2,000LI _ I I I il I I 0 JUL AUG SEPT OCT NOV DEC JAN FEB MAR APR MAY JUN 12015 3,107 3,167 4,787^ 7,379 7,243 5,287 9,213 10,871 12,677 9,572 7,636 6,313 2016 3,863 3,358 4,691 6,679 6,621 4,499 8,250 11,017 11,935 9,839 5,861 3,933 ii 2017 1,963 1,802 3,341 6,967 6,470 4,735 8,295 10,484 12,999 9,773 6,821 5,705 I 2018 4,044 2,949 5,738 6,663 8,021 5,616 10,204 10,648 13,365 10,015 7,040 6,029 • Rounds increased July through September due to the Firecliff course being fully open after the previous year's bunker Strategic renovation. Insights • With the exception of October, every month showed an increase in rounds over prior year. October and November should be blended when reviewing due to timing of over seeding. October and November together showed a net increase in rounds. * KiemperSports' 12 Desert Key Performance Indicators: will Loyalty Program s Golf Resort ipir:or►4111-"+• ---- . - .. . - . CAP _ ,..,_ , , ;It: •'- ( hi/ !• �ll'r1 ei/n1 ARD �i J *, 2017-2018 PLATINUM CLUB CART) 2018 SUMMER VIP CARD 2018 SUMMER ELITE PASS • Palm Desert Residents - • Palm Desert Residents • Palm Desert Residents$699.00 $319.00 $49.00 • Non-Residents-$799.00 • Non-Residents -$369.00 • Non-Residents-$79.00 • Valid 5/1/2018 to 9/23/2018 • Valid 9/25/2017 to • Valid 4/9/2018 to 9/23/2018 • Unlimited Golf 10/7/2018 • Discounted Green Fees • Unlimited Practice Facility • Discounted Green Fees for • Early Twilight Rates CardholderSummer VIP Guest Rates and up to 3 Guests • 7 day Booking Window • 21 Day Booking Window •• Early Twilight Rates Driving Range Discounts • Golf Shop Discounts • 21 Day Booking Window • Golf Shop Discounts . Restaurant Dining Discounts • Driving Range Discounts • Restaurant Dining Discounts • Discounts on Golf Lessons • Golf Shop Discounts • Discounts on Golf Lessons • Restaurant Dining Discounts • Discounts on Golf Lessons • Discounts at Local Partners Total Cards Sold Total Rounds Total Revenue eal tio 411 • Platinum Club • Summer VIP • Platinum Club ■ Summer VIP ■ Platinum Club • Summer VIP • Summer Elite • Summer Elite ■ Summer Elite 0 * KemperSports +; 13 Desert • = Key Performance Indicators : W . Loyalty Programs Golf Resort PLATINUM CLUB, SUMMER VIP, AND SUMMER ELITE Print and Digital Collateral Examples 6 Rate Card Brochures and Posters • Full Screen GPS Ads . Hover Ads and Banner Ads • Social Media Facebook Ad Campaigns • Dedicated Email Blasts if.rr•f rite1'..0.1.rr,!rr�ft'i'i',en1.tS.I!!..:ar T ri Cr Rr lrgh 4.1�/re'.` learn More �r o.w.r.arra.r. r.•r. .1 SA\rAirroi-- Of- GRP-TIN t ompijollt, , . .__..__ - NI E If. �' 'r r i _� -C 1r r rj rr r• : r, -- _,t- 7lmfaearar,. -- _ �,- ,I i•Scat -fif i. •• a .� ., w' ....,'r. - It. - - a..f.�..un:r: �.•. •y rti- .,i0- _ - __ �•• . (,---. F +wrrtinrnmin .. r.w-- -l.� i{ }f•I` ... } .l,,„...a„,..„sdrsrnrnldn•araf, ,;n.'�o:� " lwzr r.:yume rd,x+'jn�mrnr in toe 97a1i77a ^` ,(} [� cFJ nc..rindimr�l HSwmeraaePmissuer•pr�m etttet Pa44- I`C1 R. ,.. • .. - _ s„ _ is pa kd's.�rard Lihard oro/tr.Ardice Aral ALE mvJer +-err Ruidrnr-$srs oo d,,r,t-4369.H] _ SUMMER FUIF.PASS BENEFITS N .i ; f, --- • Lwa�ec.�a�rr�rarrwa, i Sums.Tf Trm�47r1Ansn;Amu Saran YiwC.dGet R� P.r4r,.r:eirrrr1iss.W(.'s,N4krandurupru?Goat 251W FAp.drA�SaIr J -PLnrwa.i.ib,0ffifewt in h.N.ti'updi3.11.1 nl Dbarv,W.(,.y6.ey s...imA.b...+}R.m lWwergdriPmet.,NrS.wAr&a T.a MOB'Ar.r�Ie,MihCheig N�Sole/ t0 •k:4rt„r lino]r;fn?r rkr,�m.4nrbrrr f ■y�.r.[�Ir�rq.1 �e..wra s.••1'BC.Orehr.lAp,...4 fary Order Arras} rr lLrnr[r►r Yt4'dI.V mom.+ "-rr.r.alrx aa�a.,, MOFF Gti9'71tis .. • .. wrrwarer rrr.wlY.•.r.t+•. ,as.orw....rfru.re ur a�amo* emui:F! a rklira keersmt Gadadr] •:pti OFF lx,.:v>o Paw1+.w r.xue.�Aso..ees.ms d fA.drrr kg.8 V,41r neukieltrawasilities.liniy he wyv pRcs raw aw 4iikiA y1.2Gra grs*ente a 271d •.M%0FI•OHL'ti tan icerp .b7.Off.yr.verrtiu.-sdel7am.1 r•� *;,� • - Podmpan kedekxl-S59900Ihbn-♦eddy-s.�9m .e9KO9FAcnx.ries[;etdx Saner Fa.�gmfir�edo414116 '.r- Prcrkase&Naytormn;muiarr3r,imrpLY .vw Off 7+.i .cdr.;olLesau —•� $llMhiERVIPCARDBENEFITS tar*xwde[stwiNo[waarM�llr S This •!8'X.OFF Faxium�ra ilmn 'Faof /] {+j{�( Of%a"arsr.l C.V.,Fm�r-• Pr*am,h Aoilnircry.•N8(71013A`r7#19 nyr 7 20IlJ 7k p w'bays a,W.ferr •JQ OFF Sn:is[7r16 Awe* trvk1= l lir6.fin'M1 Ff7rw G+arrdA li� 1: 5 Darn s48Tr Dr.*.Yak Peen LA•5?.iti r,;r.ursrrr, ar1r4�Ars�dltrt,ragnsrrnr Sti,11,IffR " SI%Clinnin Awe cw, •117.d Cr r24.Ni.11,r k Mt.-'•;nrR 19fpf lmitami .. e9ILArrdauzrf..�.erraY. rArrSolr■..l . a cartr� fie . FBK OFFIh d>.,mr AriveF. pyjI .! (A T'I ,- +wApri x�9rat .re n2i XJ., I fIESTr vas-519m 1 NLw•RLSIOCYrs•5r9.Jo Put**,liars roan' rsr4,,I.7Pahrr.,in.diaft, +w1111111ablerhr&W.11WP P 2ara.tiwa..1.1rr.:.ed.rAarti. o limn tch.' RMedrd•GsJ`IIw,,CAM73KMO :: KemperSports- 14 I]esert ';? Key Performance Indicators: Willi Corporate Partnerships Golf Resort kt-i • • I r/f. aoletito PA c i F I c A RlSTORAIJTE OASIS. HOTEL PASEO AUTOGRAPH COLLECTION' • �M-ee HOTELS ** THE FiXpos to,r EISENHOWER R E A T `r.'.... •r oeaeRr r HEALTH • Desert Willow partnered with local businesses to enhance benefits for our membership programs and general audience. • Companies pay a sponsorship fee and receive customized Desert Willow marketing assets. Assets include:website recognition, messaging to our email Added Value database, GPS visibility, on-site promotion„ etc. • 2017-18 was the second year of the partnership program. 100%of our 2015- 17 partners renewed for 2017-18 year. • Desert Willow's partnership program helps build customer loyalty and is the only program of it's kind within our competitive set. • 2017-18 corporate partners included Pacifica Restaurant, Eisenhower Health, Whole Foods Market, Hotel Paseo, Castelli's,The Club Fix, Family Development, Executive Car Wash, Oasis Date Gardens, and Cypress Wealth Management. • In 2018-19, Desert Willow plans to continue to expand the corporate partnership program. 6,,e KemperSports' 15 Desert Key Performance Indicators : Wxll Ultimate Palm Desert Getaway Golf Resort Enter to win an unforgettable Palm Desert oll experience .�y„� .. ,+ _, C .t..',1ii _. 3t _.t-r•«.war. .. � _ - „ $[1[ . y:"1' pI ' . O Gd1Rcsvrn PALM DESERT ry r NI}g CAI I F L]RNIA ONLINE DATA CAPTURE SWEEPSTAKES The purpose of hosting the "Ultimate Palm Desert Getaway" was to grow Desert Willow Golf Resort's email database with a targeted demographic of golfers. Sweepstakes started on March 1, 2018 and closed on June 30, 2018. Winner received a complimentary trip for 2 to visit The City of Palm Desert including: • Airfare, 2 round Trip Tickets (up to $500 Per Person) to Palm Springs International Airport and Rental Car • 4 night accommodations at Hotel Paseo c. BMW Driving Experience for 2 at the BMW Performance Center at the Thermal Club • 1 Round of Golf for 2 at Desert Willow's Firecliff Course with Breakfast or Lunch • 1 Round of Golf For 2 at Desert Willow's Mountain View Course with Breakfast or Lunch • Choice of(1 hour Short Game Clinic for 2 or Trackman Experience for 2 at The Palm Desert Golf Academy ($250 Value) • Meals at Palm Desert Restaurants including: $100 Gift Card for Castelli's, Pacifica, and Cork Tree • Shopping including: Westfield Palm Desert $100 Gift Card, Whole Foods, $100 Gift Card • Massage for 2 at JW Marriott Desert Springs Spa • Living Desert: Feed the giraffe private tour experience for 2 • Desert Adventures Jeep Tour for 2 ■ K,e;•, rnperSports- 40 16 Desert ., Key Performance Indicators : Willi Ultimate Palm Desert Getaway Golf Resort DATABASE GROWTH RESULTS ' Total Email Entries: 13,695 Total Valid Unique Emails: 10,412 Al Total Emails Unique to Desert Willow Database: 9,327 Total Landing Page Views: 48,470 .Total Email Entries •Total Valid Unique Emails •Total Emails Unique to Database •Total Unsubscribes MARKETING EFFORTS Digital Marketing Channels • Facebook Ad Campaign dgtukate • National Golf Foundation— Dedicated Email Blast Ilti4vDant dz, • Chicago District Golf Association —Dedicated Email Blast, 160x600, 300x250, and 970x66 Banner Ads • • Cascade Golfer- Dedicated Email Blast • Clicklt Golf—Dedicated Email Blast ** • Golfweek— Dedicated Email Blast and Digital Edition - • Greenskeeper.org—300x250 Banner Ad and 530x240 Email Blast Banner r ' '. • PNGA—eNewsletter feature `:" i { • Golf Now— Firecliff and Mountain View Profile Dedicated Email Blasts f _ --. • Rogue 5 Media—Dedicated Email Blast • Golf Champion — Dedicated Email Blast • - F,.;,.. ,,,,, ,rTi4 ti,,f,}.4.,cr::,r.•f::rin TirtirY; illy=.�ri,�F�:'iu' .. . - -� — 1 Ifief ,. �. (VA,o, r 0-Eti.i Enter to win an unforgettable Palm Desert golf experience Added Value rr 711 �� PALM,DESERT PALM DESERT ...,.w. CKemperSports , 17 Deserttit Key Performance Indicators: Golf Expenses Golf Resort p ___ __� Other Key Indicators • Payroll expenses were $193,000 higher than prior year(4% increase). • Increase generated primarily by the increase in minimum wage from $10.50 to $11 per hour. More minimum wage increases are on the horizon through 2022. • Staffing hours for the year were increased by over 11,000 hours. Additional employees were added to our Course Maintenance Department to help with deferred maintenance issues. Other additional hours were variable additions to meet the increased Strategic volumes of business. nsights • Operating expenses increased by$371,000 (13%)from prior year. • Course and Grounds expenses grew by$67,000 due to increases in water and electricity. • Food & Beverage expenses increased by$63,000 because of increased business volumes and some deferred maintenance projects. • Outside Golf Services increased by$57,000 due to battery issues with our aging cart fleet. New fleet coming in December of 2018. • Clubhouse services increased by$75,000 due to increased electricity as well as accomplishing many deferred repairs and maintenance projects around the clubhouse. • Operating Income increased by$538,500 over prior year due to the $1.3 million increase in revenues over prior year! 1 +r aAr• .•- f r -la- ' ,' U. .,a, 1 •� ice; " ►� • IP . _ y „miiiiMild i•4 F'UF4i��., . . KemperSpo.;. rts` 18 Desert Customer insights : Will KemperSports TrueService Golf Resort • �4 f—rerer,s6.% oxt .HAFTS' i=.pnu.,lr;cr Lc AL C . eeaax 7 Jar l xL.F SERVtC 0 KemperSports I Tr u e R ev i e le Overall Service Course Food Recommend # of Surveys eating Rating Rating Rating Rating (sr 2017-2018 85.7 9.3 9.5 9.1 8.7 9.5 4,158 2016-2017 80.0 9.1 9.4 8.8 8.6 9.4 2,279 marNGF Consulting National Customer Satisfaction Award ram a NATIONAL GOLF FOUNDATION 2018 Top Five Overall Customer Satisfaction • Desert Willow has been a leader in True Service Training in KemperSports. All staff received the required training in 2017-2018. • TrueService Ambassador of the Month Awards and an Annual True Service Ambassador of the Year Award Winner are featured and recognized. Elevating • On-going department training and meetings enhance the training of all Service staff which has resulted in Desert Willow significantly improving its Standards 410 Mindshare results. • Desert Willow has been recognized every year for TrueService Excellence since the inception of the TrueService program. • Received our highest ever Net Promoter Score (NPS) in 2017-2018. • Desert Willow's customer service excellence garnered recognition and an award from the National Golf Foundation in 2018. KemperSports' 19 Desert - . Strate is Initiatives Wi Golf Resort Revenue Maximization • Revenue Management System+ •Customized Sales, Marketing& loyalty Strategies •Center of E KGenleence •Pace Reporting Tool Customer Experience •True Se Program Su Program r' '. • TruefevUrea./TOOK •8est•fn-Gass Course Con�twns � fr►• aYlr Qeri�OPent Programs OperatianaI Excellence �_• trrstaHation of xS fundamentals _. •staff Hiring, Testing& Training • Nat•Onal Purchasing Po rr& E'pense Management �.eM •Gteen•to•a•Tee Program .::A `E .•r1ir' • Under KemperSports' management, Desert Willow Golf Resort has utilized our preferred vendor relationships and leveraged proprietary operational initiatives. 2018 Review • KemperSports provides savings from vendors through the Premier program, Corporate Insurance Programs, Purchasing Rebates from National Agreements, and other such programs to the City's benefit. K+ernperSports 20 Desert 7 Strategic Initiatives : With! Environmental Stewardship Golf Resort S.... ... Green to aTee• J . _, •gel r' i '.rK:t'--4 r :� <_ -te*-- 4 11j i � .. .. 4 7 ',.- (fl , .. . C i • . #7" .;�' '' 1. 1 t rior _. • • Desert Willow has achieved Level I and Level II proficiency in the KSM National Green to a Tee Program. Protecting • Desert Willow is working on Audubon Society Certification to enhance our commitment to wildlife management and good public relations in the Assets community. • Desert Willow's recycling of Cardboard-Paper,Glass and Plastics has reaped economic benefits to Desert Willow and demonstrates management's commitment to being GREEN! O $6 K,emperSports- 21 aiiii•- hall Desert Strategic Initiatives: Wi 16 InvestingIn Golf Resort Innovation of INNIiimimmomil 0:.----`-- ---------,Nivit , ,..,. 7.0., i 1 ill —i-- - lfr. frit 011e.lf ' ___ ,. ...._".; n r. , ii - :,6--t— (-Ai' - 14.)--- ..-_:-_, . ..,i,,:r.: v-v7:::! -.. _. .i . Le _ , . .._ . _.. 0 1 . • Monthly Webinars (Tee Sheet Management, Website Optimization, Social Media and many other programs) are conducted by the KSM support team. support • The Regional Operations Executive, Mark Hoesing, routinely Services inspects the Resort Programs and Services and attends the monthly President's Meeting at the City of Palm Desert. • Our Regional Sales & Marketing Director, Kylen Trevor, is participative in the development of marketing and revenue programs. • Annual KemperSports Leadership Conference provides training for General Managers. KemperSports 22 Dirtit Strategic Initiatives: Will Partnerships and Alliances Golf Resort �t. ,*- _ .1 • • - • In addition to purchasing discounts, National vendor relationships through KemperSports also provided merchandise rebates of$7,028, food &beverage rebates of$7,877 and equipment rebates of$124,228 on the new course maintenance fleet for a total of$139,133! 100%of rebates are returned to Added Value Desert Willow Golf Resort. • Desert Willow partnered with Black Gold Golf Club in Yorba Linda. This allowed for Loyalty Cardholders of each KemperSports facility to receive discounts at all both clubs creating significant value to the cardholders. • Desert Willow participated in KemperSports#PDMonth, which is a Player Development and "Grow the Game" initiative. Free lessons, social media campaigns and other programs are coordinated nationwide in June to expose new golfers to the game. This program created over 21,000 interactions and impressions at Desert Willow alone. Nationwide interactions and impressions topped 465,000 • •:= KemperSports 23 Desert Strategic Initiatives : will Community Involvement Golf Resort lki I N 1110: aoramble it ANNUAL SKIN CANCER GOLF TOURNAMENT FOLDS of HONOR • The team hosts a homegrown event—the Shoopy Scramble. Created by Brett Shoopman, an assistant golf professional at the property and a survivor of malignant melanoma, the event raises funds to fight this rapidly growing cancer and help spread skin cancer awareness by supporting the Eisenhower Lucy Curd Cancer Center of Excellence.The event, which regularly sells out, gives the Desert Willow team a chance to both support a cause that's very 1111111141119 personal and meaningful and one that impacts many in their region.Through Added Value the most recent Shoopy Scramble, enough funds were raised to quadruple the number of free skin cancer screenings provided by the Lucy Curci Cancer Center of Excellence, provide free transportation services to and from the screenings and enable a community lecture specifically on melanoma. Over the past six years, over$146,000 has been donated on behalf of The Shoopy Scramble. • Desert Willow, along with many other KemperSports properties, proudly supports the Folds of Honor foundation. Since 2007, Folds of Honor has carried forth a singular, noble mission, to provide educational scholarships to spouses and children of America's fallen and disabled service-members. In 2017-2018, Desert Willow and its amazing patrons provided over$14,000 in support covering three full scholarships! • In addition, Desert Willow provides donated round and lunch packages to various local charities throughout the year for their auctions. .;. KemperSports' 24 Desert t Strategic Initiatives : Will Maintaining Facility Image Golf Resort a :14 0 NB ..-1_1,--:..wi ir:....' , ! I I -- .. L-' � 7L i . \ , Capital Project Highlights for 2017-2018: F • Replaced old Course Maintenance equipment with a new Toro fleet lease. Received pricing below established governmental purchasing programs and 2017 received a $125,000 rebate as well due to the KemperSports vendor agreement. Capital • Replaced carpeting in the Proshop, Willows Room, tobby Bar, Cook's Grill and Projects Executive Offices • Refurbished and redesigned lobby furniture. • Upgraded the network server as well as had fiber data lines installed to improve the information technology infrastructure. • Necessary cart path and bridge repairs and replacements were completed. • Replaced three original HVAC units at the clubhouse. 0 4.1 KemperSparts 25 Desert Strategic Initiatives : Wes Targeting Future Success Golf Resort $ in thousands Revenue 2019 Budget 2018 Actual %Change Green Fees & Cart Fees $ 6,589 $ 6,780 -3% Merchandise $ 791 $ 853 -7% Other Pro Shop $ 445 $ 459 -3% Range $ 38 $ 39 -2% Food & Beverage $ 2,937 $ 3,030 -3% Academy $ 281 $ 279 1% Other G&A $ 20 $ 22 -10% Total Revenues $ 11,101_ $ 11,463 -3% COGS $ 1,391 $ 1,388 0% Gross Profit $ 9,710 $ 10,075 -4% Payroll $ 5,447 $ 5,042 8% Operating Expenses $ 3,040 $ 3,289 -8% EBITDA $ 1,222 ,$ 1,744 %of Revenue _ 11% 15% Total Rounds 87,186 90,332 -3% • The 2017-2018 fiscal year was one for the record books which was not forecasted at budget time for the 2019 Fiscal year. Therefore, budgeted revenues are budgets slightly below 2018 Fiscal year actuals. • Continue to monitor and modify our Dynamic Utilization based pricing approach to include improving Average Dollars per Round during high demand times as well as increasing Occupancy rates during slower times. • Continue to improve our Platinum Program by adding more value to the 2019 program through access to other local businesses at a discount. Grow card sales by continuing our phone sales blitz to previous cardholders. Initiatives • Creative Food & Beverage Promotions and Special Events are planned to continue drive F&B Revenues in Dining and Catering. • We will continue to grow our internal database, social media following and player development programs, which is instrumental to our sales and marketing strategy. The current database contains 70,000 active email addresses. • Payroll efficiencies have been maximized and due to the minimum wage increase in January of 2019, an 8%increase in labor is anticipated. • EBITDA as a percentage of revenues is budgeted to reduce to 11%due to the payroll increase. Operations is budgeted to be cash flow positive. 4*' KemperSports- 26 it Desert . : Appendix Golf Resort 4,4, 1 • �� • ,�" Fe If, ram`-`#'1' - Y� • C 41W 1. Awards and Accolades 2. Marketing Samples 3. Event Calendar 4. Fiscal Year End Financial Statements Additional 5, Comparative Rounds Mix Analysis Data 6. Comparative Dining and Catering Analysis 7. Desert Willow Core Values 8. Organizational Chart C `:* KemperSports 27 ,, , De e s ,rt {` _ I. Will, Golf Resort RECENT AWARDS AND ACCOLADES 2017-2018 GOLFA OV I SQ R • Firecliff#23 Top 25 Most-Improved golf courses in the U.S.in 2017 Firecliff#39 Best of2017: Top 50 golf courses in the U.S.according to ratings and reviews JG • Golf Range Association of America I Top 50 Public 201 7 TOP 50 Ranges Top 501 2017 PUBLIC RANGE Nal; • NGF Consulting National Customer Satisfaction Award �— 2018 Top Five Overall Customer Satisfaction NAt1DIVAL GOLF FOUNDATION m+v EXCELLENCE aNCE • Certificate of Excellence 2017 O 4.5 Stars Rating Va tripadvisor t r ,. Desert ' "WiiI 0 w E y ►r¢` yam, . ."i- r. �, 11 3r. w - F ' . 'K asp as gal - .r • - 1111 "• MARKETING SAMPLES 2017-2018 FOOD AND BEVERAGE EVENTS Print Collateral Examples for Dining Events rift 7belace, - . FALVWINTER CAL ENDAROf EVENTS - l r •- isi . •1 pig __ • .. !1UA-# -- f iliai .... rw.._ .r. • •. ,.• le.,_W UMW ..•...ea.+...w..a auw �.rne..y. ws SARI AY .1,�... r w.n �,. . r; .. .........E.,,, a.r..e o.1.r.s�..:crrlr .=a.-s.:......re. Ir V►1 bsw .moo...•MX os.>..,s..*•• 0. wr.a.0,- ., 441 :--v+-• 4.•-••+•ter ar ...Me Irk Wm..w. -.y it //y ` ,gyp c .n.$ a dr.•A^nr.vw.•..�....wf-af w. ay1..u.I..a++...�.�� Ic1. J rP.•i fi Fd9pw ..,.....f...r� "�•r .i'.x,...skj..yrs� .n• . NNCECE�ND DINNER ,-.r 711,.......0.4 p;,.sr.•.e.-., big.... 4'°f :,...r.r,w.r....r•..•.�..r..r,..r-..r. iKpwtI ilpw. .,... w *tr.� r.4 K..a....,4..r dG,t�,.,dCr,•:' y .r.c...rva-.G... a p_ �...r.. ..�....r+w+ On.......a.af.•1R a..w.w.1c r..xw.sr+:alrr.wwa Ucscrt r....4.=009�...1..>..rw.v r..+..r....+. r� IrAYrysirfrWr�lYw.3.31s1.ar.pl}mlur. (rn�``�Q ha.n.r Y.1wsui 1{1.�.uN.r eSeM • 11..1..�";.hy Y.A..iG M10,4,1!..w.YrwwM�r. ^^'��:.1n4...ft p.rl.ra.e.lairapo mo. GOLF PUBLICATIONS Print Ad Examples •. .. • Ii. 11 :..[1..::: 1-.:)/'-fll, I LO ' - f � ;�<<[ `t1 �I. , , 11111114V _ - .. .�, art' f{.+�r� 1 ., ' F.. jF r7 1.• tilt • '~ EXPERIENCE THE UNFORGETTABLE... rserw1o..C.pie..,s . r.....aa�..c.�.,nv Desert : �v,, 2.1W.N.11.13.-.a.p..,.r6:,164,w, =M:;' s� �y A,A+.Ocerr. ..Labr.-.aa1:a. rap miBarf mc.+r r` W. , ,,., et r5.ram,..,. .a.�p, .s,�.,,.wx.-n Desert �. R ,0 Alit 3� 4vtr Rearm - T,..15, Sfevvnin Ven. as-ene n.r+wwrra.r,u.u,e,wi�:+mlr...+..w+�.a.. \max wN`� swsiaf•a c ��+._�a mrply: .r.nw.a.uq..:.,.r.-1.�1.:..wv....�..i...ra�...-...'. � NMr..,r..i..•:,. -....F.lb...Cfa L.., W 4.0.. $- /Imesraln View 'fir �rs.....du,.-.....- k. - - . k PI !I •OCITIOk .= A O UNFORC ETTABEE COURSES • _ i .gip, •� ;�_ _ . -Desert -7r. • 4' '. 411bA. ,� CIF Resort -r, _ f sib l { �y. , ,,i ill, r � �' i};y L 15%OFF'Tee Times'Promo Code:GNMJ18!ww .desert vil[ow.com Yk,,-cru,,i:.:;,,r,,,..,:.k,„.0,t&-r.4.wr;::4:k;re a,as la rime.,only lad„tor i ffa•IAijr?ts,orethmu pc r • C[omabecl /1nd klth WV other ea, lfd,tiwetmrorcozgnr;and c riot*Fly fogrouporTotnamelfl play Ex; - -• t Ilk Y 38-995Wert Willow Dri►+e 1 Pak Dam,CA 192260I 0366)616-93071 www.dturilviiow.com Await Winn*caf.GOOia gs.Home ri the AFGL.Weddip s.am s•Sank Dm*al The Tema•The Pubri Darn GaYAL-arkony.au Akers Digital Banner Ad Examples 3oTw Desert 41 '1 ONE I_FCEN AM _ 1 .;. , :r ; .!.1 �;, ' •' . , "' _ f 1+ f t .r, '.-, i J .�17I .w` a yr Ada _ - - _.. Play the Firecl f or Mountain View course at SAVE$60 per round(8185 value) Promo Code: Desert Willow Golf Resort any day of the week for just$125 1 P player" ($60 SAVINGS PER ROUND)! CG125 per Offer Valid January 22,2018 through March 31,2018 38-995Darrt Willowlknr]Palm Desert,CA[92260[(760)346-70601 wwx.d rtwiflox,rom Apply promo code at the checkout process of your tee lime reservation •now*PoWor Ype-Fwidee lSeAr i**keenerkr wiz Nix Wild**w fplayas nt tine we pruvirc 0 Ivxrl.revins Cord kaFrhiad we/agodtereJ prig,*wad a•rnfonad dmewifyplj farm;wkrarnagdd NC TO WIN sett ,.IS. 71, NLiillw : AN L i e f or'E ttalrlc'P ai t r]c st r t Gott f:.rpciie r ce Golf Resell ±�,.r. 'V•a, [ . .y 'Ai.--I. ter•.. ,.--• - _ ._ _ - *-4-.:,-,--' . 7:-.17. :41-z.1 -...- "_le �Ak •irk• .:Y r •u - .. SAVE 42 per wunll($95 value) 4 IY' Desert r' MEMORIAL. DAY GOLF SALE sari:will+�w (;re en I-c: c, c I�«uas rnti 1`ral'il: ..IL�'!'i(,l"I f,fi;Yoe fltf'r:.. ,f,f;_rl Vtia. _ - f,j,i,iII,1• ,._�,1i., L.N. ,;,,1tE .N1IS PURCHASE CHASE . INTERNAL MARKETING14 Digital Banner Ad Examples City Of Palm Desert BEST BALE. CHAMP10NSHIi' 4alptstrttiYrle�•f7nifRrs: ,. t - .��f Ir. P -4 Ti• '414 24".?,A-1 , :,,-. '.,..: ii I tr...z.:_t7f4'.,t -`. .,,.._ I' llii. ^ter-�" ..+ S rws as ,:.,:-- 4re-' Saturday;May 26*and Sunday,May 276 2018 All Are you ready ru brnowrra�rd iJn ofPak Dese t?7k City %gtPatmDesrrtatdDesetf Ruartweplmudtoomornar 2m1 Annual City of Palm Delta Bar Math C71RneppyAip. -_,r . II ,. ..2.,...-:-7-----.1.1,.... PALM DESERT •�c�r cn3no¢tu ,:�' Or5atin ,lEa 16'erdSuedar.,r�yt arl+nredroJ imni-r �8n JmedP'nwr�dr A�it brm! TOLRN.141FNT SCF{EDULE OF EVENTS il Saturday,May 26,2018 Registration Maxi Shatun Start as Mountain cFtw WIN Sunda,'May27,2018 Registration Mast Shotgun Start on Firrrlijf 8.0Oata Awards UrKtrmer putiaird) 1:00pnm Fat ism infivnmWionWIN www.i aertrdier.cam rirychampionship illi MMMEN 1OTN a, . . desert �° _ _- I.. GoIFR..• : ,_ . '' ' 1 44*;fiti. L. Soli E S50pc•r?,3t,?iti iti;VAC, BIG WINTER GOLF SALE Play Fir'ilif or Mountain View anytime,7days a week Valid January 2 2018to March 3I,2018 PURCHASE GPS Ad Examples zr c5nraiktimmesh.f dIn uh tr' uy I L�� ..,,-il.tiol; a ricking, golf club,other for • firsttincnrrctumingoaa¢atn, otnc a n � / `41 only READY make golf r our sport fora lifetime. 149 The Get Golf Ready Aron is designed to teach you in fire short lessons t el everything you need to know to step onto a golf course and play with confidence.Get Golf Ready will be guided by trained PGA Professionals who will make sure yvu hare fun each step(idle war. October 29,2017-Narnther 26,2017 }anuary 7,2018-February 4,2018 le i A nldan j 3.fl0prrr-41lOprii Srunda}s j300pru-4:00prrr • r+ h.4,-,13,2018•March 11,2018 Much ita018•Aid 22,2018 ISuMaYs 1310oprrr-" sr.d%5 i"(]jnrr- r t Ape1129,2018-May 27,2018 Gain [w rwr �, "111 Mak WNW.desert►ili0w.COM/Ge16011-Read►or call 1-rn' 3 err.11:~ • INVEST N_ P, Ll Our Ptinum Cub Card is one of the mad poplar fnu` 7� min dr o Springsr < Ir+s1Hbry and start Smirgsome semiosgrern. AVE A LoT oF GREEN .°°1'110.l1.04 ti:III 1Lk' .r • ,e i -serf . • -- i• ! .;. $ C,r •Deaorrri dCrtert FeesitrCartisakieraadfor•up to3(gists �' '7 Y n Will t W - _ A •Kalinin'T dr 1 I Hour Em&r drm Hon x filers -- A Y yc. 'GolfRe,or1.:l,x,, ayie 201 i-iu 13 '', •' •Sa7nr Ter Trrrusngrto_1 Days fi+Ashsntoe(Easy OnliveAaxu) 'S 'A' r. •.50%0FFDriving Range •_._: . - �i-s1 ., �-• - _.� -J}I..ti...i.� .so%oFFGHlvHa:r tp . / ' •25%OFF Apparel r7uarsadrrrnm] - 1u 1�. ,t• „�-- ()ff/� •rs%OFF Apons rib.Ofr Irons orFoommr Nan-Safranrrrl ••I, '„p .- 4 f-- -. •Is%oFFr usvara,l(;aged ri/,%(I •lO%OF F gaar nt Dinar(Food 04,1 • ! •/0%OFF gap Sias Club Shipping Sen7T5 . - n .t uo wrls ar Local Rad Partners and Aa icpad+f4 Pmpertirs •l aIrd 511en11.r A 2017&met Dauber 7.xI8 slot, rlrr r,r,r 1,�rr t ...,tr:: 1 SI Coll(76[1]34G 71 O VW!WWII' Ssrirw by the Golf top or a•- rTi im=lr ,•• 74,6 rrna,Ce rn otirr!Wiow•Gorfoal s .r lF oro. • cf 1.4 ' • 'sell - - G THE TERRACE RESTAURANT CALENDAR OF EVENTS 2017-2018 NOVEMBER2017 • 9TH Music and Dining Under the Stars with The Zippers Trio • 14TH Bruichladdich Scotch and Cigar Dinner • 16TH Music and Dining Under the Stars with the Chris Compton Trio • 23 RD Thanksgiving Day Brunch JANUARY 2018 • 1 1 TH Music and Dining Under the Stars with Motown Under the Stars Quintet • 18TH Music and Dining Under the Stars with the Steve Madaio Trio • 24TH Perfect Pairings Wine Dinner FEBRUARY 2018 • 8TH Music and Dining Under the Stars with Art of Sax! • 22"° Music and Dining Under the Stars with Barry Minniefield • 28TH Perfect Pairings Wine Dinner MARCH 2018 • 8TH Music and Dining Under the Stars with Stan Watkins and the Unrelated Brothers • 10TH Classic Cars Under the Stars with Tom Solis and the Cruisers • 22Na Music and Dining Under the Stars with the Lao Tizer Jazz Trio APRIL 2018 • 1ST Easter Sunday Champagne Brunch • 5TH Music and Dining Under the Stars with The Zippers Trio • 12TH Music and Dining Under the Stars with The Chris Compton Trio MAY 2018 • 13TH Mother's Day Brunch m-a O n m N CI n u]n C0 vI N V N CO ! i e 0 ILn W OI CO��[WO m III ! W 0)[W(Np N.tom!co CD W 2 co N 01 V r C1 C ! N• CD O fO T m C]N W Y K N.O O1[WO p_Q Y n O O V1 V u'1 N C)m I'!Q! m CI 7�D l+l ! mm pp II]c]00 CO u'1 DC n O7 ES' m t0 IC-CF1 CC-W 6)N N QI ID CI i m 0 m 'n O CD fO C1 Q�f� In CD pip - 0 N.W- o CO 7 co y m n Anln v-CCD 7 47v C1 WONC- W K 2 re Ni , j v N o r� �n a .. n I r- ri !I ri c i ! ! fIWI C CD OM1O INC)T a'CCC : uY N.IP In !+ • e e C1 W co C)N W W CI ! In Q m p CO4 0 o W n N T ! up a Y O m CD CO N N. : 0 i W V 0 O/N C1[•!d m M1 0!O W C)N ID CO m 0 ID d ! 1-i Ind Ml In QI V N[•7 cocoV ' ID Cl COO It)N In[P In m m n Q V r�ICi rn v? N-Iri O) n rri ea ri v CD nv moo CDa 7 co N'CD a' et 1 n M1 n ��va�nly o 'i��CD CD NC�u�i o m I C 3 W N O - 9- 9- in N V CI OI N N . N T I ! ! i o e iI e N V N e le7 e m 1 e 1 e.e pepgI ! N 1-. e e e C°N a emm A'A . e e e e e o o e e ! o ' emm 3= ' ! N�a v N n CA87��01�g o�N[4V�WN W ! a o r ! - C rn m i a i - ! : i i E pO 21 N C Cl).-Q'- W I C a a N W W r-m[O C] �! p CD C!V V m N.N Y N. Q.1-M1O G m 0 {gyp_ 0 eI v n, ! a N O1 03 N 0 n N eel iD rt]O1 m t�l�i7 m p • W A m C N ill [�l 7 7 P. d O 1 IC V O N rC N.C0 IC d OD 4 n('7 61 n N Q/ N m C ooaVrl�n - .n min i Ml - n main r � �A i ��Im+mC-)DC CD `� Co IS In o ID Y O m N E . ,- N.I•]C)V N C1- ! W V N V CI C. et N a f1 r ,p t} I N W 4- e eeeeeee e eeee 31 eee seAgg= i1e p e a N to 4 CA 0 0f LC1 0/4 Q Cl J r N f ^ ! W C7 CO W 0 N C V co N 61 I In ! N. e o C`C c DC e e 5 C).- 1111! c)c. d C)d a1 C)a C) 1111� CC ! C 0 N N N a' , m O [q ! in r a' I ! !I i 1I i f ow -Imo� ' N. � 1 1 mo 'o-i m W cOgNn� i j �i ! ��oGl lnm Nl- o .- .0 m y 0.01 N 0{1 i w n pp a [V ffpp ffpp W d[D 4 ! 4"I QI p C4 W CO y •0 COCOCO.4 N 4 O1 4 C f M1OYV?�IA II] , Pi Si F) m i12 C m ❑ . v 4 C1 v7 CD m�CD N. n SQI ! CD rn N. n .-IDM1Q �me N. 7 r+�Qi m Ci G W n 1-- CC)M1 v rp 0)W N n n C ID ' N. } 2 •D N a' n - W I`]7R�N V - o V WNmv NC�Y� m n n ! m 1 ui ry of ! • I _ I i T O C F CO N C7 , ('I , IA N on , y1 ' ! m C.)QI yy M V N W e u e m LO W m W rD • CA V N M1 I'!CO 01 T. 7 m V�!]N P7 m C1 GI m ! C] 4 .'1 N Cl)CD C)M1 In ID 0 IA • IC 6I 11O�10 W 2 In Iry P. I m jp O C1 W CA a(I]Iry ti ! to O W ti N OI mar O1 C]Iry W V h N.a 6�ID T v M1 p C re C ; COn m.C)O W.1 N m ! OI W C1 I. N N. N C 1.2 m m IC1 CV n O1 a m C1 C n N a 01 W CD } .- m V. I V C M h N. Cl)7-4 v M1 p In a n m O N V v- ! n N. N. n M u7 a 1 T I In i ri m ! ! E i j = s r N Cyawl E m d d C N _ 1 N 7 d rnS. 15 C D . C 2 c W N 'n e W N Cl)i d c a e y lj in 2 ,n 72.43 C� Lam E0 m N U Q ai m E W m E X c En 2 W 7 .6 w 2 E e2 W Q N t e _d V7 ¢ 0 W o ri) } i a Q Z J N h C7 �' m U` ti v C7 y m Q a w ❑ 3 W m--`n m w m E p v u r e -0 m m `n a z m m co a CD a 9 F a N 7 Q Ea ) fY LL-e >.� m Q U J C C g Q i e m (C a % L W C L a _aS E Q C 7 J O m E.5 -I • O 0 K C Q 3 E m J . ,.. C O 8 .. C O W H o W r m a igtt O O `m m o F C7 Cy' (N7 7 Naa F w vi D.NE a .rx Q ¢ ❑ LL z C7m0zIiQpp F- V�¢� OF coo a CCQ ga`217 V¢C72 I- O V U°4.U<C) 0 CO W 1 oeeoeeoe e e C)N.M M1 Yl n P7 f0 3 �a' i e e eeeees ee e e e e e e e e i e e o W W n4� i on°�nm ! ado 0144 T,28gn u7 `0 ! ! W m q m44wm mo S mM e r I NI I I � I ! Ii ! , ,Wvc09 a N ! n m • Na ; a N. ID en' V 10 P. O C a n Cl)N o[V CD CO 01 (1 aI w co ry M 4)F) K rn` 4IDamrnNvN o n 4 ! CD ,dm m coNCCF a oraiDmg I m € H ;m � n N�CDMAD4] in 0b WC)a'�-aNm YmavFNDNtiI a D 0 v C F V CD C : I m ! no = E I e e s e e e e e • �e e C'e s ey2IN-252CC_IC') i 23 i CODC.' --CD N. In I M I CO i O YN a YC N� 0[A N Cl a,,-dn.-4 i 4 ! 9CTI N�p�u1g j Iy j I n If' CD.9--o^^f- T M1 m [dI]N W N 0) r I 1 7 ! m O Cl CO NN-Cl)W rD ID i 02 i V 4]m I r a e a N01 CY m4r�n 01 a 0 Y N , j mrn m_ 2 In d P.CC uW W ! py AOc N !!! v v)N CO a 00[DC N m pi i CO ^T N V u t ��oC Cn I _orDC ! r i❑ vE ^ � E � nner NmC•- A- CCV mI i ta f m � ! I 1 i 1 O 0 N n 4 20 28 2 O pp N A ! e e e i...V m rD 8 2 N pp�C Q , 2 i CDO I O q Y D ro M an RN u1 ND ! tls ! p N CO NOC N 71+M10NG V 1 V m07WCmn i 0Ojp VW m •7WNif N^ N 'i''''i O .i it O YPC Cy-f: ']n ' 01 V l V NOv 4N M1 �NW - ! Il]F N N4 (9 IN Y Cm" '1 r I 1 1 f CO el ill▪ O .--W M= to M O CO1 N eD I N. ! 4A9_ a 040 C'1 CD W uS O 1�n V ? O O 01 E et p 1D f�u][+f m C G 1If If]W 61 N N CO tl1 CO N Cr ^,-1-1-C] C N 9 a n ✓ I — � .- .- in o^O O `{ 11 61''I 7 O r-e0-en R m '0 CD I 0 O e') M CO CO ICE 0 11 CO CO Wr1 IpN 0 O. N eV 0 O '0 ! '0 cD 11 4 Qi cry(N P co G • eD O N.N f 1'1 11 00[�]1O N. N.N.CO 00 CO et 3 r G ] `� 1 Q m `' I I ! II I p 1 0 �0pg a T C • e ' o e o eep ' e a U o e 0 N a`0 0 tls ! N CO N. ! CO i Cm40/ W d1 O,-T W CDCC� or IY e a I 1 O1 v C7 C7 n C7 G T W rtl G N CD CD In- •i ee'1_ O W�CO I• d ' rn cfln M ry CO a,La na, p} v T(T 1 w on ; m n NNn C-NN.N.CO N ; I .- 1 o .r I V I - I I e e gt e e e e A e 4 eeeeeeeee ea ❑1 O CO 0 CD 1- 0 a 0 cn In ODCT COC1 COCI O e0 0 W LO N. 11 O CD 00 0 0 0 CD d 9- N. 11 1 e = ! II II CO !1 1 ` I I 11 II II 'n I o °ena m ! aac'CT IFo 1 CAvvor-w 111.- N.CO NI Y CO CO CD N.O m ! 0 N N 1 G O. N IO] MOf I V CO I-CYY O1 Itri•N.CO 00 ❑F a et 3 on CD CD N CI el Ci !O II CO W E k ! n 1 --JD ! n oOaNn ! a N- nuW CV Tri�U)PI no�� h I d G M r co o f+m P. in a W r7 O r-CO CI 6i Ois 4 en ui eD 1 ui CD el I[ W nNO-NnnCO I-. ►_ in a an to N N O an co an ' a ' 1 -.:- 1 Ivl CO 0 ' N E M r G d a w 3 a an CC rN C iftwal if w go v m o• m S• E I- c XIZ u. � O c 7 N G ? m m a 1O0c W itiP O w Q l C ivwm _ 11111m r W U a a U w ¢ K m V U t m N j z Q N Z 0 .el w w a m m >t 0 ra Lift r d ro 2 z K x e�i 2 Z U G- Imo- O -g c d s nl N E rail IL - uj W 'L LL ❑ 3 0 ' a N j i N ❑▪ Q x N N Vl -1 R' V LL1 r 2 R' C C C w Ed 2 i w m ar Q r m m m m 0 w m r o 'm a'1 m or a y c° w 2 1� V. F 0u.021- I- x akd1eYft001i:i e ! a g=o o i e ! ee e 3 e ; o eeeo e e e e A N. CO co v I v rT 1 I 1 C o ro CCD0 V PIP N Co ! N I OC] N i N I oN P m00 O101n W e▪ C.- I i E 1 ! i I ! • ! I �pp ea ! M N t` ^ d ' N000 CD O 01 CO 9-nM e'n1 m 7 ! N. U!N 1 eP l S r- IO C5 Ir I 4T u]W 7 7 N 1 ei I- } v of r•T :-..I. I °O^ Ci m er1 1 N 1 ! 2 = � ! 1 a I 11 1 o I e ` e a°� ! e e l eeeo e e e e e rT ! in ! N. el O{n ei • N. r- 1 r"0-0 n{1 I-I,-0 N. n O COa I o CPI 0) N I ch..coT G1 cr In rn[.)CO o y ,- 1 I - I - I .- n I I m I 1 I I pp pp N n 4 r-N 00 C7 V C! I p O 000 ! f_ cb O G N U)aN.-c"1 Cl S ` O CD OD u7 ci of 6 ❑ a CO ! n 1 1 N EL 6 e I m en rD r-I-a s7 N m I 1 1 1 II • ! M C7 N w O CD C~ r I CS. (O on Q1 W u]r---[o CO e+r I N.O I W p O1 O W I O en W[1 d N[O n N CO ON I T I ri C/ei[i viv O i N▪ ! e C C) 1 Cl U t' 14 I- Ili CO r-r+v� N 1 N `-'0 O H 2 Q aI co 1 P ! e III "N aroe3q ¢` ry ww ww w aini «n Le,w 0Sry g $ v $ry `:9$W , .�.�erv�.. mt w w mw F.' :::2«am .. a al On' Z 8 8 r A $ V.', N P„ Z 8 1. a w M t n.n 4i ry yp X yes �p YY �p xx YY a V rl 4 g A m^5,b g t C 4.g K b 4 d w w tla $T a Mary $ o . x :: ::: mx Cmt.xigeAf x o c web " w ,.. .tea 7i]Ngs 4 N.. $5.04 p,,v 07 o & w ,:H w x UggrIg44'404g 444 naiB",a r.Ma Qe „/, m aR w�—w7w.. ww ww,,,--- .., " w PQ „ °°� ^ , 2 a N a x ggggIryA5g Z:t44f4f4 ry " �W� sniesS nI " s 4,1 , s „ti $N S o r.n. m m r 4 e 12 E a a — .- 4 E 2 G _L E r 3 2 r 1.0'3 3 ,E E a r u DWGR F&B Revenue Analysis Multi-Year Dining & Catering Analysis Dining Analysis 2017.2018 2016.2017 2015.2016 2014.2015 2013.2014 Dining Covers 78,482 71,033 70.776 75,825 73,993 Dining Revenue $1,554,421 $ 1,426,534 $ 1,350,781 $ 1,413,057 $ 1,407,552 Dining-Ave Check $ 19.81 $ 20.08 $ 19.09 $ 18.64 $ 19.02 Catering Analysis 2017.2018 2016.2017 2015.2016 2014.2015 2013.2014 Catering Covers 16,488 18,500 16,404 17,463 14,035 Catering Revenue $ 888,995 $ 756,134 $ 811,127 $ 830,040 $ 661,272 Catering Ave Check $ 53.92 $ 40.87 $ 49.45 $ 47.53 $ 47.12 IlLy Total Dining &Catering Covers 94,970 89,533 67,180 93,288 88,028 Total Dining &Catering Revenue $2,443,416 $2,182,669 $ 2,161,908 $ 2,243,097 $ 2,068,824 Total Ave Check $ 25.73 $ 24.38 $ 24.80 $ 24.04 $ 23.50 K:1GM Files\KemperSports\Annual Report Files12 0 1 7-2 0 1 81F&B Multi-Year.xlsx 9/18/2018 T DESERT WILLOW GOLF RESORT s,vE rtsa,k WHY We enjoy helping our guests: to.Odelt5 Desert • Wi11owll �� 6e Golf Resort ,loeitieitce)Uattem Qom. s f 2Q yet'- Mak inentaies 1(cole fur& DESERT WILLOW GOLF RESORT VALUES We will be honest,have strongmoralprinciples 'and always do what's right even when it is difficult Teaoncvr4 We will take ownership of any and all responsibilities required for the entire team to succeed We will provide quality experiences each and every time guests come on property TwSSc . We will have fun and enjoy our jobs striving to improve ourselves and our company imare We are committed to improvement through the creation and adoption of new ideas „ilapaiWe will serve our guests and staff thankful y,graciously and with compassion ed We will treat our guests and fellow staff members professionally at all times even during disagreements Be genuine, helpful and friendly w is Amb. " My attitude is my responsibility LIM To the customer everything matters Service is a team sport Matt r Customer happiness is everything SERVO E tt ,co o 4 a (..) a. a, 0e zi y 0 � '( _ I- CI) Cid c� rDO w ,- 4 4, (.. 2 N ,E ---. ::.- › ,,, C O •� p 3 c - o x v rn es w a -t bA o y A\ o F--I z• 2 1.14 x � `" et -- MI ify a) fa.CA a E eu E . g W e ❑ •a E E L. 4- ›,O CC u - • c► V1 � o -a as Hci? IL 0 • CA L. VI U CS ¢ — , aO _ 7j C N p �V V CI CC U cn c- 1 u ct g4 A g),„ , ,_, . w o .C. ��I (1, . � W I U] ° = -7 ° ,thi .� y 0 c R., - h"4 � 6 ¢ y< � .— e ip 2 a) (--, U - 1� ^� u 1) ti Gl = �. CD ¢ U ` = p o a o a - Li. g W `— ' •y .. E sT 0 C Cd !an .'- •--'0 I.) ooy4DJ, w — � 2 o ec •• N a] CID L N Q 0 • N N 1 ++ I) N N Q .„ 7 cG N i N 2 eu A_. r. II.W O O L- C tY 'Erar^ N Vl v Ln < N �] Q � � O rn VI cl) a EJ N !�'r, '1 2 Qi `' ,4 Q o � � E � � VI .2 oa o a 0 vi f •I•11 .N = 1 e CC: CD ce ( 0. � G5 E C ^� .a cell) N 2 I) G = 4 121 O E F. C 7 - E Ca) 3 m d ca >,Z p o aa) 2 CO c) I a. G L d W cn y O. Q ¢ a) -0 ❑ C N 0 cu • un y C N Q r CD Z N E-CI g4 ,- U > � U o . i •rl 4) 4 U ( 0 `C U ��U++TH C C U .--4 N c il Cliz$ li CA f]�1 - L �r"••I N •-.•/ 1)20 VD 0] eci3 c w w 'a U o a I