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The First Tee <br />Our partnerships with "grow the game" initiatives and instructional programs are real, proven, and continue to <br />stand the test of time. We have established several strong partnerships with the First Tee and these <br />relationships continue to inspire passion and love for golf in young people. This is a rich area of endeavor for <br />CourseCo, and a full chronicle of our efforts and success in this regard would exceed the scope and purpose of <br />this proposal. We have had the opportunity to manage facilities in communities of high ethnic diversity (for <br />example, Oakland, San Jose and Fresno, California), and we have leveraged those opportunities aggressively. In <br />addition to less formal programs to fill every niche that has potential, CourseCo was instrumental in founding <br />successful chapters of The First Tee in each of those cities. <br />Further, five CourseCo managers plus our COO serve on local Chapter Boards of The First Tee in their <br />respective communities. <br />Tournament Operations <br />Successfully run golf events not only produce high per -round revenues and loyal group business, but they also <br />create a ripple effect generating new customers. <br />The onsite team has expectations that include making outbound sales calls, networking in the local community, <br />using the Pipeline 360 Customer Relationship Management (CRM) tool and participating in weekly sales <br />meetings that measure and log results. Through our recent investment in golf -specific marketing and customer <br />relationship management technologies, we are at the leading edge of the golf industry in our ability to reach <br />new prospects, rebook existing events, collect customer feedback, track outbound sales and marketing efforts, <br />and most importantly, to understand the booking patterns of our golf outings. <br />With a disciplined and focused strategy, CourseCo's property portfolio has experienced an increase in <br />tournament business overall during the past few years, despite a general period of industry decline. <br />Potential golf outing groups include: <br />• Past tournament groups <br />• Regional golf clubs <br />• Regional businesses <br />• Public employee groups <br />• Regional charities and service clubs <br />• State associations <br />Specific marketing avenues to drive tournament sales: <br />• Outbound sales calls — telephonically or in person <br />• Networking with event planners, associations, local organizations <br />• E-blasts <br />CourseCo Championship Tournament <br />Palouse Ridge Golf Club <br />• Direct mailings to identified groups <br />• Promotional offerings to event coordinators <br />• Personal calls following up on all contacts to collect feedback post event <br />• Rebooking campaigns <br />• One-on-one marketing to larger local employers for the purpose of developing after work leagues <br />• Utilizing regional professional and business lists <br />COURSECO Page 21 <br />I <br />