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January 10, 2019

Kevin McKinley: Spread Out Your Team Members at the PGA Merchandise Show

Kevin McKinley, the Michigan PGA Section secretary and chairman of the Section’s Patriot Golf Committee, and a member of the PGA of America’s Inclusion Committee, is the PGA director of golf at Treetops Resort in Gaylord, Michigan.

Kevin McKinley on the importance of spreading out your team members at the PGA Merchandise Show:
After a few years of trying to do the PGA Merchandise Show by myself, I’ve found that the extra expense of bringing another staff member is well worth it. Typically, my staff of three only meets with vendors as a team when it is absolutely necessary. For the most part, we are scheduling meetings separately to be able to get more accomplished and take advantage of the many deals that are present at the Show. In addition, it is very important to leave some time for each staff member to simply walk the show floor and browse freely. This year I brought an extra staff member along, PGA Professional Jim McGuigan, who proved to be a big help when we went looking for operating supplies, which included range supplies such as range balls, bags and other assorted needs.

Kevin McKinley on the business impact of spreading out your team members at the PGA Merchandise Show:
This plan allows everyone to focus on a specific area and address certain needs/issues that wouldn’t be possible if you all stayed together as a pack. Jim’s strategy was to make the rounds to all of the major providers and carefully figure out who gave the best deals at each location for each specific product we needed. Between the show specials and his negotiating skills, we saved $500 on range bags and other supplies and were able to get in savings more than what it cost to send him. Furthermore, we saved over $7,000 on our operating supplies purchase, all the while enhancing our service levels to our guests. So not only does bringing extra members allow you to have a more successful PGA Merchandise Show, but it’s also a great experience and networking opportunity for your young professionals on staff.

If you would like to email the author of this Best Practice directly, please email kmckinley@treetops.com