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Retail Management in Golf Operations

Successfully managing a golf shop is an integral component of a golf facility’s overall operation. Topics such as seasonality, inventory management, customer identification and service, display techniques and promotional ideas for generating additional revenues for the pro shop will be addressed.

Students will acquire knowledge of retail merchandising principles and understand the differences of the various target markets that frequent a typical golf retail operation (private and public facilities). Formulating buying plans for both hard and soft goods, establishing pricing strategies and inventory controls as well as developing merchandising strategies through effective advertising and promotional strategies are covered.

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Founded in 1998, Golf Town has quickly become Canada’s largest retailer of golf merchandise with 26 stores across the country. Its large-scale stores (averaging 18,000 sq. ft.) offer competitively priced products from the leading international manufacturers together with teaching academies, golf simulators and pro shop services.

Aimed at creating a golfer’s paradise, Golf Town houses the widest selection of golf accessories, apparel and equipment in Canada including 40 different brands of golf balls, 20 varieties of gloves, 250 styles of shoes and 200 different golf bags. Its trained sales force offers an advanced level of department product knowledge in an engaging retail environment.

Golf Town Income Fund’s units are listed on the Toronto Stock Exchange under the symbol GLF.UN.

Course Professors

Kevin Hurd, B.A. is the General Manager of the Royal Nova Scotia Yacht Club and was previously the General Manager of the Brookefield and Beaverdale Golf Clubs in Cambridge, Ontario. Mr. Hurd has extensive experience in all areas of golf operations management but is especially renowned for his marketing expertise and creativity. Between 1998 and 2004, Mr. Hurd served as the Corporate Marketing Director for Golf North Properties Inc. where he was responsible for co-ordinating the marketing initiatives of all 10 golf courses owned and operated by the company. In addition to his general manager duties, Mr. Hurd co-ordinated the food and beverage program for Golf North Properties Inc. Mr. Hurd is a graduate of the University of Guelph, McMaster University and the Golf Management Institute of Canada.

Ian Chan, B. Math, C.P.G.A. is the General Manager and Director of Golf at the Paris Grand Golf & Country Club. Prior to his current role, Ian served as the Director of Golf at The Club At Bondhead and the Head Golf Professional at the Oaks of St.George Golf Club in Paris, Ontario. Before joining the Oaks he spent two seasons running the golf operation at Westwood Plateau Golf and Country Club in Coquitlam, British Columbia. Prior to moving to British Columbia, Mr. Chan served as the associate professional at the Glen Abbey Golf Club for four seasons. Mr. Chan began his career as a golf professional at the Centennial Park Golf Centre in Etobicoke, Ontario. Mr. Chan has a degree in Mathematics from the University of Waterloo and a degree in Marketing from York University.