60 I N HONOR OF ISI’s 60th


1. Conduct a program audit to determine potential areas where you can reduce


expenses.


2. Sign up all of your skaters as ISI Individual members (required effective Sept. 1,


2017). Membership includes excess accident insurance (which reduces your premium) and eligibility to test and com- pete in events (also stimulates ongoing participation).


3. Train your staff to cross-promote all aspects of your business and give them


incentive rewards for generating business. Front desk personnel and skate guards can suggest that skaters sign up for classes (provide them with personalized cards that they can give skaters to take to the front desk to enroll in classes); instructors can suggest that students use public sessions for practice; skate guards can send skaters to your pro shop to buy gloves; pro shop personnel can promote your birthday parties.


4. Utilize the waste heat off compressors for reheating dehumidified air, hot water


heating, snow melt, etc.


5. Host ISI-endorsed competitions or shows at least four times a year to stimulate


continued interest and excitement of local skaters. Competitions generate revenue from private lessons, ice time sales, entry fees, concessions, pro shop sales and vendor commissions.


WAYS to IMPROVE YOUR


BOTTOM LINE


anniversary this year, we’ve compiled a list of 60


ways to help you increase revenue at your facility. While many of you have been in ice arena management for many years and most likely are familiar


with most of the items on this list, how many of you are actually practicing these suggestions? For those who could use the occasional reminder as well as those who have not been exposed to all of these ideas, ISI members pooled their experience to come up with this list of ways to help you make and save money. Adding even a few of these to your best practices can help you make a positive, noticeable difference in your bottom line.


6. Be sure to close all dasher gates at night to reduce refrigeration costs and install a


programmable control device to put your ice to sleep at night.


7. Conduct your own in-house programs rather than leasing ice to independent


organizations.


8. Require ISI professional liability insurance from all independent contractors to reduce


your facility’s exposure and premiums and sign independent contractor agreements.


9. Install an energy-efficient low-emissivity ceiling and replace original light fixtures


with new, energy-efficient, T-5/LED bulbs; many utilities offer incentives.


10. Objectively evaluate the impression that your answering system projects. Most


people prefer a human, but if you must use an automated system, make it simple for callers to reach their intended destination quickly and without frustration. Having callers hang up in frustration can be costly for you!


11. Install motion detector light sensors in all locker rooms, restrooms and other non-


continuously used areas.


12. Use the ISI Ice Skating Program and generate as much as $1,400 per hour


in ice revenue. Skeptical? Call ISI for details. Also, don’t forget to use your ISI Membership Rewards Bucks to save money in other areas — for example, use


ISI Bucks to pay for your annual member- ship fee, conference registration, national competition registration, ISI banner and more.


13. Reduce water consumption through filtra- tion and recycling of resurfacer water.


14. Offer continuous enrollment for new group lessons, making it easy for prospec-


tive students to sign up when they are motivated.


15. Schedule activities and link your programs so they complement and promote each


other — for example, schedule learn-to- skate immediately prior to public skate, learn-to-play hockey classes just before a mite league game, advance freestyle classes following a freestyle session, etc.


16. Install sensors for automatic toilet and urinal flushing as well as faucet shut-off in


sinks and showers.


17. Offer an “Introduction to Skates and Equipment” information session during all


class times at least once every semester. Make the most of your captive audience by reminding them that they received a discount coupon in their welcome packet for skates in your pro shop. Buying skates helps “invest” them in the sport and encourages them to re-enroll in your classes.


18. Edge and resurface regularly and maintain ice at an optimal 2-inch level at all times.


19. Turn your existing students into your sales team. Run a bring-a-friend-to-class


contest for several weeks, then give the student who brings the most guests a free semester of classes. Offer the guests a one-time opportunity to sign up for classes within the next week at a special discount.


20. Reduce insurance premiums by ensuring that you have waivers on file from all user


groups and regular class/league partici- pants. Make sure your waivers have been reviewed by the insurance company and have been recently updated.


21. Use games, caricature artists, balloon artists, face painters and magicians to


entertain during a public session. Give patrons something unexpected and exceed their expectations so they will create “buzz” for your facility.


22. Maximize hourly ice productivity with cross-ice or simultaneous multi-program


activities. SPRING 2019 23

Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44