THE BERGS - BENSAJA Revenue Golf System is the golf version of revenue management rules used in hotels and travel markets. Increase your revenue NOW Increase your course occupation NOW Fabio BENSAJA "The future is unknown only if you don't know what to do" www.bensaja.com

1. The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Welcome to Floating Green Fee Rates Era

2. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
The BERGSThe BERGS, BENSAJA Revenue Golf System, is the Golf version of
Revenue Management rules used in hotels and travel markets.
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System

3. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
The BERGSThe BERGS is born considering that there are some considerable
increases or decreases in the demand of tee times during the year, the
months, the weeks, days and also during the individual tee time slots.
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System

4. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Have you ever seen tonsof booking requests for
earlier tee times during holidays?
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System

5. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Have you ever seen an empty golf course in the afternoon?
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System

6. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Yes?
Good,
that means that you work with golf!!!
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System

7. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Why should we continue to sell all green fees
at the same price?
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System

8. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Why limit all green fee changes
only to seasons or at the weekends?
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System

9. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Why not increase the price of “hot” tee time hours?
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System

10. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Why not use a floating rate system that could
stimulate players to play also in less used tee time hours?
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System

11. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
The BERGS is a system to calculate the green fee
price for each hour of the days of the year!!!
The BERGS
- increases the revenue
- is based on historical and daily observation of the demand.
- is useful also to manage pay and pay club members
who can play according to their own tastes and budgets.
- allows maximum occupation of the game course.
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System

12. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Let's start to calculate The BERGS...
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System

13. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
Start calculating your golf course cost of last year and divide the result between all
available tee times during the year.
Assuming that the cost of your golf course (maintenance & staff, sharing cost of secretary
staff, locker rooms maintenance costs and all services included in the green fee cost) last
year was 1.200.000,00 euros
And that all available tee time are 36.000
You will have the minimum price of each green fee assuming that you will have a sold out
golf course during all the year:
1.200.000,00 / 36.000 = 33,33 euros >>> 34 euros (rounded)
MINIMUM ABSOLUTE GREEN FEE RATE = 34 euros

14. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
If your golf course had an occupancy rate of 50% during all the year your average green
fee will be:
34 euros x (100 / 50 occupancy rate) = 68 euros
MINIMUM AVERAGE GREEN FEE RATE = 68 euros
Note that with a 68 euros you will reach only the balance budget and, if you want to earn
more, you will have to increase it with the % of whispered profit you would like to have at
the end of the year.
In this case, at the moment, I will not consider the % of increase to have profit just to
make the explaination easy.

15. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
First of all you have to take a look on all statistics about the last year.
Divide the whole cost of the golf course to the percentage of green fees sold during all
the past year.
If during the year you had for example 12.000 entries (considering green fee players +
members entries), you will have to calculate how many entries you had during each
month; you will obtain a monthly percentage.
Now we are going to manually* calculate the BERGS green fee prices for Sunday 12th
August 2012 (*The BERGS® software is available contacting www.bensaja.com)

16. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
Now, for each month, week and day of the month, you will have to calculate the occupancy
rate of every tee time hour.
You will obtain a daily rate based on the week (from monday to sunday) and an hourly rate
(starting from the first hour of tee time to the last one).

17. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
Now we will consider only Sunday 12th
August 2012

18. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
Now we are ready to calculate the average price of Sunday 12th
August Green Fee
100% : 7 days = 14,28 (fix coefficient)
average green fee rate Daily Occupancy of Sunday 12th
August
(68,00 x 16,04% ) : 14,28 = 76,38 euros
Medium Green Fee Price* of Sunday 12th
August
*with no profit inside

19. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
After calculating the hourly coefficient
100 : 8 Total of available tee times hours (in this case) = 12,5
we are ready to calculate The BERGS Green Fee for each hour
(76,38 euros x 15,75 hourly rate ) : 12,5 =

20. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
In our case we calculated The BERGS Green Fee without any profit
inside but, if we would consider it, for example +25%,
we would have:

21. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
Now compair The BERGS against how much the Course was
earning with Green Fees at 100 euros (fixed green fee price of last
year) during all the day:
We increased the revenue of more than 4% in one day
and we haven't finished yet!!!

22. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
Now, considering that players are already used to spending 100
euros (one year ago) to play in that day, try to round and level the
prices of this day...
Now we increased the revenue of more than 5,5% in one day
with little increases and big decreases...
don't you think that players used to play your course last year at 100
euros will be attracted to play also in late hours seen that they would
pay less?
Don't you think that a lot of new players would come to raise your
revenue?

23. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
It's easy to understand that you will always need to take a look at what is
happening on your bookings, if they increase you'll have to raise your
prices, if they'll decrease you'll have to decrease your prices.
(*The BERGS® software is available contacting www.bensaja.com)

24. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
COINCOIN
dedicated to
PAY AND PLAY
GOLF

25. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
COINCOIN
HAVE YOU GOT A PAY AND PLAY?
USE “THE BERGS®
COIN”!!!
Would you like to have more members
in late hours and not only in earlier hours?
Did you calculate your green fee based on THE BERGS?
Now you can earn more and better from the members of
your Pay and Play!!!

26. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
COINCOIN
Fix a change between money and THE BERGS®
COIN: 1 euro/pound/dollar = 1 COIN
Sell your Virtual Coins with special package offers but never discounting over the “+%”
For example:

27. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
Bensaja Revenue Golf SystemBensaja Revenue Golf System
The BERGSThe BERGS®®
COINCOIN
Now your Club Members will buy BERGS COINS saving some money and they would
decide to play more o less depending on the tee time hours they would like to play!!!

28. The BERGS®
- Dr Fabio BENSAJA – Golf Management – www.bensaja.com
The BERGSThe BERGS®®
Bensaja Revenue Golf SystemBensaja Revenue Golf System
STOP ONE RATE GREEN FEES
START NEW GOLF ERA
Welcome to Floating Green Fee Rates
www.Bensaja.com