Internationally known Camp Consultant, Joanna Warren Smith's popular presentation on Camp Wait Lists

1. Are you consistently
managing wait lists?

2. If not,
why not?

4. New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps
New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps
New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps
New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps
New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps
New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps
New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps
New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps
New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps
New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps
New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps
New Camps/Old Camps/Day Camps/Resident Camps/Year-Round Camps
Not-for-Profit Camps/For-Profit Camps/Private Camps/Specialty Camps

5. It Can Be Done!

6. It doesn’t happen overnight

7. or without tremendous focus and effort

11. Are we really doing what’s best for the kids?
Do parents see a ROI in their children?
Are our systems efficient and effective?
Is program being executed precisely the way we intend?
Do we address issues immediately?

12. You avoid the
‘way we’ve always done IT’
syndrome

13. And commit
to creating
a pervasive culture of

15. 1. Consistently Deliver What’s Promised

16. outcomes for kids
1. Consistently Deliver What’s Promised

17. outcomes for kids
communication / access
1. Consistently Deliver What’s Promised

18. outcomes for kids
communication / access
logistics
1. Consistently Deliver What’s Promised

19. outcomes for kids
communication / access
logistics
customer care
1. Consistently Deliver What’s Promised

20. 2. Intentionally Market Program Progression

21. GRADES GRADES GRADES
3 4 5 6 7 8 9 10
Juniors Middies Seniors

22. long-term relationship
2. Intentionally Market Program Progression

23. long-term relationship
‘real’ progression
2. Intentionally Market Program Progression

24. GRADES GRADES GRADES
3 4 5 6 7 8 9 10
Juniors Middies Seniors

25. long-term relationship
‘real’ progression
camper anticipation
2. Intentionally Market Program Progression

26. long-term relationship
‘real’ progression
camper anticipation
parent transition
2. Intentionally Market Program Progression

27. long-term relationship
‘real’ progression
camper anticipation
parent transition
relationship building
2. Intentionally Market Program Progression

28. 3. Deliberately Track & Respond to Trends

29. new acquisitions
3. Deliberately Track & Respond to Trends

30. new acquisitions
enrollments
3. Deliberately Track & Respond to Trends

31. new acquisitions
enrollments
retention details
3. Deliberately Track & Respond to Trends

32. new acquisitions
enrollments
retention details
promotions
3. Deliberately Track & Respond to Trends

33. 4. Fully Commit to Excellence

34. immediate fixes
4. Fully Commit to Excellence

35. immediate fixes
facility
4. Fully Commit to Excellence

36. immediate fixes
facility
self-assessment / quality control
4. Fully Commit to Excellence

37. immediate fixes
facility
self-assessment / quality control
camper surveys
4. Fully Commit to Excellence

38. immediate fixes
facility
self-assessment / quality control
camper surveys
parent input
4. Fully Commit to Excellence

39. 1. Consistently Deliver What’s Promised
2. Intentionally Market Program Progression
3. Deliberately Track & Respond to Trends
4. Fully Commit to Excellence

41. What’s Your 1st Step
to Develop
Best Business Practices?

42. WHAT BUSINESS
ARE
YOU REALLY IN?
Session Guarantee
campconsulting@verizon.net
Session 2

43. WHAT BUSINESS
ARE
YOU REALLY IN?
Stay Motivated!
FREE MONTHLY HINTS
www.camp-consulting.com

44. New Acquisition
&
Retention
Strategy

45. because you can’t assume that

46. ‘good products’
will sell themselves

47. Hybrid Strategy
Summer to Summer
January to December

48. January 2016
2015 Campers 2015 Parents New Acquisitions 2016 Parents 2016 Campers
Come on back
and what’s new
promo
Improvements
planned for 2016
noting those
from survey
input
‘Low-Hanging Fruit’
Promotion
Request to 2016
parents, friends &
family to cut and
paste ‘crafted’
message
Courtship of new
inquiries-anonymous
to intimate
Mommy blog or
affirming article
Countdown to
camp
Jargon for new
Kids
Responsibility
for returners

49. February 2016
2015 Campers 2015 Parents New Acquisitions 2016 Parents 2016 Campers
I ♥ Camp card Return on
investment
promo
Open houses
Parlor meetings
Camp Fairs
w-o incentives
Referral promotions
Clean client profile
and inquiry promo #2
Revitalized
parent handbook
with express
option
I ♥ Camp card

50. March 2016
2015 Campers 2015 Parents New Acquisitions 2016 Parents 2016 Campers
Counselor intros Registration
promo after
vacation ends
Camp Tours Communication
protocols
Counselor intros

51. April 2016
2015 Campers 2015 Parents New Acquisitions 2016 Parents 2016 Campers
Contest w-o
incentive
(posting/store)
Targeted content
newsletter
Clean client profile
and inquiry promo
#3
Mommy blog or
preparation
article
What do you
want to
accomplish this
summer?
Contest w-o
incentive
(posting/store)

52. May 2016
2015 Campers 2015 Parents New Acquisitions 2016 Parents 2016 Campers
‘Camp won’t be
the same without
you’ promo
‘What’s the
alternative’ final
promo
Invitation to tour to
‘see camp in action’
w/pre & post visit
connections
Counselor intros
or assignments
or overview of
orientation/staff
training
Tradition prep

53. June 2016
2015 Campers 2015 Parents New Acquisitions 2016 Parents 2016 Campers
Phone calls to all
or at least new
families before
their arrival
Specific
counselor intro

54. June, July & August 2016
2015 Campers 2015 Parents New Acquisitions 2016 Parents 2016 Campers
‘Come back’ or
extend protocol
Monitor camper
progress to share
with parents

55. Summer 2016
2016 Campers 2016 Parents New Acquisitions 2017 Parents 2017 Campers
On-Site Surveys
Glimpse of next
year’s program
Communication
and access
Tours w/pre-visit, on-
site, post-visit
courtship style for
donors, alumni,
inquiries and likely
buyers

56. After Camp Sessions 2016
2016 Campers 2016 Parents New Acquisitions 2017 Parents 2017 Campers
‘Great Having
You Here’ card
Transition or Re-
Invest In Your
Child
conversation
Evaluation
w/incentive
‘Wish You Had Been
With Us’ card for all
2015 inquiries who
did not enroll
Membership & staff
testimonials for
promotion

57. September 2016
2016 Campers 2016 Parents New Acquisitions 2017 Parents 2017 Campers
‘Make this
school year
terrific’
conversation via
parent email
‘Register Now
to Guarantee the
session of your
choice’ promo
w-o/incentive
SOCIAL
School outreach
Registration promo
Encourage
‘anonymous to
intimate’ switch on
web, promo materials
NETWORKING
Warm
confirmation of
registration
PLATFORMS
Welcome item

58. October 2016
2016 Campers 2016 Parents New Acquisitions 2017 Parents 2017 Campers
Hoodie contest Personal phone
calls to meet
deadline with
email follow up
Card with
provocative messages
and resonating
visuals to client
profile matches
& inquiries #1
Mommy blog or
article
affirmation
Launch of
referral program
w-o/incentives
Words to a
special camp
song / MP3

59. November 2016
2016 Campers 2016 Parents New Acquisitions 2017 Parents 2017 Campers
‘I am thankful
for’ note written
at camp
Camp snapshot,
Video, recipe,
song to share
with
family/friends
Favorite camp
recipe for the
holidays
Membership/friends
and family
connections
Introduce the
camp family
Camp snapshot
to share with
family/friends

60. December 2016
2016 Campers 2016 Parents New Acquisitions 2017 Parents 2017 Campers
Targeted holiday
card
Targeted holiday
card
Organize networks
Identify new
opportunities
Targeted holiday
card
Targeted
holiday card

62. You Now Know What You Have to
Do
to Develop
‘Wait List’ Enrollments
BUT

63. What Can You Do
NOW
to
Impact 2016 Registrations?

64. WHAT BUSINESS
ARE
YOU REALLY IN?
Session
Guarantee
campconsulting@verizon.net

65. WHAT BUSINESS
ARE
YOU REALLY IN?
Stay Motivated!
www.camp-consulting.com
FREE MONTHLY HINTS