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16 IBI February 2016
eet Rob Szabo, owner of Palasad North and South, both in London,
Ontario, Canada. What is a “Palasad’ you ask? It’s a swanky name for a
bowling-based FEC business.
In 1994, Szabo’s family took advantage of an opportunity to purchase a 24-lane,
Brunswick five-pin center, which was leasing space in the building they owned. They
M
Proprietor Rob
Szabo took his
business from
bowling to
billiards, then
back to bowling.
BOWLING REVISTEDBy Beth Standlee

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17IBI February 2016
removed all the lanes and put in 43 upscale billiard tables and put heavy emphasis
on food and beverage. After the billiards craze cooled in the early 2000s, they put
10 lanes back and included above ground ball returns. While billiards still play a role
at Palasad North, there is more: a cozy bar overlooks the billiard and bowling areas;
a Ping Pong room doubles as an event area; another group space, rich with wood
tones, has comfortable seating and a fireplace; and a game room filled with
redemption prizes that are selected from a cool toy bus.
Palasad South was purchased from AMF in 2000. Szabo removed 12 lanes from
the 32-lane center to accommodate an expansive food and beverage offering plus
gaming. In 2013, the South added laser tag. Accessible comfort is the name of the
game with several group spaces. There are billiard tables, a Ping-Pong room which
can be transformed into a birthday space that includes karaoke; and several other
group areas that create a relaxed atmosphere and private boutique spaces. Palasad
South is an event planner’s dream.
How Szabo went from billiards and food and beverage to the creative, multiple-
space venues was a journey. The bowling business 20 years ago was primarily
bowling leagues. Szabo made the decision to not floor leagues and make food and
beverage a main component of the business, which became 60-70% of his total

4. revenue. The difficulty with food and
beverage for Szabo was the unpredictablity.
Szabo wanted to stabilize the unpredictability
with group events. In 2013, Szabo heard
Beth Standlee speak at a conference. He
hired her to update his business, and says,
“Through TrainerTainment, Beth has helped
us become a sales-focused and goal-driven
company while giving great support to our
people.”
THE PLAN BEHIND THE
SUCCESS: A SALES-FOCUSED
BUSINESS
The Palasad centers have a group sales
manager at each location who is primarily
responsible for group sales. These managers
target companies, youth groups, and
churches and host a few fundraising activities
during down times. The focus is on Past Party
Outreach (PPO). To generate new business,
there are also outreach goals in target
markets. The sale process involves connecting
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18 IBI February 2016

5. with the guest, qualifying their needs,
presenting an event based on those needs,
and then closing the sale. This takes an
order-taker and turns them into a full-
fledged sales pro. Further, each sales person
understands their role in the overall success
of the company.
It would be incorrect to suggest that this is
simply a sales success story. The operation teams
at both North and South locations do an
outstanding job of delivering what the sales pros
sell. Szabo has worked hard to develop a sales
culture that permeates the front of the house
through to the back of the house. He and his staff
take the time to train, support and follow-up.
Szabo reflects that the group and party business
has allowed his business to be future focused.
“Our group revenue has grown tremendously,
my sales staff are constantly being challenged,
and they have gained confidence. I’m sure that this
totally sounds like a late night infomercial for
TrainerTainment, but it is what it is; there is no
disputing our results.” ❖
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19IBI February 2016
Beth Standlee is the CEO and founder of
Trainertainment. The company is devoted to
growing people and their businesses.Beth and her
team provide fun training that produces serious
results for your sales, service, and leadership.
Contact information: beth@trainertainment.net
www.trainertainment.net | 817-887-4840.