FOCUS TODAY - January 2002

Purchasing Ethics...

Does your club have a written policy covering the behavior of both employees and suppliers when buying decisions are made?  While a club may expect those responsible for purchasing to act honestly and to the benefit of the club, too often those expectations are vague and undocumented.  Here is how one club detailed its policy in a letter to suppliers:

Dear Vendor,

Our club requires that all of its employees and agents, including those authorized to purchase for the club, conduct themselves professionally in all business dealings and comply with the law and the highest ethical principles.  This will ensure the highest level of objectivity while maintaining fair and consistent business practices.

Our relationship with our vendors, suppliers, contractors and consultants have been very good.  This is due, in part, to the open communication we have had with all of you.  As such, it is important that you understand the club�s internal ethical standards, which govern our employees and agents when dealing with vendors, suppliers, contractors and consultants.

It is company policy to:

a)      Make buying decisions based on the club�s best interests by keeping employees and agents free from favors or bias.

b)      Promote open and fair competition among qualified vendors, suppliers, contractors and consultants.

c)      Buy without prejudice, seeking to obtain maximum value for each dollar expended.

d)      Ensure that goods and services are fully received, cared for and properly used.

The club�s employees and agents (and members of their immediate families) are forbidden from seeking or accepting, directly or indirectly, anything of value from any vendor, supplier, contractor, consultant or other person or company, as a condition or result of doing business with the club.  This includes payments, fees, gifts, loans, services or other things of value, which could influence or appear to influence the purchasing or contracting decisions of the club

The club expects that our vendors and others with whom we do business will assist us in ensuring that these standards are always met by also fully complying with these policies when dealing with club employees and agents.  The club will cease to do business with vendors, suppliers, contractors or consultants who willfully violate these policies.

We believe these policies will help ensure that purchasing and contracting decisions of the club will remain independent, objective and fair, and that this will ultimately benefit both the club and you.

Very truly yours,

The Club Controller

A Look at �Life� Memberships

We mentioned recently how offering a lifetime membership option could (1) help a club fund capital improvements and (2) provide a convenience to those members who want long-term use of the club at a fixed dues rate (see �Financial Strategies,� page 2, October 2001 PCA).  Club consultant Larry Franks has provided more details about the advantages of life memberships:

Generally, life memberships have been offered in the beginning or development stages of a country club or city club to raise �up-front� capital.  This capital usually was earmarked for administrative costs of the pre-opening membership campaign.

At most developmental or new city and country clubs with which I have been involved, both with ClubCorp and Club Development, Inc., we offered life memberships.  This life membership would afford the life member and family full club privileges for as long as they were members of the club without the payment of any monthly dues.  The membership was not transferable to another person; however, the membership would pass on to a surviving spouse, but not to any other family member.

We would use a general formula for determining the dollar amount at which we would offer the life membership.  This would be the initiation fee we were charging for the full family membership plus the monthly dues for a seven- to ten-year period.  The rationale was that this would be the typical length of time a family would remain as members.  Example:  A $5,000 initiation fee, plus $350 a month in dues times 12 months times seven years.  It totals $34,400, so we would establish a fee of $35,000 for the life membership.

In recent years I have been involved in consulting with various city and country clubs.  The consulting work has ranged from new construction to operations to membership development.

A few years ago I was working with a country club (golf course, tennis courts, swimming pool) in a small market area�60,000 to 70,000 people.  The area had steady growth, but certainly was not a dynamic market.  The club had been around for about 50 years and was the only private club in the area.

However, as is the case with many member-owned clubs in towns that size, the operations were not in good shape and the cash flow of the club had not been able to keep up with the proper maintenance and capital replacements.  The physical shape and appearance of the club were certainly not attractive to prospective new members.  A substantial number of existing members were resigning because of the operations, physical problems and appearance of the club.

There was debt on the club and the board of directors and members were not inclined to incur more debt for physical improvements.

This is a scenario that applies to many clubs.  Our challenge:  How do we get the club back to physical par as well as improve operations.  Here is the successful plan I put together for that club, and for a few more since then.  The check-list items substantially remain the same:

1)   Develop a strategic plan for the club that addresses the operational problems. Can the club do well in operations?  Certainly, you do not want to make extensive improvements in your physical structure and continue to louse up the operations.

2)      The board and members generally buy off on the idea of revamping the operations so the club can function within proper industry guidelines.  With this approach in place, how do we raise money for improvements without incurring more debt?

3)      A definitive plan needs to be established for the improvements needed, and the estimated costs.  How much money do we need?

4)      Then a membership plan is developed.  This plan is to offer a form of life membership.  This membership will not be affordable to the majority of the members, however.

5)      A term is placed on this membership of from 10 to 15 years of no dues for the member and family.  This is a selling point with the entire membership.  The biggest objection to the sale of a true life membership, i.e., no dues forever, is that you are taking a certain amount of dues out of the income stream of the club forever.

6)      Generally, I have set the amount of the term membership at a level that is quite appealing and will generate the needed dollars.  For instance, if a club charges $300 per month dues, the amount of dues a member would pay over a 10-year period without any dues increase would be $36,000.  The amount I might set for this membership would be in the $20,000 range.

7)      A membership application that defines the membership needs to be prepared. Then, a full membership meeting should be called to present the plans for renovation and the plan for a term membership.  Hopefully, it will sell.

Larry Franks

L. L. Franks and Associates, Inc.

4427 Allencrest, Dallas, TX 75244

Phone: 972-991-1922  

email: [email protected]  

Club Industry Responds to September 11

In addition to a �Club Industry for America� campaign expected to bring in more than $300,000 for relief efforts after the terrorist attacks, individual clubs in the affected areas and throughout the rest of the country helped in numerous and innovative ways.  Their methods of assistance can be a guide for all clubs in future disasters.  In addition to cash, food, water and clothing, here are some of the ways clubs managed by members of the Club Managers Association of America were helping:

        Clubs in the vicinity�

Offered accommodations to rescue workers needing to rest or clean up.

Allowed members and guests to use their facilities as communication centers to reach family members and colleagues.

Opened doors to people displaced from nearby buildings.

One club waived future dues and assessments for widows and dependents of deceased members indefinitely.

        Club staff prepared and served meals to rescue workers.

        Clubs donated golf cars to assist in recovery efforts.

        Clubs designated a day of revenue for relief funds (or food and beverage revenue, or golf outing income, or pro shop income, or silent auction revenue).  Some clubs turned social events into fund raisers, or joined with other clubs for progressive dinners.

        Clubs conducted prayer vigils or observed a day of mourning.

        Employees of one club asked that the employee Christmas party be canceled and the money go instead to disaster relief.

        Some golf pros gave free lessons or free club fittings in exchange for donation to disaster relief.

 

Disaster Relief

Clubs and golf courses operated by Billy Casper Golf Management have found a variety of ways to generate donations for disaster relief in the wake of September 11.

Deer Run Golf Club, Berlin, MD, raised $1,500 by donating a portion of each full-price green fee in the month of October to the Greater Ocean City Disaster Relief Fund.

Cranbury Golf Club, West Windsor, NJ, raised $6,280 for the Todd M. Beamer Foundation through its annual Fall Finale golf event in November.  (Beamer, a resident of Cranbury, NJ, was one of the passengers who helped distract the hijackers on the flight that crashed in Pennsylvania.)  Twenty-five dollars from each member�s participation fee went to the foundation and Billy Casper Golf matched each member donation.  The club raised additional funds through tee sponsors and 50-50 drawings.

Cobblestone Creek Country Club, Victor, NY, members donated to purchase a flagpole and memorial plaque for the club in memory of the heroes and victims of September 11.  The club matched member donations.  All funds above what the materials and labor cost go to a relief fund.  An estimated $1,500 will be donated.

High Bridge Hills Golf Club, High Bridge, NJ, donated a portion of each green fee for six weeks, a total of $5,000.  

 

Baby-Sitter Lists

Could a club be at legal risk if a child is abused�or worse�by a baby-sitter whose name is on a list compiled by the club for the convenience of members? Attorney Fred Somers, an authority on club law and organization answers this question and discusses club involvement in baby-sitting:

Child-care providers.  State laws vary considerably as to whether and how they define and regulate child care providers.  The reason a club (or preferably its counsel) would have to carefully examine the state law governing child care providers is that if the club potentially falls within the definition of a child-care provider by furnishing and training �baby sitters� for off-premises child care, then failure to register as a child-care provider and otherwise comply with the child care statutes and applicable regulations, if any, could give rise to criminal as well as civil liability.

Tort liability.  However, even in the absence of applicability of child-care provider state law and regulations, state statutory or common tort law may create liability exposure for providing the �baby sitter� services.  For example, and by analogy, organizations which furnish �good housekeeping� seals of approval for preferred and recommended vendors for the members run a risk, without specific exoneration by the members, of exposure for failure to properly train and screen the vendors for competency and honesty.  Without rendering any opinion on the subject of �training,� we believe this aspect of providing the subject services is best avoided.  Otherwise, too many �juicy� questions could be asked by the plaintiff�s counsel.  For example, who trained the miscreant sitter who allegedly molested any child?  What schooling and experience did the trainer have?  How long was the training and what did it cover?  Did the club verify the training?  Did the sitter have to pass specific tests?  What were the tests?  Was any screening done of sitters before turning them loose as competent, honest, moral, etc.?  What agency did the screening?  How extensive was the screening?

Insurance.  While most prudent clubs maintain comprehensive general liability and directors and officers errors and omissions insurance, a written opinion of insurance counsel or written acknowledgement of the carrier should be obtained that the policies are broad enough to cover off-premises tort claims resulting from action of independent contractors.  That is, we assume in most instances the sitters won�t be employees of the club but rather hired by the members who use them as independent contractors.  We also recommend that counsel advise as to whether the insurance coverage is in sufficient amounts to cover likely and prevalent jury awards for child-care abuse.  Regardless, insurance is not a panacea.  Too often clubs opt for the most economical premium and the result is questionable and limited or no coverage.

Club rules/releases.  Club rules probably need to be revised to ensure that members who take advantage of the service agree to forbear any claim against the club and to hold the club harmless from any claim relating to the service.  Of course, if both the member and the member�s spouse haven�t previously executed enrollment agreements reciting they agree to abide by and be governed by the club�s bylaws and rules and regulations as then in force or later amended, then a specific release form should be prepared by the club�s legal counsel for each engagement, or a blanket release form could be fashioned.  State laws vary widely on the efficacy and requirements of releases and waivers, and thus local counsel should be requested to compose the form used.  Of course, even with the member and spouse, the presumed parents of the child or children being �baby sat,� executing releases or waivers, state law may allow a claim to be brought on behalf of the child independent of the parents� release.  Thus, local counsel should be requested to opine as to the effectiveness of releases and waivers as to the child as well as the parents.

Other difficult questions surface regarding releases and waivers.  For example, if one of the child�s parents is not a member or spouse of a member, the club may have exposure to the non-member parent even in the presence of a release form which requires the signing member and spouse to swear under oath that the children listed are the member�s and the member�s current spouse�s natural born or adopted children.

What about grandparent claims?  Some states now are giving grandparents certain custody rights.  It is not a large stretch to extend this interest to tort claims.

Contractual issues.  One of the difficulties that arise concerns the nature of the relationship between the club and the �baby sitter.�  Is the sitter of sufficient age under state law to be bound under contract?  If not, isn�t it prudent to obtain written consent and indemnification from the sitter�s parents regarding claims of the sitter for injury (e.g., rape , molestation, etc.) incurred by the sitter while engaged on a club referral?  It is preferable the club either refrain from hiring sitters below the legal age of contract capacity and extract an independent contractor agreement with the sitter, or if under age of contract capacity, with the sitter�s parents.  If the club is limiting eligibility on the referral list to children of members, the opportunity for obtaining the sitter�s parents acknowledgement of responsibility and exoneration of the club is enhanced.

Procedures.  At the very least, following a decision to offer the services and after obtaining counsel�s opinion concerning liability exposure and evaluating and assuring available liability insurance, the club would be wise to develop a written policy and procedure regarding the service to include (1) a questionnaire to be completed under oath by the member and spouse regarding the child or children, (2) a release and waiver form to be signed by the member and spouse, (3) a form to be signed by the sitters or their parents, and (4) the adoption and publication of club rules regarding the service.

Cost/benefit analysis.  Before incurring the legal and administrative costs involved in undertaking the foregoing analysis and due diligence, it may be wise to estimate these costs and balance them against the benefit from being positioned to furnish the �baby sitter� service.  The benefit may be calculated any number of ways but presumably includes the marketing advantage of being able to induce a fair number of members with young children into evening dining and other income-producing activities on a repetitive and frequent basis who otherwise may not be in the habit of using the club as frequently as they would if the service were available.  Careful tracking and follow up will be necessary to ensure that the sitters provided are only being used by the members involved to enable them to use the club�s facilities and not to dine or recreate elsewhere.  Otherwise, if the club is tax exempt there is a risk the club is engaged in nontraditional business and the whole purpose of the program is being thwarted.

Other considerations.  We are confident there may be other issues.  However, the foregoing at least should give club executives some inkling of the due diligence necessary if they really want to offer this service to their members.

Fred L. Somers, Jr., P.C.

Suite 1200, 2 Ravinia Drive

Atlanta, GA 30346-2130

770-394-7200

[email protected]

www.lawyers.com/clublaw  



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