2023 September Issue

September 2023 // Vol. 31

Outside the Lanes One center’s

evolution bowling center community center from

to

FAMILY TIES

Keeping The Business In The Family

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Contents

September 2023 | Vol 31.9 6

Publisher’s Column

A WINNING COMBINATION

BY STEPHANIE DAVIS

12

Selling Your Center THE LETTER OF INTENT

22

BY TRAVIS HARPER

16

Marketing

A QUALITY CULTURE MAKES AN IMPACT

BY BRUCE DAVIS

20

Cover Story

SHAKOPEE BOWL STEPPING UP TO THE PLATE

BY MIKE FERNANDEZ

26

Feature

UNIQUE WYOMING CENTER FEATURES BOWLING & BAKERY

BY MARK MILLER

30

26

The Cashless Column SHOW ME THE MONEY

BY JASON MITCHELL

32

Booze and Bites

YOUR FOOD AND BEVERAGE BACKBONE

BY MIKE FERNANDEZ

36

Family Series

KEEPING THE BUSINESS IN THE FAMILY

BY DANIEL ELLMAN

32 PUBLISHER & EDITOR

Stephanie Davis

stephanie@bowlingindustry.com

MARKETING MANAGER & SALES International Bowling Industry Magazine 1850 San Marco Rd // Marco Island, FL 34145 stephanie@bowlingindustry.com

www.BowlingIndustry.com HOTLINE: 239.235.7864

Natalie Davis-Fernandez

natalie@bowlingindustry.com

NEW BUSINESS DEVELOPMENT Mike Fernandez

mike@bowlingindustry.com

EDITORIAL

Jackie Fisher

fisher@bowlingindustry.com MEMBER AND/OR SUPPORTER OF:

Patty Heath

patty@bowlingindustry.com

OFFICE MANAGER Roxanne Damask

roxanne@bowlingindustry.com 4 IBI September 2023

CONTRIBUTORS Bruce Davis Stephanie Davis Daniel Ellman Mike Fernandez Travis Harper Patty Heath Mark Miller Jason Mitchell

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Publisher’s Column

A WINNING COMBINATION CREATIVITY, COMMUNITY, AND PASSION

IBI

is always looking for fresh and exciting stories to share with you. In our ongoing search, one particular trend that we find inspiring has popped up. People with no experience in the bowling industry, or connection to bowling, are entering the business with passion and purpose.

These business-savvy entrepreneurs are determined to bring fresh recreation options to their communities. They come from all backgrounds and have different reasons for gambling hard-earned dollars on a venture that some might view as risky. A common thread of creativity, community, and passion runs through the veins of these proprietors.

Our cover story this month highlights how Dave Johnson from Minnesota entered the business hours before his community was going to lose its bowling center. Against all obstacles, Johnson has managed to shine a new perspective on what’s possible when you think outside the lanes! Check out how his creative approach turned the local bowling center into its community center.

Another new proprietor story comes to us thanks to Carey Tosello of ebowl.biz, who happened onto this establishment while driving through Wyoming and was impressed (and intrigued) with all they offer. Nana’s Bowling Center & Bakery is a unique tale of listening to the community and delivering big on what its residents want. This story is especially interesting since new proprietors Cynthia and Dan Starks relocated to this remote community as part of their retirement plan.

On a lighter side, check out our short story featuring Don Agent from Kegel for an incredibly entertaining article. Don’s innovative journey with a hand cleaner is as fun as the iconic industry professional that he is. To know Don is to love him; we have one more reason to do so.

This month we begin a series of articles focusing on family.

Family-owned and operated businesses have interesting

6 IBI September 2023

dynamics of positive and sometimes challenging experiences.

Writer Daniel Ellman starts looking at how industry families negotiate business and family.

It’s September, and no doubt many of you are rolling out the red carpet for your returning league bowlers and the myriad of business associated with fall. As you and your team gear up to meet and greet your bowlers and other guests, you may want to take a quick look at this month’s marketing column on creating a quality culture. There are some quick and practical tips you can plug into your next team meeting.

Be sure to head over to www.bowlingindustry.com for IBI’s exclusive online-only content. I think we can all agree that a center’s bar business can produce a significant amount of revenue if done right. Our friends at Betson offer an exciting read on how adding bar games to your mix can result in many happy and generous paying customers. An informative webinar is brought to us by Party Center Software which offers many ways to collect your customer’s data and how to use it for future business opportunities.

If your center has interesting news to share with the industry, let us know!

•

– Stephanie Davis, Publisher & Editor

stephanie@bowlingindustry.com

PS: Don’t forget to sign up for the $30,000 giveaway.

Register each month for your chance to win at www.bowlingindustry.com

Take a sneak peek at our training platform.

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Using Data for Business

BY PARTY CENTER SOFTWARE Collecting customer data is essential in the FEC industry, and there are many ways to collect your customers’ data to use for future business opportunities. Watch this webinar from Party Center Software about how collecting customer data can be used to create a better customer experience at your family entertainment center.

5 Digital Cornerstones of Attracting New Customers

BY TEN PIN MARKETING Today your online presence is an important factor for potential customers. If your website isn’t up-todate and easy to use, customers will likely not want to come to your establishment, because they will assume your establishment isn’t up-to-date either.

Ten Pin Marketing explains five qualities that your website should have to attract new customers.

Vending Machines vs Micro Markets

The Best Bar Games to Keep Customers Coming Back

BY AVS COMPANIES

BY BETSON ENTERPRISES

In our June issue we featured an article explaining micro markets and how they can benefit your business.

Vending machines are another popular option for providing convenient access to snacks, drinks, and other products. AVS explains the pros and cons of each option so you can decide which one better fits your business.

Bar business in bowling and family entertainment centers produces a large amount of revenue — if done right. Today, customers are looking for more than just a nice drink, they are looking for a great customer experience! One way your bar can provide that is by adding bar games. Read Betson’s recommendations for the best bar games that will keep your customers coming back for more!

8 IBI September 2023

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Shorts

EXPANSIONS, HAPPENINGS, & NEW BEGINNINGS ILLINOIS: In 2018, the Gurnee Mills mall’s Sears anchor store closed in Gurnee. 2023

will welcome ROUND1 Bowling & Amusement. Round1 will be the third location of the Japan-based chain in the Chicago area. Beyond bowling lanes, the business will offer arcade games, billiards, karaoke, Ping-Pong, and darts to mention a few activities.

MICHIGAN: Saginaw will be the home of an FEC called

PRESS PLAY 989, a laser tag arena. The venue’s Facebook page said, “Gear up for adrenaline-pumping laser action.” The menu includes fresh pizzas, sandwiches, a children’s menu, and dessert.

PENNSYLVANIA: SHORTS ACROSS THE POND

TILTED 10 has opened a location in Willow Grove. The site includes bowling, arcade games, and bumper cars, along with party rooms and mini-golf in the near future.

SOUTH CAROLINA: Greenville

welcomed MAIN EVENT. The offerings list bowling, laser tag, arcade games, and dining at Family Kitchen. It is the first Main Event in South Carolina. The chain’s first U.S. location was in Lewisville, TX, in 1998.

MASSACHUSETTS: Launch’s new venue has opened in the city Leominster. Located in a former Toys R Us store, LAUNCH features an indoor trampoline park, virtual reality games, bowling, laser, tag, dodgeball, a ninja course, a full bar and restaurant, and an arcade. This FEC is the latest of six Launch Entertainment locations in Massachusetts.

OHIO: Mahall’s, the popular bowling and music venue in Lakewood, has halved

its bowling lanes to accommodate a new 800-person capacity venue called THE ROXY. It will be used to host the variety of events that take place at Mahall’s: concerts, dance parties, weddings, and more. The bowling lanes downstairs will be eliminated but the upper level will still be available. Mahall’s is an institution in the area, readying to celebrate 100 years in business in 2024.

TEXAS: El Paso now has THE

SPOT. It is an FEC that features skating for its anchor, along with arcades, pool tables, an adult lounge, and a laser tag arena. The Spot also has a location in Las Cruces, NM, which opened six years ago.

10 IBI September 2023

ON A SAD NOTE: In Pacifica, CA, after over 60 years, SEA BOWL has closed its door. And in Rhode Island, the 86-year-old duckpin business, Mac’s Bowlaway, is closed. That makes only three certified duckpin bowling establishments left in the state.

Selling Your Center

The

LETTER of INTENT “Don’t Over-Think It!”

By Travis Harper

T

he Letter of Intent (LOI) is one of the most misunderstood documents used during the sale of a bowling center. The creation of and/or the review of this simple document can be cumbersome and sometimes expensive. The good news is, it doesn’t have to be either.

What is an LOI?

First and foremost, this document is NOT legally binding and should state that fact very early on in the document. Neither the potential buyer nor the seller is bound by any terms or conditions listed within the document. There is absolutely no reason to get attorneys involved this early in the buying/selling process.

You are throwing your money away at this point. Now that we have that out of the way, we can discuss what an LOI does for both the buyer and the seller.

12 IBI September 2023

THE BUYER The buyer initiates the LOI. The document states that the buyer would like to purchase the bowling center, after the completion of a due diligence period, within a set amount of time, for a specific amount of money. It can be that simple and easy.

The following are the types of things usually contained within an LOI: • A description of the assets being purchased including the name of the business and its address.

• The price at which you are willing to pay for said assets, including the terms. These terms are important if you want the seller to carry back any portion of the selling price.

• A specific time frame for the completion of due diligence.

• If you would like, you can add some bullet points for specific due diligence items that may concern you. Examples might be specific financial statements, POS reports, and building inspections.

• A statement asking the seller to take the center off the market for a set amount of time. This is typically the same time frame for the completion of due diligence.

• A specific time frame for the closing of the sale.

• Your signature with the signing date.

• A place for the seller to sign and date.

Once you have signed and dated the LOI, present it to the seller for his review and consideration.

Selling Your Center

THE SELLER Once you have received the LOI from the potential buyer, review its contents closely and determine if you can accept the terms within it. Place close attention to the following: • The time frame for due diligence. There is no need for due diligence to take any longer than 45-60 days.

• The expected closing date. This can vary, especially if the buyer is going SBA and is not already pre-approved. With that said, the closing should be 120 days or less.

• The amount of time asked to take your center off the market.

It should be no longer than the due diligence period.

• The financial terms. Is the dollar amount satisfactory? If they are asking you to hold paper as part of the deal, are you willing?

If you agree to all the terms, all you need to do is sign and return the LOI to the buyer so that the due diligence clock can begin. If you are not happy with everything, reach back out with a counteroffer.

Remember, this document is just a precursor to the Purchase Agreement. It is not binding. It is basically a gentlemen’s agreement. Don’t over-think it.

Selling Bowling Centers Nationwide

844-923-2695 www.thehansellgroup.com

CONNECTING BUYERS AND SELLERS SINCE 1979 SOLD!

Cerbat Lanes, Kingman AZ Strikers Family Sports Center, Sunrise FL Stonehedge Entertainment, Akron, OH The Hansell Group thanks Jeff Buhai, Mike Ducat, and Fred Borden for trusting us to complete your transaction

1-844-923-2695

I highly recommend, as a buyer or seller, to work with someone who has experience specifically with bowling centers. This is a unique industry, and it is best to have someone on your side with insider experience. If you have any questions at all about this article, please feel to email me: travis@firstframebowling.com.

•

Travis has 15+ years of center management experience and is currently the operations manager at First Frame Bowling and the midwest representative of the Hansell Group. You can contact Travis at travis@firsdtframebowling.com or (844)923-BOWL (2695).

Fun Product Alert

Wrenches, Walnuts, and Hand Wash

By Mike Fernandez

I

met Don Agent, Kegel’s Director of Support & Education, during the 2023 Bowl Don Agent Expo, and he’s created a unique solution for the hardworking hands of our industry. (Hint: it’s not lane cleaner.)

If you haven’t met Don Agent at a trade show or convention, you might be missing out on the complete trade show experience. The only things in this world taller than Don are his magnetic personality and comical charisma.

In my first interaction with him, I was helping him find his Uber from a Kids Bowl Free event party. In the first 15 seconds of speaking with him, you feel like you’re catching up with your best childhood friend.

During the trade show, one of my coworkers brought a small bottle of what I thought was hand sanitizer back to our booth and mentioned how fantastic it was. I didn’t pay much attention until after making my rounds at the free-sample food area when my hands were sporting fry grease, salt, sugar, and cinnamon.

I dug out the bottle and was amused to see a cartoon version of Don Agent himself smiling back at me. I put some on my hands, started scrubbing, then engaged in a friendly conversation with a fellow exhibitor.

Fifteen minutes into my conversation, I thought this product needed to be used with water. The longer I waited, the harder it became to explain myself and walk away, so I stood there scrubbing my hands for another 15 minutes, hoping my new exhibitor friend didn’t notice.

When I finally got to rinse off my hands, I was amazed. My hands had never been this clean and moisturized. Why? No, how was this even possible? Once the trade show was over, I called Don to learn the origin story of this fantastic hand cleanser and how it came to be.

“I’ve been turning wrenches since ‘84 in the industry, and even longer before that,” Don explains, “I grew up using 14 IBI September 2023

Gojo, Soft Scrub, and I always made a separate trip to go get this stuff. It made your hands smell like chemicals afterward, dried you up, and didn’t work that well in the first place.”

At dinner, his wife would ask if he’d washed his hands yet; he’d say sarcastically, ‘Only ten times this evening!’ This sounds like the familiar back-and-forth for anyone that’s worked on cars or machinery, knowing that the black buildup on hardworking hands is nearly impossible to remove.

So, he came up with Kegel’s Heavy-Duty Hand Cleaner.

But what’s different about it? Under the logo, it says, ‘Manufactured with crushed walnut shells.’

“I’m not an all-natural guy; I just want what works. I looked around and found that cosmetic-grade walnut shells were used in certain applications. It acts abrasive like pumice and has no chemicals or weird smell. Now when our guys go out for installations, they don’t need to make that extra trip. They get a bottle of this for the road.”

That makes sense, but how good is it? Don replies, “Some of my buddies jokingly call me after they’ve taken it home and say, ‘My wife’s feet have never been so smooth, Don, thank you!’ The people who use it love it! We After the conversation, my even give it to our distributors wife sat back and laughed working on our products.” at Don Agent’s soft feet comment. Well, we’ve I asked him if he had found a new calling; is hand cleaner done a lot of hiking this the final product in the Don year - mountains, glaciers, Agent marketplace? “Oh no, volcanoes, you name not at all. We’re going beyond. I it. Later that night, she have a new target in the works, begrudgingly admitted she something in-house. We’re not tried Kegel’s Heavy-Duty stopping at hand cleaner.”

Hand wash to help her Nobody’s sure what he’ll come soften her heels. It was as up with next, but I’ll trust any if they were exfoliated by product with an animated the hands of angels, picture of Don Agent slapped on softer than the clouds the front. in the sky. Who Writer’s note: This article is would’ve guessed? not sponsored; however, I did receive a two-liter bottle of Kegel’s Heavy-Duty Hand Wash sent to my home in return.

•

Marketing

A

QUALITY CULTURE

People Know It When They Feel It! Marketing Monthly with Bruce Davis

D

id you ever wonder why some restaurants get more traffic while charging higher prices for essentially the same food items as a struggling eatery down the street?

How is one bar able to get 50% to 100% more than another for the identical bottle of beer or wine? Why does one pricey plumbing company sport a fleet of upscale vans with welldressed technicians while another can only afford a dirty, rusted out truck or two? The list goes on and on through every category of business.

When it comes to bowling centers and bowling-anchored FECs, the story is no different: some prosper, profit, and grow while others tread water, perhaps providing a job for an owner but never seeming to earn a solid reward for the efforts invested. In my observations, a good part of the answer to improving the bottom line on a consistent basis year after year comes from presenting a culture that results in strong retention of the best customers and quality staff members.

TURNOVER IS COSTLY, DEVELOPING NEW CUSTOMERS IS EVEN COSTLIER!

Creating new customers is the most expensive of the three ways to grow a business. Finding and training new staff also carries huge costs that can be avoided if turnover is 16 IBI September 2023

addressed. Not only do well-seasoned staffers create savings by staying on the job, but they also play a critical role in customer satisfaction. When a business has a great culture, retention goals can be accomplished simultaneously.

WHAT EXACTLY IS A BUSINESS CULTURE?

Great business culture means different things to different people, and sometimes it can be difficult to describe in detail but you know it when you feel it! To me, your business culture is the personality of your business. A positive culture results in people feeling good about working for the business.

The same goes for customers who feel good about spending their time and money with you no matter the pricing.

Producing and displaying a positive culture goes far beyond just claiming that your system delivers great customer service. In my experience, most management-level staffers overestimate how good their customer service is through the eyes of others.

For years I have presented my WOW-POW-NOW Customer Experience Workshops for centers nationwide. Prior to the first day’s session, I go through the center and talk to various types of customers collecting their impressions of the center’s customer service. The next day when meeting with center management, I ask them to rank the center’s

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Marketing customer service on a scale of 1 to 10. Finally, in the main session with all employees, I ask the same question.

From city-to-city a pattern developed. Managers consistently rank their customer service at 8, 9, or 10. Employees in almost every instance provide answers to my ranking question at 4, 5, or 6. Customers almost always varied a great deal in their responses, a few high, many low, and some at zero with comments like, “At a bowling center you take care of yourself.” On occasion I get 8, 9, and 10 ratings from everyone I ask; those are the centers that display a dynamite culture, and it shows!

LEADERSHIP TIPS ON IMPROVING YOUR CULTURE 1. Be very loud and very clear about the Number One purpose of your business! Consistently be a promoter of your mission purposes so all staffers can quickly rattle them off. Develop your own, but it might be something like, “To always deliver a customer experience beyond our guests’ expectations.”

2. Understand that you not only need everyone to be clear on the business’s purpose, but you may need to provide them with clear-action steps to support that purpose.

Keep in mind, many staffers have not had experiences at home or on other jobs that match your expectations.

3. Avoid manipulation techniques! Influencing your staff through inspiration is a more effective and longstanding approach. Weak cultures often opt for manipulation techniques. Example: “Here are the rules of your jobs, follow them!” is often what they tell their staff. Example: “We offer the lowest prices!” is what they announce to potential customers. Both work but they are costly to the business and are only effective temporarily. Inspiration is the key to long run success in building a strong culture; compassionate, considerate leadership treating others as you would like to be treated is the base.

4. Create an environment in which great ideas can develop and spontaneous actions can occur. Ask all staff members, “If you were the boss what might you do to

18 IBI September 2023

make our customers feel better?” and, “If you were the boss, what would you do to make this a better place to work?” Be considerate of all replies. Never display a negative or superior attitude and always give overt credit to anyone who has provided an idea that clicked.

5. Allow a budget for managers to tip other staffers for actions they observe that support the main purpose of the business.

6. One of the most effective ways to get positive actions toward the main purpose of your business is to conduct short, informative meetings before a shift begins.

Creative meetings where the staff and you build plans on how to improve the customer experience can be fruitful.

Believe it or not, such meetings rank in the top five things that inspire employees.

7. Watch your customers carefully. Identify and correct little issues they might be experiencing while doing business with you. Observe any fun they are creating on their own while at your business and work on ways you might build an addition to your service to accommodate what they are doing.

8. Visit popular businesses that your target customers are frequenting to see if you might be able to add to the customer experience at your center from what you observe.

9. Support a local cause or two beyond just a simple collection jar and get involved in the community.

10. Your purpose should align with your USP (Unique Selling Position) or what makes your business different.

If your customer and staff turnover is high, you no doubt could benefit from working on your center’s culture. The effort you put into improving the culture of your business will pay off. Trust me, everyone will know it when they feel it!

•

Bruce Davis is President of Bowling Business Builders International (BBBI) whose flagship program Kids Bowl Free has registered over 35 million children for participating centers.

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Cover Story

OUTSIDE the LANES

One center’s evolution from bowling center to community center

By Mike Fernandez

S

hakopee Bowl is a story of survival and giving. Dave Johnson shows us that creating a diverse center for a community is an organic recipe for success. From bowling to wiffleball, and from T-ball to volleyball, he’s doing it all.

Challenging Beginnings

In 2018, Louisville Lanes in Shakopee, MN, was preparing to close its doors, just 48 hours from a new destiny of becoming extra warehouse space. That’s until Dave Johnson took a risky dive by purchasing both the bowling center and adjoining bar, creating Shakopee Bowl, also known as The Bowl.

The odds were against Dave: he had a background in home renovation, but nothing in bowling; he was buying a center that was ready to close shop; and the COVID lockdowns were just getting started.

He bonded with the community to generate revenue by setting up fundraisers: there was the Shakopee baseball team; a partnership with the fire department; and that was just the start. The Bowl and the Shakopee community generated tens of thousands of dollars for local charities. This cemented the strong foundation for the center in the hearts and minds of the town.

Against all obstacles, he’s managed to shine a new perspective on what’s possible when you think outside the lanes!

Building The Bowl

The center had evolved from a bowling center to a community center. Due to its central location between Shakopee and other neighboring towns, the center was bound to be a civic draw.

20 IBI September 2023

Cover Story “I was always a baseball player. I think the fact that I’m ‘not a bowler’ allowed me to create something so much more,” says Dave. “We offer wiffle ball, T-ball, kickball, cornhole, and even volleyball. There are 87 TVs playing a myriad of sports. We took out six of our 24 lanes, leaving more room for dining tables and arcade games throughout the center. We’ve had so many guests come just to watch people play the fields that we recently expanded our outdoor patio around the entire building.”

That’s a lot to offer, but he’s stepped up to the plate. The Bowl isn’t done growing, either. They’re currently in the process of adding three new volleyball courts while sticking to the trend of going above and beyond. Dave and his wife love visiting Tampa, FL, so they knew how to create a sun-kissed vibe. They brought the decor for the patio and volleyball courts right from the Sunshine State, from the beach chairs to the tiki signage to the palm trees — all are from Florida!

Every weekend they host live music out on the patio, bringing in some of the best bands in Minneapolis for guests to enjoy while drinking local craft beers.

Leagues are Big Business

“We needed two wiffle ball fields. Building T-ball and all other leagues was relatively easy. The kids sign up because there’s nowhere else to go in Shakopee,” Dave explains. “The parks and rec fields were unkept, and the only coaching was by other kids rather than serious parents. There was a demand.”

Dave continues, “For wiffle ball, a neutral seltzer sponsors the league shirts. Each week, we have 36 kids signed up.

That’s 36 moms, dads, siblings, and grandparents. We probably get more outdoor sporting business from May to August than we do bowling!”

The Bowl offers 8- to 18-week leagues, with some having cash prizes. Strong community support means there isn’t much marketing involved besides posters inside the center and some Facebook ads right before leagues start.

The Big Question of Staffing!

We asked Dave how he possibly staffs all this. “I’m really fortunate. We started with 19 employees, now we have 97.

Our clientele is amazing. The servers and bartenders do very well. We’re the place to be; people want to work for us.

When parents ask kids where they want to eat, they want to eat at The Bowl!”

#WhereInTheWorld is The Bowl?

Everyone loves a branded beer koozie, but the guests of The Bowl aren’t your average koozie fans. The Bowl gives out koozies and encourages guests to post pictures with the hashtag #whereintheworldisthebowl on their social media accounts. Dave says, “We have guests posting their travels all around the world, with our koozie wrapped around a beer. We get tagged in pictures from sports stadiums across

the country, folks in front of the Eiffel Tower, in front of skyscrapers in Dubai. People love the koozies!”

Take Note!

The five-year transition from Louisville Lanes to The Bowl showcases how there’s more than one right way to run a business. Dave’s time nurturing community support has certainly paid off for his center and the people living in it.

Fundraising for charities, coaching youth, good music, and activities that make everyone feel included are all hallmarks of a healthy community.

•

Mike Fernandez is a freelance contributor on all things regarding food, booze, and fun. Growing up in his family’s restaurant business fueled his passion for good eats and tasty treats. By day Mike works in business development for IBI, by night he scours south Florida for the latest trends in food, drinks, and recreation.

IBI September 2023 21

Shorts

TAKE A SHOT OF GREATNESS! A party game evolves into a professional, big payday sport

T

he world of beer pong is getting serious, and some creative bowling centers have been taking advantage of the hype to bring in visitors. The World Series of Beer Pong (yes that’s a thing!) has its own type of organized play and is gaining steam with players.

Beer Pong was invented at Dartmouth College in the 1950s. During a game of ping-pong, partygoers kept setting their beer cups on the table, so players took advantage, and a new drinking game was born.

Entertainment venues have long allowed guests to enjoy friendly matches of the classic games, but different schools, universities, and regions have always played by different rules. Can you bounce the ball? What counts for redemption? If the ball is spinning around in a cup, can you blow it out with air before it hits the liquid?

Now, the World Series of Beer Pong has come to set the record straight presenting an official rulebook, along with sanctioned tables and cups.

The World Series of Beer Pong is the largest, longest-running, organized beer pong tournament in the world. Past events have drawn over 1,000 participants from 45+ U.S. states, five Canadian provinces, 15 countries, and have paid out cash prizes over the years pushing the $1 million mark!

For those of you who may want to get your center in on the fun, visit www.bpong.com.

In the meantime, cheers to these innovative centers that have joined the big leagues in Beer Pong: • Club KO at Classic Bowling Center, Daly City, CA • Rose Bowl Stadium, CA • Paradise Bowl, WA • Eastway Bowl, SD • Pin Ups Bub N Bowl, NJ • Troad Speedbowl, VT

INNOVATIVE IDEAS 810 BILLIARDS & BOWLING IS FLIRTING WITH AI: Currently, AI is

the most talked about technology. 810 Billiards & Bowling, the dining and entertainment franchise, has recently partnered with Locate AI, a provider of technology-enabled retail and corporate real estate solutions. Locate AI hopes to help 810 Billiards & Bowling ramp-up its growth by assisting the brand in making informed decisions on site location and market analysis by utilizing a massive database of over 200 million records.

22 IBI September 2023

January 2023 // Vol. 31

February 2023

What’s

HOT & TRENDING For Bowling & Family Entertainment Centers Operators, Suppliers, & Industry Experts Share the Latest Trends

PRODUCT & RESOURCE GUIDE For Progressive Operations

The Power of

GIRLS JUST WANT TO HAVE FUN!

LASER TAG!

Popular Ladies’ Night Out League Format Draws ‘Em In!

CHANGING ECONOMIC CONDITIONS A Growth Opportunity

SUCCESS WITH YOUTH LEAGUES Attracting and Keeping Youth Bowlers

GAME REVIEWS

A Player’s Perspective of Hot Games

An exclusive Publication of

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PREPARE TO BE CAPTIVATED

Feature

Unique Wyoming Center Features

BOWLING BAKERY and

By Mark Miller

New Proprietors In-Tune With the Community

A

bout 50 miles east of the entrance to Grand Teton National Park — and nearly 200 miles away from anything else like it — is a new facility that’s drawing raves from all who visit.

Located on the west side of the town of DuBois, WY, Cynthia and Dan Starks opened Nana’s Bowling Center & Bakery on September 18, 2021. Nana’s is a tribute to Cynthia’s mother, Carol Kenney, who always wanted to own a family fun center.

It’s the area’s first bowling facility in four decades. While DuBois has fewer than 1,000 permanent residents, people from Fremont County and well beyond already have been coming to see what the new center is all about.

The Starks moved to DuBois about 12 years ago from Minneapolis, where Dan was an executive with St. Jude Medical. With retirement near in 2016, they wanted to find somewhere remote, and DuBois fit the bill perfectly. “I couldn’t believe the people who lived here,” Cynthia said. “They are good people, and the small-town atmosphere was appealing to us.”

26 IBI September 2023

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Cynthia also owns Neversweat Photography and Cynthia Starks Photography. Together, the couple oversees a cattle and American bison ranch. And, as if they weren’t busy enough, the couple founded and opened the National Museum of Military Vehicles in 2021.

“They’ve done a lot of things locally,” said Nana’s general manager Melissa Claar, who also is studio manager and a staff photographer at Neversweat Photography.

“They currently are building some apartments here in town to address staffing shortages all over the community.”

The idea of Nana’s started as a small center, with maybe six to eight lanes, and some arcade games. When Cindy decided to create the business in tribute to her mother, the FEC idea expanded; it was built from the ground up. Everything is customized, including the western-themed murals she designed herself. Within its 17,800 square feet, Nana’s features four businesses under one roof. In addition to its eight Brunswick bowling lanes, powered by the Brunswick Sync system and featuring customized lighting and sound systems courtesy of Fresco Lighting System and B Media, there’s a bakery, a diner, an arcade with 48 games, a full golf simulator, and a party room. There’s even a mechanical bull named Bodacious. A pair of 20-foot projector screens can be lowered over the lanes for private events.

With the creation of Nana’s, the area’s favorite donut business was lost. “People were complaining and said, ‘Please make donuts here!’,” Cynthia said. “When I was thinking of business concepts, I focused on the community and what the kids and the families needed.”

Now Nana offers more than just a fun center; it’s a place for the community to come together. “That’s what I enjoy most,” says Claar. “The community coming together and the families coming together. That’s probably the most rewarding part of the job.”

There wasn’t much for families to do in DuBois in the winter, and there were no places for kids to hang out. Since Nana’s opened, kids can come and hang out at Nana’s, bowl, play in the arcade, and eat. “We have schools that are so thankful we’re here,” says Claar. “They can bring their students for endof-the-year trips and field trips throughout the year. Before, they’d have nowhere to take them.”

28 IBI September 2023

“Bowling is something that brings community and family together,” Cynthia said. “You can be at any level. You can go from putting in the kiddie bumpers up to the PBA level. I just loved the idea! We have such a diverse group of people, including league-type people. They don’t have to drive two hours to go bowl now.”

So far Nana’s has hosted two leagues – a 24-team mixed foursomes split over three weekdays during the fall/ winter and a weekly spring/summer singles group. That provides plenty of availability for open play and parties.

The bakery is managed by Crystal Welch who worked for Cynthia at Neversweat Photography and loves to bake for family and friends. After training with a chef in Idaho and taking some online baking classes, she makes fresh doughnuts six days a week, plus muffins, cream puffs, eclairs, and custom cakes and pies. Among the most popular items is a homemade carrot cake that sells out virtually every day.

The diner specializes in homemade bread, hand-tossed pizzas, soups, and sandwiches, including a Reuben that people drive from over 100 miles away to enjoy. Besides having plenty of customers who come in person for lunch and dinner, Claar said Nana’s is the only place in town that delivers in a specially wrapped bright maroon Infiniti, 365 days a year.

Making the place successful are 23 full and part-time employees.

Both Starks and Claar said more are needed, especially cooks, to meet the growing demand. But the staff they do have is worldclass. “I believe I have the most amazing, loyal staff in town,” Claar said. “Most of them have been with us since Day 1. Cynthia and I could not do what we do without them.”

What seemed like a great opportunity in retirement for the Starks is now a booming business. Retirement looks like it was put on hold. And, with their civic-mindedness, they are changing a town for the better. Bowling can change the world, one center at a time.

•

Mark Miller is a freelance writer, editor, and public relations specialist from Flower Mound, TX. He’s the author of Bowling: American’s Greatest Indoor Pastime available at Amazon.com or directly from him at markmywordstexas@gmail.com.

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©2023 Brunswick Bowling Products, LLC. Form #0523-04

Cashing In With Cashless

SHOW ME

THE MONEY! Top Tips to Increase Top Line Revenue with a Cashless System

By Jason Mitchell

T

he future of the amusement business is cashless, and it can build revenue as well as cut your operating costs. Let’s look at a few of my top tips for increasing top line revenue with your cashless technology system.

1. OPTIMIZE THE OFFERS AT YOUR GAME CARD KIOSKS. If your average card purchase is $20, make it your goal to increase that average purchase to $30. Use your system reports to identify where your best opportunities reside and try increasing your bonus structure. If you are giving a $5 bonus with a $20 card purchase, try offering a $10 bonus for a $30 purchase, $15 for a $50 purchase and so on. You can test various offers and track the results in your system reports.

2. PAY BEYOND THE ARCADE: Allowing guests to use that game card outside of the arcade for other goods and services at your center can drive up the total spend. Just ensure that any bonus cash on the card is limited to game play so you won’t be cannibalizing revenue from other areas.

3. DYNAMIC PRICING. The bowling industry was an early adopter of dynamic pricing. That’s why lane rentals are lower on off-peak periods like weekday afternoons than they are at times of peak demand such as Saturday

30 IBI September 2023

night. You can do the same thing in your arcade by setting your games to a discount price at certain hours. It’s easy to program card readers to announce the special price with a text message or by flashing a different color. You don’t have to discount all of your games if your system has the flexibility to pick specific games. That way your top games can still command a top price while you stimulate play on the others.

4. SELL CARDS OUTSIDE YOUR CENTER. You can create a new revenue stream by enabling guests to purchase or reload game cards online when they are away from your facility. Most card systems today allow access by computer or mobile device and can even accept mobile payment like Apple or Google Pay. You will also benefit from the “float” on unused game card balances while the money is in your bank account earning interest.

•

Jason Mitchell is the Customer Success Manager at Intercard. He uses his extensive experience in operations and executive management at some of the largest companies in the amusement industry to help proprietors get the most out of their arcade operations. He is also a regular speaker at Bowl Expo, BPAA Boot Camps, IAAPA, and Amusement Expo. He welcomes your questions at jmitchell@intercardinc.com.

Annual

Southwest Bowling

Proprietors Trade Show

18th

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3100 Town Center Trail Denton, Texas $135 Room Rate | (940) 243-3799 Group: SW Bowling Trade Show Deadline: September 18th

October 8-10, 2023 Member Registration- $75/person Registration Includes: Seminars, Trade Show, Food Functions, Bars, and Entertainment Events

Sunday, October 8, 2023 1 2 : 0 0 p m - 2 :00 pm 1 :0 0p m- 3 :0 0p m 1 :0 0p m- 5 :0 0p m 6 : 0 0 p m - 8:0 0p m

Ex hi b i t or s e t up T e x a s , O kl a h o m a , a nd Lo u i s i a n a S t a t e M ee ti n gs C l as s ic Pr o S ho p E v e nt - E m b a s s y S ui t es H o te l Re c e p t i on a t A n d y B's - S p o n s o re d b y C las s i c P ro d u c ts

Monday, October 9, 2023 8 : 3 0 am - 1:00p m 9 : 0 0 am - 11:00 am

Cl a s si c G o lf T o u r n a me n t - To ur 18 G olf Cou rs e B R U CE D AVI S - Wha t No t t o M i ss Ou t On Wh en Bu sin ess i s Bo omi n g

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E x hi b i t o r S e tu p/ R e g i s t ra tion

3 : 00 p m- 5 :00 pm

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R o n n y D o d d - T e ch n o lo g y - AI & W e b s i t e C ap a b i lit ie s J o h n H ar b u c k - S t r i k e T en U p da te

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E x hi bi t o r W e lc o me Di n n er Go lf P r i z e s a n n o un c e d - Mik e Log an

F r a n k D eS o c io - BP AA U p d at e S m ar t B u y U p d at es

Tuesday, October 10, 2023 8: 30a m - 9: 00a m 9 :0 0a m- 10: 15a m

W e l c o me - M I K E L O G AN, South we st C h airm a n AND Y B . , S o u th w est Reg ion a l D ire cto r J O H N N Y Q U I N N - T hi n k l ik e a n Oly mp i an

J o hn ny Qui n n is an Ame r i can b o bs le d d e r a n d f o r m er g ri di r o n f o o t ba ll p lay er . H e i s a m emb er of th e U . S N a ti o nal Bo b s led T ea m an d co mp et e d in t he 2 0 1 4 Wi n ter Ol y mp i cs . Qui nn i s a fo r mer w id e r ec ei v er f o r t h e S a s k atc h ew an R o u gh ri d er s o f th e C a na d i an F oo t b a ll L e ag ue .

1 0: 30a m - 1 1:0 0a m I n t r o d uc t i o n o f Ex hi bi t o r s 11 : 00a m- 12: 30 p m G ARY S M I T H - U S De s ig n La b - Br an di n g & Des ig n t o Imp ro ve Y ou r Bu sin es s

US Des i g n La b is an aw a r d -w i nn i n g c o n su lt i n g , d e s ig n , & m ar ke t i n g f i r m s pe ci ali z i n g i n b o w l i ng a nd fa mi ly e nt er ta in m e nt c e nt e r s t ha t w o r k s t o m ax i mi z e y o u r r e ve n u e p o t e n tia l .

12 : 30p m- 2 :3 0p m

Lu n c h w i t h E x h i bi t o rs o n Tr ade Sh o w Floo r

2 :4 5p m- 4 :00 p m

R I CK H E I M - I d e as S eg m e n t I d ea s S h ar e p an e l - C u st o mer Ser vic e/G ues t Ser vic es O pe n B ar o n T r a de S h o w F loor

5 :0 0p m- 6 :00 p m 6 : 0 0 p m - 8 :00 pm

D in n e r - D e c k Ca r d G a m e W in n er Ann o unc ed - M a rc Pa t e r

8 : 0 0 p m - 1 1:0 0pm

Ca s i no P a r t y w i t h Ra f f l e a n d Cas h Pr iz e s

SHARING

SOLUTIONS

This show is open to all Bowling Centers and all states welcome.

Visit our Southwest Bowling Proprietors Facebook page for more details, or contact Karen Miller- KLMBowl@sbcglobal.net

Booze and Bites

Your Food and Beverage Backbone:

BACK-OF-HOUSE STAFF

By Mike Fernandez

H

ave you considered how your food and beverage team plays a vital role in making your center the ultimate hangout spot? Even restaurants struggle with staffing the backof-house (BOH) team, managing it, and ensuring the food meets guest expectations.

When you’re caught up running the rest of your center, kitchen staff can become an afterthought. It’s easy to forget how valuable these positions are to the quality of the guest experience and, in turn, the rest of your day-to-day operations.

Building a successful BOH team will result in less turnover, happier guests, and more robust profits.

BENEFITS OF A STRONG KITCHEN TEAM

Since they’re working behind the scenes, the critical role of kitchen staff can often go unappreciated. Remember that food and beverage account for an average of 50% of a center’s revenue. A well-run kitchen is just as crucial as well-oiled lanes.

32 IBI September 2023

While most guests stop in for the recreation aspect of your center, the smell of a delicious pizza or freshly cooked garlic whiffing through your facility can bring them back! Taste and smell are essential human sensations when remembering an experience, like how you might enjoy the smell of your significant other’s perfume.

Those new to bowling aren’t always having a blast after their fifth gutter ball, but the back-of-house team can turn around a guest’s entire day with a picture-perfect plate.

It’s a representation of the quality of your center; new bowlers aren’t often going to complain about lane conditions since they don’t fully understand

Booze and Bites “I love the sheer weirdness of kitchen life: the dreamers, the crackpots, the refugees, and the loonies with whom I continue to work. In America, the professional kitchen is the last refuge of the misfit. It’s a place for people with bad pasts to find a new family.”

- Anthony Bourdain

it. However, nearly everyone understands that an incredible meal cooked to perfection and delivered on time constitutes an impressive business operation.

Creating a plate that is prepared quickly, tastes delicious, and is visually appealing while cleaning enough dishware for the next round isn’t easy, even in your home kitchen! It takes fluid and efficient teamwork for kitchen staff to make the magic happen consistently. How can you create such a seamless engine in your center?

WHO IS THE BACK-OF-HOUSE?

They may be too rough around the edges to welcome guests (trust me, they know it!), or they might disdain the idea of crunching numbers in an office. They might have grown up with a support system that put them on a difficult path, and this is one step toward the road they’d like to take. Many just enjoy the art of cooking and learning!

It’s exhausting, messy and stressful work, but it provides incredible satisfaction and self-worth. It’s a sweat that directly and immediately brings joy to others.

BOH teams have diverse backgrounds and unique personalities — not easy team building! However, in my experience, a cohesive group with solid leadership knows they’re the hardworking underdogs and have what it takes to bond, grow, and succeed.

Knowing this angle, here are some tips for retaining a consistently cohesive BOH team.

HELPING THEM HELP YOU!

1. CREATE GOALS AND SHARE THEM What are the goals for your kitchen, and are the staff aware of those goals?

If you do have goals, but your staff isn’t aware of them, they will be less likely to internalize your goals and share your vision. To avoid this, share your restaurant goals with your staff and emphasize their importance in your journey. It’s a great way to motivate them to achieve your restaurant’s definition of success. I’ve worked in kitchens where my goal was to deliver the best dishes, and I’ve worked in operations where my goal was not to piss off the manager again. It makes a world of difference!

2. REASONABLE SCHEDULE In an industry as demanding as the food and beverage industry, offering a flexible work-life balance will give you an edge over your competitors. Additionally, a better work-life balance is also good for employees’ productivity. Many studies have shown that balanced work-life situations provide employees benefits such as less work stress, prevention of burnout, improved mental health, and better motivation.

3. TAKE THE TERROR OUT OF CLOSING SHIFT The best kitchen environments I ever worked in had a third-party cleaning company come in at night’s end for a deep clean. In restaurants where the cook staff oversaw deep cleaning the kitchen each night, we cleaned until 1 a.m. and walked in as zombies the next day.

It’s a demanding schedule for high school and college students who have classes in the morning. Additionally, if they don’t clean enough that night, it sets their fellow morning shift team back. They go home feeling either exhausted or guilty. Third-party cleaning services cost a little more, but teenagers aren’t exactly known for their mastery of cleanliness anyway. You’ll boost morale, reduce turnover, and save on hiring exterminators!

4. ACKNOWLEDGMENT AND EMPOWERMENT Kitchen work is hard work and often a thankless job. You sweat over a hot grill putting the perfect dish together, someone somewhere is telling you to speed up, and you rarely hear compliments about the food. Managers are only notified about mishaps. It’s easy to overlook the small victories in such a fastpaced setting. Take the time to recognize and celebrate the accomplishments of your food and beverage team. Whether hitting a sales goal or delivering exceptional customer service, acknowledge their efforts publicly and reward them with incentives, such as gift cards or extra time off.

Back-of-house staff are often young, balancing multiple responsibilities, and not exactly rolling in dough. A couple of free lanes and discounted meals each month goes a long way!

•

Mike Fernandez is a freelance contributor on all things regarding food, booze, and fun. Growing up in his family’s restaurant business fueled his passion for good eats and tasty treats. By day Mike works in business development for IBI, by night he scours south Florida for the latest trends in food, drinks, and recreation.

FOOTNOTE:

Solutions to staffing your business require more than one quick read. To better understand employment business strategy, IBI’s premium subscription includes a comprehensive content package on finding and keeping great staff!

IBI September 2023 33

Business

FAMILY TIES

By Daniel Ellman

Keeping the business in the family

This article is the first in a series focusing on the dynamics of family-owned and operated centers. A succession plan is something many families grapple with in the industry. This month we look at how one family in Mankato tackles the issue.

G

rowing up, Allison Jennings always considered Pam DeMarce to be her second mom.

“Pam and my mom are twin sisters,” Allison said, “and Pam and [her ex-husband] Doug never had children, so I might as well have been their adopted child.”

That tight-knit relationship has just grown stronger over the years, and now plays itself out every day in Mankato, MN, as Allison helps Pam and Doug run two facilities: Victory Bowl, a traditional bowling center, and Wow! Zone, a family entertainment center.

Allison Jennings

Pam DeMarce

At every step of the way, Allison was learning things from her aunt and uncle. Doug, she said, enjoys the higher-level decisionmaking, including accounting and financial issues while Pam carries out more of the day-to-day tasks. “Both take such great care to make sure I understand why decisions are being made and how they affect the bottom line of our centers,” Allison said.

KEEPING IT IN THE FAMILY

A MORE PERSONAL TOUCH

“I started at a very basic level, working the arcade and other areas,” Allison said. “Eventually I took on responsibilities at the reception desk, then payroll and administrative tasks before finally working up to managing and supervising.”

Part of that, of course, is because everyone is looking to the future. “When they first hired me, they knew they weren’t

About 15 years ago, Pam and Doug asked Allison if she was interested in carrying on their legacy by working at the family centers.

34 IBI September 2023

So, what makes learning from your aunt and uncle so special and unique? To Allison, it’s the personal touch that Pam and Doug can provide. “Clearly, there’s a different level of care that they have taken when it comes to training me and making sure I have a clear grasp of the business,” she said.

T H E A M A Z I N G LY S I M P L E WAY T O O F F E R B O W L I N G

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Business

Everyone is looking to the future.

“When they first hired me, they knew they weren’t just bringing on another employee. This was all part of a long-term succession plan,” Allison said. just bringing on another employee. This was all part of a long-term succession plan,” Allison said. “It’s about more than ensuring that their two centers would function well for the next week, month or year. They want to keep the business in the family, so they are carrying out the work to get me as ready as possible to take over.”

FAMILY DYNAMICS

Working for your aunt and uncle is not always easy, of course. For one thing, it means you can never truly escape work, even when at a family function because business invariably will come up, though Allison doesn’t seem to mind that. What she said is difficult, though, is ensuring that she’s doing right by her aunt and uncle; and that they’re doing right by her. “Knowing that I’ll be taking over the business one day means I may be looking a little bit too far ahead,” Allison said. “So, I need to try twice as hard to keep in mind that I’m working for them right now and their decisions are the ones we should go with.”

That struggle works in the other direction too. Allison said her uncle would always be honest with her no matter what. “Aunt Pam, meanwhile, gives more space to make 36 IBI September 2023

decisions as well as mistakes to help me grow and learn, so pushback may not happen as often,” admits Allison.

“They’re in charge of these centers until they decide to walk away. And I make sure they know that,” Allison said.

“In the end, it’s all about doing what’s best for them and, of course, our customers.”

It’s sometimes difficult terrain to navigate, but Allison wouldn’t trade it for anything in the world. “I learn and get guidance from two of the most important people in my life,” she said. “And we know that if the business succeeds, our family succeeds. It’s a really cool thing when you think about it like that.”

•

Daniel Ellman has spent most of his life in family entertainment centers, growing up following around his father, Howard Ellman, as he redesigned facilities in his role as owner of Dynamic Designs. While he no longer spends hour upon hour inside centers, he keeps his proverbial foot in the door as a freelance writer for IBI. For his “day” job, Ellman works as a corporate communicator for a health care organization in Michigan.

IT PAYS TO BE A READER AND ADVERTISER OF IBI...

INTERNATIONAL BOWLING INDUSTRY MAGAZINE IS GIVING AWAY $30,000 TO BOWLING OPERATORS & Writing Checks to Our Advertisers!

As Part Of IBI’s 30-Year Anniversary, We’re Rewarding Our Readers And Advertisers With A Big Money Giveaway

$30,000 GIVEAWAY TO CENTER OPERATORS Beginning October 1, 2022, IBI will be giving away $1,000 a month for 30 months which can be applied toward goods or services from one of IBI’s qualifying vendors.

Each month, operators enter the contest at www.BowlingIndustry.com for their chance to win in that month’s drawing. Once the winner decides on a purchase from an IBI qualified advertiser, IBI will send a check to cover that portion of their purchase.

A winner will be selected on the last day of each month. Once the winner is notified, IBI will give them a list of qualifying vendors to choose from.

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IF YOUR COMPANY IS AN IBI PREFERRED VENDOR, WE MAY BE SENDING YOU $$$$$ As a thank you to our consistent marketing partners, we’re including you in our milestone anniversary celebration.

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AVS Companies is a multi-branch, full-service distribution network serving the amusement, gaming and vending industries.

BETSON ENTERPRISES

Sales Department

800.524.2343

www.betson.com/bowling Sales@betson.com

Betson offers a full assortment of arcade and vending equipment and has the largest inventory selection of new & used games and parts.

Attractions CREATIVE WORKS

Russ Van Natta

317.834.4770

www.thewoweffect.com sales@thewoweffect.com

We create powerful emotions through immersive attractions like laser tag, mini golf, escape rooms, VR, and more. We help you get customers off the couch and into your venue with experiences they can’t get anywhere else.

Automatic Scoring NEW CENTER CONSULTING

Glenn Hartshorn

248.375.2751

www.newcenterconsulting.com ghartsho@yahoo.com

Touch Score – A truly revolutionary scoring upgrade for legacy systems.

STELTRONIC SCORING

Sales Department

800.942.5939

www.steltronicscoring.com Info@steltronicscoring.com

The world’s leading independent automatic scoring manufacturer since 1980.

Capital Equipment/Supplies BRUNSWICK BOWLING PRODUCTS

Michael Postema

231.343.2043

www.brunswickbowling.com Info@brunswickbowling.com

The leader in the bowling industry for over 130 years, Brunswick Bowling provides products, services, and industry expertise for new and existing bowling centers.

NEO TAC Frank Bernabei 585.798.6400 Lane Conditioners and Lane Cleaners. Bowling Ball Cleaners And Polishes.

38 IBI September 2023

www.neotac.com 300@neotac.com

PREFERRED VENDOR LIST Capital Equipment/Supplies QUBICAAMF Sales Department 804.569.1000

www.qubicaamf.com info@qubicaamf.com

QubicaAMF is the world’s largest manufacturer of bowling and mini bowling products. With our innovative products, we will help our customers fully unleash that potential to extend the bowling population, to reach the younger generations, to increase their spending, frequency of visits—and your revenue.

SWITCH BOWLING

John Fatigati

www.switchbowling.com john@switchbowlingusa.com

201.694.7985

Offering a full line of equipment, furniture and scoring for everything from modernization to new center builds since 2006, Switch Bowling features Italian designed style built into products with uncompromising quality and value.

Cashless Technology INTERCARD Sales Department 800.732.3770

www.intercardinc.com Sales@intercardinc.com

Intercard introduced cashless technology to the amusement industry and has been leading the way for 30+ years. Cashless systems from Intercard increase customer spending and satisfaction and boost revenues by up to 30% at entertainment centers worldwide.

SEMNOX SOLUTIONS

Sales Department

www.semnox.com Sales@semnox.com

610.400.8901

Semnox’s online cashless payment systems – a one stop solution for your entire bowling center operations.

Consulting, Management and Marketing TRIFECTA MANAGEMENT GROUP

Bruce Nussbaum

www.trifecta-mg.com Inquiries@trifecta-mg.com

818.879.7100

TMG helps operators and new business entrepreneurs bring their business to the next level. We have best-in-class professionals in operations, team development, sales and marketing, culinary and technical, with expertise sharpened in our own operations. So, whatever your opportunity or challenge, we can help.

Furniture VENUE INDUSTRIES

Sales Team

www.venueindustries.com sales@venueindustries.com

855.558.3683

Venue Industries is a commercial furniture manufacturer in Tampa, FL. Specializing in custom furniture design, Venue Industries can provide furniture for your entire facility. From bowling sofas, to restaurant seating –– Venue Industries can provide anything you might need for your bowling center or family entertainment center.

Insurance TILTON, THOMAS & MORGAN INSURANCE PROFESSIONALS

W. Tyler Compton

866.233.0266

www.ttminsurance.com tcompton@ttminsurance.com

Tilton, Thomas & Morgan Insurance Professionals has been insuring bowling and family entertainment centers for over 40 years. We support many state and national organizations, including many state bowling associations and the BPAA. Through our years of experience and working with hundreds of proprietors across the country, we have developed a specialized program to ensure our clients have the correct coverages at a competitive price. We love insuring FUN, so call us today to see how we can help you!

IBI September 2023 39

PREFERRED VENDOR LIST Insurance (continued) WESTERN BOWLING PROPRIETORS INSURANCE

Cameron Linder

800.200.9998

www.wbpiprogram.com contact@wbpiprogram.com

WBPI is the largest bowling center insurance program in the nation with more than 35 years of experience and 400 insured centers. Exclusively endorsed by eight state bowling proprietors associations, our staff of insurance partners and professional bowlers provide staff training, insurance education, advocacy, and business advice. No one fights harder for you! Contact us today for a competitive insurance quote!

Lighting/Sound DECIBEL STUDIOS

Guy O’Hazza

310.693.5165

www.decibel-studios.com guy@decibel-studios.com

Decibel Studios is an innovative global technology solutions company that designs, engineer, installs, and maintains custom controlled audio, video, lighting, show control and special effects systems, including augmented and virtual reality, 3D and 4D interactive theaters, for various entertainment, corporate, hospitality, retail and institutional groups.

DFX SOUND VISION

Mike Bovino

800.555.5280

www.dfxsoundvision.com info@dfxsoundvision.com

Your FEC specialists creating extraordinary experiences by providing dynamic audio, video, lighting and automation services and integration that elevate communication and give your entertainment center that WOW factor.

Marketing BBBI/KIDS BOWL FREE

Andy Vasko

877.841.4590

www.kidsbowlfree.com Andy.Vasko@kidsbowlfree.com

At BBBI our goal is to create new customers and profits for bowling centers through our time tested Kids Bowl Free Summer Bowing Program and our new League Development System featuring Fun Bowling Leagues for all ages.

BOWLING LEADS

Zach Boulanger

844.468.4144

www.bowlingleads.com Zach@bowlingleads.com

We help bowling centers find new leads and turn them into raving repeat customers with our done for you automated marketing system.

EBOWL.BIZ & BOWLRX.COM

Carey Tosello

541.549.0999

www.eBowl.biz Carey@eBowl.biz

Digital marketing for bowling: BowlRx websites, Facebook for bowling, and more.

THE KAPLOE GROUP

Fred Kaplowitz

516.359.4874

www.kaploegroup.com fredkaplowitz@gmail.com

The ultimate marketing and management company for your leisure, entertainment, or recreation business. Professional consulting and coaching available.

Online Reservations ALLEYTRAK

Chris Behling

815.519.9843

www.alleytrak.com Chris@alleytrak.com

AlleyTrak is the complete lane reservation and management system designed specifically for bowling alleys. Manage your recurring events, leagues, parties, packages, along with many other features AlleyTrak has to offer. Save time by allowing guests to make reservations online 24/7.

PARTYWIRKS Sales Department 877.345.4012

www.partywirks.com sales@partywirks.com

Partywirks is more than an online booking software company for parties, events, lane reservations and leagues for your bowling entertainment center. Our easy-to-use, easy-to-manage multi-function system encourages upselling, helps generate future interest, and also allows your visitors to inquire, invite, share, learn, sign waivers, and shop online.

40 IBI September 2023

PREFERRED VENDOR LIST Party Supplies and Novelty Products SIERRA PRODUCTS

Shelly Berry

800.900.7695

www.noveltybowlingstuff.com sales@noveltybowlingstuff.com

Sierra Products is your exclusive source for bowling parties, including party favors, supplies and novelties. Bowling birthday party supplies include bowling pin sipper bottles, mini bowling pin candy containers, bowling coin banks, bowling party cups, napkins, novelty souvenir cups and much more. Most of our items can be personalized with your company’s logo, phone, website, etc.

Promotional Products FEC PROMO TOOLS

Sales Department

239.389.9583

www.fecpromotools.com FECpromotools@gmail.com

Bringing marketing and guest experience tools to life! Choose from our selection of predesigned products or work with our team to customize a product line for your business.

Redemption Supplies BMI MERCHANDISE

Sales Department

800.272.6375

www.bmimerchandise.com Sales@bmimerchandise.com

BMI’s extensive product line features the trending themes, licenses and brands driving amusement play. We bring our customers a constantly changing mix of the finest electronics, novelties and toys – priced right.

FUN EXPRESS Sales Department 800.228.8884

www.funexpress.com Orders@funexpress.com

Fun Express is a leading B2B supplier of toys, novelties, giftware and premiums. We feature more than 40,000 items in our product line that range from traditional favorites to the trendy picks of today. We are pleased to offer the best value and product variety in the industry.

SURESHOT REDEMPTION

Corporate Sales

888.887.8738

www.sureshot-redemption.com Sales@sureshot-redemption.com

Sureshot Redemption is your best source for redemption prizes and retail merchandise. Sureshot is the complete package with excellent product selection covering all key categories, excellent customer service, very competitive pricing, and superior quality merchandise. Our newly enhanced website makes ordering easy with capabilities to access your invoices, tracking information and EPLs for each order online. For more information, call or email us now and join the Sureshot Family!

REDEMPTION PLUS

Mike Tipton

888.564.7587

www.redemptionplus.com Smile@redemptionplus.com

Products that perform. Services that simplify.

Training TRAINERTAINMENT

Beth Standlee

817.886.4840

www.Trainertainment.net Beth@trainertainment.net

Fun Training – Serious Results.

Virtual Reality VRCAVE Alex Rossol

780.577.9655

www.vrcave.ca/ibi sales@vrcave.ca

vrCAVE produces premium VR escape room products suited for any bowling alley or FEC looking to add VR as an option to their establishment. They work with companies of all sizes, help with the headset installation, and provide the software and technical support.

IBI September 2023 41

Shorts

INDUSTRY TIDBITS BELMONTE CONTINUES TO AMAZE: Australian tenpin bowler Jason Belmonte has further cemented his place in the record books. He is the first PBA Tour player to roll three perfect 300 games on TV. His third televised 300game came at the PBA Tour finals in June. Belmonte has 25 300 games in his PBA career; his first televised 300 win came in 2012 and the second 10 years later in 2022. He rolled his first ball when he was 18 months old at his parents’ center, Orange Tenpin Bowl, in New South Wales.

PINSTRIPES HAS GONE PUBLIC: The “eatertainment” chain, Pinstripes Inc., which combines bowling and bocce with Italian fare, is going public in a merger with a special purpose acquisition company (SPAC). When the deal is completed, Pinstripes will trade on the New York Stock Exchange under the symbol PNST.

WELCOME TO FISCHER BOWLING CLUB: In the hill country of Comar County, TX, there is a small German community that looks just about the same as it did 100 years ago. Fischer was settled by Germans in the 1800s.

In the late 1800s, Fischer Bowling Club was erected for nine pin bowling with only one lane under an open-air structure. Years later, it was expanded to three lanes, and in 1960, the club was enlarged to four lanes and the structure was enclosed. Nine pin bowling, which is more a team sport than individual, remains popular in this area of Texas today. There are 18 of these small clubs in a three-county area that bowl nine pin. Tradition stays solid!

TEAM USA EXITS 2023 WORLD CHAMPIONSHIPS: USBC announced that Team USA does not plan to attend the International Bowling federation (IBF) 2023 World Championships in Kuwait due to a lack of participating countries. The decision comes from the USBC Athletes Advisory Committee consisting of Team USA Athletes and the USBC Board of Directors. If a reasonable number of federations becomes available, the decision can be revisited.

NEW MEXICO OPEN IS RECORD-SETTING: The New Mexico Open bowling tournament which began in 2004 is set to create a new record with prize-money of more than $70,000 offered this year to contestants coming from all over the U.S., as well as Mexico and Canada. Proprietor Steve Mackie of the 24-lane host center, Tenpins & More, in Rio Rancho, said that once this year’s tournament is over, the total prize money awarded since the beginning will exceed $855,000. A nice perk to add to the center’s 40th birthday celebration.

42 IBI September 2023

Classifieds

NEW Print & Digital Opportunities • Print & Digital Magazine Delivered Monthly • Digital Newsletter Delivered Monthly • Website Exposure Through Content Marketing Opportunities and Lead Generation System • E-Send Distribution Offered on a Limited Basis • Specialty Print & Mailing Services • Marketing Consultation and Special Promotions • Joint Venture Opportunities

For Sales and Unique Marketing Partnerships, contact Natalie Davis | 239.821.2534 | Natalie@BowlingIndustry.com

SIMPLIFY YOUR ACCOUNTING & GROW YOUR BUSINESS Powerful Reports

Find out what lanes are used how often, how much each lane is bringing in revenue, the average amount of food and drink sold per lane and more!

Live Dashboard Data

Access to-the-minute income from your phone, tablet or computer.

Simple Integrations

Easily integrate with Quickbooks, Intercard, and Conqueror Authorized Dassle Distributor

Travis Harper, Certified Dassle Trainer travis@firstframebowling.com (330)615-9112

IBI September 2023 43

Classifieds BOWLING CENTER FOR SALE Profitable Center in Plattsburgh NY. 32 synthetic lanes, auto scoring, full service restaurant/bar with fully equipped pro shop. Contact Chris King 518-569-2704 chrisking@fesetterealty.com EDUCATION & TRAINING PRO SHOP TRAINING. Classes always forming.

Jayhawk Bowling Supply (800)255-6436 or jayhawkbowling.com.

EQUIPMENT FOR SALE

RUIDOSO BOWLING CENTER!

Approximate 11,234 sq. ft. building and 37,418 sq. ft. land (0.859 acre). Approximate 170’ Mechem Dr. (State Hwy. 48) frontage. Fullservice bowling-entertainment facility with 10 lanes-Brunswick A-2 pinsetters and Kegal lane machine with updated Qubica scoring system with auto bumpers. Ample paved parking and exterior heated slab entry. 30+ years of bowling operation. Includes lounge bar, small pro shop, cafe area, game area, three bathrooms, and FF&E. CFA heat/ac, security, and cameras. Updates made of interior/ exterior. Improvements made list available.

Drill press for bowling balls. C-2 Community Business District zoning. High-traffic area.

NEW & USED Pro Shop Equipment. J ayhawk Bowling Supply.

(800)255-6436 or jayhawkbowling.com.

EXPERIENCED MECHANIC N EEDED FOR 32 LANE CENTER Great opportunity in the Tampa Bay area 8270 AMF Pinsetters // Salary and benefits determined by experience // E-Mail resume to manager@oakfieldlanes.com or Call Tammy Jacobs @ (813) 681-4783 MECHANIC WANTED GREAT OPPORTUNITY Bowling center in northwest NJ replacing Retiring mechanic, willing to train for our 26 lane center with a full service restaurant. Run your own shop. Highly Competitive pay & benefits.

Only 3rd mechanic since 1959 for our very stable, family business. Email resume to rob.plenge@comcast.net or Call Rob 908-763-1192.

SERVICES AVAILABLE Drill Bit Sharpening and Measure Ball Repair. Jayhawk Bowling Supply.

(800)255-6436 or jayhawkbowling.com

Sign up for IBI’s

$30,000 GIVEAWAY

RUIDOSO BOWLING CENTER richard@ruidosorealestate.com

44 IBI September 2023

www.bowlingindustry.com

Classifieds

SIGN UP FOR IBI’S NEWLY REBRANDED DIGITAL NEWSLETTER www.BowlingIndustry.com

AMF and some BRUNSWICK PC board repair/exchange.

6 month warranty, fast turnaround. Call or write: WB8YJF Service 5586 Babbitt Road, New Albany, Ohio 43054 Toll Free: 888-902-BOWL (2695) Ph./Fax: (614) 855-3022 (Jon) E-mail: wb8yjf@sbcglobal.net

IBI! GET FEATURED IN

IBI is on the lookout for stories to share with our readers.

Other operators love learning from their colleagues!

If you have had success in one of these areas (or a different one) please let us know: • Leagues or tournaments • New streams of revenue • Food or beverage • Youth business • Cutting costs • Added attractions • Special events • Finding staff • Arcade and redemption

Printed in U.S.A. Copyright 2023, Davis Productions Inc. No part of this magazine may be reprinted without the publisher’s permission.

1850 San Marco Rd // Marco Island, FL 34145 // (239) 366-2230 // www.BowlingIndustry.com

Hotline: 855-415-7517 Email stephanie@bowlingindustry.com for potential story ideas and features.

Call (239) 821-2534 or E-mail your ad to:

Natalie@bowlingindustry.com IBI September 2023 45

Remember When

1961

Wear a Cigar!

T

his 1961 ad appeared in Playboy magazine, which, we all know, was known for its articles.

Advertising in Playboy was a notch above other publications, and you could count on the ad being seen.

The Cigar Institute of America, Inc. staged this ad to equate smoking a cigar with smart pleasure. While, as the ad states, there was a size and shape cigar to fit every face, there appears to be only one actively–bowling.

WEAR A CIGAR ...LOOK SMART SMOKE SMART ...AND BOWL OFTEN! In 1961, certified centers numbered over 10,000; ABC membership toped 4,000,000; and WIBC membership was climbing over 2,000,000.

•

– Patty Heath

46 IBI September 2023

REAL PEOPLE

REAL STORIES

REAL RESULTS

UPSELL FOOD AND DRINK—EASILY MAKE IT SIMPLE FOR GUESTS TO SPEND MORE IN YOUR CENTER. Food and beverage sales can contribute 30% or more of total revenue.

Conqueror Web makes it easy to make your sales go up.

Its innovative F&B functionality lets you effortlessly provide relevant menu choices at just the right moment as part of the online reservation process. The unique abililty to provide ‘smart’ F&B suggestions based on the web offer selected increases overall average ticket price. Your guests will love the experience—and you’ll love the results.

To learn more visit: