was a huge win – and our customer who made the introduction felt like a hero. Opportunity #3: A High School Scuba Program: As we got to know the previous owner’s staff, we learned that one of our divemasters was also a teacher. He was passionate about diving and had always wanted to start a scuba club at his school, but the previous owner didn’t have the time or bandwidth to develop a program. This opportunity aligned perfectly with our goals of expanding local youth diving programs. He introduced us to fellow teachers at his school, we met with the aquatics facility coordinator, and shortly after, we certified 15 open water students. This year, we’re running the program again. Ten students have started the certification, and a total of 21 have expressed interest in starting in 2026. What’s even cooler – most of these high school students are interested in pursuing a career in public safety and having a scuba certification gives them a competitive advantage! What These Partnerships Have Given Us: These partner- ships helped us grow quickly. More importantly, they allowed us to forecast recurring revenue year over year. If we certified X number of students last year and add word-of-mouth and RETAILING continued
social media on top of that, we can anticipate steady growth and more closely forecast our certification numbers year after year. Predictable revenue means we can invest in other strategic areas to support the success of our business. What New Owners Can Do Right Away: Ask the previous owner about any partnerships or programs they declined and whether they still have the contacts. Get in front of your customers. Don’t hide in the office. Be present and listen. Opportunities come from conversa- tions. Introduce yourself, then shift the focus to them. Learn what your customers do outside of diving – that’s where pos- sibilities emerge. If you’re facing a challenge you can’t solve alone, lean on your customer base. They often know someone who knows someone and would love to help their local dive shop thrive. They will find your weak ties.
As we all embark on a new year, remember, your customers can bring you new connections, new ideas, and an entirely new network. You just have to ask.
email Rachael
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