Day Care centers work very hard to provide an interesting program that the children will look forward to each day. A well run martial arts program will be right in line with what the day center is trying to accomplish, and is therefore a potential way for you to generate additional revenue for your school. Here are some guidelines that will help you to achieve this.
Create a Target List
To get started, create a target list of centers and summer programs in your area. Start your list with the centers closest to your facility to make traveling between the two easy. Include the name, full address and phone number of each center on your list. Call each center and ask who is in charge of setting up special guests or extra activities for the center. More than likely it is the director or owner of the center. Once you have their names added to your list, you’re ready to write them a letter.
Write an Introductory Letter
Compose a letter to the center using the contact name that you obtained from your phone call to the center. Include a school brochure with your letter, an 8 X 10 glossy photo, and a few business cards. In your letter, introduce yourself and give a brief summary about your school and what you can do for their center. We’ve included a sample letter for you to use.
Follow-up with Your Prospects
Several days after your letters have gone out, call each person you sent a letter to. Introduce yourself politely, and ask them if they received your letter. Your conversation will develop based upon the answer that they give you. Either way, your goal will be to meet them in person and create a program that will work for their facility. If your contact person decides that they don’t have an interest in working with you at this time, offer to help them in another way. You may offer to give all their members a discount for training at your school, donate a flat fee for each referral that joins your school, or to simply be a guest speaker for them. At the very least, add your new contact to your monthly newsletter subscription list.
Develop Your Programs
Depending on the goals you’ve set for your program, you may suggest conducting a class for the center one or two days a week. The length of the program can vary. However, some popular summer choices are a 4-8 week course, or a program that is 8-16 classes in duration. Be prepared to be flexible based upon what the center wants to set up as well as what you’d like to accomplish. If they’d like a longer or shorter program, work to accommodate them. Also, try to schedule your classes so they are approximately a half hour for the five year olds and younger students, and forty five minutes for each group age six and above. These are often the best timeframes relative to the attention spans you are working with.
Structure Your Fees
When it comes to pricing your program, you may consider offering a small discount in tuition to a daycare that brings the children to your facility and charge a slightly higher price if you have to travel to their facility.
For example, you may charge $50.00 for an eight-week program that meets once a week at your school or $60.00 for an eight week, once a week program taught at their facility. Also, keep in mind that many summer programs have vans or buses that are used to transport children on field trips, so getting them to your facility shouldn’t be too challenging.
Create a Schedule
Scheduling additional classes in a timeslot that doesn’t interfere with your current martial arts classes shouldn’t be difficult since the day programs typically operate from 7:00a.m.- 6:00 p.m. This will allow you or one of your instructors to teach classes either on or off the premises without creating schedule challenges.
Project Your Income Potential
One eight week program with ten children enrolled at $60.00 a person will generate a gross income of $600.00, or a per class income of $75.00. In this scenario, if you paid an instructor to teach the classes on the school’s behalf for $20.00 a class, your school would still be making an additional $55.00 per class.
If you arranged five different classes with several daycares, you could generate a gross income of $3,000.00 over the eight-week course. Some additional benefits would be the possibility of converting the program into a year-round class, or picking up some new full time students for your school.
To sum it up, succeeding over the summer takes lots of prior planning and follow through. As you now know, there are many ways to generate additional income other than from your regular students. One creative way is to teach additional classes in daycare facilities or day camps.