Marketing Simplified

Centralized Marketing Transformation at River Run Country Club

Empowering Local Teams with Tools, Training, and Strategic Support to Drive Membership and Event Growth

Overview / Executive Summary

Landscapes Golf Management’s (LGM) Centralized Marketing program delivers scalable, strategic marketing support to golf courses nationwide, combining high-level expertise with tailored local execution. At River Run Country Club, a premier private club in Davidson, NC, the program addressed gaps in marketing resources, strategy, and consistency, helping the club achieve full membership capacity, grow banquet and event revenue, and enhance community engagement.

Through structured training, access to best-in-class tools, and ongoing coaching, LGM empowered River Run’s on-site team to take ownership of sales and marketing efforts, building long-term capability without replacing existing staff.

Property Background

Client: River Run Country Club
Location: Davidson, North Carolina
Property Type: Premier Private Golf & Country Club
Managed by: Landscapes Golf Management (since 2021)

River Run offers an 18-hole championship course, tennis and pickleball facilities, aquatics, dining, and vibrant social programming for an affluent, family-oriented membership base just north of Charlotte. The club competes in a strong private club market, attracting members with its lifestyle amenities and community feel.

Challenge / Opportunity

When LGM assumed management in 2021, River Run had strong fundamentals but untapped potential. Membership was healthy but short of capacity, banquet sales were underdeveloped, and the club’s brand story was not fully activated in the marketplace.

The opportunity lay in:

  • Filling the membership roster and establishing a waitlist
  • Expanding banquet and private event revenue
  • Equipping staff with the tools and skills to execute consistent, high-impact marketing
  • Positioning the club for long-term growth and reinvestment

Strategy / Solution

LGM’s approach centered on building capability from within while aligning tools, processes, and strategy:

  • Sales Tools & Training: Implemented Pipedrive for membership pipeline tracking and PandaDoc for proposals and digital document management, creating a more proactive, data-driven sales culture.
  • Talent Development: Identified an existing staff member with marketing potential and provided one-on-one coaching, mentorship from LGM’s content specialist, and access to digital marketing best practices.
  • Centralized Resources: Delivered content calendars, creative templates, analytics tools, and weekly coaching tailored to River Run’s brand and goals.
  • Customized Storytelling: Collaborated with staff to refine messaging, visuals, and campaign strategies to resonate with target audiences.

Implementation

The rollout began with immediate sales process improvements, followed by a six-month ramp-up of marketing capability:

  • Months 1–3: Sales team training in Pipedrive and PandaDoc; pipeline discipline established.
  • Months 4–6: Marketing lead development; brand voice alignment; upgraded website and email templates.
  • Ongoing: Weekly check-ins, content planning sessions, and targeted coaching to refine skills and adapt to trends.

By focusing on existing staff, the process preserved culture while creating ownership and enthusiasm for change.

Results & Impact

Within Two Years:

  • Full Membership + Waitlist: Achieved capacity, strengthening financial stability.
  • Revenue Growth: Expanded banquet/event revenue and transitioned from operational strain to sustained profitability.
  • Capital Reinvestment: Funded golf course renovations and expanded racquet sports facilities, further enhancing member value.

Client Feedback

“Landscapes Golf Management’s culture, expertise and talent development discipline squarely align with the values of our club’s membership. Its business intelligence system is equally important and allows us real-time visibility into performance metrics for efficient and informed decision-making.”
— Mike Madsen, President, River Run Board of Directors

Key Takeaways

  • Empower Local Talent: Develop existing staff before seeking external hires.
  • Equip with Tools & Training: Implement systems like Pipedrive and PandaDoc with hands-on onboarding.
  • Pair Centralized Expertise with Local Customization: Align resources with the property’s brand and market.
  • Commit to Continuous Learning: Use micro-learning and ongoing coaching to sustain performance.

River Run’s success shows how Centralized Marketing can transform a property’s sales and marketing performance by focusing on people first, systems second, and sustaining both through strategic support.