Early Successes from the Hampshire RFU Revenue Generation Pilot

The second month of the revenue generation pilot, funded by the RFU, has already delivered tangible commercial improvements across participating Hampshire RFU pilot clubs. Through hands-on engagement, supplier consolidation, and enhancement of key offers (bar and hot beverage), early results are showing stronger gross margins, reduced input costs, and increased operational confidence among club volunteers.

Headline outcomes:

• Average supplier savings of 7.5–23.4%, improving gross margins by approximately 10%.
• New or upgraded hot beverage offers explored, with the potential to generate up to £150 per week in incremental sales.
• Early bar enhancements delivering +£4.20 spend per head on average at weekend fixtures.

Club Engagement & Collaboration

During February, Shane, the Revenue Generation Consultant, worked closely with the selected pilot clubs of New Milton, Basingstoke, Farnborough, and Romsey. Each visit focused on understanding the individual club’s commercial model and identifying site-specific growth opportunities.

At New Milton, for example, adjustments to purchasing practices and range rationalisation are projected to deliver a 7–10% uplift in monthly bar margin.

Supplier Partnerships & Cost Reduction

A key goal of the pilot has been to strengthen collective club buying power.

Through negotiations with preferred and new suppliers, and by consolidating orders across participating clubs, the initiative has achieved:

• Average purchasing cost reductions of 7.5–23.4%, equating to £4,400–£7,700 annual savings per club.
• Introduction of alternative, high-quality products that maintain member satisfaction while improving margin.
• Shared supply routes for key consumables, leveraging economies of scale.

These measures are already delivering cost savings that directly enhance club profitability.

Hot Beverage Solutions

To diversify income beyond bar hours, Shane identified and implemented hot beverage solutions suitable for low-capital environments. These initiatives have enabled:

• New incremental income streams averaging £125 per week.
• Zero capital investment required by clubs.
• Enhanced family and community engagement during matchdays and training sessions.

Elevating the Bar Offering

Bar operations across the pilot clubs have been reviewed to strengthen member experience and increase spend per head.

Key actions include:

• Introducing premium and higher-margin drinks, including local craft options.
• Improving presentation and merchandising at serving points.
• Implementing an alternative soft drink solution expected to reduce waste disposal by 25%.
• Rolling out a revised pricing strategy to protect margins.

At Farnborough RFC, these changes are expected to increase average transaction values, with early member feedback highlighting improved perception of value and choice.

Early indicators show:

• Improved profitability across participating clubs.
• Enhanced volunteer confidence in commercial decision-making.
• Creation of replicable frameworks for supplier collaboration and revenue generation.

Next Steps (March–April):

• Introduce supplier savings and bar optimisation tools to all pilot clubs.
• Monitor margin performance monthly using standardised templates.
• Develop a shared dashboard to track total revenue impact across the pilot group.

Visit the Revenue Generation webpage or contact Shane Castle for more information.