Is your private members club maximizing its profit potential, or are you leaving significant revenue on the table? Discover nine powerful strategies designed to elevate your club's financial performance and ensure sustainable growth. To truly understand your club's financial landscape and project future success, explore our comprehensive private members club financial model, and then delve into these actionable insights.
Increasing Profit Strategies
To significantly boost the profitability of a private members club, a multi-faceted approach is essential. The following strategies outline key areas where targeted efforts can yield substantial financial returns, ensuring long-term sustainability and growth for your exclusive establishment. Each strategy is designed to directly impact your bottom line, from optimizing revenue streams to enhancing member value.
| Strategy | Impact |
|---|---|
| Optimize Membership Pricing | A 3-5% annual increase in dues is standard, while a tiered structure can increase overall membership by 10-20%. Dynamic pricing for ancillary services can boost utilization by over 25%. |
| Diversify Income Streams | Introducing a co-working space can add hundreds of thousands in annual revenue. Corporate sponsorships can generate $50,000 - $200,000+ per opportunity, and retail/e-commerce offers 40-60% margins. |
| Leverage Events for Profit | External events like weddings can generate $30,000-$100,000 per event. Tiered event sponsorships can bring in $25,000-$75,000 for major events, while member-only events offer premium ticket prices of $150 - $750 per person. |
| Enhance Member Experience | Staff training on upselling can increase average member ancillary spend by 15-20% per visit. Personalized services and exclusive 'un-Googleable' experiences justify premium dues and can be priced as high-margin add-ons. |
| Implement a Successful Referral Program | Referred members show a 37% higher retention rate and 16% higher lifetime value. Offering a substantial credit of $1,000-$2,500 toward annual dues is highly effective, with minimal cost compared to acquisition. |
What Is The Profit Potential Of A Private Members Club?
The profit potential for a Private Members Club is substantial, driven by high-value recurring membership dues and diverse, high-margin ancillary revenue streams. Maximizing private members club profit involves creating an exclusive value proposition that justifies premium pricing and encourages member spending within the club. This approach ensures a strong financial foundation.
The U.S. Country & Private Club industry market size reached approximately $29.2 billion as of 2023. High-end urban clubs can achieve annual revenues ranging from $5 million to over $30 million. Profit margins (EBITDA) typically fall between 10% and 20% once a club reaches maturity and establishes a stable membership base, indicating robust financial health. For more insights on financial performance, refer to private members club KPIs.
A typical revenue breakdown for a profitable club shows significant contributions from core areas. Membership dues and initiation fees account for 50-60% of total revenue. Food and beverage sales contribute another 25-35%, while other sources like spa services, fitness programs, and private event rentals make up 10-15%. Initiation fees for exclusive clubs in major U.S. cities can range from $20,000 to over $250,000, with annual dues from $5,000 to $30,000.
Key Profit Drivers for Private Members Clubs
- High Lifetime Value (LTV): The lifetime value of a single member can exceed $150,000 over a 10-year period, combining dues and ancillary spending. This emphasizes the importance of long-term member engagement.
- Recurring Revenue: Membership dues provide a predictable, recurring income stream essential for financial stability.
- High-Margin Ancillary Services: Services like spa treatments, premium dining, and private event rentals offer significant profit margins.
- Strong Member Retention: Focusing on member retention strategies is critical for long-term profitability private club success, as retaining members is more cost-effective than acquiring new ones.
How Can A Private Members Club Increase Its Profits?
A Private Members Club can significantly increase its profits by strategically diversifying income streams, optimizing its membership pricing structure, and diligently managing operational costs. The most successful members club business strategies focus on increasing revenue per member while consistently delivering a high-quality experience. This approach ensures sustainable private members club profit growth.
Implementing effective upselling techniques in food and beverage (F&B) services is a direct path to higher revenue. Training staff to promote premium wine pairings or signature cocktails can increase the average check size by 15-25%. For a club like The Enclave Society, this could translate into thousands of dollars in additional monthly revenue, making it one of the best strategies for private club profit growth.
Hosting private and corporate events represents a substantial opportunity to boost income. A club can generate between $20,000 and $100,000+ per event from venue fees and catering. Dedicating just two weekdays a month to corporate rentals could add over $500,000 in annual revenue, leveraging existing facilities during off-peak hours. For more on optimizing club operations, consider insights on financial performance in a private members club.
Key Strategies for Increasing Club Profits
- Diversify Income Streams: Expand beyond traditional membership dues and F&B sales.
- Optimize Pricing: Regularly review and adjust membership tiers and ancillary service pricing.
- Manage Costs: Implement efficient operational practices to reduce expenses without compromising service.
- Enhance Member Experience: Focus on retention and encourage higher spending through value-added services.
- Leverage Events: Maximize facility utilization by hosting private and corporate functions.
Adding a wellness center or spa can contribute an additional 5-12% to total revenue for a club aiming to increase its profitability private club standing. These services often carry high-profit margins, typically 30% or more, and are a powerful tool for enhancing member experience to increase club profits, attracting new members, and encouraging existing ones to spend more. Such amenities align perfectly with the affluent lifestyle sought by members of 'The Enclave Society.'
What are Common Revenue Streams for Private Members Clubs?
The most common revenue streams for a Private Members Club, such as The Enclave Society, are membership dues (initiation fees and recurring subscriptions), food and beverage (F&B) sales, and fees from events and specialized services. Boosting club income requires a balanced approach to these core areas, ensuring stable private members club profit.
Membership Dues and Initiation Fees form the financial backbone of a private members club. These typically account for 45-55% of total revenue, according to industry reports from the Club Management Association of America (CMAA). Initiation fees provide a significant upfront capital injection, which can be essential for initial investments or capital improvements. Annual dues, on the other hand, create a predictable, recurring income stream, crucial for consistent cash flow and long-term profitability private club operations. For instance, The Enclave Society’s initiation fees could range from tens of thousands to over a hundred thousand dollars, with annual dues varying based on the exclusivity and amenities offered.
Food and Beverage (F&B) sales represent a crucial secondary stream, contributing approximately 30-40% of total revenue. This category encompasses formal dining, casual grills, bars, and catering services for private events. Profit margins on alcohol sales can be as high as 70-80%, making the bar a significant profit center for members clubs. Effective members club business strategies often focus on optimizing F&B offerings to encourage higher per-member spending, directly impacting increase club revenue.
Other income streams, typically representing 10-20% of revenue, include a wide range of specialized services and facility rentals. This category covers amenities like spa treatments, personal training sessions, pro shop sales (golf or tennis), guest fees, and facility rental fees for private functions. These services are vital for diversifying income streams for members clubs and enhancing the overall member experience. For an in-depth look at key financial metrics, see Key Performance Indicators for a Private Members Club. The Enclave Society can leverage its exclusive spaces for corporate events or private celebrations, adding substantial non-dues revenue.
How Important is Member Retention for Club Profits?
Member retention is critically important for The Enclave Society's profits. The cost of acquiring a new member significantly exceeds the cost of retaining an existing one, and long-term members tend to spend more over time. Strong member retention strategies are the cornerstone of a private members club's financial stability, directly impacting private members club profit.
Industry benchmarks highlight this disparity: acquiring a new member can cost five to seven times more than retaining a current one. Consider a club with a 10% attrition rate among 1,000 members, each paying $10,000 annually. This club loses $1 million in dues each year, in addition to the associated ancillary spending. This demonstrates the critical need for effective retention, as detailed in resources like private members club KPIs.
Research from firms like Bain & Company further supports this, indicating that a mere 5% increase in customer retention can boost profitability by 25% to 95%. For a private members club like The Enclave Society, this translates to a massive impact on the bottom line, directly linking retention to sustainable profitability private club success. High retention rates, typically above 92% for successful clubs, are a key performance indicator of financial health.
Retained members are also the best source of high-quality referrals. These referrals further reduce member acquisition costs and drive sustainable club membership growth. Focusing on retaining members not only secures recurring revenue but also leverages existing member satisfaction to organically expand the club's base.
Key Benefits of Strong Member Retention
- Reduced Acquisition Costs: Less spending on marketing to find new members.
- Increased Lifetime Value: Long-term members spend more on dues and ancillary services.
- Higher Ancillary Spending: Established members are more likely to utilize high-margin services like F&B or spa treatments.
- Improved Referrals: Satisfied members become advocates, bringing in new, high-quality prospects.
- Predictable Revenue Streams: A stable membership base ensures consistent income for financial planning.
What Marketing Strategies Are Effective For Exclusive Clubs?
The most effective marketing strategies for exclusive clubs, such as The Enclave Society, leverage exclusivity, cultivate word-of-mouth through member referrals, and utilize highly targeted digital marketing to reach affluent demographics. A subtle, reputation-based approach is significantly more effective than broad mass-market advertising for attracting high-net-worth individuals.
A structured referral program stands out as the single most powerful tool for club membership growth. Offering existing members a meaningful incentive, such as a $1,500 credit on annual dues for each new member they successfully refer, can generate 40-60% of new memberships at a fraction of traditional marketing costs. This directly addresses how to attract new members to a private club efficiently.
For luxury club marketing, digital efforts should focus on platforms like LinkedIn and targeted advertisements on publications catering to high-net-worth individual (HNWI) audiences. A campaign specifically targeting C-suite executives in a particular zip code, while potentially having a high cost-per-click, yields an exceptional return on investment (ROI). The customer lifetime value (LTV) for a private club member often exceeds $150,000, making such targeted efforts highly profitable. For more on key performance indicators, see KPIs for Private Members Clubs.
Hosting exclusive, invitation-only prospecting events is a proven tactic for The Enclave Society. A private art gallery viewing or a dinner with a celebrity chef for potential members and their sponsoring members creates a powerful sense of belonging before they even join. Conversion rates from these types of events often exceed 30%, demonstrating their effectiveness in securing new, high-quality members.
How Can Technology Improve Private Club Profitability?
Technology can significantly improve private club profitability by streamlining high-cost operations, creating new revenue opportunities through enhanced member services, and providing actionable data for strategic decisions. For a club like The Enclave Society, leveraging the right technological tools is essential for maintaining exclusivity while optimizing financial performance.
Implementing a modern Club Management System (CMS) is a key technology solution for private club profitability. Such systems automate critical functions like billing, reservations, and member communication. This automation can reduce administrative overhead and labor costs by 15-20% annually. For instance, a club managing hundreds of members can save tens of thousands in payroll each year by eliminating manual processes and reducing errors, directly impacting the bottom line.
A dedicated club mobile app can substantially increase non-dues revenue. By enabling members to easily book spa appointments, reserve dining, or sign up for events directly from their device, the app removes friction and encourages impulse spending on high-margin services. This convenience can boost non-dues revenue by 10-15%. Consider how members of The Enclave Society could quickly book a private co-working space or a curated event through a seamless app experience, driving incremental income.
Data analytics tools, integrated with a comprehensive CMS, are crucial for improving financial performance of a private club. By tracking member spending patterns, amenity usage, and peak times, management gains insights to optimize services. This allows clubs to identify underperforming offerings to eliminate or popular amenities to expand, ensuring optimal ROI of private club investments. For detailed insights into key performance indicators, refer to resources like this article on private members club KPIs.
Key Technological Implementations for Profit Growth
- Automated Billing Systems: Reduce manual errors and ensure timely collection of membership dues and ancillary charges, improving cash flow.
- Integrated Reservation Platforms: Simplify booking for dining, events, and facilities, increasing utilization rates and member satisfaction.
- Personalized Communication Tools: Deliver targeted offers and updates based on member preferences, encouraging engagement and additional spending.
- Real-time Inventory Management: Optimize food and beverage stock, reducing waste and improving profit margins on F&B sales.
How to Reduce Operational Costs in a Members Club?
A Private Members Club like The Enclave Society can significantly reduce operational costs by focusing on three primary areas: strategic staff management, energy and utility efficiency, and smart procurement with robust inventory control. These cost-cutting measures for private social clubs are crucial for protecting and expanding profit margins, directly contributing to the overall private members club profit.
Labor represents the single largest expense for most private clubs, often accounting for 50-60% of the total budget. Implementing workforce management software allows clubs to create data-driven schedules. This can reduce payroll costs by 5-10% by eliminating overstaffing during slow periods while ensuring service quality is maintained during peak times. Efficient scheduling prevents unnecessary overtime and optimizes staff deployment, directly impacting improving financial performance of a private club.
Energy and utility costs are another significant expenditure. Upgrading to energy-efficient technologies can cut these costs by 20-30%. This includes transitioning to LED lighting, installing smart thermostats, and deploying modern HVAC systems. For a large facility, these upgrades can translate into savings of over $50,000 annually, contributing substantially to boosting club income. Motion sensors in less-trafficked areas also prevent wasted energy.
Advanced inventory management systems, particularly for food and beverage (F&B), are essential for reducing waste and spoilage. Food waste alone can account for 5-8% of food costs. Precise tracking and implementing just-in-time ordering can significantly lower purchasing expenses. This improves the F&B department's profitability, a key component of members club business strategies. For more insights on managing club finances, one can refer to resources on private members club KPIs.
Key Cost Reduction Areas for Private Clubs
- Strategic Staff Management: Use workforce management software to optimize schedules and reduce payroll costs by 5-10%.
- Energy Efficiency: Invest in LED lighting, smart thermostats, and efficient HVAC systems to cut utility expenses by 20-30%.
- Smart Procurement & Inventory: Implement advanced inventory systems for F&B to reduce waste (5-8% of food costs) and lower purchasing expenses.
How Can Technology Improve Private Club Profitability?
Technology significantly boosts private members club profit by streamlining operations, creating new revenue streams, and providing actionable data. For clubs like The Enclave Society, implementing modern digital solutions can lead to substantial financial gains. These solutions reduce high-cost activities and enhance member experience, directly impacting the bottom line.
Core Technology Solutions for Profit Growth
- Club Management Systems (CMS): A modern CMS automates administrative tasks such as billing, reservations, and member communication. This automation can reduce administrative overhead and labor costs by 15-20%, directly improving profitability private club operations. For instance, The Enclave Society can automate membership renewals and event sign-ups, freeing staff for member engagement.
- Dedicated Mobile Apps: A customized club mobile app enhances member convenience and drives non-dues revenue. Members can easily book spa appointments, reserve dining, or sign up for exclusive events. This frictionless experience can increase non-dues revenue by 10-15% by encouraging impulse spending on high-margin services, a key strategy for increasing club revenue.
- Data Analytics Tools: Integrating data analytics with the CMS allows for deep insights into member behavior. By tracking spending patterns, amenity usage, and event attendance, management can identify underperforming services to eliminate or popular offerings to expand. This data-driven approach ensures optimal ROI of private club investments and helps in improving financial performance of a private club.
These technology solutions are essential for boosting club income and optimizing high-end club operations. They provide the infrastructure for efficient management, enhanced member engagement, and informed strategic decisions, crucial for any private members club aiming for sustained growth and profitability.
How to Reduce Operational Costs in a Members Club?
A Private Members Club, such as The Enclave Society, can significantly reduce operational costs by strategically focusing on three core areas: staff management, energy efficiency, and smart procurement. These cost-cutting measures for private social clubs are crucial for protecting and enhancing profit margins. Implementing effective strategies in these areas directly impacts the club's financial health, ensuring sustained profitability for the business.
Strategic Staff Management
- Labor expenses often represent the single largest cost for a private members club, typically accounting for 50-60% of the total budget.
- Utilizing advanced workforce management software enables data-driven scheduling. This can reduce payroll costs by 5-10% by eliminating overstaffing during slow periods. It ensures service quality remains high during peak times, optimizing efficiency.
- Effective staff training programs also reduce errors and improve productivity, further contributing to labor cost savings and enhancing member experience.
Energy and Utility Efficiency
- Implementing energy-efficient technologies can cut utility costs by 20-30% for a private members club.
- Key upgrades include transitioning to LED lighting, installing smart thermostats and modern HVAC systems, and deploying motion sensors in less-trafficked areas like restrooms or storage rooms.
- For a large facility like The Enclave Society, these improvements can translate into substantial savings, often exceeding $50,000 annually, directly boosting the club's profitability.
Smart Procurement and Inventory Control
- Advanced inventory management systems for Food & Beverage (F&B) operations are vital for reducing waste and spoilage. Food waste can account for 5-8% of total food costs in clubs.
- Precise tracking of consumption and just-in-time ordering significantly lowers purchasing expenses. This improves the F&B department's profitability and overall financial performance of a private club.
- Negotiating bulk discounts with suppliers and centralizing purchasing for common items further reduces procurement costs, directly impacting the club's bottom line and helping to increase club revenue indirectly by freeing up capital.
How to Optimize Membership Pricing for a Private Members Club?
Optimizing membership pricing is crucial for increasing profits in a private members club like The Enclave Society. A well-structured pricing model can significantly boost overall membership and revenue streams. This involves implementing tiered structures and dynamic pricing for services.
Effective Pricing Strategies for Members Clubs
- Implement Tiered Membership: A tiered membership structure is a highly effective pricing strategy for members clubs. This approach captures a wider range of the target market by offering different levels of access and price points, maximizing potential club membership growth.
- Example Tiered Structure: For The Enclave Society, a potential structure could include:
- 'Corporate' Tier: Designed for businesses, this tier might feature a $25,000 initiation fee and $15,000 annual dues for up to four designees.
- 'Full' Tier: Catering to individual members, this tier could involve a $15,000 initiation fee and $8,000 annual dues.
- 'Social' or 'Off-Peak' Tier: Offering restricted access, this tier could be priced at a $7,500 initiation fee and $4,000 annual dues. This model can increase overall membership by 10-20%.
- Utilize Dynamic Pricing for Ancillary Services: Offer variable pricing for amenities such as spa treatments, court bookings, or golf tee times. Providing a 20-30% discount during non-peak hours can increase utilization of these assets by over 25%, generating incremental revenue from fixed-cost amenities.
- Regularly Review Pricing: Conduct annual reviews of pricing against the club's value proposition and the competitor landscape. A 3-5% annual increase in dues is standard in the industry to keep pace with inflation and fund capital improvements. This practice is a key part of subscription model optimization for members clubs and ensures sustained profitability.
How to Diversify Income Streams for a Private Members Club?
A primary strategy for boosting club income involves developing and monetizing non-traditional services. This moves beyond standard membership dues and food and beverage sales to develop new services for members clubs, aligning with the affluent lifestyle of members. Diversifying revenue streams is crucial for long-term profitability and reducing reliance on single income sources.
For instance, clubs can introduce high-value offerings that cater to evolving member needs. The goal is to enhance the member experience while simultaneously creating new profit centers. This approach strengthens the club's financial stability and increases club revenue significantly.
Key Strategies for Income Diversification
- Members-Only Co-working Spaces: Introduce an exclusive co-working space or business lounge. With flexible work trends, members will pay a premium, often ranging from $300 to $1,000 per month, for a quiet, high-end environment. This can add hundreds of thousands in annual revenue, directly addressing the query 'What services can a private club offer to increase income?'
- Corporate Sponsorships: Establish corporate sponsorship opportunities for private clubs. Brands seeking to reach a high-net-worth audience are willing to pay significant fees, typically $50,000 to $200,000+, for naming rights to a club facility (e.g., 'The XYZ Corp Wine Cellar') or sponsorship of signature event series. This is a direct answer to 'Sponsorship opportunities for private clubs.'
- Exclusive Retail & E-commerce: Launch a retail or e-commerce component offering exclusive, club-branded merchandise, curated luxury goods, or private-label wine. This creates a new profit center with healthy margins, often between 40-60%, while also strengthening the club's brand identity and member loyalty. This addresses 'What services can a private club offer to increase income?'
- Personalized Concierge Services: Offer bespoke concierge services, such as travel planning, luxury vehicle rentals, or exclusive event access. Members are often willing to pay a premium for convenience and access to unique experiences, generating additional service fees.
- Health & Wellness Programs: Implement specialized wellness programs, including private fitness coaching, spa treatments, or nutritional counseling. These services can be offered at an additional fee, appealing to members' focus on personal well-being.
These diverse income streams contribute significantly to the overall private members club profit. By implementing these strategies, clubs like 'The Enclave Society' can enhance their financial performance and ensure sustained growth. Diversifying also helps in improving financial performance of a private club by creating multiple layers of revenue generation, ensuring resilience against market fluctuations and contributing to boosting club income effectively.
How to Leverage Events for Profit in a Private Members Club?
To significantly increase private members club profit, leveraging events requires a dual strategy. This involves both creating exclusive, premium experiences for members and actively marketing club facilities for external, high-end private and corporate functions. This approach maximizes venue utilization and diversifies income streams, critical for boosting club income.
The Enclave Society, as a premium private members club, can host a curated calendar of signature, member-only events. These events should feature premium ticket prices, typically ranging from $150 to $750 per person. Examples include exclusive guest chef dinners, expert-led investment seminars, or private concerts. Such events not only generate direct revenue but also reinforce the perceived value of membership, enhancing member retention strategies and driving club membership growth.
A vital aspect of event planning to boost club profits is actively marketing the venue for external events. This includes weddings, corporate retreats, and charity galas. Focus on days when member usage is typically lower, such as Mondays and Tuesdays. A single wedding, for instance, can generate substantial revenue, ranging from $30,000 to $100,000, primarily from facility fees and food and beverage minimums. This significantly contributes to the overall profitability of the private club.
Maximizing Event Revenue Through Sponsorships
- Create tiered event sponsorship packages for corporate partners. This offers a substantial revenue boost with minimal operational cost for the club.
- A 'Presenting Sponsor' for a major club event, like an annual gala, could contribute between $25,000 and $75,000. In return, they receive prominent branding rights, speaking opportunities, and guest passes. This strategy enhances sponsorship opportunities for private clubs and diversifies income streams for members clubs.
How to Enhance the Member Experience to Increase Profits?
Invest in Hyper-Personalization for Member Loyalty
Enhancing member experience is crucial for increasing a private members club's profit. This is achieved by investing in hyper-personalization, exclusive programming, and robust staff training, directly leading to higher retention and increased ancillary spending. A personalized approach strengthens loyalty, justifying premium dues and contributing to boosting club income. For example, 'The Enclave Society' focuses on creating a unique environment where members thrive, demonstrating a commitment to individual needs.
Implement Comprehensive Staff Training for Revenue Generation
A comprehensive staff training for revenue generation in clubs program is essential. Training concierge and service staff on upselling techniques in private clubs significantly impacts profitability. By suggesting a premium spa package over a single treatment, or a high-end wine pairing, staff can increase the average member's ancillary spend by 15-20% per visit. This direct approach to sales training is a key strategy for increasing club revenue and improving the financial performance of a private club.
Utilize CRM Systems for Personalized Member Engagement
Leveraging a Customer Relationship Management (CRM) system is vital for tracking member preferences, milestones, and feedback. This technology solution for private club profitability enables hyper-personalization. A thoughtful gesture, such as a complimentary bottle of their favorite wine on their birthday, strengthens loyalty and is a key part of creating exclusive value for private club members. This data-driven approach ensures members feel recognized and valued, which is critical for member retention strategies and overall club membership growth.
Develop Unique, 'Un-Googleable' Experiences
- Develop unique, 'un-Googleable' experiences that members cannot find elsewhere. These offerings are powerful tools for both retention and attracting new members, differentiating the club in a competitive market.
- Examples include private access to exclusive art collections, one-on-one sessions with industry titans, or curated international trips. These activities are designed to offer unparalleled value.
- These exclusive offerings can be priced as high-margin add-ons, significantly contributing to private members club profit. They represent innovative ways to engage private club members and diversify income streams for members clubs.
How to Implement a Successful Referral Program for a Private Members Club?
A successful referral program is a vital strategy for increasing profits and achieving sustainable club membership growth for a private members club like The Enclave Society. It leverages existing members to attract new, well-qualified individuals. This approach significantly reduces new member acquisition costs compared to traditional marketing channels, which can exceed $7,000 per new member.
Key Components of an Effective Referral Program
- Substantial Incentive: The incentive must be significant enough to motivate action. Offering a credit, such as $1,000-$2,500, applied toward the referring member's annual dues is far more effective than a small food and beverage credit. This substantial incentive positions the referring member as a valued partner in the club's expansion and enhances profitability private club initiatives.
- Seamless Process: Create a simple, elegant, and seamless referral process. Provide members with personalized invitation cards or a dedicated digital portal to nominate candidates. This process should reflect the club's exclusive nature and make the referring member feel like an integral part of The Enclave Society’s growth and exclusive club management.
- Track Metrics and ROI: Continuously track the performance of your referral program. Data from the luxury sector indicates that referred members exhibit a 37% higher retention rate and a 16% higher lifetime value compared to those acquired through other channels. Measuring these metrics confirms the program's return on investment (ROI) and its effectiveness as a cost-efficient method for boosting club income.
Implementing a robust referral program directly contributes to increasing club revenue and is a core component of members club business strategies. It transforms current members into active advocates, ensuring a steady influx of high-quality prospects who are already aligned with the club's values and exclusivity.