Do you know any "Churn and Burn" dive centers? Those that focus primarily on new customers rather than earn the long time business of serious divers. Some dive centers believe they should only market to and focus on new customers, people that don’t currently scuba dive. I suppose they feel their only source of revenue is that initial training and bulk purchase of new gear. They spend 100% of their effort and marketing dollars on attempting to attract new customers.
The smart dive centers know that if you want to stay around a long time, you need to earn the respect and business of serious divers. The scuba industry is too small to have a "Churn and Burn" mentality.
Scuba divers tend to travel, so a dive center should make sure their business is easy to find on web sites divers use. Divers will "google" the area they’re traveling to. They’ll research dive sites, hotels and restaurants. If they need to rent gear, book a charter or get air fills, they’ll research dive centers in that area.
Dive centers focused entirely on new customers will loose site of the massive population of existing divers that are ready to spend money. How many more active divers would we have in our industry if every local dive center spent more time building up relationships and less time churning and burning?