Ed Chamberlain’s specialty is bringing new business into a market, and he’s currently helping oversee the new AHL initiative in Iowa, where the Iowa Wild (formerly the Houston Aeros) are taking root in Des Moines. Chamberlain talks about selling tickets in a market that has previously had minor league hockey and some of the challenges of re-establishing relationships with the local business community. Chamberlain talks sales, as well as why dynamic pricing has merit in the pricing world.
Traditional sports don’t have some of the issues that a spring training home might, especially in the Peoria Diamond Club circumstance. The PDC has various non-profit components, two MLB clubs which help operate functionaries during Cactus League Spring Training, and sales expectations throughout the year. Scott Moudry talks about the circumstances which the Peoria Diamond Club thrives, setting itself apart from the competition within the Phoenix metro area. Twitter: @ScottMoudry
Breaking into sports should never be the end result for anyone serious about sports business, it should be seeking out the questions on how to stay in the industry as well as thrive. Glenn Horine has over 23 years of experience in the sports industry, has worked with NFL properties, Time Warner Sports Merchandising, the NHL, Velocity Sports and Entertainment, the Arena Football League as President of AFL Properties, and created the Center of Sports and Entertainment Studies at Iona College’s Hagan School of Business. Horine has a lot to say about the sports industry, new employees paying their dues, and developing a master plan on how to guide their career further. Twitter: @GlennHorine
Understanding the marketplace means more than setting up corporate sponsors with sports teams, it also means examining what fans that each sponsor should go after. Tom Cordova talks about some of the variables of working with sponsors and facilitating the needs of his clients with team inventory. Cordova talks about his time working for Disney Sports Marketing as well as the Houston Rockets & Oakland Athletics, combining marketing, broadcasting and integrated sports messaging.
Premium seating is the top of the podcast, as Kyle Shields discusses exactly why people want to pay more for better locations, status and distances to the field of play at an athletic facility. Georgia Tech just brought its new basketball facility online in 2012-13, so Shields talks about the school’s approach to selling out the courtside seating options, as well as factoring in what to do the increase the amount of luxury experience provided to each customer. Shields finishes with his thoughts on career development in the sports industry and what young administrators should focus on in order to move their career forward.
Franchises have moved before, but moving from within market but replacing the majority of the season tickets holders one year to the next has not been a common occurrence. Fred Magione talks about the franchise relocation from New Jersey to Brooklyn, where the team only retained 10-15 percent of its season ticket base, but managed to thrive as an “expansion” team in its new Barclay’s Center home. Magione talks about the influence of ownership, using the talents of Jay-Z as well as Mikhail Prokhorov, in order to build a championship contender in one of the Five Boroughs. Twitter: @FMangione
Mike Humes has helped developed sell-out strategies as part of the senior staff of five major league franchises, the American Hockey League, K2 Sports and the National Hockey League. Humes discusses the importance of the brand promise, especially being conveyed to a franchise’s sales staff, in order to build new revenue streams. And don’t even dare use the “D” word (discount) in his presence, as you won’t get past the first words of the conversation with him. Humes talks about true revenue generation and creation, as well as some of the future aspects that franchise management will face in the coming years. Twitter: @MikeHumes1
Career developing in college athletics is the cornerstop of NextLevel Sports. Senior Vice President Will Reece talks about some of the ways that young college administrators are gaining a foothold into learning more about the industry, including what mentorships are out there in order to build their resume. Reece expands on the various issues surrounding the idea of moving too quick or not quick enough and whether candidates gain a reputation for “dancing” with a hiring committee during a job search. Reece discusses the third annual AD Symposium held in Oct. in Chapel Hill by NextLevel and what attendees can expect from this year’s lineup. Twitter: @NextLevelReece
Honda Grand Prix of St. Petersburg draws over 130,000 into the St. Petersburg downtown core to witness one of the most exciting U.S. races annually. Giles Dowden talks about presenting good B2B opportunities at that event, and his role in providing VIP, suite, loft engagement for some of the largest sponsors in the Tampa/St. Petersburg area for the Honda Grand Prix. Dowden discusses his career, working for two NFL teams, an NHL team, a NBA team, and MLB team, and how he got into sports by writing a letter to the athletic director at Washington State University Athletic Director Jim Livengood while he was an undergrad at WSU.
The world of franchise value is explored in this episode with Michael Rapkoch, who has clients in all four major leagues, consulting on the sports value of seven MLB, four NFL, eight NHL, eight NBA teams during his company’s ten years in business. Rapkoch has performed over 90 valuation engagements within professional sports, working directly with teams, leagues and potential investors. Rapkock talks about the issues surrounding a sale, what value can truly be, and how the price can be driven up by the media if interested buyers haven’t inquired enough yet.