The Stockton Heat are part of the American Hockey League revolution to extend to the west coast, and have taken over the operations of the Stockton Thunder, an ECHL team that last north of the San Francisco bay for over a decade. Jason Camp describes the challenges ahead of the franchise, rebranding with a new type of hockey in an area long though to be part of the Sacramento media market, which is 55 miles north of the arena location. Camp talks about the efforts in building up the ticket base, especially when it means attacking with a new product on the ice, as well as getting those Thunder fans to understand the new affiliation with the Calgary Heat. Camp also shares his views on why the AHL effort on the West Coast was so exciting, and worth the opportunity of him leaving Binghamton, where he had worked for almost a decade.
Peter Roumeliotis is tasked with the importance of hitting two different-speaking audiences for the Quebec Major Junior Hockey League, both in English and French, each with their distinct cultural tastes for the winter sport. Roumeliotis discusses how he is able to coordinate, as well as reach both groups, and ensure that every team, even those in the standings cellar, get recognized when they do something well. Roumeliotis talks about the teddy bear toss, a promotion that sweeps through Canadian hockey during the Christmas season, and how the QMJHL guides its viewers to show some of the best highlights that the league has to offer. Roumeliotis also hosts his own podcast, called PopTernative, dealing with issues in social media, pop culture and sports. Twitter: @PeteyBeats
The art of running a fundraising club is different at the Division III level, as Dan Bolsen can relate, especially when it comes to getting $100 gifts that matter and fully involving legendary coaches in the fundraising asks. Bolsen shares his experiences as a non-alumnus during his budding tenure at Milikin University and fully admits that a lot of his donors are also donating to large DI programs. Bolsen talks about how the development process works at a smaller school, where pounding the pavement goes hand-in-hand with gaining the trust as well as respect of those donors. Bolsen also discusses his experiences helping run a family farm, and what values he has taken from that daily to his current position. Twitter: @DanBolsen
Brian G. Burns has over 20 years of sales expertise selling enterprise software for 12 VC backed start-ups. Burns now focuses on helping leadership teams create and dominate their market segments. Burns shares his approach, which is based on an exhaustive study of multi-million dollar deals across several industries and geographies. Burns talks about his time working in an efficient sales manner at a small company, and a time when the massive company bought the small one, creating multiple amounts of red tape, thus making it inefficient. Burns shares his vision of why the smallest rung of the sales category, those workers who are doing something that can be replaced by machinery, will be obsolete while the rest have the ability to survive and thrive. Twitter: @BrianGBurns
Burns has his own podcast, The Brutal Truth About Sales & Selling.
Back on Ep. 235, Bill Bradley was a digital editor for an NFL-funded platform. Now, he is leading the Las Vegas Review Journal as their sports editor, bringing a very tech-focused background to reporting stories in Sin City. Bradley discusses some of the ways that technology such as video, photos and audio can be incorporated around the written word when covering a beat. Bradley talks about the new beat focus of MMA camps, of getting in-depth stories about fighters in order to broaden the reach of the LRJ readership. Bradley expands on the new arena on the Las Vegas Strip, as well as the potential NHL franchise and the team name that Bradley believes is a lock to be selected when the team possibly starts play in 2017. Twitter: @BillBradleyLV
Michael Cross is at the definitive point of where college athletics is headed, seeking new business opportunities to buoy financial goals. Cross is a former athletic director at Bradley, and understands the new normal of seeking out hard to reach dollars through corporate sponsorship support. Cross discusses some of the avenues in which there may be opportunities, but only if they fit within the vision and the brand of the college athletic department as a whole. Cross talks about his blog, The Ultimate Sports Insider, and how he is able to communicate his thoughts as a personal brand, something that would not have been done by industry professionals only a few years prior. Twitter: @USInsider or Blog: http://www.ultimatesportsinsider.com
The role of the sales trainer is not just to motivate, but to understand fully how the sales process works, how to diagnose weaknesses in a sales staff. Sales Huddle CEO Sam Caucci has developed his training method through the listening process, working with various sports franchises in order to help them build revenue in a more effective manner. Caucci talks about how a lot of the executives view sales through some older metrics, and what alternatives exist in order to help show a sales person's success in the modern world. Caucci also discusses whether phone sales, social selling and various aspects of the sales process have a validity in today's sports franchise when selling the sports product. Twitter: @SamCaucci
After working at Google, serving on the mobile team in Silicon Valley, Emmanuel Elmajian has now started his own company, Spinzo, in Toronto, Ontario. Elmajian's vision is a platform that helps generate a massive amount of group ticket sales through a focused channel. And he's started to gain a following, signing up several minor league hockey franchises, and the NHL's Arizona Coyotes. Elmajian talks about the platform itself, both in design and application, as well as some of the needs out there for consumers to embrace the product. Elmajian shares his vision of the digital future of ticket sales, including how to distribute tickets in a more efficient manner. Twitter: @Elmajian
In 2012, Bill Yates was a guest on Episode 8 of the podcast. Things sure have changed in terms of the sports business landscape since then, especially when looking back at what was a buyers market for teams up for sale, now becomes a seller's advantage as the national economy has improved. Yates discusses some of the alterations that have taken place, as team evaluations have solidified with variable profit margins, as well as some of the things that still leave room for improvement when it comes to understanding a franchise's worth. Yates talks about some of the issues that leagues and franchises always have, with good as well as bad ownership groups, and some of the red flags that can come up when an audit situation happens. Twitter: @YatesieTweets
The National Association of Collegiate Directors of Athletics (NACDA) is the premiere event for college athletic department professionals, with a 12,000+ membership base and an annual 9-day conference that stretches out over 6,000+ attendees for 15 affiliate associations. Chris Green oversees the corporate sponsorship portion of NACDA, as well as its 15 associations, including the newest, the National Association of Athletic Ticket Sales & Operations (NAATSO). Green talks about sponsorship components which matter to both the vendor and the attendee, as well as the new principle of transforming a conference sponsorship into a year-round branding tool for the corporate partner. Green shares his thoughts on the lifespan of conference trade shows or booths in general, as well as helping discover what translates to R.O.I. for the vendor when sponsoring a segmentation of the industry. Green presents the overall challenge that's a "good problem to have" where NACDA and its affiliate associations have started to swell and cause overflow issues for their hotels, creating the issue of whether to move more toward a convention center model for future conference sites. Twitter: @ChrisGreen_3737