Mark Cameron represents the third generation of the Florida State ticket sales office experiment, taking an in-house model approach under the development umbrella, and creating a dynamic, commission-based sales structure. Chris Wilson represents the premium model of the ticket office, as FSU's football and basketball luxury sections have drastically increased over the past decade. Both talk about how to drive sales, how they have dealt with potential toxic legacy employees who drag down the rest of the staff, and what they look for in new staff members. Twitter: @ChrisWilsonFSU
While Russell Wilkins can appreciate the sold-out situation that Wichita State has in men's basketball, he also remembers trying to sell indoor football in that same marketplace. Wilkins takes about the challenges of having a sold-out venue, both from a pricing and sales perspective, as well as initiating different technologies and innovations when dealing with an older fanbase. Wilkins talks about work-life balance, as well as ensuring that he is building up his student staff. Twitter: @rwilk0912
Both Ryan Peck (Ep. 522) and Chris Baretta (Ep. 642) have been on the podcast prior, but serving different athletic departments. Now joining forces in Denton, at the University of North Texas, Peck and Baretta seek to turbo-charge The Mean Green revenue model for football and basketball. Peck and Baretta share their knowledge of metric-based business planning, as well as solutions toward gaining traction with the over 100,000 alumni in the local area. Twitter: @Ryan_Peck @Chris_Baretta
Markus Jennings is considered a rising star in college athletics development, now on the NAADD board as well as running revenue generation for Sacramento State. Jennings discusses the nuances that come with making major gift asks, as well as ticket sales, along with the transition of titles toward Deputy Athletic Director within departments. Jennings presents the current challenges in college athletic administration, as well as how young administrators are facing the peaks and valleys of social media, executive searches and personal branding. Twitter: @MJ_CollegeSport
Since 1996, Katerina Kirillova has been selling tickets in Russia and knows that consumer's tastes thoroughly. Kirillova discusses the technological landscape, as well as the Moscow executive acumen when it comes to generating revenue and fostering new distribution channels. Kirillova talks about some of the long term trends that the world can expect from the Russian ticket marketplace, as how Russian consumers make purchasing decisions.
After a 25-year run to the NHL playoffs, The Detroit Red Wings' streak ended, putting an entire sales staff to work on how to transition their hockey fans into the new normal. Red Wings' Director of Ticket Sales Paul Bee explains some of the nuances that come with a winning streak ending as well as relocating to a new arena, and keeping the staff's eye on the puck and the revenue sheet. Bee discusses some of the ways that the tight-knit staff have stayed together for so long, including what he looks for in recruiting new staff members to the fold. Twitter: @PBee32
Charlie Slonaker details not only the Philadelphia Union's ticket sales victory narrative of a franchise that came from local supporters groups, but his own path from the Dayton Dragons to the Cincinnati Bengals to the Indiana Pacers to the Union. Slonaker discusses the nuances of learning how to sell efficiently in the best environment possible with the Dragons, then transitioning that into the NFL with a bad economy with the Bengals. Slonaker discusses how his experiences helped his strategic vision for enhance the revenue generation opportunities of the Union to a larger audience. Twitter: @C_Slonaker
Fred Matthes recalls the early days of Major League Soccer and the DC United, when the upstart league played 10 squads in massive stadiums and almost folded after 2001, but continued to to greater glory. Matthes talks about the challenges for the MLS, especially when comes to selling the product, but also growing the supporter groups as well as the season ticket numbers. Matthes shares about his time at the Sacramento Republic FC, a USL team attempting to go to the MLS, and the stark reality that relegation may cross the pond from the U.K. to U.S.A. as the sport of soccer grows. Twitter: @FredMatthes
The difference between sponsorship and philantrophy is explored by Dan Frystak, who presents the argument of how activation depends on the experience of the consumer interacting with the branding mechanisms of the product. Frystak explores why several companies are positioning themselves toward activation through experiential marketing, as compliments to major events such as the Super Bowl and the Phoenix Open. Frystak talks about the involvement of celebrities, especially sports figures, and finding which ones enhance the brand rather than detract from it.