Nic Barlage grabbed the attention of a lot of listeners as a guest on Ep. 32 while he was Vice President of the Cleveland Cavaliers and it became one of the highest rated episodes in the podcast's library. Barlage is back to discuss his new job as Chief Sales Officer with the Phoenix Suns, bringing that financial mindset toward revenue which presents him as one of the most dynamic salesmen in the NBA. Barlage talks about growing revenue through the world of analytics through different fan demographics and variables as well as understanding what drives consumer buying experiences. Barlage's expertise expands way beyond mere ticket sales and crunches some of deeply complex numbers on what builds an overall fanbase long-term for a franchise. Twitter: @NicMb_1
William Thornhill has been with the Lancaster Jethawks for most of his life: He started with the team back as a bat boy at age 13. Now, as general manager of the team, Thornhill helps generate some of the larger sales initiatives that keep the stands packed each night. Thornhill discusses his experiences with the Jethawks, including sharing some of the more dynamic promotion items and theme nights with great visuals. The Jethawks have embedded themselves in the flight community around Lancaster, and have some of their largest recorded attendances on nights honoring NASA or Air Force legends.
Matt Batchelder oversees one of the more complex ticket operations in the AHL with the Grand Rapids Griffiths. The team is the minor league affiliate of the Detroit Red Wings, which carries with it various issues in order to ensure growth in branding the Griffiths beyond the Red Wings’ fanbase. Batchelder discusses some of the outreach sales programming that the Griffiths utilize in order to build their base as well as some of the various ways in which he also trains young executives to become better at sales. Twitter: @Batchelderm
From 2010 to 2012, the Philadelphia Phillies were unstoppable when it came to ticket sales generation, garner an National League record of 257 consecutive sellouts as well as leading the MLB in attendance for two straight seasons (2011-12). Derek Schuster discusses some of the “good problems to have” while overseeing that run of revenue success from the ticket sales department, telling fans that they would have to reduce their group orders because of limited inventory. Schuster talks about how the Phillies prepared for the days when the demand wouldn’t be as great, trying to create additional opportunities to build fan engagement for longer term buys later. Now, with less of a waiting list and that consecutive sellout streak over, Schuster points to the Phillies Care programming which has kept more of the fans longer than expected. Twitter: @DerekSchu13
Understanding a private university’s mission is crucial for anyone who chooses to work on campus. Mike Minyard discusses how Liberty University’s mission, since its foundation, has provided its guidance for the types of promotional activities that its athletic department implements throughout the season. Some of these may be difficult for an outside, non-Liberty University person to understand, but Minyard points out that it matters that each member of the institution point directly back to the mission statement and be able to adhere to its example as an ambassador of the university brand. Twitter: @MikeMinyard
Mike Evenson relates back to his time as the Director of Ticket Operations at the University of Oregon, as well as working at the University of Wisconsin’s ticket office, to how he judges good vendor relations while overseeing Audience View Ticketing’s customer service model. Evenson talks about the ticketing landscape, some of the factors which matter to the customer when buying online, as well as some of the technology that will likely hit the market in the next few years. Twitter: @MikeEvenson
Pricing ethics isn’t as discussed as it should be in the world of sports. Navdeep Sodhi, who has worked for Northwest Airlines in analyzing pricing, talks about some of the ways that sports franchises may not be as ethical in their dynamic ticket pricing structures and variables. Sodhi talks about pricing psychology, both when it comes to how the West, as well as China, react to different price models. This is a very good discussion in a time where teams may not be considering the long-term affects of their pricing decisions on both the customer and the marketplace as a whole. Twitter: @NavDeep_Sodhi
www.SodhiPricing.com
Many Chinese markets are awakening to the outside world in terms of sports business enterprise, but British ex-patriot Mark Thomas has been working on such developments from inside Shanghai for over 20 years. Thomas discusses some of the fallout from the 2008 Beijing Olympic Games, both from an infrastructure and economic examination, as well as how the Chinese view organized sports leagues in general. Thomas covers how the English Premier League, the NBA and NFL have each tried to expand into the Chinese markets, and what has worked specificially in sport growth in China. Twitter: @Tommo2012
As smart phone applications become a mainstay for the fan’s experience in a sports stadium or arena, Jamie Nelson believes his company has created a hallmark to enhance one of the largest components within that ecosystem: Concessions. Nelson’s company, VenueMenu, provides an app that users can download and order concessions brought right to their seats. Nelson discusses the several topics surrounding the app’s ability; whether it be WiFi capacity within the stadium, logistical concerns of food deliverability or the amount of data that venue operators receive back on each order. This episode is meant to be a deep look into the operational and cohesive aspects of app implementation and to show whether or not smart phone apps ideas are ready for primetime usage in stadiums throughout the world. Twitter: @VenueMenuApp
Major League Lacrosse has had some of its best success in a hotbed of ACC territory with the Charlotte Hounds, engaging fans in both an exciting and winning atmosphere. In only their second year of existence, the Hounds secured the first playoff appearance in 2013 and played for the title, losing only by one point to the Chesapeake Bayhawks. Wade Leaphart discusses his time helping develop the team’s schedule, ensuring that the Hounds are not only successful on the field of play, but also in the front office. Leaphart discusses the fan experience and ticket price points, as well as cost comparisons to other sports franchises located in town. Leaphart also discusses what it takes to sell in the Charlotte market, relating back to his time with the NBA’s Bobcats. Twitter: @Leaphart3