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  • 1. the san francisco 49ers “wow” with tablet technology page 38 S E AT leading the premium seat industry fall 2011 p u b l i s h e d b y t h e a s s o c i at i o n o f l u x u r y s u i t e d i r e c t o r s 2012 buyers guide Pages 50–84Be A Part Of The community At #ALSD2012PLUS: Minneapolis VENUE TOURS Unveiled Why fortune 100 CompaniesPage 34 Purchase Premium Seating: An INSIDER’S PERSPECTIVE “the old lady” Brings A New Era To Serie A Page 48 And Lo Stadio Che Cambia Il Calico Page 42 patricK duffy Opens The Doors To A TransformedDo You Have 20 Minutes? ST. PETE TIMES FORUMThen You Can Build A successful sales Page 26Campaign With ALSD Member FLAVIL HAMPSTENPage 12 ny Jets top nfl revisiting wake forest’s the sacramento Kings combine social media ranks deacon tower: a case study resources to deliver roi page 18 page 20 page 46
  • 2. The Preferred Stadium Brand of Undercounter Refrigerationce Machines Wine Cellars Refrigerators Refrigerated Drawers ADA Series Ice Machines Wine Cellars Refrigerators Refrigerated Drawers ADA Series Contact us for details on our stadium programs and these Marvel’s exclusives! • Installation service • Stainless steel or your choice of color • Team logo graphics applied with SonicImageTM technology For more information on Marvel’s top of the line products, visit our website or call 1-800-223-3900
  • 3. Your Away Team Relax responsibly.® Imported by Crown Imports LLC, Chicago, IL 60603
  • 4. TWO WORDS:SPECIAL. TREATMENT.MOTOROLA HOSPITALITY SOLUTIONSWhether entertaining business clients, closing a major deal or socializing with family or friends, yourcustomers look to make the most out of their entertainment dollar.Service, state-of-the-art amenities, and an overall exceptional experience are a must. Exceed theirexpectations. Equip your staff with mobile voice and data solutions so they can offer the ultimate inentertainment satisfaction. Afterall, everyone loves to be treated like a VIP.For more information, please visit us, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license.All other trademarks are the property of their respective owners. ©2011 Motorola Solutions, Inc. All rights reserved.
  • 5. FallS E A T 2011 Published by the Association of Luxury Suite Directors SPECIAL FEATURE:50 BUYERS GUIDE 2012 The annual installment of the world’s one and only buyers guide listing for premium seat-specific products and services includes Amenities and Promotional Products, Food and Beverage, Furniture, Fixtures and Equipment, Information Technology and Professional Services. RESEARCH BY RYAN MIRABEDINI FEATURES34 BE A PART OF THE COMMUNITY The ALSD is a collection of likeminded professionals. We praise this community in 2012. Join us at the 22nd Annual ALSD Conference and Tradeshow in Minneapolis for a celebration of idea exchange, 34 camaraderie and some of the best venues in the industry.42 A NEW HOME FOR FOOTBALL’S “OLD LADY” By opening the doors to a new stadium, Juventus FC may be opening the doors to a new era for Italy’s Serie A. Learn why Juventus Stadium is lo stadio che cambia il calico – “the stadium that is changing football.” BY IAN NUTTALL46 THE EMERGENCE OF THE SALES MELTING POT How the trend towards combining suite and sponsorship inventory works for the Sacramento Kings… and how it can work for you too. BY AMANDA VERHOFF48 TOP SECRET: AN INSIDER’S PERSPECTIVE OF PREMIUM SEATING USAGE BY FORTUNE 100 COMPANIES Many of the top U.S. companies use premium seating as a business tool, but WHY? Go inside the decision making minds of these top premium seating purchasers to better understand their wants and needs. 38 BY DR. PETER TITLEBAUM, DR. HEATHER LAWRENCE, DR. CHRISTOPHER MOBERG AND MS. CHRISTINA RAMOS SPORTS TECHNOLOGY CORNER38 TABLET TECHNOLOGY: THE NEW WOW FACTOR In recent months, trendy tablet devices have started to improve per- formance and modernize business practices. And not surprisingly, for premium seating sales and service, it all starts in Silicon Valley. BY EMILY MILLER HUDDELL About the Cover: Get your shopping list ready. Tis the season - Buyers Guide Season: your reference tool for purchasing needs throughout the year. 42 Contents continues overleaf #SEATFall2011 | | S E A T | 5
  • 6. FallS E A T 2011 ASSociATion oF Luxury SuiTE DirEcTorS Chairman Bill Dorsey Executive Director Amanda VerhoffPublished by the Association of Luxury Suite Directors President Jennifer Ark, Green Bay Packers VP, Business Development Pat McCaffrey Director, Sponsor and Partnership Development Dene Shiels Editor of SEAT and Jared Frank National Sales Manager Scott Hinzman Membership Director Ryan Mirabedini Design Carole Winters Art + Design Director of Finance Dan Lindeman Financial Account Manager Vickie Henke Director of Interactive Media John Tymoski ExECuTIVE CoMMITTEE Chris Bigelow, Bigelow Companies Brian Bucciarelli, Hershey Entertainment & Resorts Greg Hanrahan, united Center Tom Kaucic, Southern Wine & Spirits 28 Pat McCaffrey, ALSD Kim Reckley, Detroit Red Wings & olympia Entertainment DEPARTMENTS BoARD oF DIRECToRS8 NEW ALSD MEMBERS Janie Boles, Auburn university Natalie Burbank, utah Jazz / Salt Lake Bees10 ALSD STAFF EDITORIAL Richard Dobransky, Delaware North Companies Editor’s Note Trent Dutry, uS Airways Center BY JARED FRANK Chris Granger, National Basketball Association MIke Guiffre12 ALSD MEMBER EDITORIAL Adam Kellner, Chicago Bears Build a successful campaign for difficult Gerald Kissel selling situations in 20 minutes Debbie Massa, RoI Consulting 20 Scott O’Connell, Minnesota Twins Baseball Club BY FLAVIL HAMPSTEN Mike Ondrejko, Legends Premium Sales Richard Searls16 ALSD MEMBER Q&A Tom Sheridan, Chicago White Sox Peter Titlebaum, university of Dayton18 INDUSTRY AND ASSOCIATION NEWS ALSD 2012 STEERING CoMMITTEE Why the New York Jets are #1 in social Sue Brown, Levy Restaurants media Richard Dobransky, Delaware North Companies Four years later, Wake Forest University Rachael Johnson, Minnesota Wild proves itself a successful case study Scott O’Connell, Minnesota Twins Baseball Club Thinking inside the box with Catersource Tanesha Wade, university of Minnesota Athletics Published by Venue Pub. Inc. Copyright 2011. (All rights24 ON ALSD.COM reserved). SEAT is a registered trademark of the Association of Luxury Suite Directors. SEAT is published quarterly and is complimentary to all members of the Association of Luxury26 MEMBER HIGHLIGHT Suite Directors. SEAT visits with: Patrick Duffy Senior VP of Corporate Sales & Executive Suites Tampa Bay Lightning BY JARED FRANK Association of Luxury Suite Directors 10017 McKelvey Road, Cincinnati, oH 4523188 COMING ATTRACTIONS 513 674 0555 22 Please Recycle This Magazine6 | S E A T | | #SEATFall2011
  • 7. nEw ALSD MEMbErS FALL 2011 Susan Roth Brad Stauffer Gary Tedder President Senior Vice President, operations Senior Vice President, Business Development Trims unlimited, Inc. AGA MARVEL Accredited Members Holding Corporation 4525 Wilshire Blvd, Suite 205 1260 E. Van Deinse Street 2 North Cascade Ave, Suite 1400 Los Angeles, CA 90010 Greenville, MI 48838 Colorado Springs, Co 80903 P: 877-481-8864 P: 616-619-5335 P: 719-265-5821 David Bloovman Art Bochert Michael Genho Vice President Vice President, Sales & Marketing President Fresh Towel, Inc. AGA MARVEL Pat Boone All-American Meats 3313 W. Stokley Street 1260 E. Van Deinse Street 2 North Cascade Ave, Suite 1400 Philadelphia, PA 19140 Greenville, MI 48838 Colorado Springs, Co 80903 P: 215-226-1199 P: 616-619-5355 Rob Madelmayer Steve Anstine Micha Rains Business Development Manager National Account Manager Regional Sales Manager EGroup Bernhardt Design AGA MARVEL 11790 Sunrise Valley Drive, Suite T-100 14613 Wedd Street 68 Thomas Avenue Reston, VA 20191 overland Park, KS 66221 Mountain House, CA 95391 P: 703-674-5434 P: 828-759-6638 P: 800-223-3900 Wendy Ewing Jane Cummings Nancy Bryan Role Brand Manager Bernhardt Design Managing Partner Sales oFS Brands 1839 Morgantown Blvd. B-R Carts & Kiosks, Inc. 1204 East 6th Street Lenoir, NC 28645 Blackwood Business Center Huntingburg, IN 47542 P: 828-759-6488 1360 County Road, # 8 Farmington, NY 14425 P: 585-398-2190 Kelly McDyre Amanda Gurney Director of Public Relations and Sports Partnerships Manager of Premium Services Cambria Pittsburgh Penguins Sean Nowaczyk 11000 West 78th St, Suite 220 CoNSoL Energy Center Premium Seating Executive Eden Prairie, MN 55344 1001 Fifth Avenue Michigan International Speedway P: 925-944-1676 Pittsburgh, PA 15219 12626 u.S. Hwy 12 P: 415-255-1798 Brooklyn, MI 49230 P: 517-592-1225 Jayne Hancock Marketing Executive / CMo Ryan Coyle FanVision Director of Premium Sales Nick Watson 60 Columbus Circle, 19th Floor olympia Entertainment Vice President – Information Technology New York, NY 10023 Detroit Red Wings Milwaukee Brewers P: 212-801-1000 600 Civic Center Drive one Brewers Way Detroit, MI 48226 Milwaukee, WI 53214 P: 313-471-3208 P: 414-902-4491 Taylor Walker Executive Services Coordinator Georgia Dome Paul Epstein Katie Stocz Miller one Georgia Dome Drive NW Director, Ticket Sales & Premium Seating Director of Client Services Atlanta, GA 30313 Maloof Sports & Entertainment orlando Magic P: 404-223-8865 Sacramento Kings 400 W. Church St, Suite 250 one Sports Parkway orlando, FL 32801 Sacramento, CA 95834 P: 407-916-2932 Amy Chwick P: 916-928-8171 Manager, Client Services Florida Marlins Derek Muldowney 2267 Dan Marino Blvd. Kate urekew Executive VP NATC Miami Gardens, FL 33056 Executive Director, Partnerships and Marketing International Speedway Corporation P: 305-626-7322 Circles 1801 W. International Speedway Blvd. 300 A Street Daytona Beach, FL 32114 Boston, MA 02210 P: 386-947-6671 Jamie Walsh Doug Bolas Executive Director Vice President – Design Circles International Speedway Corporation 300 A Street 1801 W. International Speedway Blvd. Boston, MA 02210 Daytona Beach, FL 32114 P: 386-681-6892 Duane Gilbert Marketing Manager Jessica Gregory AGA MARVEL Luxury Suite Coordinator 1260 E. Van Deinse Street Carolina Panthers Greenville, MI 48838 800 South Mint Street P: 616-619-5317 Charlotte, NC 28202 P: 704-358-7472 | S E A T | | #SEATFall2011
  • 8. What’s yourWi-Fi done foryou lately? AT&T Wi-Fi Services provides the KEY to a complete integrated Wi-Fi infrastructure providing smooth, continuous connectivity throughout your stadium to keep your fans connected and offer the ultimate alternative to “Home Theater”. What’s your Wi-Fi doing for you? Let AT&T Wi-Fi Services take care of your technology needs—you focus on your guests. Customized wireless design based Quality of Service (QoS) & on a proven methodology Bandwidth Management • Fully managed service model • Access policy enforcement • Site survey, design, and installation • Network security for POS • Operation and support • WAN/LAN traffic management • Backhaul transport Dedicated client services Application enablement • 24x7 Customer Support Center • Mobile application development • Venue customer support • Co-branded splash pages • Nationwide repair & maintenance • Loyalty program integration Contact 877-397-6931 for more details on how AT&T Wi-Fi Services can help improve the experience at your facility. Visit for more information.©2011 AT&T Intellectual Property. All rights reserved. AT&T, the AT&T logo and all othermarks contained herein are trademarks of AT&T Intellectual Property and/or AT&T affiliatedcompanies. All other marks contained herein are the property of their respective owners.
  • 9. Editor’s notE by JArED FrAnk What we can learn from the life of Steve Jobs O n October 5th, Steve Jobs passed Connect with me on away. And whether you’re an “Apple Snob” or not, you should appreciate his life for how greatly it and follow me on has empowered your life. Steve Jobs believed in revolutionary change. for daily updates. Through his entrepreneurship, innovative flair and Here is a sampling of my tweets: sheer guts, he sold technology beyond just an ac- celerator of business and into a consumer product. After first MLS season, the Portland Timbers are ex- First with the personal computer then later with panding Jeld-Wen Field capacity to 20,323. The club the iPhone and iPad, affordability and, most is also adding 2,000 season tickets for total of 14,500. importantly, accessibility for the average American was attained. Phoenix Coyotes offer allergy-friendly suite rentals. Affordability – that’s easy to understand. For The suite is cleaned prior to each use, free of peanuts all that it does, the iPhone is pretty damn cheap. and features the “Allergy Friendly Menu.” And I have friends who own a MacBook, iPad and tionary changes. I don’t know why. Because they’re iPhone. That’s a bit unnecessary in my opinion, harder. They’re much more stressful emotionally. but the point is, they are average Americans who And you usually go through a period where every- Dodgers cut all season ticket prices for 2012, includ- ing as low as $5 in the Top Deck. New STH perks earn an average wage and own these items without body tells you that you’ve completely failed.” include playing catch on the field and complimentary carrying a balance on their American Express Steve Jobs believed in revolutionary change. Stadium Club membership. cards. And his message inspired action. Actions are But what do I mean by accessibility? Acces- happening every day across our industry, and sibility to what? Without question, Steve Jobs has some of them are presented in this issue of SEAT, Washington State seeking approval for $80M renova- tion. Upgrades would include a larger press box with empowered anyone with courage with an oppor- including: As explained by Flavil Hampsten in his premium seating. tunity to further his or her commercial pursuits. Member Editorial, the Charlotte Bobcats are con- But his true lasting legacy lies in his empower- tinuing to be aggressive with retaining clients and ment to access ideas. Ideas, not money, make the securing new business despite the NBA lockout Xirrus has outfitted Gillette Stadium with a wireless world go round. and other difficult selling situations (page 12). The network to serve its premium seating areas. Putnam Club members are now able to access exclusive video Yes, Steve Jobs believed in revolutionary San Francisco 49ers are using iPads to transform content on smart phones. change. their sales practices – from presentations to A quick disclaimer – I eat with my iPhone; I transactions (page 38). The new Juventus Stadium sleep with it; and if it were physiologically pos- in Turin, Italy is ushering in a completely new era STAPLES Center transforms fan experience with new sible, I’d breathe with it. I talk, text, tweet and for the country’s top sport and top league (page high definition digital video solutions. Verizon and Cisco solutions keep fans connected and customize play Angry Birds with my breakfast, lunch, dinner 42). In Sacramento, the Kings are delivering ROI each event. and all times in between. And I cycle through my and ROO by combining suites with sponsorships iPod as I fall asleep each night. So, clearly, I am a and their organic needs analysis approach (page Steve Jobs homer. 46). And let’s not forget about all the vendors NY Mets cutting season ticket prices up to 39%. In- But back to the idea of ideas. I keep an idea – who are supplying new products and services to dividual games will be dynamically priced. Dynamic pricing to be managed by Qcue. one of Steve Jobs’ ideas – on my desktop. I would the marketplace. Our annual buyers guide listings like to share it with you now. Please know that begin on page 50. this isn’t intended to be like a birthday card – There was only one Steve Jobs. But all of us can Chelsea FC owner Roman Abramovich attempts to something that’s meaningful for the ten seconds use these examples and many others out there to buy back Stamford Bridge from Chelsea Pitch Owners you read it, and then ends up forgotten in the enact, if not revolutionary, then certainly positive (CPO) in order to have rights to build a new venue. trash can next to your empty milk cartons and change. Decide on the idea of who you are – per- junk mail. I read this thought periodically, say sonally and professionally – and go be that idea. Ontario Hockey League’s Kitchener Rangers to add once a month. I try to live it daily. I hope you will seats to the Aud. 1,000 seats to be added for an too. The next Steve Jobs certainly will. How is your organization bringing about positive change? estimated $9.6M. “I have a great respect for incremental improve- Email me at ment, and I’ve done that sort of thing in my life, Also connect with me on social media (See Sidebar). but I’ve always been attracted to the more revolu-10 | S E A T | | #SEATFall2011
  • 10. Never Lose Your Cool on Game Day.Our undercounter refrigerators will have you ready for game day.With a digitally controlled convection cooling system, your drinksand snacks will chill quickly and stay cool all through the game.With the capacity to store over seven cases of cans, you won’trun dry if you go into overtime. Four full depth removable shelvesinsure that you can fit whatever you need to make the most of theday. U-Line. Ready for game day since 1962.U-Line Refrigeration is keeping it cool in stadiums across the nation: Lincoln Financial Field Frank Erwin Center Citizens Bank Park Coors Field TD Banknorth Garden Invesco Field at Mile High Gillette Stadium Pepsi Center Verizon Wireless Arena Dick’s Sporting Goods Park Dunkin’ Donuts Center Morrison Stadium Agganis Arena Camelback Ranch Ralph Wilson Stadium Angel Stadium of Anaheim Nationals Park United Center Honda Center Lambeau Field The Palace of Auburn Hills Bradley Center Comerica Park U.S. Cellular Field Progressive Field Soldier Field Paul Brown Stadium Xcel Energy Center Ohio Stadium Conseco Fieldhouse Nationwide Arena Rangers Ballpark in Arlington PNC Park New Orleans Arena Great American Ball Park Cleveland Browns Stadium Canal Park All Pro Freight Stadium Please come by and visit us USTA Billie Jean King National Quicken Loans Arena Tennis Center 5/3 Bank Ballpark at the ALSD Conference and Minute Maid Park Miller Park Tradeshow June 26-29 Louisiana Superdome Scott Trade Center in Booth # 600 THE BUILT-IN UNDERCOUNTER MARKET LEADER SINCE 1962. • Digital controlled convection cooling system rapidly cools food and drink • Refrigeration capacity of 5.3 cubic feet • Storage for more than 7-1/2 cases of 12 oz beverages • LowE coated, argon gas filled thermopane glass door • 4 full depth removable, chrome plated heavy duty wire shelves • Commercial stainless steel handle • ADA24R and ADA24RGL come with a locking door ® • ADA24RGL is ENERGY STAR and CEE Tier 1 rated • ADA24R solid door model is available in black or stainless steel and ® is ENERGY STAR and CEE Tier 3 rated • Suitable for commercial use by Underwriters Laboratory (UL) • 32" H x 24" W x 23-1/2" D Model ADA24RGL To learn more, please visit
  • 11. ALSD MEMbEr EDiToriAL bY FLAViL HAMPSTENBuild a successful campaign for difficultselling situations in 20 minutesD id your team miss the playoffs? Are balance was due when football was guaranteed you in the middle of, or recently go to come back. In essence, they made it easy for through a labor situation? Do you the season ticket holders to say yes, while they happen to work for an owner who waited for a CBA resolution. If those sameis not liked in your city or does not have the teams forced their customers to pay in full, thefinancial backing to build a competitive team? outcome would have been disastrous.Do you feel that charging a premium for your Lastly, leverage your sellable assets. Mosttickets right now isn’t the thing to do? If your teams do a good job with leveraging groups toanswer is “yes” to any of the above questions, you their “A” games. Most teams ask that buyers alsowork in a difficult selling situation. Notice that purchase another game that is less desirable forI said “difficult,” not “impossible.” Working in a group sales. However, a majority of teams do notdifficult selling situation is a cause for you to be leverage their premium areas. Why aren’t we allmore demanding of staff, more creative with of- packaging-in less desirable assets with our morefers and more aggressive in your sales campaigns. popular assets in all areas of our business?If you don’t, your numbers won’t be where they No matter how bad your situation is, thereshould be. The good news is that you can create is something that people will want. Sometimesthis plan quickly to ensure your numbers are it is an “A” game, sometimes it is an arena eventstill tops in the league. Read below for five tips and other times it is an appearance from ato navigate successfully through tough selling former player. In 2008-09 when the Phoenixsituations. Coyotes were taken over by the NHL and then declared bankruptcy, the team took to sellingEffort Always Matters – Yea, I know what Getting face-to-face and their sellable assets by focusing on what wasyou’re thinking, of course it does. But take a seri- guaranteed and attractive – arena shows. Wantous look at your efforts. Are you hosting more having prospects engage to rent a suite to Paul McCartney? The Coyotesevents than ever? Are the same amount of phone with your team during had suites to rent, but you had to be a seasoncalls and appointments being made? Are you ticket holder to gain access. They did this for allthinking outside of the box to ensure your situ- uncertain times is the only of their arena shows that summer. The team soldation is maximized? A lot of teams don’t. They over 100 new fulls and an estimated $400,000 offeel paralyzed because of their situation. Well, certain way to move the other products by using this method. Would thatthe good news is that you’re never paralyzed; just needle. When times are help your bottom line? Package-in your sellablesremember that no plan will work if your effort is to create more value for your lower demandnot 100%. tough, you should host products.Make It Easy for Buyers to Say Yes – Uncer- more events than you ever Have a Plan to Target and Sell Premium – Intainty leads to low confidence amongst buyers. have before. addition to making it easy for prospects toLow buyer confidence leads to low sales figures, buy, you need to have a plan to target and sellunless you do something about it. Status quo premium seats. I’ve found that most teams don’tdoes not work in these situations. So whether have a plan for premium. They have a plan to sellyou work for a team in the middle of a labor payments until hockey was back. They took fulls, partials and individual tickets, but oftensituation, work for a team that has no owner or deposits for 900 season tickets which was more times the premium crew is left to fend for owner in financial distress (Hello Phoenix than the other teams who simply sat still and A campaign has many moving parts, but theCoyotes and LA Dodgers), or you simply work waited for the situation to get better. The New three areas below will get you on the right path.for a team with a “rebuilding” product, you can Orleans Hornets are actually replicating this If you wanted to, you could complete these threestill put up league-topping numbers if you cre- effort right now and are ranked as one of the steps within a week.ate a low barrier to entry and sell your sellable top-selling teams in new business in the NBA.assets. Low barrier to entry makes it easy for the buyer Demographics – If you don’t know what your During the NHL lockout in 2004 when other to say yes until the times are more certain. premium buyers look like demographically, nowteams laid off employees and cut marketing Another example of this comes from the is a good time to find out. You can get sophisti-budgets, the LA Kings got aggressive with their NFL. During this past summer’s NFL lockout, cated with this by hiring a third-party companyoffers. The Kings took season ticket deposits. many NFL teams made it simple for their or keep it simplistic and send a short emailBuyers could lock into a season location with season ticket holders by only asking for a 10% survey.only a $100 deposit and not make any additional deposit to renew or buy new seats. Then the12 | S E A T | | #SEATFall2011
  • 12. LinkedIn is the best business prospecting tool in the social world right now…As I sorted through linking with all of our suite holders, it was surprising to me how many of the DECISION MAKERS from companies have a LinkedIn profile.Rent/Buy Lists – Rent and/or buy lists that you sitting around waiting for your situation to the event. Why should the prospect buy AT thelook like your current premium seat holders. get better? event? Why should the seller care if the prospectThe lists that I buy are always targeted toward Golden State recently held a premium sales actually buys that night or the next? Have strongcompanies and individuals who look like my event that targeted past premium seat holders. buyer and seller incentives to maximize on thecurrent customers. If you’re buying lists blindly, The team invited cancelled accounts over the event.the return will not achieve what you need it to. past three seasons to meet the new ownership group. As a buy-now incentive, they used Jerry Social Media Works. Please Use It – This is aLead Management – Have you separated out West autographed items. The event resulted in bonus point that very few people have figuredyour leads or do you still have your inside sales excess of $200,000 in revenue. out. It is either because they’re not familiar withteam calling the top premium prospects in the The Atlanta Hawks hosted a similar event how to sell on social media, or their employerarea? Now that you know what your customers that generated over $60,000 in one night. Buy- may have a gag order on them. Regardless of thelook like and have more leads to call, make sure now incentives ranged from an away trip with reason, there is one platform that has more sell-you have your best salespeople calling on these the team to lunch with Dominique Wilkins. ing power for salespeople than any other socialleads. The New Orleans Hornets recently com- media platform. That platform is LinkedIn. Once you have those three steps in place, pleted the finale of their 100 events in 100 days. LinkedIn is the best business prospecting tool inyou can either simply assign the leads to your The results? $950,000 of revenue. the social world right now. In our CRM system,premium crew to call, or you can warm up the The Bobcats host one open house per month we have a button built-in that looks for ourleads for them. I elect to warm leads as much as in the off-season and generate over $100,000 on prospects’ LinkedIn profiles. As I sorted throughpossible before assigning. My campaigns gener- average for each. The team has also hosted over linking with all of our suite holders, it wasally look like this: 15 events per month that are sales and retention surprising to me how many of the DECISION driven. There is a reason why the Bobcats are MAKERS from companies have a LinkedInStep 1: Email is sent to lead list still tracking ahead of last season’s record-setting profile. If you’re unfamiliar with LinkedIn or a) If email is opened, the lead is assigned im- year. Events are a big part of that reason. have been underutilizing its power, review the mediately to the sales rep to call If you look deeper into the events, you’ll five steps below and follow them. You can thank b) If email is unopened, proceed to Step 2 notice three things that make them successful: me after your sales numbers and closing ratioStep 2: Direct mail list is sorted 1) Make the event attractive. Give the increase. a) To manage expenses, look at numerous prospect a reason to show up. The Washington 1) Create and COMPLETE your profile – demographic fields before deciding who to Capitals have used meet-and-greets with players You research prospects; have you ever stopped to target with a direct mail piece along with free hot dogs and sodas for all who think that your prospects are researching you as b) Assign leads, who have not opened the attend the team’s open house. The New Jersey well? They do, and you need to have a web pres- email but have received the direct mail piece, Nets have toured around Jersey Turnpike diners ence that states who you are, what you’ve done, to sales reps for calls with numerous executives and players. Think and what you’re currently doing.Step 3: Assign remainder of leads for calls outside the box and give the prospect a reason to 2) Join a group to find prospects – Do you attend, and listen to why they should invest in know how long it would take to make 7,000Warming up the leads by using this process has your organization. calls? I’m involved with several groups in theincreased our closing ratio from 0.5% to 3.5% 2) Target qualified lists for invites with Charlotte area. Each group has over 7,000and has generated a return of 6-to-1 for our both direct marketing and phone calls. As I members to whom I can communicate mail campaigns. It’s a step that I consider have already stated, I purchase lists consisting I can do this with one click of my mouse byessential when designing a campaign. of prospects that look like my current premium posting an interesting tidbit. Stay relevant and customers, but I also set my sales force up on interesting.Host More Events – The next parts of the an aggressive call campaign designed to get the 3) Find your prospects and connect withcampaign are sales events. Event-based selling prospects to our event. The Houston Rockets them – You have a lead list, and I bet you have ais still an anomaly to a lot of teams. Those teams have hosted successful events targeting specific ton of leads where you’ve left 600 voicemails forwill say that events don’t work in their market, industries that typically have a high propensity the decision maker. You need a new way to getor that they don’t have a budget to host them to purchase (e.g. Banking, Oil Executives, etc.) his/her attention, and this is it. Here is the trick:which seems like an excuse. Getting face-to-face with the same tactic. Closing your eyes and don’t send the note that LinkedIn provides you.and having prospects engage with your team sending invites to lists that may not be qualified You must customize the note and hope that theduring uncertain times is the only certain way has the potential to decrease the results of your prospect move the needle. When times are tough, you event. Do your homework, invite qualified buy- 4) Once that prospect has accepted yourshould host more events than you ever have ers to maximize events, and hit them with an invitation to connect, now communicate withbefore. Some teams are executing this approach invite and an aggressive outbound call campaign. him/her – Without spamming them, you nowwell right now. Are you emulating them, or are 3) Have both buyer and seller incentives for [continued on page 86] #SEATFall2011 | | S E A T | 13
  • 13. MeMbership ALsD MeMbership Dues structure: New MeMbers: Join September 1 – December 31: Membership good until following September 1 Join January 1 – August 31: Membership good until September 1 of following year Renewals are billed out annually on September 1 MeMbership cAtegories preMiuM seAtiNg professioNALs froM teAM, VeNue, or iN-VeNue f&b coMpANy: Ex. Director, Premium Seating, Green Bay Packers“With a new arena just around the corner, attending the • Charter Member: First Member from Team or Venue: $395/yearALSD Conference the past few years became a valuable tool • Affiliate Member(s): Additional Member(s) from Team or Venue:in making decisions regarding the design and operations of $125/yearvarious premium seating areas. Whether we were networking preMiuM seAtiNg professioNAL froM fooD AND beVerAgewith premium professionals, touring a new sports facility, or heADquArters:speaking with one of a variety of vendors, we brought back Ex. Regional Vice President, Sodexo Corporate (does not work in-venue)thoughts and ideas to share with our organization that were • Corporate Member: $300/year per member, for first four membersinvaluable to our decision making process. Just don’t tell my • Corporate Member: $125/year per member, for additional membersboss a lot of the networking took place at the free parties.” over four --Mike Guiffre, Director of Premium Seating, VeNDor/suppLier coMpANy professioNAL: Pittsburgh Penguins Ex. Sales Manager, Boundless Network • Vendor/Supplier Member: $500/year total, for up to four members • Vendor/Supplier Member: $125/year per member, for additional members over four JoiN Now: _____ Team Venue: Charter Member: $395 _____ Team Venue: Affiliate Member: $125/each _____ Corporate Member: $300/each, for members one-four _____ Corporate Member: $125/each, for fifth member and on _____ Vendor/Supplier Member: $500/company, for members one-four _____ Vendor/Supplier Member: $125/each, for fifth member and on PAyMENT: TOTAL: $____________ Person Joining (Repeat form for additional members): Name: __________________________________________________________ Title: ___________________________________________________________for More iNforMAtioN or to subMit Organization: ____________________________________________________ Address: ________________________________________________________forMs coNtAct: City, State, Zip: ___________________________________________________Association of Luxury suite Directors Phone: __________________________ E-mail: _________________________Amanda Verhoff10017 McKelvey Road METhOD OF PAyMENT:Cincinnati, Oh 45231 _____ Check made payable to: ALSD or Association of Luxury Suite DirectorsP: 513-674-0555 x104 _____ AmEx _____ MC _____ Visa _____ DiscoverF: 513-674-0577 Card Number: ____________________________________________________E: Expiration Date: Cardholder Name: ________________________________________________ Cardholder Signature: _____________________________________________23 | S E A T | FALL 2010 |
  • 14. While your team is winning the game, Agilysys helps you win the crowd. Wants a beer but doesn’t want to miss the action. Use mobile POS to pre-order and bust the queue. Halftime starting in four minutes and stadium network has just crashed. Still serve three times as many customers off-line with easy-to-use POS.Pre-ordered four vegetarian plates for luxury suite.Automatically adjust catering inventory.Agilysys solutions provide you with total control of your retail and food & beverage operations—so you cansimplify management and improve revenue stadium-wide. Provide faster, more accurate service in luxury suitesand club sections with mobile POS devices. Speed up concession lines and increase sales volumes with easy-to-usePOS terminals. Maintain accurate inventory of every concession, bar, restaurant, caterer and fan shop—in real time—during your events. And improve planning with in-depth analytics and superior reporting capabilities. It’s everythingyou need to simplify operations and boost your bottom line—only from Agilysys. Find out what Agilysys can do for you.Call 1-877-374-4783 or email | Agilysys solutions include:
  • 15. ALSD MEMbEr Q&AQuestion Topic:PRICE REDuCTION, VALuE and rentals. To sweeten the deal on the food and beverage side, we have created an inclusive food and beverage package with our all-inclusive A: Yes, I have been using my iPad for suite appoint-ADDS, STRATEGIES fOR suites. We have also developed a point system ments. I upload suite pictures on my iPhoto. ISELLING for administering the food and beverage pack- have found that it has helped when describingQ: age. Amenities that we have created/added the suites, sightlines and other VIP areas. It is not as good as getting the prospect down to theRegarding how you have changed/altered your include: stadium in person but definitely adds value andsuite sales strategies: • Inclusive food and beverage package the “cool” factor to any presentation. • Has anyone lowered their annual suite • Fully-renovated suites license pricing? If so, explain price points. • Has anyone added F&B credits to sweeten deals? If so, how much? • Concierge service • One-way valet service - Suite owners park in a private lot; at- A: Regarding the use of iPad, XOOM or other • What amenities have you created/added for tendant parks the car and delivers keys tablet products, we are not currently using any your suite owners? back to the suite tablet products for our suite sales presentations. • What outside-the-box sales strategies - Service can include window wash- Currently, our corporate sales team (sponsor- have you come up with, and how have you ing during events as well as periodic car ships) is working to utilize an iPad for sales executed them? detailing presentations, but they have only put together a • New jersey with micro-chip infused technol- first presentation, and in doing so, they have runA:We have not lowered prices yet with our leased ogy - Personalized jerseys for all-inclusive suites into a few technology issues. So I am interested to hear the feedback and any successes or issues that other teams have experienced.suites (the first of the 5-year agreements are - Jerseys include a chip in the sleevecoming up after 2012, and we have recom-mended doing so). We did however do thiswith our premium seats (e.g. Presidents Club which gives 25% off concession stands and 35% off merchandise • New suite owner lounge A: We use a tablet to present virtually everythingand Diamond Club), so we have essentially set - Created space for networking on a content related: historical timelines, old/newprecedent. Regarding food and beverage, we nightly basis exclusive to suite owners stadium comparisons, parking maps/informa-have always included food and non-alcoholic - Nightly chalk talk where former play- tion, stadium/concourse/club space renderings,beverages in our Presidents Club. In 2011, we ers/coaches mingle with guests suite and seat views, pricing information includ-added draft beer and house wine. We also went • Private suite owner entrance and elevators ing financing breakdowns, inventory maps, etc.away from “loaded value” in our Diamond Club • [Team] Vision messaging The tablet presentations have been very welland made it all-inclusive, which now includes - Suite owners can have access to compli- received especially here in Silicon Valley. It’s afood and beverage, including draft beer and mentary messages to be displayed on the wow factor every time. The tablet is versatile andhouse wine. We have recommended a bundled jumbotron, such as anniversary, special allows you to bring our Preview Center to lifefood and beverage package or yearly credit for guest welcome, etc. for out-of-office meetings. It also allows you toall suite holders when/if the client renews or • Merchandise ordering and delivery to suite update stadium information/numbers/inventoryextends (in the case of 7- and 10-year deals). • Guaranteed game-day giveaways any time, resulting in less clutter and collateral.As far as amenities, we offer wine and cheese The downside is that tablets can’t project ontastings, autograph signings, meet-and-greets, a big screen (say in a conference room whenprivate areas in the park during public events Question Topic: presenting to multiple people), however they do(e.g. Picnic in the Park), autographed and per- make a projector for the iPad, which we are insonalized bats from the General Manager and TAbLETS fOR SuITE the process of getting.the Pearl Program. In terms of outside-the-box PRESENTATIONSstrategies, we are working on price reduction,food and beverage credits, elimination of escala- Q: A:tors, etc. These are not totally out-of-the-box Are teams using tablets, like the iPad, XOOM I wanted to try and use an iPad for presenta-but core to renewing clients and extending their or similar device, for suite presentations? tions and use it on event days, but I am havingcontracts. We are looking at a suite share or If yes: issues getting our IT department to okay the usesuite licensing program like Mandalay Sports • What content is presented on the tablet of one as there are apparent concerns with thehas developed with their minor league baseball (multimedia, suite images, etc.)? security on the device regarding our • What has been the success of using the device versus the traditional presentation COMING uP:A: method? YOuR QuESTION IS • What are the pros? ANSWERED: MOREWe have not decreased, but rather increased our • What are the cons? ON THE EMERGENCEaverage ticket price on average 20% by resetting Of TAbLETS, PAGE 38the bar in regards to all-inclusive suites, shares16 | S E A T | | #SEATFall2011
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  • 17. iNDuSTrY AND ASSociATioN NEwS Revisit Deacon Tower at BB&T Field, p.20 Member Highlight: Patrick Duffy, p.26Why the New York Jets are #1 in social mediaAccording to Neilson, the Jets are tops in the NFL with an 11.9% share of all NFL-related social media activityo n October 9th, the New York Jets lost a hotly contested matchup with their long- time rivals, the New England Patriots. For a team like the Jets, this season won’tbe considered a success unless Mark Sanchezsays he’s going to Disney World, and Rex Ryanis lost in a sea of celebratory confetti. So howexactly does the organization keep fans on boardand believing when the team goes through earlyseason frustrations like the loss to the Patriots?One major way is through an accolade-gar-nering social media campaign that is second tonone in professional sports. The aforementioned loss to the Patriots be-came final at roughly 7:15pm EST. Within thenext 18 hours, the Jets official Twitter account(@nyjets) had already “tweeted” an impressive26 times. These 140-character quick-hits werecomprised of coach and player quotes, upcomingevents and, most importantly, direct fan interac- Connect with the Jets: From the team website, fans can access all team and player social media assets that when combined rank the Jets #1 in the NFL in terms of social media activity.tion. These responses to fans weren’t promotedwith a clever campaign or requested by Jetsofficials. They were straightforward responses to the age of 18 whether they would rather have an Motopics” which – at the time this article is be-Jets fans that took their thoughts on the team to autograph or a retweet from their favorite player, ing written – is seen immediately when going toTwitter for whomever cared to read them. This and you may be surprised by the answer. the page ( The contestmuch is not uncommon with any professional A professional sports team is a brand, and encourages fans to take a picture of themselvesteam. The difference? The Jets actually responded as is the case with any other, a certain degree and friends watching the game, upload the(nine times to be exact). of loyalty must be ascertained. The days of kids photo and complete a form (which acts as a lead Here’s an example of how it worked: sending their favorite player a self-addressed generator for the Jets), and one entry is voted envelope with a trading card to be autographed to win two tickets to a Jets home game courtesy Jets fan have long since passed. What better way to cre- of Motorola. These types of integrations into @DieselHouse7: @nyjets the jets can be 13-3 ate brand loyalty with young fans than interact Jets social media show not only how to activate if they wanted to... I just don’t know if they with them on avenues that they are more prone fan interaction but also take advantage of clear want it enough yet. to using. avenues to develop leads and create new ways to As the old saying goes, “Numbers never lie.” make team sponsors happy. Jets in response With that considered, the Jets can hold their As the economy fluctuates on a daily basis, @nyjets: @DieselHouse7 We are completely heads high with their continued growth on buyers are more cautious than ever, and the days focused on winning games. We’re working social mediums. As of the beginning of October, when an average home game meant a guaran- hard to turn things around next Monday. the Jets had 1,046,127 likes on Facebook and teed capacity crowd with every suite filled have 218,768 followers on Twitter. By the end of the long since passed. Now, more than ever, teamsInteractions like this one are a testament to month, those numbers were up to 1,061,663 must focus on creating their brand via grassrootsthe activation of the Jets account, but that’s not and 226,767 respectively. The aggregate of these movements. For the Jets, this means being thewhere the involvement of the team ends on this numbers (1,288,430 Facebook + Twitter direct top team in the NFL at running a successfulsocial medium. By following a simple link to a impressions) coupled with the fact that these social media campaign.branch of the team’s website, a fan can follow accounts are updated daily and interact directly – Ryan Mirabedinia collection of players, coaches and front office with fans demonstrate the true value of Jetsmembers that are on Twitter. All of this can be social media.done with one click of the button. In addition to the abovementioned interac- For more information on New York Jets Social Media, visit: An obvious question stemming from all these tions on Twitter, the Jets Facebook page is also efforts is why? A cynical observer concise, informative and quite entertaining. htmlmight claim that fans don’t care if their team Along with posting updates about the teamresponds, they just want winners. While that through its fan page, the Jets also incorporatemay have been true in years past, times are inevi- several sponsored contests and interactive op-tably changing. Ask the majority of kids under portunities. A perfect example is the “Motorola18 | S E A T | | #SEATFall2011
  • 18. CUSTOMIZE YOUR OWN WITH A NIKE GIFT CARDRedeemable In Stores and Online ORDERS AND INQUIRIES No Expiration Call: 877.220.6453 No Fees Email: Corporate Discounts Available
  • 19. iNDuSTrY AND ASSociATioN NEwSfour years later, Wake forest university proves itself a successful case studyFor many colleges thinking about facility renovations, revisiting Deacon Tower at BB&T Field is a good place to startN early ten years ago, Wake Forest Univer- sity realized a need to renovate BB&T Field. It was then that planning for a multi-phase renovation began, includingPhase Four: Deacon Tower. The venue market-place can sometimes get hung up on the “latestand greatest.” And while learning new trendsis vitally important, reexamining past projectsto learn sustainable trends is just as important.Deacon Tower was completed four years ago andremains sold out because of strategic decisionsmade early on as well as continuous responses to Recipe for Success: Barry Faircloth explains the ongoing process of keeping BB&T Field current: “There’s no secret sauce; you just have toclients’ needs. For those schools in the midst of address the customers’ needs. It’s a pretty simple formula.”planning their own venue upgrades, consider thesuccess story at Wake Forest. As Barry Faircloth, so we went from 12 to 24,” Faircloth explains. for venues looking to upgrade. The tower is alsoAssociate Athletic Director – External Opera- “We had 60 days to sell the inventory. We were used for over 300 non-game day events a year.tions at Wake Forest details, “It’s a never-ending significantly oversold, so we doubled the amount Weddings and fundraising events alike giveprocess of paying attention to the customers’ of club tables and increased the number of club potential patrons an opportunity to experienceneeds and maximizing what the venue needs to seats.” the state-of-the-art tower.generate revenue.” SOMETHING fOR EVERYONE SWEETEST SuITEVISIT OTHER VENuES Of the clients who purchased inventory in The Moricle Society Suite was created sevenFaircloth explains that visiting other venues Deacon Tower, 30% were season ticket holders years ago for donors at the highest level – thewas the best thing Wake’s staff did in planning who bought into the tower only when there was equivalent of a full athletic scholarship. Benefitsfor the new tower. The reason wasn’t solely to a “premium-enough” product available. Offerings were added to attract donors willing to give forsee what was done right, but also to learn from included something for every taste and budget, at least three years. Presently, Moricle Societyothers’ mistakes. Simple things surfaced as such as Balcony Suites, the highest-priced prod- membership is $60,000 a year and donor ben-tremendously important, including the need for uct (aside from the Moricle Society Suite – see efits include four tickets in the Moricle Societyopen-feel, high ceilings and premium finishes, below), which offered balconies and outstand- Suite, coach talks, inclusive catering, visits fromeven if they initially cost more. Weather was also ing views. Club Level and Upper Level Suites NFL players/alums, invitations to travel on teamimportant when deciding on outside club seats offered a traditional feel with sliding glass doors/ charters to away games and special arrangementswith access to a climate-controlled lounge with windows and outdoor/indoor seating. For those for basketball games. The Athletic Director fre-a view of the field. who didn’t want/need a suite, Club Tables were quents this space, helping to foster relationships. a fan favorite. The society was in place before the tower in aEMbRACE THE AbILITY TO ADJuST What’s more, Wake Forest focused on areas different end zone facility. But it was not untilBy utilizing ample time to plan the tower’s specs, not just for clients. On the technology front, the the tower suite was constructed that it thrived asthe school gauged the appetite of prospective venue is one of the most wired in the country. the highest-end space available.premium clients and changed plans according Top-notch camera angles and lighting maketo demand. “Club tables were extremely popular, the venue one desired by media and a model SPONSOR LIbERALLY, ESCALATE APPROPRIATELY Deacon Tower Pricing: Sponsorships were also opportunities to finance Type of Seating Minimum Membership Level Donation License Usage Fee Total the project. Faircloth explains, “We named the Balcony Suite* Deacon Club (any level) $47,085 $5,500 $52,585 club level, the field, main entrance and balconies; Club Level Suite* Deacon Club (any level) $35,660 $4,000 $39,660 we added value to sponsorships.” Much of the Upper Level Suite* Deacon Club (any level) $29,960 $3,500 $33,460 sponsorship and premium marketing efforts Premium Club Table* Black & Gold Society $7,730 $900 $8,630 focused on one-on-one meetings, complimented Club Seat Scholarship Club $1,100 $150 $1,250 *If a client is interested in sharing a suite or premium club table, he/she may do so with up to three other by virtual fly-throughs, a scaled model and individuals for a suite and one other individual for a premium club table. exceptional collateral materials. -Club Table: Indoor or Outdoor Wake Forest was, and remains, fortunate -Not included: Moricle Society Suite Pricing to have an abundant waiting list, so although -80% of the donation is tax deductible, while the license fee is not tax deductible escalation clauses were added for Deacon Tower Deacon Tower Terms: contracts, occupancy did not suffer. Moreover, 3-year 4% per year escalation of the total the donors were “prioritized” according to giving 5-year 2% per year escalation of the total level, so Wake was able to painlessly reach the 7-year 0% per year escalation of the total commitment level to move ahead with renova- 10-year 10% discount available for one-time payment in full tions and drive overall donations. [continued on page 86]20 | S E A T | | #SEATFall2011
  • 20. iNDuSTrY AND ASSociATioN NEwSThinking Inside the boxLunches that are sustainable – and surprisingly elegantu pscaling a box lunch may seem like a crazy idea – and one that’s not likely to sell. But Broich Catering & Locations in Germany has created one that is beauti-ful, sustainable and offered at a reasonable pricepoint. “The idea was to create a product that enablesus to serve a large number of guests, without los-ing sight of the sustainable aspect,” says GeorgBroich. The lunch is presented in Mason jars packedinto paperboard boxes that have been speciallymade for Broich. “The jars and boxes are idealfor the presentation of fresh food,” Broich says.“And both are important for our commitment tosustainability.” The lunch concept is called “the small menuin the box,” Broich says, and usually consistsof three or four courses, including fresh salads,main courses and any kind of dessert, plus bread.Warm main courses will be made on-site ratherthan packed in advance. Broich sells lunches in boxes for about $25each. “For this catering concept, we don’t need abig effort in transport or logistics,” says Broich. Every portion of the meal is served from Mason jars packed into specially made paperboard boxes with bread or a roll. It’s a quick way to serve“And the personal effort, for example for cooks an elegant lunch to large numbers of people.or waiters, is also very low. Compared with ourusual catering concepts, the lower costs enableus to create top quality for smaller budgets. Of RED bEETS TAbbOuLEH Methodcourse, the concept can be expanded in case of Created by Christian Willrich, executive chef Heat up the broth and let the bulgur simmer inbigger budgets.” of Broich Catering & Locations this for 2 minutes. Then move it off the stove and Generally, the boxes and jars are picked up let soak for 25 the catering company after the meal is con- 4 servingssumed, although clients can pay to keep them if Wash the vegetables, fruits and herbs. Peel thethey like. For stadium use, retrieval of the lunch Ingredients shallots and cut them small. Halve the celerycontainers would be relatively easy. 1/4 cup vegetable broth stalks lengthways and cut them up into thin Broich says the lunchboxes have been very 150 g (1/3 lb) bulgur slices. Remove the stem from the fennel. Halvesuccessful for large events with a tight timeline 150 g (1/3 lb) celery the apples and core them. Cut the fennel andand not much space for food prep. For several 150 g (1/3 lb) fennel apple into small cubes. Mix shallots, celery, applelarge conferences, the client ordered 1,600 1 apple and fennel pieces together.lunchboxes, and the response from attendees— 250 g (about 1/2 lb) red beetsand the client—was positive. The lunchboxes are 2 shallots Peel and cube the red beets, then season with saltdesigned as an option for conferences, exhibi- salt and pepper to taste and pepper.tions and tradeshows, but Broich also makes 2 bundles of mixed herbsthem available for drop-off in the area near its 2 Tbsp nut oil Shake the herbs dry, cut them fine and mix themcommissary. juice of a lime with the nut oil and lime juice. Fold this into the “The lunchboxes have become a desired cater- vegetable-apple mix, then salt and pepper. Folding tool for our customers,” Broich says. “They the red beets into the mix just before service, soare easy to handle, and for green meetings, they won’t dye the other ingredients too much.especially, they are the ideal presentation tool forfresh food.” – Linda Picone, Editor, Catersource Magazine Catersource magazine is an award-winning B2B resource for foodservice professionals. Turn to Ca- tersource to help you work smarter and be more creative with your foodservice presentations, menus and displays. The Catersource Conference & Tradeshow will be held February 26-29, 2012 at Caesars Palace in Las Vegas, NV and features 100+ educational sessions, contests, events and access to 1,000+ industry vendors, all to inspire you to stay fresh in your catering and event concepts. Find out more at | S E A T | | #SEATFall2011
  • 21. “ If you’ve never been to a Catersource Conference, you simply don’t know “ what you’re missing! Bill Pannhoff, Owner B&B Catering & Events, Spring Lake Park, NC NICA National Ice Carving A S S O C I A T I O N Reg Exciting Education cod ister e a with ls Gain access to 100+ educational sessions and demos to keep your business ahead of the curve and ahead of the SAV and d12 competition. E$ 50! This year’s exciting lineup of speakers includes: Andrew Zimmern Bradley Ogden Mike Mills Meryl Snow incrEdiblE EvEntsideas in Attend one of the many optional events and see new action! Be motivated by a fun atmosphere and sample food and beverage products you can use in your own events: • Welcome Reception • CATIE/Spotlight Awards • Xperience Lunch • Pitmaster BBQ Dinner • Wedding Luncheon • Trends with Tutera • PURE Sensation! • “Out of the Box” Lunch EnErgizing tradEshow The industry’s only catering-specific tradeshow puts thousands of food, equipment, product and service resources right at your fingertips! • Find thousands of ideas, products and services in one place at one time. • Meet with 900+ vendors face-to-face • Test new products and software before you buy • Discover new suppliers for the latest in buffet and tabletop ideas, linens, china, displays.. • And there’s so much more! NICA National Ice Carving A S S O C I A T I O Nlearn more and register at NICA National Ice Carving A S S O C I A T I O N
  • 22. oN ALSD.coMALSD on Location: Austin, TXOn the Road with Karyl Henry and the Oklahoma State CowboysE arlier this fall, SEAT Editor Jared Frank followed ALSD member Karyl Henry, Director of Premium Services for POSSE at Oklahoma State University to Austin,Texas for a Big 12 showdown between theOSU Cowboys and the Texas Longhorns. Theobjective was simple: research the away game ex-perience of the OSU faithful. Below are some ofthe highlights from the running diary of Jared’sexperience. To view the diary in its entirety andadditional photos, visit Let’s pick things up Friday night, the nightbefore game day… Karyl and Pam Stubbs, Director of Chapter Relations, Oklahoma State University Alumni Association (OSUAA) are on-hand to greet OSU donors,8:07PM alumni, player families and fans of all ages.The “official party headquarters” for Cowboyfans starting at 6:00pm Friday is the Blind PigPub. It is a sea of orange. The party, already acouple hours deep, is, by my estimation, a steadytide of 400-500 cowboys and cowgirls.8:10PMNot sure if the OSU “freebies” are the magnetsattracting the cowpoke nation, but anythingbranded with OSU mascot Pistol Pete is sureto go quickly. Included in the swag given awayare the now famous stickers. “This year westarted giving away these little stickers,” Karylexplains as she shows one to me. “You wouldthink we’re giving away pieces of gold. Our fansthink it’s the greatest thing in the world to get It’s Road Rally time – OSU’s “traveling home field advantage.” Enveloping the northwest corner of Darrell K. Royal Memorial Stadium near Gatetheir sticker. They love these things.” Within 30 7, a crowd of 500+ is cheering loudly to welcome the OSU Cowboy football team and coaches.minutes, all 200 stickers are gone. “Give him a sticker,” shouts one of my new of the most anticipated moments of the bowl 6:00PMOSU friends. “He’s gotta have a sticker.” I will game experience. Typically held in the team ho- I avoided the sun and the Pokes avoided thewear my OSU POSSE star proudly the entire tel lobby instead of at the venue, crowds number trap. Final score: OSU 38 UT 26. There wereweekend. It is my orange badge of courage. not in the hundreds but in the thousands, in- lots of points and lots of performances of the cluding at last year’s Alamo Bowl where a posse Waving Song, another OSU tradition, after of over 3,000 fans crammed into the lobby and Cowboy touchdowns.SATuRDAY: GAME DAY… three floors looking down on the lobby to send the Cowboys off to a 36-10 victory over Ari-12:20PM zona. “I walked through the lobby with [Head] Also on we go. Sporting my newly purchased Coach [Mike] Gundy, and you could tell he was • Daily industry and association news updatesvintage T-shirt featuring the scowling Pistol in awe of the crowd,” Karyl remembers. “He • ALSD Conference updatesPete, I’m off to the tailgate. It’s time to turn the stopped numerous times to turn and wave at the • Additional member questions and complete answersheat up. crowd. It was really awesome, and honestly gave The OSU pep band, spirit squad and Pistol me the chills.” Plus: ALSD members can read this issue of SEAT as well asPete mascot are on-hand for every rally as well. archived issues anytime online at of these cheer leaders energize fans with 1:30PMchants and fight songs as they wait for the team Meanwhile back at the Blind Pig, a BBQ lunchbuses to arrive. “The Road Rally would not be is being served to another 500 Cowboy fans. Forthe same without them,” states Karyl. those without tickets to the game, the watch The Road Rally has also quickly become one party is the next best place to be.24 | S E A T | | #SEATFall2011
  • 23. InduSTry And ASSocIATIon nEwS: ALSd MEMbEr HIgHLIgHTA Conversation with Patrick DuffySenior Vice President of Corporate Sales & Executive SuitesTampa Bay LightningBy Jared Frank, Editor, SEAT MagazineI t’s not hard to find a pulse on Patrick Duffy SEAT: What do you enjoy doing outside of sell- these days. Supported by an updated world- ing sports and entertainment? class arena, an excited cadence for selling Duffy: All of us working in the sports industry sports and entertainment beats discernibly know the amount of time and hours it takes up,in his voice. Speaking with Patrick the morn- so away from work centers around the family foring after Opening Night for the Tampa Bay me. I have three daughters that keep me ratherLightning (an 11-goal shootout) in their newly busy. So I enjoy just spending time with them.renovated home, St. Pete Times Forum, this I play some soccer and hockey when I have theLong Island native and proud father of three free time, but for the most part, it’s hanging outdaughters shares with SEAT how he keeps his with the family.finger on the rhythm of Tampa Bay and how hisbuilding is delivering ROI to the marketplace. SEAT: Is there one piece of advice that sticks Whether it’s a revenue target or a pickup out above the others that you can provide ourhockey game in his spare time, Patrick lives with younger readers who are sitting where you oncehigh expectations for success. Learn why for this did?sales ace, that means learning before selling. Duffy: One thing that I’ve found helpful to be successful and the easiest path of entry into the sports industry is through the sales side of theSEAT: So how’d it go last night? You must’ve business. Teams are more open to hiring you ifsurvived if we’re talking today. there’s a revenue target and expectation tied toDuffy: It was amazing. We’re really happy today. you. From that point on, once you get your footA lot of time, effort and energy went into last in the door, it’s on you to let your work ethicnight. To think about it now, it’s amazing how shine.much was pulled off in such a short amount I’ve been lucky enough in my career throughof time. And feedback from all the fans was sales success and some autonomy that’s beentremendous. Obviously, we have a few minor “Really listening to everyone given to me to continue to grow my career.things we want to improve upon, but for themost part, everything was awesome. you’re meeting with and SEAT: What advice do you have for your fellow getting to know them and sales managers right now, a time when teams areSEAT: Was there anything you were anxious being told “no” more than ever before?about last night? And how did that end up for what their wants and needs Duffy: From our end, it’s continuing to keepyou? are is a must… Objective your finger on the pulse of the marketplace.Duffy: The number one thing that we were Really listening to everyone you’re meeting withconcerned about coming into the opener was the analysis is critical. Going in and getting to know them and what their wantsfact that our west entry, which feeds about 90% and needs are is a must as is being creative andof the building as far as ingress goes, is still un- and learning before selling willing to customize a package that fits theirder construction. Without that being completed, has helped us and led to needs as opposed to force-feeding somethingit’s a challenge to get 20,000 people into the to someone that might not necessarily fit theirbuilding. All things considered, we got every- success.” objectives. Objective analysis is critical. Goingbody in quickly and safely. We got the word out in and learning before selling has helped us andfor fans to arrive early. And they did. led to success. From my career path standpoint, after I We’ve been open to things. If a prospectSEAT: What has your career path been to get to received my MBA from Florida State University, sounds like more of a sponsorship opportunity,this point in your professional life? What stops I worked with the New York Islanders for a few we can speak to that. If it’s more of a hospital-and highlights along the way have most molded seasons. I’m actually from Long Island New ity opportunity, we can speak to that too. A lotwho you are today? York and grew up a New York Islanders fan, so of times it’s a mixture of both. We’re trying toDuffy: This season will be my tenth year here to work for the franchise was definitely exciting. come up with a plan that allows people to mea-with the Lightning. When I got here, from a From there, I made my way down here to Tampa sure their ROI, which we’re finding everybodystandings standpoint, we weren’t one of the best which was nice to get out of that cold weather wants to do these days.teams in the league. After a few years, we were in the Northeast. I have family in Florida and, COMING UP NEXT:able to ascend all the way to the Stanley Cup obviously, went to school here as well. So it was LIGHTNING STRIKES INin 2004. That certainly stands out as one of the an easy transition. PATRICK’S ARENA…highlights of my career. It was a lot of fun to be LITERALLYa part of.26 | S E A T | | #SEATFall2011
  • 25. InduSTry And ASSocIATIon nEwS: ALSd MEMbEr VEnuE HIgHLIgHTReintroducing the Renovated St. Pete Times Forum:Where Lightning Strikes Inside the Building… LiterallyVeering between Taylor Swift concerts, Disney on Ice and Lightning hockey, the newly renovated St. Pete TimesForum provides an all-inclusive, world-class experience to the Tampa Bay marketplace.By Jared Frank, Editor, SEAT MagazineF rom Day 1 of Jeff Vinik’s tenure as owner into the concourse, they are greeted by brand new INDOOR LIGHTNING BOLTS of the Tampa Bay Lightning, the mantra, carpet, artwork and concessions. Once they make One of the final in-game experiences to be added rallying the organization together, has their way to their seats, they find brand new, cush- is one of the most unique in the entire venue been heard loud and clear – to create a ioned thrones complete with cup holders (by the marketplace – indoor lightning. “We thought a lotworld-class experience for the entire Tampa fans’ requests), beckoning them to sit down and about the concept,” states Duffy. “It was [CEO]Bay community. For Vinik and the Lightning, relax. But not for long. Because when they look Tod [Leiweke] who threw out the grand notion ofa world-class experience starts with world-class around the bowl, they see a new pipe organ and having lightning inside the building.”personnel. Soon after acquiring the team on two Telsa coils shooting lightning bolts in every Now hanging from the rafters of the St. PeteMarch 3, 2010, Vinik hired Hall of Famer Steve direction, charging fans to stand up and cheer. Times Forum are two of the world’s largestYzerman as his Vice President and General “It’s amazing what this $40 million renovation has Tesla coils, one in each end zone. Each Tesla coilManager and Tod Leiweke as Chief Executive done,” exclaims Patrick Duffy, Senior Vice Presi- shoots lightning bolts (volts of electricity) 25Officer of Tampa Bay Sports & Entertainment. dent of Corporate Sales & Executive Suites for the feet in every direction. To ensure the safety ofWith the primary objective of cultivating a Lightning. “It’s hard to look around the building indoor lightning, the organization hired a con-culture committed to giving back to the com- and find something that hasn’t changed. It’s really sultant, who had done similar work in a numbermunity, next came the thunderous announce- a totally new experience.” of movies, to create the Tesla coils.ment of a $40 million, 100% privately-financed Throughout the entire concourse, the experi-transformation to the publically-owned St. Pete ence has been remodeled in partnership with A REvERSE MIGRATIONTimes Forum. As stated on Lightning market- the Tampa History Museum to give the whole Because the Lightning wanted every fan to seeing collateral promoting the transformation, building a sense of place. “Before the renova- the value of the upgrades at the arena, some greatclearly, the organization was “ALL IN.” tion, you didn’t necessarily know if you were in amenities for terrace level (300 level) ticket hold- Pittsburgh or Atlanta or another city,” Duffy ex- ers were created. As Duffy explains, “We wantedWHAT CAN $40 MILLION BUY THESE DAYS? plains. “So now when you come into our venue, to make our experience impactful for every fanOpening Night of the transformed St. Pete Times you see a lot of imagery tied to the history of coming into the building. We didn’t want toForum was October 17, an exciting 11-goal game the Tampa Bay area as well as pictures of the center all of our operations or amenities on justwith the Florida Panthers. But the excitement team from our Stanley Cup days. That sense of premium areas.” In response to this approach, thestarted long before the goals were netted and the place was a big focus and really tied the building Bud Light Party Deck as well as Between the Pipesfinal horn blew, when fans first set foot through together well.” are both now found on the terrace level.the arena’s entryways. From the minute fans arrive The Bud Light Party Deck is one of the mostBetween the Pipes: The new organ has five keyboards, 63 pipes and is plugged into a 300-speaker sound system. It will play a significant role during the in-game experience at Lightning games.28 | S E A T | | #SEATFall2011
  • 26. John Platter John Platter John Platter John Platter Wine Guide 2011 Wine Guide 2011 Wine Guide 2011 Wine Guide 2011 4½ stars for 4 stars for 4 stars for 4 stars for vintage 2008 vintage 2009 vintage 2009 vintage 2008 John PlatterWine Guide 2011 5 stars for vintage 2007
  • 27. InduSTry And ASSocIATIon nEwS: ALSd MEMbEr VEnuE HIgHLIgHTExtreme Makeover: Suites were renovated with new furniture, unique features of the renovation. Taking advan- installed, replacing old chafing dishes. After look-HD TVs and induction burners. To increase square-footage, more tage of the warm winter season in Florida, it’s an ing at some best practices stemming from newthan 70 private bathrooms were replaced with eight hallway 11,000-square-foot outdoor space overlooking facilities, bathrooms were taken out – admittedly arestrooms. downtown Tampa. The deck opens when the tough decision for the organization – allowing ad- doors open to the building, and it remains open ditional square-footage in each suite for network- postgame for a continued social experience. ing and entertaining. Two sections of seats were knocked out to Additionally, after listening to suite owner create Between the Pipes. The pipe organ sits feedback, a private entry and a lounge space was up 20 feet in the air and is flanked by a bar and created for the venue’s highest-end customers, standing-room-only areas. The area, presented a networking opportunity previously unavail- by Coors Light, brings down the capacity of able to them. “We heard from a lot of our suite the St. Pete Times Forum, but only slightly. owners that they love the experience, but the And with the possibility for temporary seats for ability to network and drive more ROI wasn’t certain events to be added, potential capacity for there,” Duffy says. “They didn’t have the ability the building remains virtually at the same num- to interact with each other.” ber as before the renovation – just under 20,000 Hall of Famer Phil Esposito, who played 18 for hockey and 21,500 for concerts. And further, NHL seasons for the Blackhawks, Bruins and those seats lost by the addition of Between the Rangers and co-founded the Lightning, mixes Pipes are located in the south end zone, which and mingles with suite owners and their guests are located backstage for most concerts. before nearly every game. Duffy has also had the The Lightning have witnessed a reverse luxury of bringing Esposito out to some sales migration in the arena due to the new 300 level meetings. “Anyone who’s had the pleasure of amenities. “Our terrace seat holders used to meeting Phil knows he’s got a new story everyThe Sure Sign of a Good Time: With its five concession stands, come downstairs to get all their food and bever- night,” states Duffy. “He’s a classic. We’re luckydrink bars, great views of downtown Tampa Bay and visits from age because there was a lack of amenities up to have him on board.”Lightning owner Jeff Vinik (pictured here on the right), the there,” observes Duffy. “Now we see some of our St. Pete Times Forum now has 69 suites11,000-square-foot outdoor Bud Light Party Deck is certain to be seat holders in the lower level actually want- all-together, down from 82 prior to the renova-a fan favorite. ing to go upstairs to have a beer out in the Bud tion. In place of eight suites blown out of the Party Deck or Between the Pipes.” lower level, view corridors with common area spaces were created in each of the four corner THE SUITE PERSPECTIvE entryways of the building, allowing the arena To take the suites at the St. Pete Times Forum to have connections between the concourse, the from 1996 to 2011, every one of them was gutted bowl and the ice – an idea inspired by the Xcel and, essentially, made brand new. New seats were Energy Center, home of the Minnesota Wild. added as were HD TVs. Induction burners were “[The view corridors] are one of the hot places30 | S E A T | | #SEATFall2011
  • 28. InduSTry And ASSocIATIon nEwS: ALSd MEMbEr VEnuE HIgHLIgHT 1,000-seat, all-inclusive PNC Bank Club. In addition to the PNC Bank Club, St. Pete Times Forum has the XO Club which is inclusive to seat holders in the first two rows of the arena. The XO Club is also all-inclusive food and beverage, including beer, wine, soda and a full liquor bar. Also as part of the renovation, the restaurant attached to the club level was completely refur- bished. What used to be two separate 150-per- son restaurant concepts side-by-side is now one 300-person restaurant with a wide array of cuisine with Tampa flair.The Gift That Keeps Giving: To celebrate its new logo, the in the building,” Duffy says. “We have a lot ofLightning gave all seat holders a new jersey. Embedded in each people congregating there, having a beer and WHAT’S NEXTjersey is a micro-chip that provides 35% off of retail and 25% off of talking with one another.” Another reason suite A challenge for the Lightning on Openingconcessions. capacity is down post-renovation is due to the Night was the fact that building renovations combination of six separate individual suites into are not finished. Due to be completed in the three 40-person super suites. next month is a grand, new main entry into the Through the execution of their Executive building which will also house a completely Suite Strategic Plan, the Lightning have more restyled and more user-friendly box office and than tripled their all-inclusive suite sales during large retail footprint, a component never before the offseason as well as brought a considerable incorporated into the St. Pete Times Forum. amount of suite-shares into the building. “Our Also moving forward, the arena has some biggest focal point now is to push heavily into great shows coming soon, including Taylor Swift our rental mode,” says Duffy. “We look to culti- and Andrea Bocelli. “Despite the construction, vate those prospects into our all-inclusive buyers we’ve been able to not miss a beat here and of the future.” keep things going on the show front as well,” Duffy says. Whether it’s a world-class concert or ALL-INCLUSIvE BUT NOT UNLIMITED world-class hockey, on the heels of the $40 mil- Suites at the St. Pete Times Forum are all-in- lion transformation, the St. Pete Times Forum clusive which means they come with all hockey provides a world-class experience for all. # games plus all other events at the arena. Obvi- ously, Lightning hockey is the main product, Want to network with Patrick? but the concerts and other high-end shows are Here Is His Business Card: also big features. So the all-inclusive component Patrick Duffy really sets the facility apart from others in the Tampa Bay Lightning marketplace. Senior Vice President of Corporate Sales & Executive Suites Incorporated into the all-inclusive suites is (O): 813.301.6525 a points system, where all suite leases include X-amount of points towards food and beverage. St. Pete Times Forum The system allows suite owners to customize 401 Channelside Drive their dining experience on a nightly basis. “We Tampa, FL 33602 found from this market that [all-inclusive foodLightning Strike: 25-foot bolts spark from two Tesla coils and beverage] has always been a hot button,”(named for 19th Century inventor Nikola Tesla), the world’s largest recalls Duffy. “So we transferred that type of feelpermanent installation. into the suites. It’s not unlimited, but it certainly gives you a good base. And [suite owners] can go into a lease not worrying about what that secondary cost will be on top of the price that is first quoted.”COMING UP NEXT:THE vENUES OF PREMIUM DINING#ALSD2012: BE A PART The organization has signed some key partnershipsOF THE COMMUNITY in some of its dining areas, including the featured32 | S E A T | | #SEATFall2011
  • 29. THE STADIUMBUSINESSSUMMIT 201214-16 MAYTURIN, ITALYTheStadiumBusiness Summit is the definitivemeeting of the global stadium sector.For our 2012 edition, the owners, operators anddevelopers of the world’s leading stadiums, arenasand major sport venues will gather in Turin, Italy –home of the new Juventus Stadium (known locally as‘the stadium that is changing football’).Hosted in Turin’s beautiful Museo dell’Automobile(the National Car Museum), held in partnership withglobal football giant Juventus FC, and supported bythe industry’s leading backers, TheStadiumBusinessSummit will explore the critical issues facing thestadium sector in 2012, and beyond. FURTHER INFORMATION, LATEST EVENT UPDATES AND ONLINE REGISTRATION AT:FULL PROGRAMME, LATEST EVENT UPDATES AND ONLINE WWW.STADIUMBUSINESSSUMMIT.COMREGISTRATION AT: Sponsors and Partners:
  • 30. Introducing ALSD’s 2012 Conference ThemeThe Community. Be part of it.Associaton of Luxury Suite DirectorsConference and Tradeshow 2012Minneapolis, MNSaturday, June 30 – Tuesday, July 3, 2012*Note new show pattern: Saturday-Tuesday, as the July 4th holiday falls on Wednesday A LSD members and conference attendees truly make REgiSTRATion oPTionS: up a community. In 2012, ALSD will focus on (See Full Attendee Registration Form on page 37) our community, offering interaction, roundtables, For additional registration information, visit or participatory-learning and relationship building. contact: We are bringing networking to the classroom because we learn most effectively when exchanging information with likeminded For Attendees: individuals. Join the conversation and the community in Min- Amanda Verhoff neapolis in 2012. Email: Phone: 513-674-0555 x104 For Exhibitors or Sponsors: The more we change, the more we stay the same: Dene Shiels ALSD will still hold League Day, this year on Sunday, July 1. Email: Phone: 513-674-0555 x103 ALSD will hold general sessions for tracks such as Sales, Service, F&B and IT on Monday, July 2 and Tuesday, July 3. Scott Hinzman Email: ALSD will hold Exhibit Hall hours and receptions on Phone: 513-674-0555 x101 Saturday, June 30 – Monday, July 2. ALSD will hold its renowned venue tours. See the following WhERE iS ThE CoMMuniTy STAying duRing pages for details. ThE 2012 ALSd ConfEREnCE? The Hotel Reservation Webpage and Telephone Line Is Now Open! Website: “The uniqueness of an association show is that it HHH-ASD-20120628/index.jhtml?WT.mc_id=POG brings a community together and gives access to Telephone Number: a targeted audience.” 1-888-933-5363 – Amy Ledoux, Hotel Address: Senior Vice President of Meetings and Expositions Hilton Minneapolis American Society of Association Executives 1001 Marquette Avenue South Minneapolis, MN 55403-2440 Group Name: ALSD or Association of Luxury Suite Directors Annual Meeting Group Rate: $155/night Dates you can book: Thursday, June 28 – Wednesday, July 4, 2012 Conference Dates: Saturday, June 30 – Tuesday, July 3, 201234 | S E A T | | #SEATFall2011
  • 31. MoRE ConfEREnCE nEWS on ALSd.CoM : WWW.ALSd.CoM/ ConTEnT/ConfEREnCE2012 BRingS ALSd ATTEndEES VALuE AndEnTERTAinMEnTConsider this: • Minneapolis’ location in the middle of the country means easy and inexpensive travel plans • Annual summer events in Minneapolis correspond with conference dates • Never been to Minneapolis before? It is an ideal pre- or post-conference family vacation destination • The sleeping rooms at the Minneapolis Hilton are what ALSD attendees expect and are more affordableAnd… • Most importantly: Minneapolis is home to some of the most state-of-the-art sports venues for you to tourSATuRdAy, JunE 30, 2012XCEL EnERgyCEnTERHome of the Minnesota WildTouted as a model venue for other NHL clubsIn 2004, Xcel Energy Center was named by ESPN as thebest overall sports venue in the U.S. #SEATFall2011 | | S E A T | 35
  • 32. SundAy, JuLy 1, 2012 TCf BAnk STAdiuM Home of University of Minnesota Football Referred to as “The Bank” or “The Gopher Hole” Despite a reasonable total cost of $288.5 million, TCF Bank Stadium didn’t skimp on unique amenities like furniture with the fight song embroidered into it. MondAy, JuLy 2, 2012 TARgET fiELd Home of the Minnesota Twins Baseball Club Completed with a Tradition Wall, where fans’ inscriptions were installed during construction ESPN: The Magazine rated Target Field the Number One stadium experience in North American professional sports.36 | S E A T | | #SEATFall2011
  • 33. the 22nd Annual AlSd Conference & tradeshow June 30 – July 3, 2012 Minneapolis Hilton Minneapolis, Mn RegiStRAtion FoRM Registration fees include all seminars, course materials, venue tours, and hospitality receptions. pRiCing: no. of Attendees Attendee Sign-up november 1, 2011 – december 31, 2012 Please complete a registration form for each attendee. First ALSD Member $700 _____ Payment information only needed once if paying for all Add’l ALSD Member $650 _____ attendees from a team/company. Non-ALSD Member $800 _____ January 1, 2012 – March 16, 2012 CAnCellAtion First ALSD Member $750 _____ Thirty (30) or more days before show: 75% refund. Less Add’l ALSD Member $700 _____ than thirty (30) days before show: Credit for following Non-ALSD Member $850 _____ year’s show; no monetary refund. March 16, 2012 – AlSd Conference First ALSD Member $800 _____ Organization ___________________________________________ Add’l ALSD Member $750 _____ Non-ALSD Member  $900 _____ First Name _____________________________________________ AlSd guest/Spouse program: Extra credentials are $200 each and will grant Last Name ______________________________________________ guest(s) access to all tours and receptions. Kids under the age of 14 are free. Guest/Spouse $200 _____ Title ___________________________________________________ Guest Name: _________________________________________________________ Address ________________________________________________ City____________________________________________________ Total: $_______ State _____________Zip Code______________________________ Phone _________________________________________________ pAYMent Cell Phone ______________________________________________ Payment Information: ___ Yes, I would like text messages during the ALSD Conference ___ American Express ___ Discover ___ Mastercard ___ Visa *ALSD will have an opt-in Text Program. Texted updates/informa- Card Number: _____________________________________________________ tion sent to your cell phone (Ex. "ALSD buses depart 5:00 p.m for Exp. Date: ____________________________________________ Venue Tour" or "2:30 Sales Session moved to Conference Room Cardholder Name: _____________________________________ #2") Cardholder Signature: __________________________________ E-mail __________________________________________ League o College ___ Check made payable to: ALSD or Association of Luxury Suite Directors o NFL o Minor League o NBA o Racing Host Hotel information: Reservations: o NHL o F&B Hilton Minneapolis Group Name: ALSD or Association of Luxury Suite o MLB o IT 1001 Marquette Avenue Directors Annual Meeting o Soccer o Other: ______ Minneapolis, MN 55403 1-888-933-5363 Group Rate: $155/night Member: oYes o No o I would like to sign up for membership; send materials Fax, e-mail or Mail form to: Amanda Verhoff ALSD 10017 McKelvey Road, Cincinnati, OH 45231 E: P: 513-674-0555 x104 F: 513-674-05772012registationa.indd 1 #SEATFall2011 | | S E A T | 37 11/15/11 1:33 PM
  • 34. TableT Technology: The new FacTor WoWIn recent months, stories of marketers, sponsorship departments, and even players and coachesusing the suddenly trendy devices to improve performance and modernize business practiceshave begun to make the rounds. And not surprisingly, for premium seating sales and service,it all starts in Silicon Valley.By Emily Miller Huddell, SVP of Client Sales & Service, Turnkey Sports M any of today’s professional sports teams view ubiquitous iPad tablet eventually won him over, and with the tablet technology as an asset with organization- 49ers assistance, his group was able to create a program that wide benefits. To gauge this technology’s merges Apple’s hardware and Channel 1’s technology to show- potential impact on premium seating, we case the new facility’s club seat inventory in a dynamic, visually turned to Silicon Valley and the San Francisco 49ers. Our aim appealing environment. was simple: to learn more from an organization whose club The program they’ve developed is sleek and simple to seat sales and service teams have already adapted to a world in manipulate and contains everything from parking maps and which flat touchscreen devices are the new tools of the trade. travel time estimates to a “transformation gallery” highlighting key features of the new facility. It also features an interactive new FaciliTy, new approach calculator that helps potential club seat buyers estimate financ- From a premium standpoint, the 49ers are a prime example ing costs and figures in real-time, taking seat location into of a club leveraging tablet technology to create a superior consideration. customer experience and take premium seat marketing to the After six weeks of testing the platform with current next level. premium seat holders, the 49ers are thrilled with the results. “It adds a ‘wow’ factor to the presentation,” says Greg Kish, 49ers New Stadium Sales Manager. “Every single person we wanted to be able to take our exact preview we’ve presented this to has said ‘wow.’ It’s the one word out of everybody’s mouth.” center presentation out on the road. it’s better than Kish and his colleagues are confident that that very ‘wow’ selling on paper, [and] it helps with the budget. factor, combined with the application’s intuitive design, will entice customers and result directly in on-the-spot sales when –greg Kish, legends premium Sales the club’s outbound marketing campaign begins. “Because of the way the application flows,” he says, “it’s very easy to ‘get to yes’ without missing a beat.” The 49ers are also pleased with the level of efficiency their Currently on schedule to open a new stadium in Santa new approach brings to the sales process. Since the Channel 1 Clara in 2015, the Niners are slated to kickoff their initial club presentation can be presented on both tablets and traditional seat sales campaign in early 2012. In advance of that campaign, computers, it can be accessed from anywhere and distributed their staff (including a consulting team from Legends Pre- digitally. This in turn frees sales reps from having to mail bro- mium Sales) made the decision to allocate a portion of their chures to the best leads, enabling them to cast a wider net (at marketing budget to the development of a customized, interac- a significantly lower cost). “We’re not naïve enough to think tive premium sales tablet application. that every season ticket holder is going to be able to come to For this, they turned to Channel 1 Media Solutions, a our preview center, so we wanted to be able to take our exact digital marketing agency with extensive experience in sports preview center presentation out on the road,” says Kish. “It’s and entertainment. better than selling on paper, [and] it helps with the budget.” Evan Karasick, President of Channel 1, was by no means an Additionally, the presentation is easy to self-navigate, less- early adopter of tablet technology. “Initially, I did not believe ening the need to extensively train sales reps and enabling the that tablets were anything more than a gimmick, as a lot of team’s initial points-of-contact to re-present the presentation people may have,” he says. However, the simplicity of Apple’s to other decision-makers in their group (spouses, colleagues,38 | S E A T | | #SEATFall2011
  • 35. etc.), either by accessing it online or utilizing a flash drivegiven to them by a member of the 49ers staff. Says DustinVicari, Sales Manager at Legends Premium Sales, this methodis “probably the closest you can get” to having a salespersonpersonally follow up with every single decision-maker involvedin approving a single seat purchase. If a customer is ready to purchase a club seat after seeing theNiners presentation, the application can begin the purchaseprocess on the spot by generating a contract. To execute, the The Wow Factor: Greg Kish explains the response thus far to their tablet presentations: “Every single person we’ve presentedcustomer simply enters his/her credit card data and electronic this to has said ‘wow.’ It’s the one word out of everybody’s mouth.” signature in the application; then, he or she receives a copy ofthe executed paperwork via email. The team readily admits that being in the San Franciscomarket hasn’t hindered the platform’s appeal. Vicari notes thatlocals are already accustomed to using tablets to order food inrestaurants and make other transactions, conceding that “thismarket is very different than some of the other markets aroundthe country.” However, both he and Kish think the successfuluse of tablets in the sports business shouldn’t be limited to justthe Silicon Valley. Says Kish, “I think any market, regardless ofhow tech-savvy the market is, can absolutely utilize and benefitfrom [this technology].”oK, buT… will iT worK For Me?Assuming your customers don’t all live in the Bay Area, thefollowing are a few of the biggest universal benefits of tablettechnology that hold true no matter what you (or your custom-ers’) degree of technological know-how happens to be.DeSignThanks to Steve Jobs’ obsession with design, the iPad hassomething going for it that most other hardware lacks – it’sincredibly intuitive and easy to use (case and point: Kish’s two-year-old daughter can already use his iPad). As all develop-ers and sales teams know, the easier something is to use, the Where Do I Sign?: The 49ers are confident their tablet presentations will result in on-the-spot sales when they begin theirmore likely it is to be adopted. As such, this trait is one of the outbound club seat sales campaign in early 2012. most obvious benefits for teams using iPads and other tablettechnology to showcase products: consumers actually enjoyinterfacing with the devices’ applications, and, by extension, aremore receptive to whatever is being ‘pitched.’ More iT DiViSion newS on alSD.coM :FreShneSS & porTabiliTy www.alSD.coM/Another significant plus of tablet technology is its ability to conTenT/iT-DiViSionbe updated and enhanced quickly and easily. Paper collateral #SEATFall2011 | | S E A T | 39
  • 36. and team- or league-run websites take time to update, but tablet technology can be tweaked at a moment’s notice. This enables teams to continually upgrade and improve their tablet applications, and reduces the likelihood that they’ll get stuck with boxes of obsolete brochures or DVDs when their sales goals change. “We’ve made weekly tweaks to [our] presentation over the past month or so,” confirms Vicari, adding that such changes would take weeks or months in a ‘hard’ format like print. Additionally, the units are light and portable, which reduces transport and shipping hassles and allows for cleaner on-site presentations. “[Customers] aren’t sitting across from you with a bunch of scattered papers,” says Kish; rather “they’re really interacting with you.” In Vogue: The psychological perception that tablets are fashionable at the moment entices fans to want to fill out team surveys on the devices. In the process, teams are DaTa collecTion capabiliTy adding valuable customer information to their databases. Tablets provide their owners many opportunities to collect data easily and painlessly from leads, both overtly and on the back end. On the customer-facing side, tablets can gather form data and survey responses from leads through fun, interactive pro- grams. This data can then be imported directly into the team’s database, lessening the need for collection of paper ‘enter to win’ slips and other ‘hard’ forms. From a payment standpoint, small credit card swipe devices (such as the Square Card Reader) can be attached to most tablets as well, allowing teams to actually process transactions on the spot if desired. On the back end, teams have the ability to collect analytic data indicating how long visitors stay on certain pages, thereby informing themselves with hard data about what content customers find especially compelling. The “hip” FacTor Tablets (especially iPads) are currently perceived as being extremely cool. If you’ve been to an Apple Store recently, you know what we’re talking about. The store’s design is clean and appealing (much like the iPad), and the vibe is undeniably hip – so much so, in fact, that Cosmopolitan magazine actually featured the Apple Store by name in an article detailing the best places to meet Cosmo-approved men. Will It Work For Me?: Greg Kish believes tablet presentations will work anywhere: “I think any market, regardless of how tech-savvy the market is, can absolutely utilize and The takeaway here is simple: cool people use iPads. Do benefit from [this technology].” teams’ fans want to be cool? Absolutely, which makes motivat- ing them to interface with iPads (and submit valuable personalMore TableT newS data when doing so) an incredibly easy task.on alSD.coM:FulhaM Fc MoniTorS SounDS greaT – where Do i Sign?crowD conTrol Umm… not so fast. Though tablets are chock-full of benefitswireleSSly wiTh and neat features, here are a few hurdles teams might encoun-TableTS ter when evaluating this technology for their organization.40 | S E A T | | #SEATFall2011
  • 37. coSTThe majority of teams agree that digital technology will play This method is “probably the closest you can get”a significant role in the future of sales. However, the current to having a salesperson personally follow up witheconomy and resulting strain on teams’ budgets can make find-ing the capital to purchase units and develop/commission the every single decision-maker involved in approving acreation of custom applications challenging. single seat purchase.Technological burnouT – Dustin Vicari, legends premium SalesMany sports organizations have recently devoted significanttime and resources to implementing costly and complex CRMsystems and other programs. The difficulties inherent in theseimplementation processes have left some team personnel In addition, look for tablet programs to offer an increasedhesitant to adopt additional technology. They’re frustrated and array of interactive, customer-facing features. For example,wary of investing in a new system or piece of hardware until the 49ers application currently includes the aforementionedit’s been tested and proven in the market. calculator that lets potential premium seat buyers compare financing and payment options based on seat location. FutureFlaSh functionality along these lines could include an applicationA third hurdle, or perhaps more accurately, question mark, that helps customers estimate and tally other costs (parking,specifically concerns iPads and their inability to support Flash concessions, etc.), real-time weather projections for upcom-technology. Many websites are programmed using Flash. ing game days, the ability to create and view a custom-builtHowever, Apple products do not accommodate the platform, nameplate on the seat(s)/suite being considered, or actual gameresulting in headaches for iPad users. footage from the point of view of a team’s available inventory. It’s currently unclear how this issue will resolve itself. It’s Teams may also consider offering customers access to apossible that developers’ increasing use of Flash will push portal within a tablet application, through which they couldApple to reconsider their stance on the platform, but the alter- communicate with current season ticket holders in real-time ornative could also occur (i.e., developers move away from Flash access an e-commerce page where they could add merchandiseand create using systems supported by Apple). In the mean- purchases to their seat order. Another possibility may be totime, the current situation may begin to push tablet purchasers present leads with a list of sponsor offers custom-generated toto devices other than iPads. However, the extent to which that match a potential buyer’s profile.may occur remains to be seen. To infinity… and beyond! #where iS The SporTS inDuSTry heaDeD?The potential for tablet technology is truly limitless, bothwithin the premium seating vertical and beyond. Is your team considering an investment in tablet technology? In the future, expect to see the ease of integrating tablet Write to Emily at with other systems (CRM, ticketing platforms, etc.)increase significantly. Simpler integration processes will moti-vate teams to link multiple platforms, which will in turn enablereal-time communication and transactions across systems. On the premium seating side, this should allow teams tocustomize their applications to show inventory available inreal-time and sell specific seat locations and suites on the spot.“Eventually, you have to believe that this industry can get liveinventory on the iPad,” says Vicari, adding that such a systemwould be vastly preferable to “calling back to the office andsaying ‘hey, are the seats that I saw before I left still available? coMing up neXT:If they are, grab them’.” a new era coMeS “We want this to be the be-all, end-all piece,” confirms To iTaly’S Serie aKish. “We have a lot of systems in play here, and we hope thatat one point, they can all be able to talk to each other.” #SEATFall2011 | | S E A T | 41
  • 38. a new hoMe For FooTball’S “olD laDy” By opening the doors to a new stadium, Juventus FC may be opening the doors to a new era for Italy’s Serie A. Learn why Juventus Stadium is lo stadio che cambia il calico – “the stadium that is changing football.” By Ian Nuttall, Xperiology T Lo stadio che cambia il calico: he economy may be on its knees, the country’s Presi- running tracks and the signature “D” curva so beloved by Mus- The first grounds built and owned dent in the headlines for all the wrong reasons, and solini. While they have some architectural merit, these agingby a Serie A club, Juventus Stadium the cost of living rising exponentially; but Italians structures – typically owned by the local municipality or comune truly is “the stadium that is chang- ing football” in Italy. will always seek solace in two great constants in their – are unloved and underutilized. lives – food and football. With the global banking market squeezing Italy’s public fi- Italian food is always good. Italian football is always enter- nances, there are little funds to enhance, modernize or improve. taining, but as Italians themselves have demonstrated, only if Indeed, among the city mayors, there is little appetite to spend you watch it at home. For a nation so obsessed with its soccer, taxpayer’s money on facilities which themselves are seen as it’s depressing to think that actual match attendance is one of hotbeds of youth hooliganism and antisocial behavior. the lowest in Europe. Italian clubs have been in a Catch-22 descent for decades: Including the top clubs, attendance levels in Italy’s top-flight They don’t improve their stadium facilities because the fans Serie A average below 25,000 spectators – or 59% of stadium don’t come. And the fans don’t come because they don’t im- capacity. It’s simply safer, cleaner and less hassle to avoid the prove their stadium facilities. stadiums and instead watch TV, where every game is broadcast. The problem? The average age of stadiums playing host opening The Door to the country’s top league was over 65 years. Most of the Challenging this depressing status quo, Juventus FC – Italy’s structures date back to pre-WWII, and many incorporate oldest and most decorated club – opened the doors of its new42 | S E A T | | #SEATFall2011
  • 39. “compared with the former alpi home, it all adds up to an estimated 86% increase in general admission revenues, a 182% increase in overall match day revenues and a whopping 272% increase in premium seat revenues. “ Forza Juve!: Due in large part to naming rights and 3,700 premium ticket holders with access to new hospitality areas such as Club Giampiero Boniperti, match day revenues are expected to increase by €22m in the new Juventus Stadium. Style and Substance: Juventus Stadium as described by one local: “It may not be the biggest stadium. And it may not be the most expensive stadium. But it is certainly the most stylish.” #SEATFall2011 | | S E A T | 43
  • 40. JuVenTuS STaDiuM location: Turin, Italy owner/operator: Juventus FC capacity: 41,000 cost: €122m (including construction of €85m, land purchase of €25m and fit out of €12m) Key Features: No running track, intense “soccer-specific” stadium with 3,700 ouT wiTh The olD premium seats, high-end restaurants, shops and retail outlets – plus 4,000 on- The contrast with the club’s previous home could not be site parking places (a rarity in crowded European cities) greater. Built for the 1990 FIFA World Cup, the Stadio delle Alpi was rented from the city of Turin. Incorporating a running Source: Juventus FC track – which was never used for a major event – the stadium’s 67,000+ capacity was criticized for its terrible sightlines and lack of atmosphere. Home game attendance averaged less than JuVenTuS preMiuM club 30,000 most seasons. In one Coppa Italia home match against Spaces: Sampdoria in the 2001-02 season, only 237 spectators showed • Four Suites of 12-16 seats each (lower level) up. • 62 Skyboxes of 10 seats each (lower and upper level) The idea of a new stadium was initiated by the club’s board • Club Gianni e Umberto Agnelli with 312 seats (lower level) in 1994, but it was nearly a decade of disputes and acrimony • Tribuna 100 with 360 seats (lower level) before the club – armed with a plan to demolish it and build a • Club Giampiero Boniperti with 672 seats (lower level) new home – purchased the stadium site from the city in 2003 • Club Omar Sivori with 1,603 spaces (upper level) for €25m. Services: high DeSign • Tickets to every home game Construction on the €120m project began in early 2009. • Best seats on centre-line, lower bowl Respected architects Gino Zavanella and Hernando Suarez • Hospitality catering with Piedmont cuisine and stylish restaurants, bars and collaborated on the design. Given the club’s historic connection lounges. with the Agnelli family dynasty (the founders of Fiat and Ita- • Cinema seating (many with built-in video screens) ly’s most famous industrialists), it is fitting that the renowned • Reserved packing and VIP ingress automotive design houses of Pininfarina and Giugiaro were • Dedicated account manager also used to add some “bling” to the interiors and exteriors. prices*: The stadium is sunk into the site of the former Olympic- • Skyboxes: €75,000 per annum for group of 10 (additional costs include sized stadium ring – a disc within a disc – and two giant masts, themed interior, dedicated waiter, non-match day use catering) reaching 85m into the sky, replicate the Alpine backdrop, hold • Club Gianni e Umberto Agnelli: €10,000 per person per season up the roof and provide the stadium’s signature silhouette. (includes seats with personal video screen) A fundamental element of the project financing is a 12-year • Tribuna 100: €6,500 per season deal with Sportfive Italia (a division of France’s Lagardère • Club Giampiero Boniperti: €4,000 per season media group) for the stadium’s naming rights plus a block of • Club Omar Sivori: €2,500 per season premium seat areas. The total value of the deal is estimated at *All packages exclude parking €75m, with more than half of the money arriving prior to the Source: Juventus FC stadium opening. The club effectively monetized its stadium naming rights, but Sportfive has been unable to secure a deal, so the stadium remains – for now at least – simply JuventusMore european  home in Turin this past summer. Stadium.FooTball newS Built on the site of the former Stadio delle Alpi, the A leading Italian retailer paid a further €20.5m to theon alSD.coM: curvaceous, metallic exterior of the new Juventus Stadium project finance coffers to build a retail mall on land the clubnaMing righTS pays tribute to the tenacity of a club determined to lead where owned next to the stadium. Indeed, the land parcel that theparTner liKely To others will follow. The bianconeri’s new home draws inspiration club purchased from the city in 2003 extends over 350,000m2,DeTerMine The hoMe from the soccer-specific stadiums of the UK and Germany, with building rights on 200,000m2 – so there’s plenty of futureoF liVerpool Fc importing lessons in premium seating, catering, hospitality and development potential. additional non-match day revenues. There’s a simple mantra driving the stadium concept: preMiuM oFFer Improve the customer experience, and you will improve the Several key stadium features distinguish it from the old Alpi: customer’s behavior. Lo stadio che cambia il calcio is the tagline Intimacy (with the front row just 7.5m from the sidelines) and of the new stadium – literally “the stadium that is changing premium customer services (the first stadium in Italy to target football.” And the ‘old lady’s’ new home is certainly living up to this key revenue stream). its marketing moniker. With a total capacity of 41,000 spectators, the all-seater44 | S E A T | | #SEATFall2011
  • 41. design incorporates a total of 37,000m2 of hospitality andcatering areas. This includes 62 suites, 24 bars and restaurantsserving the general admission sections and the 3,700 premiumticket holders. There’s a further 8,000m2 of commercial activi-ties, including a club store and museum (currently under devel-opment) and more than 4,000m2 of car parking for premium investment in the new stadium. However, the club is also Welcome Home: September 8,ticket holders. paying for their failure to reach the Champions League – the 2011 marked the opening of the first new stadium in Serie A in over Compared with the former Alpi home, it all adds up to an highest-earning football competition in the world – in the last 60 years.estimated 86% increase in general admission revenues, a 182% two seasons, finishing seventh twice in a row. If it can maintainincrease in overall match day revenues and a whopping 272% its winning streak and home ground advantage, the club will beincrease in premium seat revenues. The club conservatively back in the big money league next season.estimates that total match day revenues will increase by €22min the new stadium, with naming rights and premium seats SubSTance behinD The STyledelivering almost half of the increase. Juventus FC was the first and currently the only club in Italy’s top flight to own its own stadium. But it won’t be the last. Theopening nighT owners and investors of Italian football clubs are well aware ofThe 8th of September 2011 will be a landmark date for Italy’s how far behind their match day revenues have fallen in com-much needed stadium renaissance – the opening of the first parison with Europe’s other key football markets. For example,new stadium in Serie A in over 60 years. on average, clubs in England’s Premier League will generate The grand occasion – televised nationally – cost a reported match day revenues of more than €33m each in a season. Italy’s€2.8m and was orchestrated by Milan-based K-Events (the top league will generate less than a third by comparison – andfirm that has also choreographed new stadium openings in that includes the big guns of Roma, Lazio, Inter and Milan.Ukraine for Donbass Arena and Turin’s 2006 Winter Olympic One local described new Juventus Stadium as follows: “Itceremonies). Guests were treated to a parade of the club’s may not be the biggest stadium. And it may not be the mostlegends, giant trophies, music and theatre – plus an emotional expensive stadium. But it is certainly the most stylish.”tribute to the 39 Juve fans who died in the Heysel Stadium Juventus FC has already proved that there is more than sub-tragedy in 1985. stance behind such style. And in its astonishing opening season The club also recognized its nostalgic links to England with start, the club may have unlocked the door for other Italianits opening exhibition match in its new home. Also known clubs to build and own their own homes. Forza Juve! #as the zebras, the club’s famous black and white striped kitsdate back to 1903 when an Englishman came to the aid of thefledgling Italian side with replacement kits from his home- About the author: The founder of Stadia magazine, Ian Nuttall owns Xperiology,town of Nottingham. Since then, the club has played in the the specialist development and advisory firm for the entertainment venue sector.same bianconeri kit. And so it was England’s third-tier Notts Based in London and Italy, he can be reached at FC that made the trip over the Alps to score a credible1-1 draw against one of the world’s greatest clubs. Since then, TheStadiumBusiness Summit & Awards 2012 will take place in Turin from 14-16Juventus hasn’t lost a game at its new home, while notching up May 2012. Full details at surprise victory against last season’s champions, AC Milan. Alongside TheStadiumBusiness Summit’s programming next May in Turin, the ALSDhoMe aDVanTage will host its first European meeting as part of a newly-formed partnership withMuch is written about the “new stadium effect,” but Juventus the summit. This one-day event will incorporate the best premium seating andis already proving any skeptics wrong. After just three games hospitality practices from across the global sports industry with the key individuals– all sell outs – club merchandise sales exceeded total sales for involved with those trends. Stay tuned in the coming months for more informationthe entire previous season. And after six games, the club sits on becoming a part of the ALSD’s international community.unbeaten at the top of Serie A. The improved performance on the field and on the balancesheet will be a relief to the club’s owners. In October, the club’s coMing up neXT:board revealed its largest ever losses – a debt of more than The SacraMenTo KingS SaleS MelTing€95m. Club president Andrea Agnelli described the accounts poTas “intolerable” but said the situation was due to the €122m #SEATFall2011 | | S E A T | 45
  • 42. THE EmERGENCE OFThe SaleS MelTing poT How the trend towards combining suite and sponsorship inventory works for the Sacramento Kings… and it can work for you too. By Amanda Verhoff, Executive Director, ALSD a LSD members often ask what the benefits and presenting an array of ticketing and sponsorship options to drawbacks are of combining departments, such as clients; 2) clients utilizing the products in different ways which suites with sponsorships. More specifically, teams drives a wider range of business benefits to them; and 3) clients want to know if they should even consider the idea pulling from different budgets for the purchase of the different in the first place. Enter ALSD Member Paul Epstein, newly products. To the third point, pulling from different budgets led the Director of Ticket Sales and Premium Seating for the to a greater spend on products while achieving a greater return Sacramento Kings, who provides not only rationale, but more and value to the customer. Epstein states, “The end result was importantly specifics on, structure of and sales strategies for the a partnership where we served our clients’ needs, maximized development of a combined department. revenues for the organization and put ourselves in a position to never leave money on the table.” neeDS analySiS approach Prior to joining the Kings, Epstein was Director of Corporate DeVelopMenT oF The DeparTMenT Business Development at the New Orleans Hornets, where a Epstein’s team created this department by first analyzing the launch of a premium ticket sales team focused on B2B sales, organization’s B2B database which segmented on size and utilizing a “full menu needs analysis approach.” Epstein ex- scope, sales revenues and employee size. Trends emerged, and plains that core products sold included floor seating, club seat- three tiers of B2B leads were created: 1) National/Regional, ing and suites, “but the unique characteristic of this department 2) Large Local and 3) Medium/Small Local. It was then de- was that it reported into Sponsorship.” The rationale behind termined that Sponsorships would call on National/Regional; this structure lied in the synergies between both premium seat- Corporate Business Development would call on Large Local; ing and sponsorship in how to approach a certain size business. and New Business Development would call on Medium/Small Local. “The critical piece is to develop a relationship and Next, the organization decided where the greatest syner- gies existed. Ultimately, the Hornets decided to approach large conduct an organic needs analysis… you cannot local companies like national companies due to the similarities go in with a specific product in mind. you provide in sales approach, resources and clear cross-selling opportuni- ties. “When looking at our largest partners with the biggest what’s best for [the client’s] objectives which will investment, [we realized] some were only utilizing us for tickets result in greater usage, value, satisfaction and, or sponsorship,” says Epstein. “We saw an opportunity to get creative and customize packages that diversified usage on both subsequently, retention.” hospitality and marketing which, in turn, delivered long-term – paul epstein, Sacramento Kings value, ROI and a healthier partnership.” This approach helped fill a gap in revenue streams. Once The Hornets analyzed skill sets of sales reps, tools needed to the Hornets analyzed inventory, sales results and clients who sell, resources to support the sales efforts and customer needs, typically attended B2B events, an opportunity presented itself and, ultimately, felt there was a greater blend in high-end to grow revenue with large local businesses. To execute the new premium ticketing with the sponsorship department. An ad- philosophy, the organization needed a specialist B2B staff to ditional benefit was that the department allowed sales reps to sell a menu of premium products; accordingly, a new depart- further consult clients’ goals and objectives through opening ment was developed. up the portfolio of hospitality and marketing products. What While a specialist staff is critical to sell high-dollar products, ensued was a needs analysis approach that led to what the it also exposes the staff to growth opportunities, including Hornets sold the client. acquiring knowledge of sponsorships and other areas of the Epstein further explains that constructing a B2B depart- business not traditionally encompassed in a ticket sales role, ment with access to tickets and sponsorship results in: 1) reps resulting in a win-win for the organization and its employees.46 | S E A T | | #SEATFall2011
  • 43. Epstein elaborates, “Long term, it’s a ‘buy-in’ to a sales culture, we encourage a cross-selling opportunity to be actively pursued, Finger on the Pulse: Paul Epsteina great tool for talent acquisition, development, evaluation and so we can have all relevant information at our fingertips at any explains the Kings philosophy on suite sales: “The beauty of ourretention.” given time,” Epstein says. “This [system] also encourages team system is that we encourage a camaraderie and a B2B tone to be set in the organization.” cross-selling opportunity to beThe philoSophy in place in SacraMenTo The Kings realize premium buyers have unique business and actively pursued, so we can haveNow in Sacramento, Epstein is part of a similar operation with experiential objectives. For example, those purchasing suites all relevant information at ourthe Kings as he was with the Hornets. Two-thirds of Kings want extensions of their offices to conduct meetings and build fingertips at any given time.”suite sales include some level of sponsorship. Epstein says this relationships; whereas “Kings Row” courtside clients want to“organic” outcome results from a core principle of identifying mix business with personal, “fan” experiences. Consequently,clients’ goals, objectives and challenges, and finding solutions suites fall under Sponsorship due to the crossover in client-in all three areas. The Kings goal is flexibility and customiza- type, while courtside seating falls under Premium Sales. Thetion, tailoring packages that make sense for both parties. The Kings pride themselves on “our ability to be transparent andproducts, premium seating and sponsorship, naturally blend collaborate across all B2B products regardless of reportingtogether as both staff and client are educated on the diversity structure,” says Epstein. “We ensure there is a synergy betweenof the premium inventory portfolio which, ultimately, produces suite and premium planning, and an overall philosophy anda cross-selling opportunity with greater ROO and ROI. approach toward engaging in a partnership.” “Larger companies have greater needs, more clients andemployees, and a greater message to promote, so, naturally, Two organizaTionS, one core philoSophythere is greater value and usage available to our partnership While the reporting lines at the Hornets and Kings are drawnand hospitality assets,” continues Epstein. “With usage being differently, the core foundation of both corporate selling phi-greater, it is more lucrative on both ends.” losophies is predicated on the needs analysis approach to serve One-half of Epstein’s clients started with a suite, the other the goals and objectives of the customer. Epstein explains that hear More nbahalf with a sponsorship. “The critical piece is to develop a in both New Orleans and Sacramento, “We would not initiate newS FirST on relationship and conduct an organic needs analysis,” Epstein a partnership until we felt we could deliver long term ROI and TwiTTer FroMattests. “You can call businesses with a targeted approach in ROO.” @SeaT_eDiTor: STapleS cenTerpropensity to buy, but you cannot go in with a specific product Both organizations are passionate about maximizing their TranSForMS Fanin mind. You provide what’s best for their objectives which will number one resource – their people. In both organizations, eXperience wiTh result in greater usage, value, satisfaction and, subsequently, those people are armed with knowledge on suites, sponsorships SoluTionS FroMretention.” and all premium inventories, essentially, encouraging cross- Verizon anD ciSco selling of all products and allowing staffers to leave no stoneThe oTher DoTTeD line unturned when presenting a portfolio of options to clients. # coMing up neXT:The Kings departmental structure is different than most orga- ForTune 100nizations. The organization’s leadership supports all cross-pro- coMpanieS Sharemotion initiatives, and its entire staff is trained with all product Is your organization thinking of combining departments into one melting pot? inSighTS inToinformation, pricing, inventory, benefits and leverage points to Write to Amanda at, and connect with preMiuM SeaTingnavigate through transactions. “The beauty of our system is that uSage her on LinkedIn at #SEATFall2011 | | S E A T | 47
  • 44. Top T AN INSIDER’S PERSPECTIVE OF Secre preMiuM SeaTing uSage by ForTune 100 coMpanieS Many of the top U.S. companies use premium seating as a business tool, but WHY? Go inside the decision making minds of these top premium seating purchasers to better understand their wants and needs. Authors and Researchers: Dr. Peter Titlebaum, Associate Professor, University of Dayton, Research Director, ALSD; Dr. Heather Lawrence, Associate Professor, Ohio University; Dr. Christopher Moberg, Associate Professor, Ohio University; Ms. Christina Ramos, Professional Master of Sports Administration Student, Ohio University T his article sets out to achieve three goals: 1) To learn 11. Supporting business-to-business connections why Fortune 100 companies purchase premium 12. Doing it because competitors are seating, 2) to gain an understanding of how Fortune 13. Including luxury seats in a deal to allow clients to 100 companies manage premium seating inventory utilize those tickets for their own business use and 3) to explore the current status of evaluation of premium 14. Recognizing employees seating investments by Fortune 100 companies. This research 15. Utilizing for personal use as a tax write-off marks one of the first times businesses, leagues, teams and venues have all had access to this insider information from Top SecreT QueSTion no. 2: the largest U.S. corporations. By understanding how large Do companies use premium seating inventory as an em- companies leverage premium seating usage, teams and venues ployee incentive? can adapt their strategies and techniques, ensuring they are For the most part, companies are discouraged and hesitant due meeting the needs of their clients and marketing partners. to IRS regulations requiring reporting of gifts over $25. Several This information could not have been collected without the compliance departments prevent this practice, and they have help of 15 Fortune 100 company insiders who, in confidence, policies that dictate that this resource is used for business first. participated in phone interviews during the spring 2011. The Several companies offer employees tickets at the last minute, following information contains highlights and insights gath- but these practices are not used as an incentive. Occasionally, ered from the interviews. after the second year of suite ownership, tickets might become available to human resource departments as incentives. In some Top SecreT QueSTion no. 1: cases, providing tickets to employees can appear as an employee Why do companies invest in premium seating, i.e. what are incentive, when in actuality, the primary function is to aid in your primary objectives? the sales process. Primary objectives include: 1. Driving business growth and adding new business Top SecreT QueSTion no. 3: 2. Retaining and providing hospitality to current clients Does your company use return on investment (ROI) when to nurture an established relationship evaluating the value of your premium seating? 3. Establishing relationships with teams and properties As one might expect, this question receives mixed reactions. 4. Accessing premium space for business entertainment The answers include a range of responses, including isolating 5. Developing client loyalty the impact on sales, evaluating the customers that are enter- 6. Cultivating exclusivity and the perception of what tained and the frequency of visits, and reviewing the income clients think of their business spent. In some instances, companies track data to show the 7. Expanding loyalty and broadening relationships with impact to business, but this evaluation still only provides one face-to-face interaction data point. An area of agreement among the participants is that 8. Activating sport sponsorships and brand exposure there is not an exact science to determine ROI on premium 9. Allowing customers access to better seats than they seating; however, each company should find what works best could get on their own for their senior management. 10. Strengthening brand awareness within the community48 | S E A T | | #SEATFall2011
  • 45. More reSearchTop SecreT QueSTion no. 4: 5. Goodwill cannot be measured; it is a great gesture on alSD.coM:How important is activation (reinvestment) relative to when the tickets would otherwise go unused www.alSD.coM/premium seating? reSearchMost of the insiders feel money and time are being wasted Top SecreT QueSTion no. 8:without activation. The goal is to exceed a standard experience How has being linked to premium seating and corporateand provide a premium experience that attendees will remem- sponsorship in sports changed in light of today’s economicber for years to come. Premium seating is an important tool challenges?to distinguish a business deal from other options a client may The biggest change is being forced to be more practical andhave, so company employees need to use premium seating as a accountable. Since the senior executives are more accountable,tool to do their jobs more effectively. others in the company have to show value in what they are doing. Overall, premium seating inventory has been decreasedTop SecreT QueSTion no. 5: due to pressures related to spending and low usage rates. OneWhat have been the best activation examples involving concern from the insiders is that prices have increased. Somepremium seating within your company? noted that if they buy a half-season, tickets to playoff games areActivation can be as simple as staging events or meetings for not included which is what many clients prefer. Others haveclients and prospects because the suite environment impacts moved from professional sports to other environments such asthem more than being in a conference room. Further, it college sports to achieve the same objectives.becomes a great touch point to use a player or coach because Also reported is the greater difficulty to fill a suite than threethese appearances make those in the suite feel special. Provid- years ago. It is more challenging to find clients willing to at-ing key clients with tickets to entertain their own clients also tend; either they are not willing, or internal rules and companygoes a long way. Another form of activation is to offer prizes policies have changed, making it difficult for them to the suite during the game as an added value to those in Today, more than ever before, attention is being placed onattendance. clients who have the biggest impact on the bottom line.Top SecreT QueSTion no. 6: Top SecreT QueSTion no. 9:As a leader in luxury suite ownership in multiple facilities, What do you think the person/company with one suite canwhat tool/method do you use to manage your ticket inven- learn from Fortune 100 companies that own multiple suites?tory? It is critical that the person/company that has the suite estab-The majority of insiders are using tracking software to monitor lish objectives before buying and have a tracking mechanismattendance, employee usage, and unused, used and charitable to ensure tickets are being utilized for the intended purpose(s).tickets. The most referenced software programs are Spotlight, Tickets should not be given to people who are not influencersOvations and TicketOS. The biggest reason for using ticketing in the decision-making process of buying the person’s/com-software is for ease of auditing. There are still some companies pany’s products/services. Tickets should be annually rotated,that use spreadsheets and a listing of available games to dis- allowing one to hit different targets. The most important thingtribute on a first-come, first-served basis. Others indicate they to keep in mind is that an investment in premium seating isset up a matrix and identify the tickets for each game, splitting about creating a unique experience and not always about thethem between divisions of the company. game or matchup. Leveraging the connection to the team is the critical element.Top SecreT QueSTion no. 7: The bottom line is that suite holders are going to requireSome companies are donating tickets to charity. If your com- more unique experiences and are seeking help to better activatepany has done this, how do you track the value of the tickets? their inventory and support their ticket use. Additionally,While this practice does happen, the tickets are commonly Fortune 100 companies are looking for stronger partnershipsfor less desirable games (i.e. afternoon games in the middle of between the company and the venue/team, resulting in maxi-the week or at the end of the season when the team is out of mization of this investment. #playoff contention). There are differing procedures amongstthe participants; some track them and some do not. Someexamples of responses include: Are you a team, venue or company interested in participating in future research in 1. The tickets are not tracked unless they are going to go the areas of luxury suite ownership, sales and/or marketing? unused Contact Dr. Peter Titlebaum at or at 2. The cost is tracked at either the retail price or the cost 937-229-4222. of standing room only 3. The 5031C number is entered in the database and the tickets are released to the charity coMing up neXT: The 2012 alSD 4. The value is based on the overall value of the partner- buyerS guiDe ship, not the individual value of a ticket #SEATFall2011 | | S E A T | 49
  • 46. Amenities And PromotionAl Products AlAmAr Uniforms 3105 Leavenworth Street Omaha NE 68105 P 402-341-8790 Contact Name: Steve Zalkin Alamar Uniforms was established in 1987 as a pre- mier provider of uniforms. Our uniform programs will enhance your venues image and build upon your brand. From front to back of house, we can fit your needs. Contact us for a free catalog to start your uniform program. Buyers Guide 2012 BDA 15525 Woodenville-Redmond Rd. NE Woodenville WA 98042 P 425-492-2562 Contact Name: Kerrie Ingham We take the worlds biggest brands into stadiums, family rooms, doctors offices and centers of com- merce. Via the medium of merchandise, we let con- sumers see, touch, feel and own our clients’ brands in a way no other marketing permits. We stimulate an emotional and engaging exchange between people and a compelling real-world experience. Boelter H22 W23685 Ridgeview Parkway WestW elcome to the ALSD Buyers Guide 2012, still the world’s one and only buyers guide Waukesha WI 53188 listing for the premium seat marketplace. We consider this a valuable member benefit, P 877-233-7287 a one-stop shopping resource that differentiates between those companies who offer Contact Name: Tom Dupies tdupies@boelter.compremium seat-specific products and services, and those who simply claim to have those abilities. www.boelter.comOur listings span all the needs of premium seat and technology profressionals from furniture to The Boelter Companies has been in existence sincechafing dishes to feasibility studies to CRM solutions to everything else in between. 1929 when its founder, Fred W. Boelter, began selling bar and janitorial supplies to taverns andListings are separated by category and alphabetically. Categories are: rooming houses in Milwaukee. Today the scope of the Boelter business includes not only foodservice Amenities and Promotional Products Page 50 and janitorial supplies, but contract commercial and institutional foodservice equipment and food facility design with seven offices throughout the Food and Beverage Page 54 United States. Furniture, Fixtures and equipment Page 57 BonitAs internAtionAl 12383 Kinsman Road information technology Page 64 Newbury OH 44065 P 888-726-6533 Contact Name: Chris Concilla Professional services Page 74 www.bonitasinternational.comDisclaimer: The Association of Luxury Suite Directors understands and recognizes that there are hundreds of organi- In our world, nothing is boring. BooJee Beads takeszations that meet the criteria for this Buyers Guide. We make every effort to contact as many qualified vendors as we 21st-century workplace tools and amps up their de-can to ask for their company information. These companies include current vendor members, attendees, exhibitors and sign for ultimate style and use-value. We transformsponsors from past ALSD Conference and Tradeshows. Those who responded to us are listed in the following pages. dull shoelace-style lanyards and workplace gadgetsBusinesses that you may have worked with in the past may not be listed for one of two reasons: they did not respond into striking fashion accessories that are decadentlyto our survey or are no longer in the premium market. affordable. Our mission is to help you take back your image and go from “standard issue” to one-of-Please note: There are no double listings/cross references. a-kind workplace standout.50 | S E A T | | #SEATFall2011
  • 47. Alsd Buyers Guide 2012BoUnDless network ally produce most of what we sell, which allows4640 E. Elwood Street, #21 At DWA Uniforms, for over two decades weve us to guarantee the quality of every piece we sell.Phoenix AZ 85040 been at the forefront of the uniform industry, and Certificates of authenticity and a hologram sealP 480-751-3880 now its more apparent than ever. Our exciting demonstrate the integrity and quality we deliver toContact Name: Theresa Roberts uniform catalog and state-of-the-art web site at each and every are packed with hard uniforms. And they all come with DWA extras fresh towel, inC.Boundless Network is an experienced promotional like same day shipping and the most personalized 3313 W. Stokley St.merchandising and marketing services company service in the industry. Theres never any risk when Philadelphia PA 19140that provides creative branded merchandise and you buy the DWA way. Because with our lowest P 215-226-1199custom premiums to our clients. Our expertise in price guarantee, youll get a quality product at the Contact Name: David Bloovmancreative development, sourcing, fulfillment and best price. davidb@freshhottowel.comdistribution provides many advantages to using www.freshtowelinc.commultiple suppliers. e groUp, inC. Fresh Towel, Inc. manufactures custom-printed, 11790 Sunrise Valley Drive premium quality individually wrapped wet wipesBrown & Bigelow Reston VA 20171 for cleaning and refreshing your customers’ hands345 Plato Boulevard East P 703-674-5434 and face. We’ll put your logo on the packaging forSt. Paul MN 55107 Contact Name: Rob Madelmayer these wipes and can even co-brand the packagingP 800-628-1755 with the logo of another vendor of your choosing,Contact Name: Cindy Jorgenson allowing it to potentially be a profitable item The E Group is the provider of choice for profes- your team rather than a cost. You’ll gain sional sports teams and corporate sponsors. For ing value while pampering your customers withWhether your objective is to launch a new product, nearly three decades, we have provided custom a luxurious, refreshing wet wipe, all for less thanincrease trade show traffic, build customer loyalty, commemoratives, stunning awards and unique gifts a dime total cost per wipe. Fresh Towel, Inc. alsoreinforce your brand, train your sales force or im- for the most discerning audiences. manufactures high quality, low cost foodserviceprove employee performance, we have the product From one-of-a-kind awards like the one honor- wipers and linen-style disposable guest towels andknowledge and industry expertise to achieve your ing Jim Thome for his 600th career home run to napkins.goal. Put our proven ideas to work! custom crystal commemoratives for the Wash- ington Nationals’ season ticket holders, E Group’s greAt AmeriCAn proDUCtsCAmBriDge leAther talented design team can work with any media and 1661 South Seguin Avenue1231 American Parkway any budget to create truly unique awards, gifts and New Braunfels TX 78130Richardson TX 75081 packaging. P 830-643-8024P 972-852-1234 Contact Name: Kevin UlbertContact Name: Tim Johnson fineAwArDs.Com 250 N. Dixie Hwy, #10 Hollywood FL 33020 We are the premier drinkware licensee for allCambridge Leather was founded with the objective P 954-843-0850 leagues. Offerings include glass mugs, pilsners,to provide high quality leather goods and finished Contact Name: Seth Fine pints, candy jars, pitchers, stainless mugs, waterwriting instruments without compromise. The bottles, flasks, tumblers and ceramic coffee mugs,companys products are handcrafted from select all featuring 3-D full-color emblems. All itemsmaterials with meticulous attention to detail. The manufactures high-end, personal- are of a high perceived value and appropriate giftscommitment to our quality is second only to our ized awards and gifts for your season ticket holders, for season ticket holders, donors and for use incommitment to our customers. suite-level patrons and sponsors. Notable awards suites. We have been a PPAI company for over include: Hank Aaron Awards, FedEx NFL Player thirty years and can do any kind of custom emblemCorporAte presenCe of the Year, World Golf Hall of Fame Induction you may need. We also do commemorative and134 N Lasalle St, Suite 525 Awards and NASCARs Sprint All-Star Champi- championship products for every league, true usableChicago IL 60602 onship Award. collectibles.P 312-220-0202Contact Name: Jackie Suttlehan frAmeworth gse 1198 Caledonia Rd 1845 Woodall Rodgers Freeway, Suite Toronto ON M6A 2W5 Dallas TX 75201We are the recognized global market leader in Canada P 214-237-6936Lucite commemoratives. Well work with you to P 416-781-1115 Contact Name: Arthur Hopkinsdesign and produce a memento that features supe- Contact Name: Donna Lampieri ahopkins@gse-incentives.comrior workmanship and creativity. Our quality and are unparalleled. And our mementos be crafted to suit any occasion. Dont lose sight Frameworths extensive product lines cover all GSE Incentives, a Dallas-based promotionalof your achievements. major sports including the NHL, NFL, MLB, marketing and merchandise company, offers high PGA, CFL, the Canadian Hockey Association and quality, one-of-a-kind gifts to teams and corporateDwA Uniforms, inC. the Hockey Hall of Fame. We have also created sponsors. We offer unique, innovative, custom-802 Canonie, Suite B premium programs for some of the worlds top ized gifts, travel accessories, desk accessories,Porter IN 46304 companies including McDonalds, Ford, Coca-Cola ticket holders and ticket boxes that create a lastingP 800-343-0003 and Budweiser. impression.Contact Name: Michael Shea At Frameworth, authenticity is the key to We offer a variety of gift selections for our success. Unlike other companies, we actu- events including: #SEATFall2011 | | S E A T | 51
  • 48. Alsd Buyers Guide 2012• Suite Gifts JArDen teAm sports Yellow and Green, and they can be imprinted with• Customer Gifts 510 Maryville University Dr, Suite 110 a logo.• Sponsor Gifts St. Louis MO 63141• Hospitality Gifts P 314-819-2935• Holiday Gifts Contact Name: Sean Meehan moUnteD memories 5000 N.W. 108th AvehDs mArketing Sunrise FL 333511140 E. Washington St. Rawlings and The Licensed Products Company are P 954-742-8544Phoenix AZ 85034 leaders in sports and entertainment licensed souve- Contact Name: Jeff RabinowitzP 602-635-6387 nirs and sporting goods. We specialize in a range of jrabinowitz@dreamscorp.comContact Name: Scott Nash authentic and collectible items that can be custom- ized to suit your needs. This includes innovative and Mounted Memories is the countrys largest custom-made products, and a product development sale manufacturer of licensed and autographedHave you ever attended a sporting event and team dedicated to developing and designing new sports memorabilia. Our products uniquely incor-wondered where that unique game day giveaway products at no charge. porate the past and the present, utilizing game-usedthat you received came from? HDS Marketing, products like baseballs, jerseys, bases and even dirt.formerly known as Team Shop Premiums, special- mCArthUr towel AnD sports, We frame everything on-site, including framingizes in exciting fans with innovative merchandise to llC jerseys like no one else. In addition, we manufacturethe world of sports and the promotional products 700 Moore St. all our acrylic cases on site.industry. In addition to providing our clients with Baraboo WI 53913creative game day giveaways, our experienced staff P 608-356-8922 mtm reCognitionalso prides itself on providing directly imported Contact Name: Philip Welp 3201 Southeast 29th Streetmerchandise, top-of-the-line suite holder gifts Oklahoma City OK 73115and innovative print graphics to help elevate your P 405-609-6817brand. HDS Marketing is headquartered in Pitts- McArthur Towel and Sports, in business since Contact Name: Ashley Hurneyburgh and has offices in Phoenix, Kansas City, Utah 1885, offers a full line of promotional and retail ahurney@mtmrecognition.comand Guangzhou, China. terry and golf products with the ability to produce custom runs to meet every need. McArthur uses How memorable is your recognition strategy? DoesiDegy an exclusive T-Print process producing highest it meet your overall objectives? Do your employees3990 Business Park Drive quality printing on cotton and polyester. McArthur feel connected and engaged within your organiza-Columbus OH 43204 holds licenses with NFL, MLB, NHL, NBA, CLC, tion? MTM Recognition is the ONE CompanyP 614-545-5000 NASCAR, Race Teams and more. that offers comprehensive, meaningful, strategic recognition solutions. Excellence merCUry lUggAge AnD sewArD where it is recognized. Make it Memorable. MakeIt’s not enough to put your logo on a mug or 4843 Victor St. it MTM.T-shirt and hope something happens. You need to Jacksonville FL 32207get a reaction. That’s why you need idegy. We are a P 904-733-9595 nAtionAl tiCket CompAnyboutique agency dedicated to your success. We do Contact Name: John Pradella PO Box 547more than deliver your promotions on time, on tar- Shamokin PA 17872get and on budget. We produce a fresh promotional P 570-672-2900 or 800-829-0829perspective designed to help you reach your goals. Mercury Luggage/Seward Trunk, in business since Contact Name: Mark LaCosteBetter ideas. Better strategy. idegy. 1876, is the largest supplier of embroidered bags to the U.S. Military in the world and the largest www.nationalticket.cominnovAtive mArketing manufacturer of trunks and footlockers in the Your trusted ticket source since 1907, NationalConsUltAnts world. We are the licensee for the PGA Tour and Ticket Company offers additional access control4284 Shoreline Dr. do bags for the NFL, colleges and universities, with a complete line of printed products andSpring Park MN 55384 corporate gift giving, suite holder gifts, etc. accessories. Whether it‘s a special event or a fullP 952-512-7759 season, National Ticket can satisfy your needs withContact Name: Adam Tschida mingle eAsy pArty plAtes premium season ticket or wristband books 960 Camelia Dr. credentials. Our attractive and innovative Henderson NV 89011 books will enable you to easily differentiate betweenInnovative Marketing Consultants (IMC) was P 702-467-7060 your regular and premium season patrons. Alsofounded in 1991. We are sports, beverage and event Contact Name: Julie Vernes available: RFID tickets, coupon books, wristbandsspecialists who develop unique gate, ticket holder of all types and the #1 recycled thermal tickets inand suite give-aways and special event, theme night the industry.and kids club promotions. Our client base includes Mingle Easy is a dishwasher safe, reusable plastictop professional and collegiate teams, stadiums, plate that holds food and drink in one hand, free- nikeiD gift CArDarenas and concessionaires. ing up your other hand to eat, drink, shake hands, One Bowerman DriveIMC has over a decade of experience in overseas high-five, hug people, use your cell phone, open Beaverton OR 97005sourcing and development – saving our clients doors and pass out business cards. P 877-220-6453up to 40% or more with direct import programs. Complete with a unique “universal drink holder,” Contact Name: Darby CaveFor shorter term projects, IMC offers a variety of which will accommodate a stemmed glass, flat bot- giftcards@nike.comquick-turn products to leverage playoff or other hot tom glass, 12oz can, water bottle or the ubiquitous opportunities. plastic cups. Durable and lightweight, our plates Use the NIKEiD Gift Card to create individually- come in six colors – Red, White, Navy Blue, Black, customized shoes, apparel, equipment and other52 | S E A T | | #SEATFall2011
  • 49. Alsd Buyers Guide 2012exclusive products at Pick your time customers for their loyalty and promoting helping companies achieve their goals throughcolors, materials and add your personal iD to company/brand awareness. We do this through increasing customer and brand loyalty. For moreexpress your style. The NIKEiD Gift Card may technology solutions that interact with your sophis- information, visit be used to shop Nike’s complete collection of ticated clientele, through high-end promotionalhigh-performance gear at NIKETOWN, NikeFac- products and apparel whose quality will impress sUCCess promotionstoryStores, NikeStore locations and at NikeStore. your customers, through print services that engage 14440 S. Old Forty, the official place to buy Nike product online. prospects through targeted marketing campaigns, Chesterfield MO 63017Register online to join our Members Only store for through eCommerce solutions that expedite P 314-878-1999exclusive access to rare, limited-edition shoes. Not fulfillment and reduce your costs and multimedia Contact Name: Chad Everettto mention FREE RETURNS on all orders. services that enhance your message and deliver it consistently to your clients. www.successpromo.compD signAtUres Success Promotions is a minority-owned company2020 Fairfax Ave promotown dedicated to sports. We have been designing andCherry Hill NJ 08003 7411 E. 6th Avenue, Suite 205 producing sports products since 1998. SuccessP 609-923-3015 Scottsdale AZ 85251 Promotions has worked with a cross-section ofContact Name: Bruce Goldberger P 480-699-8652 professional, minor league and college teams. Contact Name: Jeff Goda design our products to satisfy all levels of a organization. For the suite holder, our productsWe are your one source for all of your garment project the quality and image your team wants toand promotional needs. We work with many of At PromoTown, Inc., we specialize in promotional project to your fans and corporate sponsors. We canthe worlds leading suppliers of specialty clothing, items, premiums and game day giveaways, priding customize any design you want to achieve with ourand we can provide you with standard off the rack ourselves on great service, quality products and in-house art department and high quality crafts-garments as well as personalized and fully custom the lowest prices. With our worldwide network of manship from our pieces. suppliers, you will find that we are able to help you Our Premiums and Promotions division can find just the right gifts for your suite holders and swift inCentiveshandle the needs of sourcing a wide selection of corporate clients. 3740 Windsor Avecustomizable apparel items. From golf shirts to St. Louis MO 63113leather jackets, we can provide them all, and get rUhlin groUp P 800-956-3718them imprinted, embroidered or silk screened with 2238 Cleveland Avenue NW Contact Name: Brian Swiftyour logo or message. Canton OH 44709 P 330-495-9664 www.swiftincentives.compreCision DynAmiCs Contact Name: John Ruhlin Do your season ticket holders deserve to be treatedCorporAtion like true VIPs? Swift Incentives now offers the13880 Del Sur Street ultimate luxury concierge service for your valuedSan Fernando CA 91340 Suite owners and company executives can afford fans. Imagine if your season ticket holders receivedP 818-897-1111 any gift you buy them, but they also like to be 24/7/365 access to your team’s branded VIPContact Name: Tom Foster treated special and wowed. Not a fun equation for personal concierge to assist them with their most marketing and sports executives. Racking need: travel arrangements, personal shopping, your brain every year for high level, exclusive and ing directions, free 411 services and much more –PDC also produces identification solutions for the personalized gifts to wow those with the most all in your teams name. By gifting your VIPs withleisure and entertainment and law enforcement discerning tastes? Our gift strategies start at $75 this high perceived value service, you may also sendmarkets, including non-transferable VIP Band® and go up to $5000…yes, that’s not a misprint. Not text messages, advertisements and updates to yourwristbands in multiple colors and materials, and ad- for the faint of heart, but then again, neither are core followers as a bonus.vanced Smart Band® RFID wristbands for cashless the prices your clients are spending to watch theirpoint of sale, keyless door entry and access control favorite team. Call John at 330.495.9664 to learn tChotChke’sand security. The company is committed to 100% why our gifts are never re-gifted and always talked 6440 Lusk Blvd, Suite D110quality in service, design and manufacturing and about with their friends and your future clients. San Diego CA 92121has ISO-9001: 2000 and ISO-13485: 2003 certifi- P 858-793-5322cation. Powered by strategic alliances with the most rymAx mArketing serviCes, Contact Name: Nick Marcumtechnologically advanced companies, PDC is com- inC. nmarcum@tchotchkes.committed to providing the best identification solutions 19 Chapin Road, Building B www.tchotchkes.comin the world with 100% customer satisfaction. P.O. Box 2024 Since 1997, Tchotchke’s, LLC has been the leader Pine Brook NJ 07058 in providing innovative gift and novelty items toproformA P 800-379-8073 college book stores, team sports and the corpo-6865 Ingleton Dr. Contact Name: Jeffrey Brenner rate world. Tchotchke’s provides customized andCastle Rock CO 80108 personalized products for our customer’s specificP 303-955-4565 promotional needs. We offer an extensive variety ofContact Name: Mark Zbylski Pine Brook, NJ based Rymax Marketing Services, promotional products and creative Inc. is the largest national direct manufacturer’ representative in the incentive industry, provid- thAt’s my tiCketAt PROforma abZ Imprints, we assist organiza- ing quality brand name merchandise to a variety 165 Main Street, Suite 101tions in selling their products and services, deliver- of industries worldwide. In addition to providing Medway MA 02053ing successful advertising campaigns that close merchandise rewards for suite renewals, incentive P 508-533-1900prospective customers, motivating current clients programs, promotions and corporate gifts, Rymax Contact Name: Keith Gentilito continue doing business with you, thanking long creates and manages total incentive solutions, #SEATFall2011 | | S E A T | 53
  • 50. Alsd Buyers Guide pionships as part of hospitality programmes and wmf AmeriCAsBased in Medway, Massachusetts, Thats My Ticket rewarding exceptional performance. 3512 Faith Church Roadwas founded in 2003 and has long been the nations Indian Trail NC 28079leading manufacturer of unique sports, concert and tokens & iCons P 954-332-6365theater ticket-related products and displays. The 809 Bancroft Way Contact Name: Nick Bellinicompany is an official licensee of Major League Berkeley CA 94710 nick.bellini@wmfamericas.comBaseball, the National Hockey League, Collegiate P 510-704-7404 www.wmfamericas.comLicensing Company, College Vault, NASCAR, Contact Name: Milan Micich On the retail side, WMF Americas, Inc. distributesElvis Presley Enterprises and the Grateful Dead. a wide assortment of functional and design-ori-Utilizing a vast collection of historic sports and ented products in the field of cooking, dining andconcert ticket art, its products are the ideal gifts Tokens & Icons is a Berkeley, CA based company drinking for sophisticated customers. This includesfor luxury suite owners and season ticket holders that specializes in taking your authentic artifacts cookware, kitchen utensils, mills, flatware, hollow-as well as for retail sales in team stores. For more and repurposing them into functional, meaningful ware, stemware, bar and wine accessories.information, visit or call gifts. From modest beginnings in 1991 setting a On the commercial side, WMF distributes508-533-1900. retired version of the NY subway token in cuff links tableware, flatware, cookware, glassware and to becoming an MLB licensee, Tokens & Icons is commercial coffee machines found in the bestthe Big gAme the leader in recycled nostalgia. restaurants, first-rate hotels and quality conscious15222 King Road Our sports products vary from sterling silver cuff catering halls. WMF stands for high product qual-Frisco TX 75034 links, featuring MLB Authenticated game-used ity and more than 150 years of experience. WMFP 972-292-0400 baseballs to bottle openers made from vintage is also home to the prestigious brands of Silit onContact Name: Josh Eells arena basketball floor to pens turned from vintage the retail side, Hutschenreuther china for the wooden stadium seats. sides and Spiegelau glassware on both sides.www.thebiggameusa.comReward your winning team at work or at play with trims UnlimiteDtrophies truly worth the shelf space. The Big Game 4525 Wilshire Blvd, Suite 205 Food & BeverAGeuses special patented and proprietary techniques to Los Angeles CA 90010provide attractive, durable sports products at a fair P 877-481-8864 AmeriCrowncost regardless of quantity – all at our factory in Contact Name: Susan Roth PO Box 2801historic Frisco, Texas. Daytona Beach FL 32120 P 386-947-3800thinkshApes mAil Trims Unlimited ("Trims") has revolutionized how Contact Name: Michael Gentry5463 West Waters Avenue, #820 companies use corporate gifts to build relation- mgentry@americrown.comTampa FL 33634 ships with elite audiences. Our fully-integrated www.americrown.comP 813-885-2225 service manages every aspect of a request – starting Americrown is the leader in motorsports catering,Contact Name: Jim O’Brien from product sourcing and packaging development concessions and merchandise sales and service. through execution and delivery. Trims’ experience- erating at 12 NASCAR and IRL sanctioned based merchandise solutions are specifically nationwide, Americrown touches millions of raceThinkShapes Mail expertise extends into PURL designed to create and strengthen emotional ties fans annually. Our ever-growing fleet of mobilecampaigns, researching the right direct mail list between brands and their VIP prospects and cus- food concessions, merchandise and catering equip-and designing the perfect shape to jump out of tomers. While no two clients use Trims’ products in ment is unparalleled in the industry. Anywhere,the mailbox. We’ve got the answers and the right exactly the same way, they all gain the benefit that anytime, if you can dream it, we can do it!partners to help create a highly creative and effec- comes from relying on knowledgeable professionalstive solution that will get results – every time. So to get the job done— whether it’s a Fortune 500 AnheUser-BUsChwhether you’re a Fortune 50 or an up-and-coming Company calling or the NBA. One Busch Placestart-up, we can provide direct mail solutions St. Louis MO 63118targeted toward success. vinyArD vines P 314-577-2000 37 Brown House Rd Contact Name: Chris DekeonthomAs lyte Stamford CT 06902 christopher.dekeon@anheuser-busch.com9 Hurlingham Business Park P 800-892-4982 www.anheuser-busch.comLondon SW6 3DU Contact Name: Will Lanahan Anheuser-Busch operates 12 breweries in theUnited Kingdom United States, 14 in China and one in the UnitedP +44 (0)20 7751 8844 Kingdom. Anheuser-Buschs operations andContact Name: Andrew Jones Brothers Shep and Ian Murray started Vineyard resources are focused on adding to lifes Vines in 1998 with hopes of achieving The Good not only through the responsible consumption Life. Through the initial concept that was Vineyard beer by adults, but through theme park entertain-Thomas Lyte is a modern, ethical, English luxury Vines, they saw a marketplace in need of high qual- ment and packaging.brand with a passion for fine craftsmanship. Our ity neckwear that represented the finer things lifeproducts are designed in-house by English design- has to offer. They filled this niche by producing ties ArAmArk Corp.ers, many of which go on to be produced in our that were innovative, elegant and fun. Those same 1101 Market St.own London workshops. They are used by sports innovative, elegant and fun concepts have come Philadelphia PA 19107teams throughout Europe as part of luxury box into play in sports arenas as well with Vineyard P 215-238-3124renewal campaigns. We are the major supplier of Vines holding licenses with the NFL, MLB, NHL, Contact Name: Michael Thompsongifts, trophies and awards to the English Premier- The Kentucky Derby and dozens of premier col- thompson-michael@aramark.comship teams as well as being involved in all of the leges and universities. www.aramark.commajor European rugby tournaments and cham-54 | S E A T | | #SEATFall2011
  • 51. Alsd Buyers Guide 2012ARAMARK is a leader in the professional services ing and manufacturing custom and standard carts, relentless desire to create items and bring them toindustry. This title is earned by providing award- kiosks, inline systems and merchandisers since life using company-owned factories, machines orwinning food services, facilities management and 1986. Serving satisfied customers worldwide, our tooling makes our process all-encompassing anduniform apparel to health care institutions, uni- personalized approach and exceptional lead times unique in versatility and speed.versities, professional sport venues and businesses will make you think youre our only customer! Ouraround the world. mission: sell and manufacture profitable quality eAstern tABletop products that surpass customer expectations while 1943 Pitkin AveAstor ChoColAte maintaining a safe work environment that will Brooklyn NY 11207651 New Hampshire Avenue enhance employee and company growth. Whether P 917-676-4231Lakewood NJ 08701 it is food and beverage or retail opportunities, the Contact Name: Kaya GrossP 732-901-1000 experts at Corsair help you gain a competitive kaya@easterntabletop.comContact Name: Eli Menczer advantage through the ability to bring your product to customers with mobile carts and kiosks. Since 1950, Eastern Tabletop Manufacturing of Brooklyn New York, Inc. has been manufactur-Astor products are made from premium Belgian Crown imports ing and designing hotel-grade 18/10 stainless steelchocolate – known to be the finest in the world. 4800 Highland Avenue and silver-plated buffetware, holloware, chafingA complete product design and development Downers Grove IL 60515 dishes and new ideas for presentation displays forteam creates its distinct packaging and acclaimed P 630-769-9547 the foodservice industry. The quality, durability andchocolate products. Passionate dedication, from Contact Name: Matt Borgard style has made Eastern a favorite with top-gradeoutstanding chocolate to refined presentation, is the customer service and excellent pricing, rangingAstor trademark. from high-end to happy mediums. Eastern is the Astor is known as the industry leader in choco- Crown Imports, LLC is a joint venture that im- solution for custom items as well, delivering whatlate amenities for the hospitality industry. Our ports, distributes and markets the Modelo portfolio no one else can. Eastern counts numerous arenasmarkets also include food service, catering, souvenir and other fine beer brands across the entire U.S. and stadiums as satisfied shops and gourmet retail. Distinguished estab- The Crown Portfolio includes Corona Extra, thelishments choose Astor Chocolate when looking #1 imported beer in the U.S. and #6 beer overall, ernie els winesfor gourmet, private-label confections. Corona Light, Modelo Especial, Negra Modelo, PO Box 7595 Annandale Road Pacifico, St. Pauli Girl and the Tsingtao brand. Stellenbosch 7599Bon Chef Crown Imports is a 50-50 joint venture between South Africa205 Route 94 Grupo Modelo, S.A. de C.V., Mexicos leading P +27 (0)21-881-3588Lafayette NJ 07848 international beverage alcohol producer, importer Contact Name: Lynton KaiserP 973-968-7138 and marketer. lynton@ernieelswines.comContact Name: Amy Passafaro DelAwAre north CompAnies/ Since its launch, Ernie Els Wines has established sportserviCe magnificent portfolio of South African red wines,We consider it our personal mission to offer a com- 40 Fountain Plaza offering quality wines for everyone at various priceplete range of choices for presenting everything, Buffalo NY 14202 points. Ernies passion for these wines, combinedfrom your signature culinary masterpiece to your P 716-858-5970 with winemaker Louis Strydoms considerablebread and butter dishes, with style and efficiency! Contact Name: Richard Dobransky talents, has proved a winning combination. ErnieBon Chef, Inc. has been dedicated to manufactur- Els Wines has won plaudits and many prestigiousing and supplying the most durable products avail- awards around the world, and the team continuesable to the foodservice industry since 1972. Delaware North Companies is a global leader in to make a big impact on both the South African hospitality and food service with operating compa- and international wine markets.CenterplAte nies in the lodging, sporting, airport, gaming and2187 Atlantic St. entertainment industries. Among its many assets grinon inDUstriesStamford CT 06902 are several world-renowned resorts and Bostons 15 Simmons RoadP 203-975-5900 TD Garden, widely acclaimed as one of the top Montesano WA three sports and entertainment venues in the P 888-618-0486Centerplate delivers more than great food; we cre- United States. Contact Name: Mike Priceate experiences that build brands. Our reputation mprice@grinonindustries.comfor quality and innovation attracts talent: one of Delfin www.grinonindustries.com62 Master Chefs nationwide, the Chairman of 8748 Brecksville Rd, Suite 200 GrinOn Industries is based in Washington State,the National Restaurant Association and seasoned Brecksville OH 44141 USA. Here’s the elevator pitch: GrinOn Industriesexperts in event planning, sales and brand strategy. P 440-546-3372 manufactures fun and operational efficiency whileTogether, we craft and deliver extraordinary enter- Contact Name: Ronald Szmik educating customers to work effectively with thetainment experiences at more than 130 venues. most sensitive liquid on the planet – beer. Need more detail? Well, were known primarilyCorsAir DisplAy systems, llC By focusing on product design and raw material for three things:5560 Airport Road experimentation, Delfin has continued to be the • Driving revenue through lightning fast speed-Canandaigua NY 14424 “what’s new” company for food retail merchandis- of-service and serving beer with almost noP 800-347-5245 ing and, more recently, segments of the foodservice wasteContact Name: Ken Visco industry, including supermarket chains, facility • The most dynamic advertising space in management and corporate cafeterias, stadiums and sports venues, quick-service restaurants, cruise • It’s James Dean coolCorsair Display Systems, LLC has been design- ships, hotels and hospitality and catering. Our And did we mention it all runs through the Bot- #SEATFall2011 | | S E A T | 55
  • 52. Alsd Buyers Guide 2012toms Up Beer Dispensing System®? Low cost. Low merfin systems Neon Gummi Worms, BUDDY BEARS® Gummirisk. Fast results. 105 Industrial Dr. Bears, THE BAKE SHOPPE™ Chocolate Chip King NC 27021 Cookie Dough Miniatures, Original TOGGI®levy restAUrAnts P 800-874-6373 Chocolate Covered Wafers, LUCKY CHER-980 North Michigan Ave. Contact Name: Petra Baccus RIES™ Gummi Cherries, JUICY ROLLS® FruitChicago IL 60611 Rolls, JUICY SNACKS® Fruit Snacks, SMARTYP 312-664-8200 PANTS® Brand Refreshments, and many Merfin Systems is an industry-leading innovator fine products.Levy Restaurants, founded in Chicago in 1978, is of value-added paper systems. Since 1984, Merfinrecognized as one of America’s fastest-growing and has served the away-from-home industry in North sAvor…most critically-acclaimed restaurant companies and America with strong partnerships with customers, 300 E. Ocean Blvdis the leader in premium sports and entertainment employees and suppliers. With a full line of paper Long Beach CA 90802dining. Levy was recently named one of the ten products for the hygienic and foodservice markets, P 714-553-2400most innovative companies in sports in the world Merfin fulfills its mission of innovation, quality and Contact Name: Stephen Lazarby Fast Company magazine. excellence for the customers the company serves. The company’s diverse portfolio includes Merfin, through Buckeye Technologies, has manu- www.smgcatering.comaward-winning restaurants, including James Beard- facturing operations in the U.S., Canada, Brazil and SAVOR... manages over 60 arenas, conventionwinning Spiaggia and Bistro 110 in Chicago, Germany. centers, theaters and food and beverage accountsFulton’s Crab House, Portobello and Wolfgang throughout the world. A leader in delivering qualityPuck Grand Café at Walt Disney World Re- oDell’s food experiences, technology and green initiativessort, renowned sports and entertainment venues, 8543 White Fir St, #D-1 to the retail food and catering industry, SAVOR...including Lambeau Field, STAPLES Center, and Reno NV 89523 is a committed responsive partner to its clients,American Airlines Arena, and events, including the P 775-323-8688 with proven versatility, innovative flair and aware-Super Bowl, World Series, U. S. Open, Kentucky Contact Name: Jo Burgoon ness of local interests.Derby, NHL and NBA All-Star Games and the jburgoon@popntop.comGRAMMY® Awards. soDexo UsA Odells is a leader in supplying quality popcorn 7545 Marston LanelegenDs hospitAlity topping and popping products to the concession Dublin OH 43016mAnAgement industry. Odells is a second-generation, family- P 614-761-2330614 Frelinghuysen Ave owned business. Our commitment to our customers Contact Name: Paul LakyNewark NJ 07114 is still maintained and our policy remains the same: paul.laky@sodexousa.comP 862-902-5450 Provide our customers with quality products, supe- www.sodexousa.comContact Name: Mike Rawlings rior service, innovative developments and industry Sodexo, Inc. is the leading provider of support. food and facilities management services in the U.S., Canada and Mexico, serving 10 million custom-Legends is a company that prides itself on provid- ovAtions fooD serviCes ers in 6,000 locations every day. Our dedication toing fans with an exceptional experience each and 18228 US Hwy 41 N excellent service, corporate citizenship and fightingevery time they visit your venue. The fans are our Lutz FL 33549 hunger all come from one goal – to make every dayguests and our number one priority. Understanding P 813-948-6900 a better day.this concept means that we listen to your fans, un- Contact Name: Geno Svecderstand what they want and customize our service soUthern wine AnD spirits ofin a way that meets and exceeds their needs. AmeriCA Ovations collaborative style is a natural fit for con- 1600 NW 163rd St.melissA’s/worlD vAriety vention, sports and entertainment operations. We Miami FL 33169proDUCe, inC. differ from our competition in our ability to work P 305-625-4171PO Box 21127 directly with the facility management to implement Contact Name: Tom KaucicLos Angeles CA 90021 effective foodservice management programs and tomkaucic@southerwine.comP 800-468-7111 creative marketing and merchandising programs www.southernwine.comContact Name: William Schneider that grow revenues and please customers. Southern Wine and Spirits of America, founded 1968, operates in 27 states and employs over 10, promotion in motion people reaching from Miami to Maui. SWS is theThink tasty, creamy, tangy, aromatic, tart, sweet, CompAnies, inC. largest wine and spirits distributor, committed tocrunchy and delectable. Within the 280,000 3 Reuten Drive the highest standards in all their activities. SWSsquare-feet of the Melissas/World Variety Produce, Closter NJ 07624 represents 1,500 wine, spirits, beer and beverageInc. warehouse, you’re sure to find the freshest fruits P 201-784-5800 suppliers from around the world.and vegetables – quality products with exceptional Contact Name: Jeff Scudillovalue and first-class service. vino solo Established in 1984, Melissas/World Variety 4100 Main Street, Suite 400Produce, Inc. is currently the largest distributor of Manufacturers and marketers of famous American Philadelphia PA 19127specialty produce in the United States. With over confectionery brands including SUN-MAID® P 215-509-75001,000 items available at any given time, Melissa’s Milk Chocolate Raisins, FISHER® Milk Contact Name: Jonathan Gelulaimports and distributes exotic fresh fruits and Chocolate Peanuts, SOUR JACKS® Sour Candies, jon@kdmglobalpartners.comvegetables from around the globe. SOUR JACKS® Watermelon Sour Candies, WELCH’S® Fruit Snacks, WELCH’S® Fruit ‘n Vino Solo is a PET plastic wine bottle with its Yogurt Snacks, NUCLEAR SQWORMS™ Sour own attached drinking glass, a one-of-a-kind,56 | S E A T | | #SEATFall2011
  • 53. Alsd Buyers Guide 2012new packaging concept where the drinking vessel ArCADiA of locations sporting our beautiful, quality productsalso serves as the screw top/cap for the bottle! For 5692 Fresca Dr. includes hospitality suites, restaurants, countryall on-premise beverage service, Vino Solo offers La Palma CA 90623 clubs and five-star resorts.unprecedented efficiencies – inventory control, P 714-562-8200 Our goal is to provide inline and customcash control and quicker, more profitable beverage Contact Name: David Logsdon products that meet the design specifications of eachservice. project and exceed the expectations for comfort, Singlz KDM North America is now launch- value and durability. We incorporate sustainableing the unique 187ml PET plastic wine bottle- Arcadia is the Southern California-based furniture practices company-wide and utilize eco-friendlyand-flute combination (and Vino Solo brand) manufacturer with a proven track record as a key materials. Our headquarters and manufacturingthroughout the U.S., Canada, Mexico and the supplier to the premium seating industry. With facilities are located in Winston-Salem, NC.Caribbean. The Vino Solo brand and accompany- manufacturing capabilities that make short work ofing packaging are both proprietary to Singlz KDM special needs, Arcadia is able to help meet design, BernhArDt DesignNorth America. budget and time requirements. Modified dimen- 1839 Morgantown Blvd. The unique Vino Solo packaging can now be sions, special fabrics and finishes, even team logo Lenoir NC 28645bottled on a “private label” basis – a great branding applications – these are just some of the many ways P 828-759-6638opportunity for your venue, organization or team! Arcadia can accommodate your preferences for Contact Name: Steve Anstine furnishing luxury suites in style and comfort. steveanstine@bernhardt.comwooDforD reserve www.bernhardt.com850 Dixie Highway B-r CArts & kiosks Being recognized for its innovative and excitingLouisville KY 40210 1360 County Road, #8 efforts to change the way the public thinks aboutP 502-774-6808 Farmington NY 14425 contract furniture, Bernhardt Design leads theContact Name: Laura Petry P 585-398-2190 industry in new product design, innovative use Contact Name: Nancy Role materials and cutting-edge processes. Design provides a wide array of furniture productsNo factory, no assembly line, just craftsmen. At that serve the mid-range to high-end market.Woodford Reserve, we like to say that we dont B-R Carts provides its customers with better-manufacture our product, we craft it. Anyone can engineered, higher-quality, competitively priced, BrUeton inDUstriesclaim history and tradition. Take your time with a foodservice and retail merchandise portables. The 146 Hanse Aveglass of Woodford Reserve, and youll find that we B-R Carts Team has extensive experience in sales, Freeport NY 11520practice what we preach. design, manufacturing, project management and P 516-379-3400 business management disciplines. Contact Name: Deb Virko dcvirko@brueton.comFurniture, Fixtures And BBJ linen www.brueton.comequiPment 7855 Gross Point Road Brueton is a USA furniture manufacturer, offering a Skokie IL 60077 full line of products and utilizing the highest-quali-4topps P 847-329-8400 ty sustainable materials, including stainless steel. As121 Fayette Street Contact Name: Kathy Carlson manufacturers, we offer custom capabilities whichWinston-Salem NC 27101 can be anything from a slight modification of ourP 336-480-6413 standard product to a totally custom product manu-Contact Name: Joe Bellissimo BBJ Linen is a pioneer in the linen rental industry. factured to the designers/architects Our mission: “To become the premiere provider Our products are specified for hospitality, corporate, of décor linen to the Special Events Industry on a educational and residential projects throughout the4Topps – Premium Seating has developed an in- national and international level through the depth world. Our products are MADE IN AMERICAnovative, state-of-the-art premium seating product and diversity of a quality product and dedication to since 1926.for the sports and entertainment industry. With unparalleled customer service.”our patented design of four 360-degree swivel- Since 1983, we’ve led the industry by offering BUgAmBiliAing stadium seats and half-table configuration, the best products, exquisite fabrics, unparalleled 18 Technology Dr, Suite 1264Topps offers the audience a unique “Spectating” service to customers and events worldwide and Irvine CA 92618experience, while venues enjoy a revenue-increasing a state-of-the-art communications center at our P 949-727-0500hybrid between traditional seats and luxury suites. Chicago headquarters. With sales representatives Contact Name: David Turco in most major U.S. cities, BBJ Linen is the largest david@bugambilia.comAmeriCAn seAting Co. special event linen rental company in the United www.bugambilia.com3 Oak Village Ct. States. Bugambilia presents a wide variety of serving wareTrophy Club TX 76262 designs for your foodservice displays. The companyP 817-430-8862 BeAUfUrn fUrnitUre has successfully served the luxury suite industry forContact Name: Chuck Bailey 3929-D Westpoint Blvd. many years by providing a solution for Winston-Salem NC 27103 display needs. Bugambilia products are 100% P 888-766-7706 mercial dishwasher safe and are highly resistantWhatever the venue, the importance of seating Contact Name: Adam Yazejian to scratching, chipping, peeling and paramount. American Seating is here to make The cast aluminum base is a great conductor ofeveryone comfortable. With over 100 years of ex- temperature which allows their products to main-perience, furnishing thousands of sports and enter- Beaufurn specializes in designing and manufactur- tain temperatures for an extended period of time.tainment facilities, and seating millions again and ing hospitality and commercial seating, including Products can be placed in refrigerators, freezers oragain, American Seating sets the industry standard dining chairs, stools and lounge seating as well as warming ovens prior to service. They are availablefor product design, durability and comfort. occasional tables and outdoor seating. The long list in 22 different colors and a wide variety of shapes #SEATFall2011 | | S E A T | 57
  • 54. Alsd Buyers Guide 2012and sizes. of fabric choices. In addition to custom manufac- CoverCo, inC. turing, The Chair Factory is the exclusive supplier 4040 Sorrento Valley Blvd, Suite ACAmBriA of Torre, a high-end Italian furniture line, in the San Diego CA 9212111000 W. 78th St, Suite 220 United States. P 800-959-8527Eden Prairie MN 55344 Contact Name: Breck JohnsonP 952-826-6270 ChArles AlAn, inC. breck@covercoinc.comContact Name: Tom Annexstad 2901 Stanley Ave. Fort Worth TX 76110 CoverCo, Inc. is the leading supplier of P 817-922-9834 developed to upgrade unsightly items in majorCambria natural quartz countertops, as seen in Contact Name: Amanda Taylor presentations venues such as hotels, conventionsClub Cambria at the Target Center in Minneapolis, and most importantly luxury suites. These itemsare the perfect choice for any luxury suite. Cambria include custom patterns designed to cover trashquartz surfaces are resistant to staining and scratch- Charles Alan Incorporated is a company with a cans, tray stands, bust tubs, banquet tables, portableing as well as are certified by the Public Health and single purpose – to offer the highest quality designs bars, ice bins, rolling liquor cages, Queen MarysSafety Company for use in commercial kitchens. at the best market value. Our goal is to harmonize and many more.They are as beautiful as they are durable. our lean manufacturing practices with modern technology in addition to the best industry stan- DAktroniCs, inC.CArnegie fABriCs dards for sustainability and still produce the highest 331 32nd Ave.110 N. Centre Ave quality products. We are committed to expanding Brookings SD 57006Rockville Centre NY 11570 and refining a program of environmentally-sustain- P 605-692-0200P 516-678-6770 able manufacturing practices that are measurably Contact Name: Mark SteinkampContact Name: Cliff Goldman reducing the impact on the environment. All our products are manufactured and as- sembled in Fort Worth, Texas. Charles Alan Incor- Daktronics, founded in 1968, is recognizedCarnegie Fabrics is owned by the same family that porated is HUB and Woman Owned Certified. worldwide as the leading supplier of integratedfounded it in 1950. While the industry has changed scoring, display, video and sound systems for sports,a great deal since then, their principles have not. ConneAUt leAther entertainment and other public assembly venues.Carnegie has instilled a belief that there are no 494 East Main Road The company’s mission is to remain the leadingsubstitutes for innovation, service and integrity. At Conneaut OH 44030 provider of such systems that help venue managersCarnegie, creating textiles means much more than P 440-593-5205 deliver more memorable and successful events thatweaving yarn into fabrics. Contact Name: Jimmy Dilella bring in more patrons. The company’s venue-wide systems can manage and operate multiple displaysCArts of ColorADo of multiple technologies, from large LED displays5420 S. Quebec, Suite 204 Conneaut Leather is an ISO certified quality outside the building and in the seating bowl toGreenwood Village CO 80111 leather finisher producing over 500 hides a day with smaller flat panel displays in suites, concourses andP 303-329-0101 a capacity of producing over 2,000 hides a day. The other areas with both live and scheduled content.Contact Name: John Gallery company has moved into a state-of-the-art facility Additional services include content creation, with the finest and most technologically-advanced site event support, project management, installationAt Carts of Colorado, we turn mobile and modular machinery. In-stock programs, supported by a sec- services and ongoing product support.merchandising concepts into workable solutions. ond generation Mexican tannery, currently numberWhile our name may be regional, our scope is truly over 250 skus. The custom color match program, DArAfeevinternational. From humble beginnings in 1984, satisfying the most discriminating of customers, is 5075 Edison Avewe have grown to be the leader and innovator in among the best in the industry. Conneaut recently Chino CA 91710the mobile merchandising industry. Our products partnered with Crypton to offer revolutionary P 909-613-1818are in use across the United States and in many leather that is antimicrobial, antibacterial, water Contact Name: Paul Darafeevinternational cities. resistant and bleach cleanable. It is diversification, longevity, quality and excellent customer service www.darafeev.comthe ChAir fACtory that make Conneaut Leather the successful com- For over 50 years, Mikhail Darafeev has designed214 Bowery pany it is today. and manufactured custom-made furniture whichNew York NY 10012 has been known to be some of the world’s finest.P 212-941-8700 ContinentAl seAting Each piece is expertly constructed in our twoContact Name: Zev Belsky 2502 Camp Ave, Suite 100 Southern California factories with a Carrollton TX 75006 of Old World craftsmanship and P 214-453-4255 engineering. Our products are entirely American-Founded in 1979 by Abraham Belsky, The Chair Contact Name: Adam Cox made.Factory is the leading manufacturer and supplier The Darafeev product line includes dining andof custom chairs, tables and barstools for the food- game chairs, bar, counter and spectator stools, pokerservice industry. Today, The Chair Factory is led by Each piece of handcrafted home theater and multi- and game sets, bars and back bars and pub tables.Zev Belsky, an enthusiast entrepreneur whose goal media seating we build must earn the Continental All are made of genuine hardwoods and equallyis to position the family business as the premier Seating brand before it is delivered to your home. high-grade materials. Darafeevs unsurpassedseating source for the architecture and design com- We are the manufacturer which ensures the highest quality, advanced product features and a myriadmunity. quality, sublime customer service and control over of custom-order options make it the choice of The Chair Factory manufactures over 200 styles all aspects of manufacturing. discerning customers.of custom seating in a variety of finishes, rangingfrom wood to metal and an almost endless selection58 | S E A T | | #SEATFall2011
  • 55. Alsd Buyers Guide 2012DAUphin product technology and a comprehensive selection pocket diary, writing portfolio or luggage tag, your300 Myrtle Avenue of flooring products, your entire property will look choice of a Graphic Image product will be remem-Boonton NJ 07005 beautiful. Our hospitality product offering includes bered and more importantly used and admiredP 973-263-1100 x124 print, synthesis, CYP, merit-tufted and modular. by the recipient. The presentation can be impres-Contact Name: Maureen Christensen Whether it’s your custom design or one of ours sive and/or fun with few limitations on colors – there are no limits on creativity. And, as a part of the Mohawk Group, we can offer you a singleDauphin’s exciting line of installed seating offers source for total solutions. hollAnD BAr stoolhigh-design and superior comfort. Advanced in 12839 Corporate Circle Placeform and technology, these seats provide maximum fry fABriCAtions Holland MI 49424comfort for people seated for a long period of time. 2208 South 15th St. P 800-423-1903Ideally suited for luxury suites, we offer innovative Phoenix AZ 85034 Contact Name: Arie Vinksolutions, a variety of styles and price points to P 602-454-0201 arievink@hollandbarstool.commeet your changing needs. Contact Name: Derek Kordower Dauphin provides quality and consultative ser- Holland Bar Stool Company is based in Holland,vices to our clients with venues where professional Michigan, where we manufacture and ship oursolutions are required. In addition to installed seat- Started in 1999, Fry Fabrications began in products. Our merchandise is constructed froming solutions, we offer many varied types of seating President Jim Fry’s parent’s garage as a supplier the finest solid Red Appalachian Oak or solidand table options. of bars and bar service products for Phoenix-area Hardwood Maple for the wood products and high restaurants, bars and nightclubs. Success quickly quality plating grade steel for metal products. OurDAvis fUrnitUre inDUstries, followed, and the company grew to include more metal stools have an oven baked powdercoat finishinC. than a dozen talented employees to serve clients that is extremely durable and long lasting, while our2401 South College Drive worldwide. wood is finished with the finest catalyzed lacquerHigh Point NC 27261 Today, Fry Fabrications is a metal fabrication in the industry. We offer a variety of sizes – 18"P 336-889-2009 firm that designs and produces merchandising and chairs, 24" counter stools, 30" and 36" bar stools – aContact Name: Sandy Soroush beverage displays for retail, restaurants, nightclubs number of finishes for both wood and metal and bars as well as custom, branded products for ucts and a huge assortment of upholstery on-premise marketing. With in-house expertise We offer custom heights, custom wood finishesDavis Furniture offers a variety of contemporary in marketing, trade show planning, retail fixtures, and since we have our own upholstery department,furniture for corporate, hospitality and other portable beverage services (including wet bars and C.O.M.s are always welcome.environments. As a 65 year old family company, bottle service organizers), a solid merchandisingthere is a true craftsmanship that goes into every plan can be created around each client’s logo, style hollmAnproduct, making available cutting-edge designs that and marketing strategy. 1825 West Walnut Hill Lane, Suite 110not only offer the best in function but add quality Irving TX 75038and sustainability. goUrmet DisplAy P 800-433-3630 6040 S. 194th St, Suite 102 Contact Name: Tommy PistanaDesign tex Kent WA 98032 tommy@hollman.com200 Varick St, 8th Floor P 206-767-4711 www.hollman.comNew York NY 10014 Contact Name: Howard Michaelson Founded in 1976, Hollman, Inc. has rapidlyP 212-886-8136 become the industry standard in custom woodContact Name: Marty Gurian veneer and plastic laminate lockers, custom Gourmet Display’s expansive collection of display- cabinetry and racquetball and squash courts. Today, ware has grown steadily over the last 30 years to our client roster includes world-class country clubs,Designtex is a celebration of imaginative minds meet the exacting demands of hospitality profes- hotels, spas, athletic teams and facilities, ski lodges,and fact-based knowledge coming together to sionals worldwide. Proud to be a highly-respected governments and municipalities. With a stellaroffer fresh, innovative and performance-tested supplier of high quality, creative display solutions, reputation for craftsmanship and quality, it wasn’tenvironment enhancement surfaces and solutions. Gourmet Display is also dedicated to keeping their long before the architectural and building industriesAn inquisitive nature allows for us to be leaders in production local – 90% of their products are skill- began to seek out our expertise in kitchen cabinetryunique design, fabric technology, environmental fully handcrafted in the USA. as well. Our team excels in every area, leadingresponsibility and service. With this approach, we the industry in detailed craftsmanship, innovativehave expanded our product offering to include grAphiC imAge designs and unparalleled durability.wall-to-wall and floor-to-ceiling solutions that 305 Spagnoli Rd.enhance environments with a convergence of form Melville NY 11747 hUfCor, inC.and function. P 631-249-9600 2101 Kennedy Rd. Contact Name: Jennifer Hesekiel Janesville WI 53545DUrkAn hospitAlity P 800-542-2371405 Virgil Dr. Contact Name: James DunnDuluth GA 30721 Graphic Image is a producer of fine leather prod- jdunn@hufcor.comP 800-241-4480 ucts. Our history of over 30 years of excellence in www.hufcor.comContact Name: Cynthia Katafiasz leather bound books and accessories fused with our Hufcors complete line of operable walls ( own domestic manufacturing facility enables us to known as "airwalls"), accordion doors, glasswalls, offer you exceptional quality, experienced service portable partitions and room dividers can meet theAs a leader in hospitality carpet, Durkan knows and quick turnaround time. requirements of any facility that needs acousticalthat color, styling and design determine the entire Our products offer an opportunity to strengthen separation and flexible space division. Partitionslook and feel of a space. By offering design services, and maintain corporate relationships. Whether a may be ordered in sizes ranging from the short #SEATFall2011 | | S E A T | 59
  • 56. Alsd Buyers Guide 2012(over a counter-top) to the very tall (convention manship and innovation. We offer a breadth of sales opportunities and drive heights exceeding 60). products and services, including plumbing fixtures, furniture, tile, stone and primary and backup power mAgnUson groUphUssey seAting Co. systems as well as award-winning hospitality and 1400 Internationale Parkway38 Dyer Street Extension world-class golf destinations. Woodridge IL 60517North Berwick ME 03906 P 800-342-5725P 207-676-0234 legACy fUrnitUre Contact Name: Kelly QuackenbushContact Name: Ron Bilodeau 1828 Brian Dr. NE Conover NC 28613 P 828-459-7189 Since the early 1920’s when we founded Vogel-Welcome to Hussey Seating Company, the global Contact Name: Todd Norris Peterson Company – and for the past 25+ yearsleader in spectator seating solutions. From schools as Magnuson Group – we have built our nameand universities to auditoriums, arenas, sports stadi- by designing, manufacturing and marketing theums, performing arts centers and places of worship, Legacy Furniture Group, Inc., located in Conover, industry’s finest products within our focused nicheHussey Seating is famous for comfort. Great looks. NC, is a family-owned and operated business of support furniture and accessory products.Engineering innovation. Reliable performance. And founded by Clark Norris, Todd Norris and David Over the years, we have added extensively to ouran unrivaled network of local experts ready to assist Reinhardt in January 2002. Together they have over product line from our earliest roots in coat racksyou in developing the perfect seating solution. eighty years of combined experience in the contract and garment storage to today where we represent furniture industry. Legacy possesses the knowledge the contract furniture market’s most complete linekArDeAn internAtionAl and experience which makes it one of the industrys of high-design accessories and support furniture for1100 Pontiac Court leading manufacturers. In the contract furniture commercial facilities.Export PA 15632 industry market, Legacy provides the quality and Magnuson Group remains a family-owned andP 888-266-4343 value that todays healthcare, institutional, corpo- operated business – now in its 4th generation – andContact Name: Ed Perrin rate and hospitality segments expect. is as committed as ever to delivering the design, quality, value and customer service loewenstein, inC. in the market.Since starting life in 1973, Karndean has remained 1204 East 6th – so we’re true to our roots and Huntingburg IN 47542 mArqUis seAtingfiercely dedicated to our customers. We are dedi- P 812-683-7332 231 South Roadcated to serving the commercial flooring industry Contact Name: Wendy Ewing High Point NC 27262in the USA. Our state-of-the-art warehouse is P 336-475-8200designed to provide for orders from one box for an Contact Name: Ashleigh Reierelevator to a 20,000 sq-ft healthcare project. We of- Founded in 1966 by Hank Loewenstein, our ashleigh@marquisseating.comfer a fast, efficient delivery throughout the country, company has always strived to be an organization www.marquisseating.comwhich means your order will be on time, any time that cares about our customer, employees and the Since our founding, we have provided architectsyou need it. This – plus our commercial experience, environment. Loewensteins philosophy and long and designers with custom capabilities to createtechnical knowledge and sales advice – means we term success has been built on the foundation of furniture that excels in the hospitality market. Ourprovide a service that is second to none. bringing world-class international furniture designs close-knit team of talented individuals is thor- to the North American contract market with oughly focused on transforming your inspirationskeilhAUer proper scale, comfort and engineering. These design into environments that delight. From design and1450 Birchmont Rd collections have been offered to the interior design prototyping through manufacture to service afterToronto ON M1P2E3 community as multi-purpose furniture at strong the sale, Marquis forms itself around you and yourCanada value price points. Backed by progressive and expe- unique needs to bring your ideas to life.P 1-800-724-5665 rienced management, along with a highly-skilledContact Name: Marilyn Maxim factory and support team, Loewenstein consistently mArvel (AgA mArvel) delivers on its commitment to quality, service and 1260 E. VanDeinse St.We support the way you sit! Keilhauer designs, dependability. Greenville, MIengineers and manufactures office seating, includ- P 877-650-5775ing task and executive chairs, lounge seating and lynCh exhiBits Contact Name: Duane Gilbertcomplementary tables, side chairs, stacking chairs 7 Campus Drive dgilbert@agamarvel.comand healthcare seating. From the outset, we have Burlington NJ 08016 http://www.agamarvel.comhad one focus – to manufacture high quality com- P 609-387-1600 Marvel Makes the Game! Score big the next timemercial seating on time. Contact Name: Frank Nave you outfit your luxury suites with the industry‘s leading, reliable, bar-quality refrigeration fromkohler CompAny Marvel. For over 70 years, Marvel has been com-8601 Swan Lake Court Plain and simple, Lynch is in the business of help- mitted to enhancing the lifestyle of its customersTampa FL 33647 ing companies and brands build relationships that with its unparalleled line of luxury undercounterP 813-830-1706 drive business. Sounds simple until you under- refrigeration products. Marvel‘s hospitality lineContact Name: Phil Boggs stand how we do that. First, we develop on-target includes a wide range of wine cellars, and on-brand creative architecture and interac- refrigerators, ice machines and beer dispensers, tive media that attract and provide a meaningful including models that meet ADA requirements.Since 1873, Kohler Co. has been improving the engagement for your target audience. Next, we Call 877-650-5775 visit www.marvelrefrigeration.lives of its customers with exceptional products and plan and implement project management tactics com for more details on Marvel‘s stadium programsservices. Our diversity of products and powerful that help you control and reduce costs. Finally, we and exclusives on: installation service, color optionsportfolio of brands lead the way in design, crafts- deliver the face-to-face experiences that increase and team Logo graphics applied with SonicIm-60 | S E A T | | #SEATFall2011
  • 57. Alsd Buyers Guide 2012age™ technology. Contact Name: Jeffrey Brooks brand can be found in the finest restaurants, bars, stadiums, hotels and resorts in the world and is nowmoDernline fUrnitUre available for those who desire the ultimate enter-1296 Lawrence Street First introduced in 2005, the WineStation was tainment suite. The Perlick product line includesRahway NJ 07065 designed specifically to provide increased revenue both indoor and outdoor undercounter refrigera-P 800-677-5596 streams and cost controls for the restaurant, retail tors, wine reserves, freezers, freezer and refrigeratedContact Name: Lauren Kohler and hospitality industries. Currently located in drawers, clear ice makers and beer dispensers – hundreds of arenas, convention centers, grocers, spanning 15-, 24- and patented 48- and hotels, specialty wine shops, wine bars and res- Perlick is also the FIRST ALSD-CERTIFIEDOur young, thriving company opened its doors in taurants nationwide, the WineStation is a proven COMPANY.March 1999. Since then, we have established an resource for harnessing the profitability of any wineideology of providing exclusive styles in modern program. The revolutionary preservation system rossetocontemporary furniture at factory-direct-to- you assures perfect wine dispensing and freshness for up 3600 W Pratt Avepricing. We are proud to have a dynamic product to 60 days and self-service options that can provide Lincolnwood IL 60712line which continues to expand and provide the product safeguards, reporting and valuable insights. P 847-763-1215best in value, quality, functionality and innovation. Contact Name: Cherylee CruzA combination of dedicated customer service, luxu- one fUrnitUre groUp cherylee@rosseto.comrious furniture sets and fast nationwide shipping 6520 Airport Center Drive www.rosseto.comwill continue to set us apart from our competitors. Greensboro NC 27409 For over six years, Rosseto has been dedicated toWe thank all of our customers for their interest and P 336-235-0221 providing quality, high-end buffet, dispensing andsupport. Contact Name: Robert L Price serving solutions. Our EZ SERV and EZ PRO dispensers have become a staple in every foodser-mts seAting vice setting for creating an inviting and interactive7100 Industrial Drive one furniture group, is a North Carolina-based station for candies, snacks, ice cream and yogurtTemperance MI 48182 company offering an extensive line of wood, metal toppings and much more. Rosseto’s innovative,P 734.847.3875 and lounge seating as well as dining and occasional patented portion control system means customersContact Name: Greg Holroyd tables. The brand incorporates a consistent design get the right amount, and clients maximize vocabulary with an interesting mix of materials food costs. With durable, versatile buffet and design elements but with enough flexibility to like the Skycap line and the natural elegance of ourMTS is committed to the hospitality market with address a wide range of projects and, in many cases, Bamboo products, Rosseto caters to clients whototal seating solutions. Were more than a supplier – challenging budgets. The brand philosophy is to go expect nothing but the best for their customers.were a partner, presenting our customers with one- well beyond offering basic products in a binder oron-one customer service, custom capabilities and on a website. The goal is to form long-term collab- rUmpUs sportsinnovative solutions. From the finest restaurants orative partnerships with our clients and become a 4136 Logan Wayto the trendiest nightclubs, the busiest convention proactive resource for product, design and customer Youngstown OH 44505halls to the most elegant ball rooms, our products service. P 877-509-1440offer unmatched performance, design, comfort and Contact Name: Dan Vassvalue. For every sensibility, every setting. pAvAr fUrnitUre, inC. 72-G Brunswick www.rumpussports.comnAnAwAll systems Montreal QC H9B 2C5 Rumpus Sports is a wholly-owned subsidiary of707 Redwood Hwy Canada Gasser Chair Company. This combination providesMill Valley CA 94941 P 514-822-1011 you with over 65 years of furniture manufactur-P 800-873-5673 Contact Name: Michael Di Paolo ing experience and team colors embroidered ontoContact Name: April Keene chairs, barstools and accessories for suite Complete engineering and manufacturing Restaurant chairs, seating, bar stools and banquettes ties located in Youngstown, Ohio provide customONE THING the Yankees, Mets, Phillies and are crucial in the hospitality industry. The visual capabilities, on-time delivery and excellent quality.Giants can agree upon: NanaWall sliding glass wall design as well as the overall comfort of the seating These seating products let you showcase your teamsystems create comfortable and uniquely adaptable in an establishment can contribute to its success. spirit in comfort. Seating products ideally suitedluxury stadium boxes with an unobstructed view Founded in 1983, Pavar understands the impor- for luxury suites and can be customized to your re-of the field in any weather. With over 20 years tance of carefully chosen seating. Now recognized quirements. Every true sports fan deserves the bestexperience providing custom engineered glass wall as a leading furniture manufacturer of chairs, tables, seat in the house. Browse through our collection ofsystems to all types of sports venues from high bar stools and banquettes, Pavar has one of the seating products to become a natatoriums to major league stadiums, only largest selections of seating.NanaWall can offer nearly unlimited design free- seAting solUtions/dom backed by sound technology and independent perliCk DreAmseAttesting. If your plans include a new stadium or 8300 W. Good Hope Road 60 Austin Blvd.major remodel, then NWS would like to discuss Milwaukee WI 53223 Commack NY 11725the infinite possibilities of the precision-engineered P 800-558-5592 P 631-845-0449NanaWall with you. Contact Name: Chaya Jacobs Contact Name: Scott Lebedz slebedz@dreamseat.comnApA teChnology www.dreamseat.com2956 Scott Blvd Celebrating over 93 years of excellence, Perlick Seating Solutions is a total spectator seatingSanta Clara CA 95054 is the leader in commercial bar and beverage company that specializes in the design, sales, rentalP 408-476-3123 refrigeration and dispensing equipment. The Perlick and installation of custom seating. Our expertise #SEATFall2011 | | S E A T | 61
  • 58. Alsd Buyers Guide 2012extends to all venues, including luxury suites, club Based on over 100 years of hands-on, personal www.summitappliance.comand loge areas, clubhouses, grandstands, team of- experience in the custom-seating industry, we Summit Appliance manufactures the largest assort-fices, practice facilities, press boxes, media rooms, continue to build long-lasting relationships. We ment of built-in refrigeration perfect for suites ofetc. XZipit, the newest line of furniture, features offer the best and most complete “Special Events all sizes. We manufacture so many different models,interchangeable logos and was showcased at the Seating Systems,” featuring multi-purpose folding with different features, they look like they wereNBA All-Star Game at Cowboys Stadium with chairs, custom logo chairs, stools, storage carts and made for you! Just tell us what you want. Selectrave reviews. XZipit is a perfect fit for any new other related products. Our strong customer service from refrigerators, beverage coolers, wine coolers,or renovated project involving furniture. This is relationships are designed by building satisfaction beer dispensers, ice makers and freezers, all avail-the only furniture available that will allow you to and loyalty that includes: able in ADA heights. Add our induction cooktopsgenerate revenue after it is purchased. • Functionality – Durability and builtin microwave ovens, and give your guests • Over 100 years Experience all the pleasures they are looking for. With thesiCo AmeriCA, inC. • Customer-Tested Performance personal touch of a family-owned organization, we7525 Cahill Rd. • Product Flexibility and Endless Options help you win!Edina MN 55439 • Easy Maintenance – Long-Term WarrantyP 866-702-8308 • Compliance with NFPA and ADA Standards U-lineContact Name: Stephen Gardner • User-Friendly Set-up/Take-down and Storage 8900 North 55th Systems Milwaukee WI P 414-831-2136Since 1951, SICO has set the standard of excel- spinneyBeCk Contact Name: Doug Biggslence for mobile folding stages, catering and 425 Cross Point Pkwy, #100 douglas.biggs@u-line.combanquet tables and portable dance floors. This Getzville NY 14068 www.u-line.comreputation was built on a strong commitment to P 716-446-2380 For nearly five decades and three generations,quality manufacturing and customer care. SICO’s Contact Name: Sandra Summers U-Line continues to be the leader in innova-newest products are a full line of illuminated buffet tion, quality and value in the premium built-instations designed to wow your guests in a rainbow undercounter ice making, refrigeration and wineof colors and presentation. Spinneybeck is the worlds leading and largest preservation market. U-Line has captivated those SICO’s innovative products have been designed supplier of quality upholstery leather with a stand- with an appreciation for the finer things withto quickly transform spaces to accommodate vari- ing inventory of 2,000,000 square-feet in our new exceptional functionality, style, inspired innovationous events. SICO products take the work out of global headquarters facility located in Getzville, and attention to even the smallest details. We areset-up and are designed to use minimal storage New York. Spinneybeck introduced quality Italian known for our unwavering dedication to productspace when not in service. Don’t settle for less…ask leathers to North America more than three decades design, quality and selection.for SICO. ago, being the first to bring full grain, aniline dyed Italian leather to the North American design com- wesniCsoUthern AlUminUm munity. Spinneybecks exacting standards, quality 6000 Bowendale Ave.5 HWY 82 West products and prompt service have become industry Jacksonville FL 32216Magnolia AR 71754 hallmarks. No company in the furnishings field has P 904-733-9595P 954-755-6438 a greater commitment to its industry, the clients Contact Name: Bill GilbertContact Name: John Frank who specify its products or customer satisfaction than Spinneybeck. Wesnic is the nations premiere source of highSouthern Aluminum created the lightweight spring UsA quality furniture. Designed and manufacturedtrend for tables over 30 years ago. We manufacture 127 Ambassador Dr, Suite 147 to withstand the "wear and tear" associated withlightweight folding banquet tables, meeting tables Naperville IL 60540 public space environments, our furnishings do notand portable stages, all USA-made products crafted P 630-527-8600 sacrifice design for its high quality. For over 20from 100% recyclable aluminum. Our sustainable Contact Name: Nick Lekos years, colleges and universities, arenas, coliseums,aluminum tables are specifically designed to be aes- shopping malls, hotels, restaurants, hospitals andthetically engaging without the use of linens which both private and government offices have relied onwill save luxury suites and facilities an abundance For over 60 years, Spring USA has soared above Wesnics furnishings.of money by eliminating linen expenses, such as the competition by offering the finest productspurchasing, labor and laundry costs. Our linenless with our exclusive designs, superior quality and witt inDUstriesproducts are available in many shapes, sizes, color unique detail. Products from Spring USA meet the 4600 N. Mason-Montgomery Rd.finishes and accessories. We are a proud member everyday demands of the worlds top professional Mason OH 45040of the U.S. Green Building Council, support the chefs. Our product line is unsurpassed when it P 800-543-7417LEED rating system and are the proud recipient comes to fit, finish and reliability. For professional Contact Name: Adam Beckof the General Services Administration National cookware, tools, accessories, beverage servers, chaf- abeck@witt.comFurniture Center’s prestigious Evergreen Award. ing dishes, inserts, induction systems, either mobile or stationary – look to Spring USA for solutions to Witt Industries, formerly The Witt Company,speC seAts your every day. enjoys a rich, established history in the steel waste3149 Dundee Rd, #272 receptacle manufacturing industry, dating back toNorthbrook IL 60062 sUmmit AppliAnCe 1887. It was founded as The Witt Cornice Com-P 323-954-7100 770 Garrison Avenue pany by George Witt, who invented and patentedContact Name: Jordan Hergott Bronx NY 10747 the first corrugated, galvanized ash can and P 718-893-3900 in 1899. Throughout the 1900s, Witt Contact Name: Stephen Ross has been in the forefront of the industry throughSpec Seats is a close-knit family organization. product innovation, quality and service. Today Witt62 | S E A T | | #SEATFall2011
  • 59. Alsd Buyers Guide 2012Industries is proud to be part of the Armor Metal ment market, the technology you chose to run files as well as the ability to connect with other fansGroup and is a woman-owned business. things has to be right. Agilysys is not only address- and players– all this in the palm of your hand from ing the different operational needs that sports and one stunning free app! entertainment outlets have, its giving them theinFormAtion technoloGy right tools to get timely, unified reports that help At&t wi-fi serviCes managers make better business decisions. When 311 S Akard Street10 foot wAve you want to expand into new handheld and kiosk Dallas Texas 752027401 Carmel Executive Park Drive, Suite 106 technology, Agilysys provides the solid integra- P 214-712-7798Charlotte NC 28226 tion to make it happen. Add critical back-office Contact Name: Robert WeaverP 704-313-0399 applications like inventory and procurement and rw6164@att.comContact Name: Dave Van Epps document management, and youll have an efficient sports and entertainment outlet operation that AT&T Wi-Fi Services is dedicated to enhances the guest experience. end-to-end connectivity resources for a variety of10 Foot Wave creates fully-automated private TV customers, including those in hospitality, retail,networks inside sporting venues that are designed AmeriCAn BArCoDe AnD rfiD healthcare, sport arenas/stadiums and universityto engage fans as well as sponsors. Our digital 3431 E Elwood Street segments. Were using the strength of our globalcontent platform, FanConnect, enables our clients Phoenix AZ 85040 organization, along with our experience, financialto display broadcast production-quality TV content P 480-319-1579 stability, innovation and quality of service to benefitwithout the on-going expense of professionally Contact Name: Jason Miller client venues. With more than 20,000 U.S. loca-produced video. Integrated with the venues existing tions served, AT&T is making you more produc-video infrastructure, FanConnect works with what tive by making the Internet accessible in moreyou’ve got, requiring no expensive upgrades to TV With particular focus on the hospitality and enter- places than ever before. We deliver an end-to-endscreens or cable distribution setups. It enhances the tainment industries, American Barcode and RFID network solution, including transport, applicationgame experience by blending the live action with is uniquely positioned to assist with the implemen- enablement, program and project management,player and game stats, social media feeds, trivia and tation of sophisticated automated data collection installation, posting, monitoring, maintenance andother custom content that fans love. The content and management solutions. For 30 years, American 24/7 care.elements are combined with sponsorship segments Barcode and RFID has led the industry with in-making FanConnect a valuable advertising revenue novative products, solution and managed services BAllenA teChnologiessource. Our product line-up includes solutions for that enable companies to manage both human and 1150 Ballena Blvd, Suite 250televisions, LED boards and mobile devices. capital assets, mobilize workforce operations and Alameda CA 94501 secure facilities through enhanced controlled access. P 510-521-0720ADvAnCeD meDiA Contact Name: Steve StonehouseteChnologies (Amt) steve@ballenatech.com3150 SW 15th Street www.seats3d.comDeerfield Beach FL 33442 ApplieD ConCepts Ballena Technologies offers unique sales andP 954-427-5711 PO Box 1175 marketing tools for sports teams, venue owner/Contact Name: Dave Swan Tully NY 13159 operators and Internet-based ticketing P 315-696-6676 Ballenas Seats3D product is the market leader Contact Name: Gary Nelson sports venue 3D visualization. Ballena TechnologiesAdvanced Media Technologies, Inc. (AMT) is the creates realistic seating visuals to improve the on-performance leader among CATV and broadband line ticketing experience by familiarizing potentialelectronic equipment providers. As a value-added Applied Concepts is located in beautiful Tully, customers with a facility, creating excitement, salesreseller of high performance products from numer- NY, about 25 miles south of Syracuse. Applied and customer satisfaction. Seats3D is currentlyous well-known manufacturers, AMT targets Concepts was formed in 1998 to supply DC-AC used on facility websites including NCAA, NBA,emerging technology applications in broadband inverters for CCFLs which backlight LCDs. Our NFL, MLB, MLS, NHL and NASCAR. Ballenawith a complete line of products for CATV, IPTV initial focus was on highly-specialized applications also specializes in the creation and display of dataand FTTH. in military, avionics and industrial markets. We on interactive seating maps, showing availability by Our complete portfolio of broadband equip- have since further enhanced our business offerings section, sub-section or individual seat for reseatingment includes products from Motorola, Amino, to include sunlight readable LED displays and or individual and plan sales.Blonder Tongue, ZeeVee, ATX Networks, EGT, plug-and-play LED drivers for OEM factory LEDRGB Networks, Adtec, Drake, Olson Technol- displays. BypAss lAneogy and Emcore. AMT offers Motorola’s Passive 3301 Northland Drive, Suite 500Optical LAN (POL) Solution – a highly reliable ApptiCo teChnology groUp Austin TX 78731and economically disruptive LAN solution that PO Box 2009 P 512-291-6192will revolutionize how voice, video and data are Laguna Hills CA 92654 Contact Name: Brian Traudtdistributed throughout the enterprise. P 877-521-2777 Contact Name: Paul Grossi www.bypasslane.comAgilysys Bypass Mobile is a mobile ordering and payment5383 Hollister Avenue solution for public venues and campuses. WeSanta Barbara CA 93111 The Apptico Technology Group proudly presents empower fans to skip the line, not the game byP 805-692-6338 its latest user-friendly mobile app, Stadiyum! _Or- ordering concessions using their mobile phone.Contact Name: Nancy Naretto der, pay, eat...without leaving your seat! More than Our shared experience in foodservice, a mobile food and beverage app, Stadiyum! also and development equips the Bypass team to offers video replays, score updates, mobile coupons, the premier mobile solution from the fan, venue,With todays competitive stadium and entertain- merchandise sales, links to tickets and player pro- team and concession’s perspective. Our passion is to64 | S E A T | | #SEATFall2011
  • 60. Alsd Buyers Guide 2012enhance the fan experience through innovations in Dell, inC. consulting expertise unrivaled in the industry. Withtechnology and consistent, trustworthy execution. One Dell Way over 10,000 clients in more than 18 countries, our Round Roots TX 78682 success has been built one client at a time. OurCAtereAse softwAre P 512-723-5962 focus on knowledge-building and personal, on-site1020 Goodlette Rd. North Contact Name: Kristin Storer involvement in consulting, automated solutionNaples FL 34102 implementation and ongoing success is a key to ourP 239-261-5828 clients abilities to save significant time and moneyContact Name: Susan Koschalk Dell Inc. listens to customers and delivers innova- by bulletproofing their F&B tive technology and services they trust and Uniquely enabled by its direct business model, Dell fortress gBWe at Caterease are committed to providing the is the leading global systems and services company. South Block Tavistock Housemost powerful, progressive, user-friendly event Tavistock Squaremanagement software at the most affordable price. event iq London WC1H 9LGAs the needs in the event management industry 11523 100th Ave, Suite 211 United Kingdomchange, and as technology advances, Caterease is Edmonton AB T5K OJ8 P +44 (0) 20 7874 7595committed to keeping its customers on the cutting- Canada www.fortressgb.comedge. Through comprehensive program upgrades P 780-424-3144 Fortress is a global provider of customer manage-several times each year, Caterease will continue to Contact Name: Dave Bodnarchuk ment and stored value solutions for the sportsbe the industry leader for many years to come. and entertainment industry. Our innovative card schemes improve customer service and help ourChAnnel 1 meDiA It is the eventIQ mission to become the premier clients identify, understand and interact with99 Atlantic Avenue, Suite #308 provider of event software and services for every- their customers in a more personal and effectiveToronto ON M6K 3J8 one. To accomplish our mission, we streamline the way. Used today by over 85 stadiums and venues,Canada event management business model using our PC- the Fortress membership scheme uses our awardP 416-531-6111 based software, a centralized Internet site and other winning RFID smart card technologies to enableContact Name: Evan Karasick services. We seek to make events successful and and manage electronic payments, loyalty signups simple by increasing promotional efforts for collection, paperless ticketing, venue access and events and reducing the traditional administrative running of tailored campaigns and promotions.Channel 1 Media is a leading digital marketing challenges/ that specializes in customized interactive givexsales tools for sports franchises within the NHL, fireiD 366 Adelaide St, Unit 400NFL, NBA, MLS, MLB, NCAA and various other 2nd Floor Octo Place Toronto, ON M5V 1R9sports properties and venues throughout the United Elektron Avenue P 770-514-8436States and Canada. Since 1998, we have pro- Technopark Stellenbosch Contact Name: Debbi Blackburnvided high-impact, cost-effective content, helping South Africa debbie@givex.comcompanies all over North America improve their P 425-466-5103 www.givex.combottom line. Most noted for our popular e-bro- Contact Name: Alison F. Kelly Givexs technology has now significantly evolvedchures, Channel 1 has produced pieces to promote from the first gift card and loyalty programs thateverything from premium seating, arena clubs and began in 1999. We now provide customizable toolsnew stadiums to sponsorship opportunities, seat FireID is a leading provider of mobile two-factor that empower businesses of all kinds to acquirerelocation programs and renewals. Our tools are authentication. Founded in 2006, FireID is located new customers, build, maintain and expand theirrecognized not only for their dynamic, energetic in Stellenbosch, South Africa and has offices in the customer database, effectively communicate withquality by bringing the entertainment experience USA and UK with a broad international network of customers and, finally, understand and reward theirto the consumer but for helping clients achieve out- distributors and resellers. With increased transac- most loyal customers.standing returns on their investment. tion fraud and identity theft, strong authentication Uptix is a tool which augments your stadium’s has become an essential component for any online existing ticket system, turning tickets into a formDeel! meDiA or mobile application. FireIDs world-class authen- of payment at concessions and team stores, loyalty12395 Morris Road, Suite 100 tication solutions meet the growing authentication cards and instant-win coupons. Several MLB teamsAlpharetta GA 30005 needs of corporations, government agencies and are already using Uptix to increase concessionP 770-619-1225 end-users who require highly secure and convenient profit, patron spending and season ticket renewals.Contact Name: Bryan Lynch online access to password protected accounts. more information, visit glyphiC teChnologiesDEEL! Media’s approach to the digital merchan- fooD trAk 1001 Avenue of the Americas, 4th Floordising business is to assemble best-in-class re- 15900 North 78th Street New York NY 10018sources to deliver the right solution for each of our Scottsdale AZ 85260 P 917-751-9500clients. We have developed long-term relationships P 480-951-8011 Contact Name: Devra Karlebachwith our business partners and processes by which dkarlebach@glytec.comwe effectively manage the deployment of those www.glytec.comresources to the benefit of our clients. We feel this System Concepts, Inc. (SCI) is the developer of Glyphic Technologies is a leading informationapproach provides the most cost-effective method the FOOD-TRAK® System and is one of the technology consulting firm delivering business-for delivering world-class solutions. worlds first companies to specialize in the field of driven technology solutions. We use our com- food and beverage management automation. Our prehensive IT solution offerings, including staff narrow specialization and large client base has augmentation, Lotus, messaging and collaboration, resulted in a level of software sophistication and enterprise portal and service-oriented architecture66 | S E A T | | #SEATFall2011
  • 61. Create a suite experience. Swirl Tables®, created with an original handcrafted artistry, are the perfect solution for sophisticated and linenless luxury suite settings. Designed to enhance the most memorable events, Swirl Tables® add a unique element to your décor.[lighted XCube tables] [serpentine tables] [cocktail tables] [lighted XCube tables]
  • 62. Alsd Buyers Guide 2012implementations to make our clients’ businesses At IMS, we differentiate ourselves in the POS TION IN LIVE FOOTBALL.more nimble and responsive. industry by developing custom solutions, like STA- Introducing FanVision, a wireless handheld With an emphasis on building lasting relation- DIS, also known as "Event Revenue Optimization" device that streams live football on a digital TVships, our philosophy has always been to take care (ERO), using best-in-class components (hardware channel. Its time to take the game into your ownof clients’ needs first and the business will take care and software) tied together through professional hands and watch every play up close, right as itof itself. Our high percentage of repeat business — services focused on efficient integration. Companies happens. Heres what comes standard:more than 85 percent of revenue over the last five too often fall into the trap of settling for a “one- • Instant replay from multiple angles. No wait-years — reflects our commitment to quality and the size-fits-all” system delivered by companies with ing for it to buffer or load.long-term partnerships we build with our clients. proficiency in only one or two key areas. We have • Access to out-of-town games selected by your developed a methodology that allows its custom- team as well as access to the NFL RedZoneiss 24/7 ers to profit from the use of specialized software Channel.12411 NW 35th Street applications and hardware solutions developed by • Live in-depth analysis tool, reporting theCoral Springs FL 33065 industry leaders focused on their core competen- trends and strategies of the game.P 877-722-6458 cies. The IMS approach delivers these best-in-class • Fantasy Football updates and components in seamlessly integrated platforms • A sharp, 4.3-inch screen and 6-hour batteryISS 24/7 is a privately-held company based in that specifically address each customer’s immediate life so you can watch the whole game clearlySouth Florida. Our marketing and technical team needs while allowing scale for growth. and vividly, even in bright daylight.has years of experience in text communications, • Exclusive highlight reels — so you can catchmobile marketing solutions and facility manage- iomeDiA the best plays as many times as you like.ment software. Our mission is to provide highly- 640 West 28th Street, 9th Floorinnovative solutions in a cost-effective manner. New York NY 10001 keywest teChnologiesWith our exceptional in-house programming team, P 212-352-1115 14563 W. 96th St. Terracewe can fulfill even the most demanding requests in Contact Name: Andrew Lafiosca Lenexa KS 66215a timely fashion. P 913-492-4666 Our proprietary platforms have been devel- Contact Name: Wes Dixonoped by our staff of technical engineers and have IOMEDIA is a creative agency focused on the wes@keywesttechnology.comundergone years of extensive testing. The result is bigger picture_strategy, concept and execution www.keywesttechnology.coma system that is cutting-edge and customizable to of extraordinary digital visuals and brand-centric Keywest Technology delivers the technology driv-meet the demands of even the most sophisticated media experiences. For the past 14 years, IOME- ing the digital signage revolution. Behind everyusers. DIA has offered a diverse outlook in answering digital sign is a device and software responsible for complex marketing challenges with inspired playing back and managing media. Solving yourinfloBlox concepts, campaigns and media productions. With company’s digital signage puzzle with professional-4750 Patrick Henry Dr. a full in-house compliment of creative and technol- ism at every level is our specialty.Santa Clara CA 95054 ogy teams, IOMEDIA also offers the VirtualP 408-625-4200 Venue™, a game-changing digital platform that is lUxiUmContact Name: Pete Surette the most engaging accurate in-venue experience for 200 Elgin St, Suite customer engagement and fan interaction. Virtual Ottawa ON K2P 1L5Infoblox was founded in 1999 and has shipped Venue™ technology is designed openly to integrate Canadamore than 40,000 appliances to more than 4,000 with online or offline marketing and promotional P 613-780-9000customers worldwide, including more than one- campaigns, social media, ad serving technology, Contact Name: Bruce Lazenbythird of the Fortune 500. sponsorship opportunities, ticketing systems and Infoblox is the leader in network automation season ticket relocation. www.luxium.caand control. Many of the world’s largest businesses Luxium is a software solution designed specificallyrely on our integrated, hardened appliance-based JUniper networks for stadiums and teams who want to maximizesoftware for business continuity, availability and 1194 North Mathilda Ave revenues from their luxury suites and enhancecompliance. We provide integrated DNS, DHCP, Sunnyvale CA 94089 relationships with their most valuable customers.IP Address Management (IPAM) and Network P 408-745-2000 Luxium enables stadiums to:Change & Configuration Management (NCCM) Contact Name: Jim Rector • Drive greater Return on Investment (ROI)products that together: through better management of suite inventory,• Ensure network availability better use of fractional suites and optimizing• Provide better control of the network infra- Juniper Networks was founded on a simple but SRO sales. structure incredibly powerful vision for the future of the • Conduct in-depth reporting to obtain insights• Delivers one-click network compliance network: “Connect everything. Empower everyone.” into suite usage and customer data, driving reporting This ideal is the commitment of the company and new sales opportunities.• Improve staff efficiency with built-in automa- the mission that drives every Juniper colleague ev- • Provide suite holders with a web-based tool tion ery day. We are dedicated to uncovering new ideas to make it easier to manage their suite and and innovations that will serve the exponential de- provide them proof of ROI.internAtionAl miCros mands of the networked world. To do this, we buildsystems solutions that center on simplification, automation miCros systems, inC.200 Racoosin Drive, Suite 106 and open innovation. 7031 Columbia Gateway Dr.Aston PA 19014 Columbia MD 21046P 484-482-1600 fAnvision United StatesContact Name: Lisa Rae Contact Name: Matt Lukens P Contact Name: Wayne EXPERIENCE FANVISION, A REVOLU- wscarsella@micros.com68 | S E A T | | #SEATFall2011
  • 63. Alsd Buyers Guide • Android phones are #1 in the U.S. trap becomes your one-stop shop for all market-MICROS Systems, Inc. provides enterprise ap- • We custom-build reseller apps ing needs, including tactical marketing and SMSplications for the hospitality and retail industries • We custom-build mobile ticket websites communication solutions, novel sponsorship andworldwide. Over 310,000 MICROS systems • What is your mobile ticketing strategy? revenue opportunities, mobile, web and graphicare currently installed in table and quick-service design, campaign strategy and management, exten-restaurants, hotels, motels, casinos, leisure and moBio iDentity systems sive client training and social media consulting andentertainment and retail operations in more than 350-375 Water Street management.130 countries and on all seven continents. Vancouver BC V6B 5C6 In addition, MICROS provides property man- Canada neC DisplAyagement systems, central reservation and customer P 778-588-7657 500 Park Blvd, Suite 1100information solutions under the brand MICROS- Contact Name: Clovis Najm Itasca IL 60143Fidelio for more than 25,000 hotels worldwide P 858-705-0239as well as point-of-sale, loss prevention and Contact Name: Juan Chavezcross-channel functionality through its MICROS- Mobio Identity Systems, Inc. has developed a jchavez@necdisplay.comRetail division for more than 79,000 retail stores software m-commerce platform that takes the www.necdisplay.comworldwide. payment experience to a completely new level. NEC Display Solutions is a leading designer and Mobio technology takes advantage of existing provider of innovative desktop LCD monitors,moBile sports groUp payment infrastructure and mobile devices creating commercial- and professional-grade large-screen410 McKenzie Trail a new universal transaction system that is more LCD displays, a diverse line of multimedia andAtlanta GA 30004 convenient and secure than any other competing digital cinema projectors and integrated displayUnited States technology on the market today. With this new solutions. VUKUNET, powered by NEC DisplayP 770-753-1477 technology, Mobio has taken a fundamentally dif- Solutions of America, is the universal advertisingContact Name: Harry Hutt ferent approach to the manner in which people and platform that connects digital out-of-home businesses transact in person and over the Internet. works with ad revenue. VUKUNET is a The exchange of personal information, including tool that provides a centralized, automated place forMobile Sports Group provides complete marketing credit cards, can now be delivered in a convenient network owners to connect their screens to adver-services and digital media associated with mobile and secure format that can be customized and tisers looking to place their digital ads. Visit us atand email marketing and database strategies. By personalized to each user. or call 866.NEC.MORE.utilizing our unique database that consists of over150+ million consumers, our clients are able to motorolA nqAtivcommunicate, deliver and reach new prospects in 1303 E. Algonquin Rd 5214 68th Street, Suite 200a manner that was never available before through Schaumburg IL 60196 Lubbock TX 79424SMS and email. We can help professional and col- P 972-277-6542 P 806-687-8500legiate sports properties build meaningful one-to- Contact Name: Tom Moore Contact Name: Bret Cadenheadone relationships with their fans, sponsors, alumni, bcadenhead@nqativ.comviewers and listeners. We can assist in generating www.nqativ.comnew sponsorship revenues associated with mobile/ Motorola provides stadium mobility solutions that Activity is the first true accounting and payrollemail database marketing, improve attendance deliver an unsurpassed fan experience. Mobility software designed for venues and professionalthrough our database programs and drive more streamlines the ticketing process, enables seat-side sports teams. From event-specific accounting tomerchandise sales with our email service provider ordering and provides security personnel with real- automatic non-resident tax calculations in payroll,solutions. time communications to give fans peace of mind. we understand the special needs in the venue and How much do you know about your current From reliable, rugged mobile computers and two- professional sports industry. We provide a frame-customers? Customer profiling helps you find new way radios to secure wireless networks, Motorola work that is highly modifiable and customizable,customers for your business. The results may be has the wide range of products you need to keep allowing you to adjust the software to fit your needsused to extract prospective consumers that match fans coming back. instead of you conforming to a defined set of func-the profile of your current customers and are more tions in the software.inclined to buy your product or service. With a moUsetrAp groUphighly targeted prospect list to work from, you’ll be 104 W 4th Street, Suite 301 omnivexsmarter and avoid marketing waste. Royal Oak MI 48067 3300 Highway 7, Suite 501 P 248-547-2800 Concord ON L4K 4M3moBile tiCket App Contact Name: Nicole Piggott Canada6795 East Tennessee Avenue P 905-761-6640Denver CO 80224 Contact Name: Elizabeth CartanP 888-206-6374 Mousetrap Group, LLC is a leader in mobile tech- ecartan@omnivex.comContact Name: Steve Nutt nology and communications, specializing in custom mobile communications, applications and market- Since 1991, Omnivex has been helping ing through the utilization of today’s most efficient organizations communicate with their patrons,Mobile Ticket App will build you a custom-brand- and effective method of communication – mobile partners and employees through visual displays.ed iPhone App, Android App or Mobile Ticket and social media. From internal communications Omnivex makes enterprise-wide software toWebsite with your companys look and feel. As a and event coordination to fan and guest engage- manage all aspects of your digital signage network.Ticket reseller, you extend your ticket sales to all ment, Mousetrap works closely with every client, Reach and touch the right people, at the right time,smart phones with the power of social media. Your providing customized and personalized turnkey in the right place with industry-defining digitalApp will be created by our expert team of develop- mobile solutions and SMS applications to meet the communications solutions.ers in approximately two weeks. needs of any venue. Our solutions are designated to work for you• 42 million iPhones are in use As a full-service marketing company, Mouse- and respond to your needs. Our goal is to provide70 | S E A T | | #SEATFall2011
  • 64. GIVE YOUR FANS10 MORE REASONS TO CHEER. FanVision enhances your fans’ game-day experience by turning your venue into a smart venue. Now they can tap into ten channels of instant replays, multiple camera views, statistics, commentary and out-of-market games at your venue, the moment the action happens. Which means they get closer to the action than ever before, stay in their seats and return season after season. For more information, visit Welcome to the Inside.
  • 65. Alsd Buyers Guide 2012you the most powerful software tools to effectively roCket 55 increased engagement with your fans in a wholecommunicate your message, with the least amount 325 Cedar Street, Suite 102 new way with Live-Fi. Live-Fi is the next genera-of work on your part. St. Paul MN 55101 tion of wireless internet access for live events. With P 612-418-2787 Live-Fi, you can create an interactive event networkpArsons teChnologies Contact Name: Steven Ayres driven by real-time content. Enrich the user-expe-5960 Main Street SE rience and advance marketing activities with fast,Minneapolis MN 55432 reliable internet access.United States Rocket 55 is a cutting-edge web design firm thatP 763-528-7764 specializes in creating custom online business solu- spinnAkerContact Name: Wendy Boosalis tions for our clients. 8001 Irvine Center Dr, Suite Irvine CA seAtsUB, inC. P 949-268-1602Parsons Technologies provides comprehensive 42 Greenfield Avenue, Suite G Contact Name: Mitch Cannadyand integrated technology solutions, spanning the San Anselmo CA 94960 mcannady@spinnaker.netentire Project Lifecycle™ from conception through P 415-508-3782 www.spinnaker.netdesign, installation, service and maintenance. Par- Contact Name: Franco Cirelli Founded in 1997, Spinnaker is recognized as asons delivers systems expertise in broadcast, audio/ leader in identifying, designing and implement-visual, security and voice/data. We bring a team of ing customer relationship management (CRM)dedicated professional designers, engineers, project SeatSub is an online solution that helps chari- solutions. Spinnaker’s proven success is demon-managers, field supervisors and installers to every ties accept season tickets as donations. With an strated through the design and implementation ofproject. In addition to extensive experience deliver- estimated 40% of season tickets going unused over solutions for sports and entertainment organiza-ing solutions to the sports venue industry, Parsons a given year, SeatSub provides charities with a way tions. As a Microsoft Gold Partner, Spinnaker isalso serves the commercial, industrial, healthcare, of empowering fans to donate seats that would recognized as an expert in supporting the growthhospitality, gaming and education markets. Parsons otherwise go unused. Non-profits are then able and adoption of the Microsoft Dynamics CRMis headquartered in Minneapolis, MN and has to fill those seats (volunteers, potential donors or and XRM product lines throughout the sports andbranch locations in St. Paul, MN and Phoenix, AZ. otherwise worthy folks) or sell them and use the entertainment community. In addition, Spinnaker profits to fund their philanthropic goals. continues to be featured as an authority on theplAnAr systems, inC. trends of and success with customer relationship1195 NW Compton Dr. shArp management throughout the technology pressBeaverton OR 97006 12119 South Tallkid Ct community due to its continued support andP 503-748-1100 Parker CO 80138 education of CRM.Contact Name: Brian Strayhan P Contact Name: Matt Garner 2775 Shermer Rd.Planar Systems, Inc. is a leading manufacturer of Northbrook IL 60062large format digital displays for digital signage Sharp offers a wide range of products and solutions P 847-583-2100applications. Planar’s line of LCD monitors, LCD for use in the premium seat market. Commercial Contact Name: Nick Stammvideo walls and rear-projection video walls deliver LCD monitors are 24/7-certified and available stamm@stats.comprecise and brilliant visual performance in demand- in screen classes up to 60” diagonal along with www.stats.coming digital signage environments around the world. ultra-slim bezel video wall monitors (enabling STATS is the worlds leading sports technology, high-impact, multi-screen video walls in almost data and content company. The company passion-rADiAnt systems any size and format) and interactive touch screen ately abides by a mission to revolutionize the way3925 Brookside Parkway whiteboard monitors. Sharp’s professional projec- sports contests are viewed, understood and enjoyed.Alpharetta GA 30022 tor line includes models utilizing 3-chip DLP®, STATS’ calling card consists of real-time scores,P 770-576-7195 BrilliantColor™ DLP and 3-LCD technologies historical sports information, Associated PressContact Name: Nyree Allen in brightness up to 6300 lumens. Sharp addition- editorial content, a turnkey fantasy sports ally offers a wide lineup of Aquos® LCD TVs, and SportVU MFPs and printers, POS systems and commercial Today, STATS’ worldwide client network ofRadiant Systems is a world leader in providing appliances. For more information, please visit www. media companies and professional sports leaguesintegrated point-of-sale solutions to stadium, arena and teams utilize a broad spectrum of dynamicand event-based venues. Radiant is at the forefront in-game broadcast presentations and virtual images,of technology in the design, manufacturing and multimedia enhancements and game analysis anddistribution of point-of-sale hardware and back signAlshAre tactical coaching tools. STATS is owned jointly byoffice software, including a variety of specialized 100 Regency Forest Drive, Suite 130 the Associated Press and News Corporation withsoftware packages, and offering a comprehensive Cary NC 27518 corporate offices across the globe.range of hardware, including touch screen, keypad, P 301-370-3190handheld, wireless and RF technologies designed Contact Name: Chris Barnes stonetimBerriverspecifically for stadiums and arenas. PO Box 6307 Join the more than 200 stadiums and arenas SignalShare meets the demand for mobile Wi-Fi Fairhaven NJ 07704around the world that are capitalizing on the access as fans increase their integration of digital P 732-224-9174benefits of the Quest Venue Management solution technology into their daily lives. SignalShare offers Contact Name: Derek DeBreeby Radiant Systems. products and services designed to provide Wi-Fi access, data collection and analysis and surface content for live events regardless of the location, StoneTimberRiver provides software solutions built event type or duration. SignalShare facilitates on the Microsoft Dynamics CRM platform to the72 | S E A T | | #SEATFall2011
  • 66. Alsd Buyers Guide 2012sports and entertainment industry. More than 65 our customers to transform how they engage withmajor league teams use our CRM solutions for: triBriDge their customers.• Ticketing Sales and Service 4830 W. Kennedy Boulevard, Suite 890 Our goal is just as simple: Provide marketing• Premium Sales and Service Tampa FL 33609 technology solutions and services to our custom-• Partnership Sales and Service P 213-785-5749 ers, helping them increase revenue and/or improve• Ticketing System Integration Contact Name: Mitch Cannady operating efficiencies in the execution of their• Broadcast Traffic Management marketing initiatives. www.tribridge.comstrAtACAChe Tribridge is an IT services and business consultancy yinzCAm2 Riverplace, Suite 200 dedicated to helping organizations become more 6616 Beacon StreetDayton OH 45405 productive, profitable, competitive and secure. We Pittsburgh PA 15217P 800-244-8915 believe that “who we are” not only differentiates P 412-268-8801Contact Name: Paula Polei us from other firms, but is the defining factor in Contact Name: Priya achieving shared success with our customers. www.yinzcam.comSTRATACACHE is a world-leading provider of UngerBoeCk softwAre YinzCam, Inc. is a privately-held company basedefficient, scalable and cost-effective digital media 100 Ungerboeck Park in Pittsburgh, PA, and is a spin-off from Carnegiesolutions for stadiums and arenas. STRATA- O’Fallon MO 63368 Mellon University. YinzCams products allowCACHE digital signage gives you the power to op- P 636-300-5606 teams to leverage their digital media assets totimize the fan experience, improve wayfinding and Contact Name: Doug Archibald generate additional revenue and drive additionalgenerate concession sales. With our traffic pattern online traffic to team sites while providing theiranalysis and audience measurement technology, we fans with new engaging in-game experiences onhelp you grow your business. Ungerboeck Software for arenas and stadia is a their own smartphones or on displays in suites. The scalable software solution designed specifically companys experiential mobile and suite productssUnBritetv for arena and stadium managers. From Express to let fans choose the live camera angles (Follow Cam,5069 Maureen Ln Enterprise editions, Ungerboeck Software delivers Bench Cam, Red-Zone Cam) they want to watch,Moorpark CA 93021 most organizations the capabilities of three to five create their own replays, capture their moments inP 866-357-8688 separate software packages at a fraction of the cost, their personal digital game diary and much more.Contact Name: Lynn Stearn including CRM, sales, booking, event manage- YinzCam was recognized by NetworkWorld ment, operations and more. Today, Ungerboeck their 2009 list of Top 10 Sports Technologies Software drives increased revenue and decreases Love.Stadiums, hotels, restaurants and theme parks have costs for over 30,000 event professionals in over 40chosen SunBriteTV for their outdoor commercial countries.A/V and digital signage solutions. SunBriteTV Ungerboeck supports its worldwide client base ProFessionAl servicesall-weather LCD TV displays are designed for per- from its world headquarters in St. Louis, Missourimanent outdoor installation and to withstand rain, and regional offices in Germany, France, Australia, 360 ArChiteCtUredust, insects and extreme temperatures. The com- China and Hong Kong. Visit www.ungerboeck. 300 West 22nd St.pany provides a line of 22-, 32-, 46- and 55-inch com for more information. Kansas City MO 64108HD LCD models with resolutions up to 1080p, P 816-472-3360120Hz. For digital signage solutions, SunBriteTV wifArer Contact Name: Tracy Stearnsoffers 32- and 46-inch interactive touch screen 4593 Boulderwood Drive tstearns@360architects.comdigital signage models. Victoria BC V8Y 2V2 Canada Our designs enhance the well-being of people,texAs DigitAl P 250-472-4330 organizations, communities and the environment.400 Technology Parkway Contact Name: Denis Lesak We believe the opportunity for innovation existsCollege Station TX 77845 within the context of each project – an opportunityP 800-693-2628 we realize through our architecture and interiorContact Name: Russ Manning In a way never before possible, Wifarer has devel- expertise. We listen attentively, solve oped a software-only indoor positioning system and design creatively, fulfilling expectations in that works in conjunction with the Wifarer smart- lightful and unexpected ways. Our goal is always toEnhance visitor experience and drive sales lift with phone app to pinpoint a user’s indoor location. inspire our people, partners, clients and communityTexas Digital’s VitalCAST dynamic digital signage. Wifarer provides the visitor with a personal guide through design and a passion for excellence.Menus, promotions, upcoming events, sponsor rec- through a venue, and the venue with a way to opti-ognition, live television and more can be combined mize, analyze and monetize their visitor’s journey. Aegon screen to give visitors VIP treatment whether 800 West Olympic Blvd, Suite 305they are in a suite, concession line or walking the wireless ronin Los Angeles CA 90015concourse. Central control ensures your message 5929 Baker Road, Suite 475 P 213-763-7700is up-to-date and can be changed in moments Minneapolis MN 55345 www.aegworldwide.comthroughout the facility. VitalCAST brings added- P 952-564-3500 AEG owns more sports teams and events than anyvalue to your sponsors and increased entertainment other company in the world. AEG recognizes theto fans who will be captivated by your message be- entertainment value in sports and the emotionalfore, during and after events. Contact Texas Digital We’re a marketing technologies company with connection of its fans. From the NHL to the NBA,today to learn how you can bring the digital signage leading expertise in current and emerging digital and Major League Soccer to championship boxingexperience to your facility. media solutions – including signage, interactive and world-class tennis, AEG focuses on marquee kiosk, mobile, social media and web – that enable sports that inspire fans and ultimately drive revenue74 | S E A T | | #SEATFall2011
  • 67. Alsd Buyers Guide 2012and capture market share. equipment plans and facility layouts. Likewise, Contact Name: Bill Rhoda many operational challenges are often solved by brhoda@cslintl.comACme tiCket proper placement and use of innovative new equip- www.cslintl.com16 Sheffield St ment and design. Conventions, Sports & Leisure InternationalToronto ON M6M 3E6 (CSL) is a leading advisory and planning firmCanada BpgrAphiCs specializing in providing consulting services to theP 416-249-9163 3940 West Montecito Ave convention, sport, entertainment and visitor indus-Contact Name: Janice Thissen Phoenix AZ 85019 tries. CSL was established for the specific P 602-272-2907 of providing a source of focused research Contact Name: Joe Kaufman expertise in these industries. Services include new/Founded in 1948, ACME quickly earned a reputa- expanded event facility feasibility studies, organiza-tion as a responsive and highly reputable printer. tional reviews/performance enhancement studies,Today the company still maintains this status by We are large-format screen and digital printers destination master planning, industry benchmark-putting the customer first. We strive to be innova- that specialize in out-of-home advertising, retail, ing, negotiation assistance and related services.tive and creative in our approach to offering print event, sports and fleet graphics. We’ll help yousolutions. Our customers have come to depend get noticed, both indoors and out. Our decades DimensionAl innovAtionson ACME as a service and solutions- oriented of experience means we will make you look good 3421 Merriam Lanecompany. everywhere…every time. From the smallest decal to Overland Park KS 66203 ACME continues to grow with, and ahead of, Times Square spectaculars, we offer possibilities as P 913-744-2112the industry by offering new services and products endless as your creativity. Contact Name: Justin Woodas well as adopting the latest technologies in Since 1961, our goal has been to build excep- jwood@dimin.comintegrating our offerings with the workings of the tional value into every product and service. Our www.dimin.comcompanies that we provide for. It is of paramount facilities are equipped with over 66,000 square-feet At Dimensional Innovations, we are designers,importance to us at ACME to be a driving force of the most advanced print and finishing technol- engineers and fabricators collaborating under onewithin our industry and continually offer our cus- ogy in the industry. From concept to design, to roof. We design to make your business money.tomers and partners a product that they can utilize production and installation, our team of profession- We deliver value while still winning awards. Weto represent themselves with pride. als and craftsmen are dedicated to getting your job make you look good. Our innovative team creates done right. experiences that make distinctive connections withAUDienCeview tiCketing our clients and your customers. Our sports industry425 Adelaide Street West, 9th and 10th Floor the ColonnADe groUp experience includes design and specialty fabrica-Toronto ON M5V 3C1 402 Office Park Dr, Suite 205 tion of:Canada Birmingham AL 35223 • architectural build outs of sponsorship spacesP 416-687-2000 P 205-320-1234 • luxury suitesContact Name: Jeff Koets Contact Name: Robyn Felton • courtside • solid surface www.colonnadegroup.comAudienceView Ticketing provides a fully-integrat- The Colonnade Group is a national leader in en- elite risk serviCesed, web-based ticketing, CRM and fundraising tertainment and sports production. TCG provides 423 31st Streetsolution to more than 160 sports, arts, entertain- turnkey solutions for management as well as pro- Newport Beach, CA 92663ment and non-traditional ticketing organizations duction of national sporting events. The Colonnade P 949-891-0133worldwide. Supporting both in-house and hosted Group has executed a variety of successful projects Contact Name: Kevin Kurtzticketing models, AudienceViews white-label in major indoor sporting venues and in the context kkurtz@eliterisk.comsolution offers the ability to create unlimited online of athletic departments and premium seating www.eliterisk.combrands, control your venue and event data, access operations. Elite Risk Services is an outsourcing partner toreal-time business data and interact directly with trusted advisors, providing their affluent clienteleyour customers. AudienceViews leading-edge solu- ConsoliDAteD printing with the expertise and resources to effectivelytion opens the door to superior venue management, 1712 East Main St. manage complex property and liability enhanced customer experience and, ultimately, Van Buren AR 72956 An uninsured or underinsured loss can devastate anincreased revenue. For more information about P 800-542-1013 otherwise sound wealth management plan. AffluentAudienceView Ticketing, please visit AudienceV- Contact Name: Curtis Howells people tend to be exceptionally busy and enly view personal and commercial insurance as a commodity. Our services enable advisors to offerthe Bigelow CompAnies For over 35 years, Consolidated Printing Company thorough risk management assessment for their cli-1575 Universal Ave, Suite 156 has fused exceptional print quality with an insa- ents, eliminating gaps and costly overlaps. The endKansas City MO 64120 tiable commitment to environmental sustainability. result is a well-constructed insurance portfolio thatP 816-483-5553 With full-service printing capabilities, state-of- appropriately and effectively insures their clients.Contact Name: Chris Bigelow the-art technology and a holistic system of green printing practices, Consolidated not only flexCon CompAny, delivers beautiful, vivid materials, but environmen- One FLEXcon Industrial ParkThe Bigelow Companies, Inc. is made up of two tal peace of mind. Spencer MA 01562major divisions: foodservice design and foodservice P 508-885-8200management consulting. While each division oper- Csl internAtionAl Contact Name: Michael Chevalierates independently, both services complement one 5741 Legacy Dr, Suite 310 mchevalier@flexcon.comanother. Often, expertise in efficient and profitable Plano TX 75024 www.suiteart.flexcon.comoperations may direct the design features of the P 972-491-6900 As brands shift their advertising focus and dollars76 | S E A T | | #SEATFall2011
  • 68. INSIGHT IS PROUD TO BE THE OFFICIAL IT PARTNER The Team Behind Your Technology In today’s high-tech world, premium seat holders expect more. Count on Insight to help you implement game-changing technologies that elevate the fan experience. Think handheld viewing devices that provide statistics, instant replays and camera views. Expansive HD video and digital displays that deliver visual drama on a grand scale. And, of course, new tools to add convenience and revenue. Find out why professional teams in every major sports league and leading sports and entertainment venues count on Insight. Isn’t it time you made Insight your go-to technology team? 1.800.INSIGHT I N S I G H T. C O M © 2011 Insight Direct USA, Inc. All rights reserved. Insight is a registered trademark of Insight Direct USA, Inc. All other company and product names are trademarks or service marks of their respective owners.
  • 69. Alsd Buyers Guide 2012away from traditional media and shotgun market- angle. For more than 65 years, we have nurtured a cultureing tactics, the suite becomes a powerful tool in tar- that reveres both invention and customer focus. To-geted and personalized event marketing. SUITE- gloBAl speCtrUm day, we are among the top-three architectural firmsart™ will give your clients the opportunity to 3601 South Broad St. nationwide, recognized for our award-winningcustomize their luxury box and activate their brand. Philadelphia PA 19148 architectural, interior design and planning services.SUITE-art™ is a new marketing tool for you to P 215-389-9587add value to your full season, partial, and one-game Contact Name: Todd Glickman hntBspecial event packages. Once your clients see the 715 Kirk Dr.value of this program, you will have the opportunity Kansas City MO 64105to capture incremental revenue and profits. Global Spectrum manages public assembly venues P 816-472-1201 that host a wide array of popular sports and Contact Name: Gerardo Pradofront row mArketing entertainment, trade shows, performing arts and gprado@hntb.comserviCes other special events. But what really sets us apart www.hntb.comWachovia Center from other companies are the vast resources we For nearly a century, HNTB has exceeded client3601 South Broad Street make available to our clients. With facilities in expectations in the delivery of infrastructure.Philadelphia PA 19148 the United States, Canada, Southeast Asia and an With client relationships spanning decades, weP 215-389-9516 ever-increasing international presence, we have an understand infrastructure life cycles and haveContact Name: Bob Snyder unprecedented rate of growth in the industry. This the perspective to solve technical challenges is due, in part, to our unique business model. clarity and imagination. We see and help far-reaching issues of financing, legislation, design,Front Row Marketing Services was formed in green stAr BUilDers construction, community outreach and ongoing1998 by highly-respected sports marketing expert 1314 West McDermott Dr operations. As employee-owners committed to theMr. Richard Sherwood. Front Row is a division Allen TX 75013 highest levels of performance, we enable clients toof public assembly facility management firm, P 972-996-4747 achieve their goals and inspiring visions.Global Spectrum, and part of one of the world’s Contact Name: Brett Relanderlargest sports and entertainment firms, Comcast- i6Spectacor. 73 Industrial Blvd The choices we make today have the power to Kearneysville WV 25430fUll hoUse entertAinment change tomorrow – and the time for change is P 888-664-1616DAtABAse mArketing now. At Green Star Builders, we believe now is the Contact Name: John Myatt1503 S. State Street, #803 time to start building a more positive future. Green john@i6tix.comChicago IL 60605 homes can be as energy-efficient and well-built as www.i6tix.comP 866-280-0637 they are beautiful. Businesses can reduce overhead, Founded in 2007, i6 is focused on using the latestContact Name: Ron Contorno increase revenue and enhance customer loyalty. advances in digital technology to offer you an That’s why we integrate green building practices, vative way to add value to your fans and energy efficient products, the latest technology and The i6 technology is called lentography – the digitalPUT MORE BUTTS IN YOUR SEATS a passion for green building into every project we imprinting of a micro-lens substrate with variable Full House provides targeted sales leads for build. Let us show you how implementing green data, graphics and animated effects. Our teamdirect marketing campaigns: direct mail, telemar- building practices in commercial and new home includes cutting-edge software engineers as well asketing and business email. Over 600 sports teams, construction will help you reap the rewards for world-class graphic designers. We transform yourarenas/stadiums, colleges, race tracks, concert many years to come. It’s an ECOVATION. And ticket from an ordinary entry token into highlyvenues and entertainment organizations have used it’s time to get to work. collectible, relevant memorabilia that your fans andFull House to find new business and residential sponsors will love and appreciate!customers, including 27 MLB, 28 NBA, 23 NFL, heery internAtionAl, inC.22 NHL and 9 MLS clubs. 999 Peachtree St. NE imgFull House provides sales leads for premium Atlanta GA 30309 767 5th Avenueseating, season ticket and group sales campaigns. P 404-881-9880 New York NY 10153The company also specializes in customer analysis Contact Name: Michael Holleman P 212-489-8300projects (Current Fan Profile Reports), including a Contact Name: Lee Staceyrecent study that uncovered the types of companies lee.stacey@imgworld.comthat lease suites, club seats and VIP club member- At Heery International, we bring an extraordinary www.imgworld.comships. depth of talent, creativity and technical skills to fa- IMG is the worlds premier and most diversified cility and infrastructure projects. Founded in 1952, sports, entertainment and media company. WegAme fACe, inC. Heery has expanded in new and dramatic ways over partner with the worlds leading marketers andPO Box 3246 the past several years through acquisitions, new ser- media networks to help them grow their businessesTualatin OR 97062 vices, new markets and new offices, redefining what through our event properties, media production andP 503-692-8855 it means to be responsive, resourceful and diverse. distribution, talent brands, sponsorship consult-Contact Name: Rob Cornilles ing, brand licensing, sponsorship sales and hks, inC. services.Game Face is an international training and career 1919 McKinney Aveplacement company, specializing in sports market- Dallas TX 75201 isp sportsing. Whether you want to break into the industry, P 214-969-5599 540 North Trade St.advance your sports marketing career or improve Contact Name: Ralph Hawkins Winston-Salem NC 27101your staff s sales success, were what you need — an P 336-831-0700experienced coach who knows the game from every Contact Name: Stacy Hall78 | S E A T | | #SEATFall2011
  • 70. Season Tickets, Books and NEW Season Wristband Books Whether a special event or a sporting event, we can meet your admission control needs with access, VIP and season passes; media creden- tials; season ticket books; vendor, employee and official badges, hang tags, photo ID’s and other products to compliment your ticketing needs. Custom-printed to your specifications with full color ink capabilities, features such as foil stamping or security inks are available to enhance the security of your admission products. Easily visible credentials increase security to restricted areas: • Access Passes, Media Credentials • Vendor, Employee, and Officials’ Badges • VIP & Season Passes • Photo ID’s and other products to compliment your ticketing and access control needs. National Ticket Co. provides tickets and access control prod- ucts to: National Football League, National Basketball Asso- ciation, National Hockey League, Major League Baseball, PGA, Minor League Sports Teams, College Bowls and many others.National Ticket Company’s employees are proud to print the highest quality ticketingproducts in our Pennsylvania manufacturing facility. Call today for details and a price proposal P.O. Box 547, Shamokin, PA 17872 USA Customer Service: 800-829-0829 or 570-672-2900 Fax: 800-829-0888 or 570-672-2999 Web Site: • E-mail:
  • 71. Alsd Buyers Guide netfACtor Contact Name: Kris SwordsFounded in 1992 in Winston-Salem, NC, ISP, 6041 S. Syrcause Way kris.swords@populous.comAmerica’s Home for College Sports, has enjoyed Greenwood Village CO 80111 www.populous.comtremendous growth within the intercollegiate P 720-489-5534 Populous is one of the worlds leading design firms.athletics marketplace. The ISP family of leading Contact Name: Bryan Poss Their focus is the creation of exceptional gatheringNCAA members now touches every state in the spaces from stadiums and arenas to convention cen-Southeast while extending across the Mid-Atlantic ters and amphitheaters. Populous has been involvedinto the Northeast, Midwest and West Coast corri- At netFactor, our focus is singular – Driving New in recent projects like the new Yankee Stadium indors as well. While the ISP corporate headquarters Levels of Sales Performance from the Internet for New York, the Olympic Stadium for the Londonremains in its hometown, the company operates B2B Clients. 2012 Olympics, Nanjing Sports Park in China andnearly 60 other regional offices and counts over 300 Internet Leads. Tracking Website Visitors. Website Suncorp Stadium in Australia.employees on its energetic team. Conversion. We enable B2B clients to drive more customer opportunities from the online market- qCUemitel place. netFactor provides a fully-integrated suite of 3925 West Braker Lane7300 W. Boston products and services for Internet lead generation, Austin TX 78759Chandler AZ 85226 search engine marketing, optimization and website P 512-853-9462P 480-961-9000 conversion. Through our powerful technology solu- www.qcue.netContact Name: Lenworth Gordan tions, we drive new levels of performance from the Qcue is the worlds only dynamic pricing search marketing investment. for live entertainment events. Using a scientificMitel is a leading provider of communications approach to pricing, Qcue combines computa-solutions for a range of organizations – from the pACiolAn tional analysis and external data sources to allowvery small, single-site businesses to the multi-site, 5171 California Avenue organizations to adjust pricing multiple times perlarge enterprise. We offer customers a broad choice Irvine CA 92617 day. Qcues algorithms offer a bi-directional pricingof solutions – from basic business communications P 949-823-1600 solution that moves prices up and down to reflectto sophisticated unified communications, from Contact Name: Craig Ricks changing customer interest. This allows you to gen-pre-packaged to tailored applications, and from an erate more revenue while reclaiming control of theoutright capital purchase to a managed service. fan experience, reinforcing your brand identity and Founded in 1980, Paciolan has provided sports and providing fans with fair transparent pricing.mortenson ConstrUCtion entertainment venues with the software needed700 Meadow Lane North to facilitate automated ticketing. Today, we offer a qUint eventsMinneapolis MN 55422 fully integrated ticketing, marketing and fundrais- 5425 Peachtree ParkwayP 763-522-2100 ing solution that allows venues to manage their cus- Norcross GA 30092Contact Name: Todd Vigil tomer relationships, brand and revenue potential. P Paciolan helps venues to fill empty seats, capture Contact Name: Brian unrealized revenues, strengthen their brands and blears@quintevents.comAccording to our customers, 4 out of 5 think we foster intimate and profitable customer relation- www.quintevents.comare better than our competition. How do we know ships. Paciolan is a partner, not a competitor. Whether you are a small business looking to rewardthis? Because we ask them. Were always looking to And we’re not just a ticketing company, we’re a and recognize important people or a Fortune 500improve our customers experience, so we ask them technology leader with over 30 years of experience company looking to “make a splash” with eventshow were doing and what we can do better. At developing and implementing solutions that help and sponsorship, Quint is here. Every client is athe very beginning of the project, we find out what you sell your tickets, your way. primary focus with managing partner assignmenttheir specific goals are and check in periodically to ensure flawless execution in design and delivery.throughout the life of the project to see whether pArAmoUnt tiCketwere still on target for achieving those goals. Our 3543 Richards Run sCoreBignumber one goal is customer satisfaction. So we Powhatan VA 23139 1800 N. Highland Avenue, First Floorhavent done our job unless our customers say, "job P 804-598-9107 Hollywood CA 90028well done." Contact Name: John Watlington P 888-253-1240 Contact Name: Matthew LiebnBBJ sports AnD matthew@scorebig.comentertAinment In the past few years, the luxury suite and premium www.scorebig.com2 Rector St, 25th Floor seat business has undergone dramatic changes. Weve come up with a way that finally lets theNew York NY 10006 Brand, bond and benefit symbolize the future of ticket industry get you into those empty seats.P 212-924-9000 premium seat and luxury suite marketing by build- In exchange for great tickets at great prices, ourContact Name: Jane Ayers ing a stronger relationship between club, client and members do things a little differently. For instance, guest. Paramount Ticket is the foremost digital we dont tell you what to pay, you decide. And print ticket provider in North America, and our choosing a seating area rather than an exact seat,NBBJ provides services in architecture, interiors, Branded Tickets© and Variable Sponsor back ads youre giving the ticket providers the flexibility theyplanning and urban design, branding, consulting, offer you a level of personalization that today’s pre- need to give you great deals.landscape design and lighting. The firm is involved mium seat and luxury suite clients really multiple markets and building types, including Premium Quality, Astonishingly Affordable. str mArketplACecivic, corporate, commercial, healthcare, higher 3120 Southwest Freeway, Suite 615education, science, sports and transportation. popUloUs Houston TX 77098 300 Wyandotte St, Suite 300 P 713-962-6795 Kansas City MO 64105 Contact Name: Preston Hill P 816-221-1500 preston@strmarketplace.com80 | S E A T | | #SEATFall2011
  • 72. Put More Butts in your seats Premium Seating Leads • Group Sales LeadsSeason Ticket Sales Leads • Business Email Campaigns Current Fan Profile Reports Full House entertainment Database Marketing (312) 360-0001 • info@fillthe ALSD Research Partner Since 2007
  • 73. Alsd Buyers Guide tickets, luxury suites, hospitality and events. Spot- Enhance the experience, reinforce the suite com-STR Marketplace partners with sports teams and light is focused solely on the bottom line of clients mitment and bring additional excitement to yourvenues in North America and Europe to build and and partners with respect to the management of luxury suites! SuiteCaptures will help you deliver…operate team-branded websites where season ticket company sports and entertainment ticket invest- and much more. We are a creative photographyholders can sell and permanently transfer the right ments. By not owning ticket inventory, Spotlight service, a division of ImageWest, specializing into renew their season ticket location to interested has no conflict of interest and focuses on helping providing exciting images to suite holders and theirbuyers. A partnership with STR Marketplace venues, teams and companies gain the maximum guests. Our service has a proven track record, asgenerates revenue for the sports team or venue, benefits from their corporate ticket assets. demonstrated by our nationally recognized clients.increases season ticket renewals and provides a We understand that your suite holders are anvaluable service to current and prospective season sportsDigitA important revenue stream for your organization.ticket holders. 212 3rd Ave. N, Suite 445 SuiteCaptures helps reinforce the value and maxi- Minneapolis MN 55401 mize the suite experience of hosting key clients. Assink ComBs Dethlefs P 612-206-3890 you know, it’s these types of elements and services475 Lincoln St, Suite 100 Contact Name: Lisa Drossart that help contribute to renewals of suites.Denver CO 80203 ldrossart@sportsdigita.comP 303-308-0200 tiCketmAsterContact Name: Don Dethlefs Sportsdigita is a sports marketing, digital creative 4530 Walney Rd, Suite agency, specializing in the latest technologies, fo- Chantilly VA cusing on revenue generation for professional sports P 703-378-2200Sink Combs Dethlefs was founded in Denver, Col- teams. Our mission is to provide professional sports Contact Name: Dave Scarboroughorado in 1962 and has a long-standing reputation teams access to the most current and cutting-edge daves@ticketmaster.comfor quality building design. The firm has contrib- marketing practices. We work with our clients on www.ticketmaster.comuted its expertise to numerous facilities within the developing and implementing new strategies as Ticketmaster is one of the worlds largest e-United States and around the globe. Sink Combs well as sharing best practices from each of the four commerce and ticketing sites online, operatingDethlefs works hand-in-hand with representatives major sports leagues. in 18 global markets and with 19 worldwide callfrom municipalities, private developers, government Already well-versed and educated in the sports in- centers. Ticketmaster has been connecting fans toagencies, educational and other institutional client dustry, Sportsdigita comes with a collection of team live entertainment since 1976 and is a Live Nationteams to create designs that meet the specific needs experience such as the Tampa Bay Lightning, New Entertainment, Inc. company (NYSE: LYV)of the owners and users. Creativity, cost effective- York Yankees, Minnesota Twins, Phoenix Coyotes,ness, innovation, efficiency and excellence have Minnesota Wild, Detroit Red Wings, Minnesota tiCketnetworkcharacterized the process and the designs of Sink Timberwolves and the New York Knicks. 137 Bolton RoadCombs Dethlefs for more than four decades. Vernon CT 06066 sports fACilities mArketing P 888-870-3400smg groUp Contact Name: Brian Satran701 Market Street 921 Huron Rd, Suite 200 brians@ticketnetwork.comPhiladelphia PA 19106 Cleveland OH 44115 www.ticketnetwork.comP 215-592-4100 P 216-696-7364 TicketNetwork has been ranked by Inc. MagazineContact Name: Wes Westley Contact Name: Harry Howell II and the global firms, Deloitte and Ernst & Young, as one of the fastest growing organizations. WeSMGs clients benefit from the company’s depth of pride ourselves on this fantastic growth and thankresources and its unparalleled expertise, leader- Sports Facilities Marketing Group (SFMG), based our loyal customers for recognizing the effort thatship and creative problem-solving. Our successful in Cleveland, OH, is an experienced leader in the we have put forth to deliver low prices, guaranteedgrowth has been built on the many partnerships, rapidly evolving world of venue development and ticket delivery and outstanding customer service.relationships and resources we have developed with marketing. SFMG has successfully managed someour clients — both municipal and private. This of the largest and most ambitious sports marketing tiCkets.Comunique combination of resources, relationships and campaigns over the past decade. 555 Anton Blvdexpertise has allowed SMG to define and refine Costa Mesa CA 92626the industry throughout its history. Our ownership stUBhUB P 714-327-5400and team of dedicated corporate support personnel 55 2nd St, Suite 300 Contact Name: Scott Sloyermake us unrivalled in the field of private facility San Francisco CA 94105 ssloyer@tickets.commanagement. P 415-222-8400 is a privately-held subsidiary of MLBspotlight Advanced Media, LP, the interactive media and In-21021 Ventura Boulevard, Suite 321 StubHub is the worlds largest ticket marketplace, ternet division of Major League Baseball. First in-Woodland Hills CA 91364 enabling fans to buy and sell tickets to tens of corporated in 1995 and later rebranded as Tickets.P 310-651-0919 thousands of sports, concerts, theater and other live com in 2001, the company was initially a merger ofContact Name: Seth Kekessie entertainment events. nine ticketing firms. After MLB Advanced acquired in 2005 and installed a sUiteCAptUres executive management team, the company has seenSpotlight Ticket Management provides online 809 N. Langham three consecutive years of to easily track and manage sport and event Covina CA 91724tickets the firm already owns by eliminating inef- P 888-840-8044ficient manual processes. Access to real-time data Contact Name: Richard Keewith robust reporting capabilities enables firms to rich@suitecaptures.comdetermine the ROI from sponsorship assets, season www.suitecaptures.com82 | S E A T | | #SEATFall2011
  • 74. 0126 0001 April 29, 201 - 2:30 pm-7:00 pm- Nontransferable Admit One - Nontransferable Y Branded Tickets Connect. It’s Time. 0126 0001 April 29, 201 - 2:30 pm-7:00 pm April 29, 201 - 2:30 pm-7:00 pm Admit One - Nontransferable Admit One - Nontransferable FRIDA Y Y TM FRIDA FRIDA 1 1 1 This pass compliments of This pass compliments of This pass compliments of This pass compliments of 0676 0551 April 29, 201 - 2:30 pm-7:00 pm- Nontransferable Admit One - Nontransferable Y 0676 0551 April 29, 201 - 2:30 pm-7:00 pm April 29, 201 - 2:30 pm-7:00 pm Admit One - Nontransferable Admit One - Nontransferable FRIDA Y Y Void FRIDA FRIDA 0126 0001 April 29, 201 - 2:30 pm-7:00 pm April 29, 201 - 2:30 pm-7:00 pm Admit One - Nontransferable Admit One - Nontransferable 1 INAUGURAL SEASON AT THE NEW CHENEY STADIUM Y Y 1 1 FRIDA FRIDA This pass compliments of This pass compliments of Triple-A Affiliate 1 1 0126 0001 April 29, 201 - 2:30 pm-7:00 pm Admit One - Nontransferable This pass compliments of This pass compliments of Justin SMOAK 2010 Pacific Coast League CHAMPIONS FRIDAY 0801 April 29, 201 - 2:30 pm-7:00 pm- Nontransferable Admit One - Nontransferable This pass compliments of This pass compliments of Y 0801 April 29, 201 - 2:30 pm-7:00 pm April 29, 201 - 2:30 pm-7:00 pm Admit One - Nontransferable Admit One - Nontransferable FRIDA 1 Y Y FRIDA FRIDA 0676 0551 April 29, 201 - 2:30 pm-7:00 pm April 29, 201 - 2:30 pm-7:00 pm Admit One - Nontransferable Admit One - Nontransferable 1 Y Y This pass compliments of TACOMA RAINIE SACRAMENTO RS vs. SECTION 1 1 ROW RIVER CATS FRIDA FRIDA SEAT VO I TACOMA RAINIE FRIDAY D SACRAMENTO RS vs. SECTION APRIL 15, 2011 RIVER CATS ROW VO I 7:05 PM Dustin SATURDAY This pass compliments of This pass compliments of ACKLEY DUGOUT APRIL 16, 2011 CLUB 7: 1 1 0676 0551 DUGOUT April 29, 201 - 2:30 pm-7:00 pm Admit One - Nontransferable This pass compliments of This pass compliments of TACOMA vs. SACRAMENTO CLUB EBJAIMEIIKAEEICEJBBDEGIAH TACOMA vs Y SECTION ROW VO SEAT SACRAMENT EBJAIMEIIKAEEICEJBBDEGIAH I D Void FRIDA SECTION 2011 SEASON TICKETS ROW ents of 9953565121 APRIL 15, 2011 VO s complim 7:05 PM I This pas This pass compliments of This pass compliments of L U X U R Y S U I T E APRIL 16, 201 ACCT# 1234567 9953565121 7:05 PM pm ACCT# 1234567 1 Y RDA :00 0801 April 29, 201 - 2:30 pm-7:00 pm April 29, 201 - 2:30 pm-7:00 pm Admit One - Nontransferable Admit One - Nontransferable IT ONE m -7 Justin Y Y ADMmission Ticket SMOAK This pass compliments of 2010 Pacific Coast League CHAMPIONS FRIDA FRIDA b Ad 0 p Clu s complim ents of Pit Stop This pas pm 2:0 Y 1 1 0801 April 29, 201 - 2:30 pm-7:00 pm Admit One - Nontransferable TU :00 1 - RDA Y 201 IT ONE m -7 FRIDA ents of s complim ADMmission Ticket This pas This pass compliments of This pass compliments of SA 30, b Ad 0 p m Clu TACOMA RAINIE Pit Stop SACRAMENTO RS vs. SECTION Y p1 ROW RIVER CATS SEAT TACOMA RAINIE VO I D SACRAMENTO RS vs. 2:0 pril FRIDAY Justin RIVER CATS SECTION ROW SEAT :00 APRIL 15, 2011 SMOAK VO I TACOM A RAINIE 7:05 PM D 2010 Pacific Coast R RDA SATURDAY SACRAMENTO L DUGOUT RIV CHAMPION A U APRIL 16, 2011 CLUB A 7:05 PM 1 - E m -7 MIT ONket SUNDAY DUGOUT 1 TACOMA vs. CLUB ADAdmission Tic This pass compliments of SACRAMENTO DUG T EBJAIMEIIKAEEICEJBBDEGIAH , 20 SECTION TACOMA vs. Club 0 p ROW SEAT SACRAMENTO Pit Stop VO I D EBJAIMEIIKAEEICEJBBDEGIAH SECTION ROW 9953565121 APRIL 15, 2011 VO SEAT EBJAIMEIIKAEEICEJBBDEG l 30 I 2:0 7:05 PM D 9953565121 APRIL 16, 2011 ACCT# 1234567 Historic. 7:05 PM inside the TU ng LocatedDominion Buildi S 9953565121 Apri ACCT# 1234567 1 - Old b or pits . 1 Stop Clu n. in the Pit or pit admissio mitted d TACOMA RAINIE lers per for grandstan No coo SACRAMENTO RS vs. , 20 d Not vali RIVER CATS SECTION ROW SEAT VO I TACOMA RAINIE 001 D SACRAMENTO RS vs. FRIDAY RIVER CA SA APRIL 15, 2011 l 30 7:05 PM SATURDAY DUGOUT APR CLUB DUGOU Apri TACOMA vs. Historic. SACRAMENTO inside the LocatedDominion Buildi ng EBJAIMEIIKAEEICEJBBDEGIAH SECTION ROW SEAT Old . VO EBJAIMEIIKAEEICEJBBDEGIAH b or pits I D Stop Clu n. in the Pit or pit admissio 9953565121 APRIL 15, 2011 mitted d lers per for grandstan 7:05 PM No coo d Not vali 9953565121 ACCT# 1234567 000 Historic. inside the ng LocatedDominion Buildi Old Personalized Dynamic Brand Activation . b or pits Stop Clu n. in the Pit or pit admissio mitted d lers per for grandstan No coo d Not vali 001 SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT 121 F 2 121 F 2 121 F 2 121 F 2 121 F 2 121 GAME 5 GAME 4 GAME 3 GAME 2 GAME 1 SEC ROW INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND ROW SEAT SEC ROW TIME SUBJECT TO CHANGE SEAT SEC ROW TIME SUBJECT TO CHANGE SEAT SEC SEC ROW SEAT SEC ROW SEAT GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE GAME GAME SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT PRICE SEAT 101 G 10 101 G 10 101 G 10 101 G 10 101 G 10% ADMISSION TAX ON BALANCE. 10 101 10% ADMISSION TAX ON BALANCE. 113 10% ADMISSION TAX ON BALANCE. F 1 113 10% ADMISSION TAX ON BALANCE. F 1 113 10% ADMISSION TAX ON BALANCE. F 1 113 F 1 113 F 1 SEC 113 ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT GAME 5 GAME 4 SEC 3 GAME ROW SEAT SEC ROW SEAT GAME 2 SEC ROW SEAT GAME 1 SEC ROW SEAT SEC ROW SEAT GAME 5 GAME 4 SEC 3ROW SEAT GAME SEC 2ROW SEAT GAME SEC 1ROW 111 GAME SEAT G SEC 11 ROW 111 SEAT G SEC 11 ROW 111 SEAT G 11 111 G 11 111 G 11 111 122 GAME TIME SUBJECT TOD 122 9 GAME TIME SUBJECT TOD 122 9 GAME TIME SUBJECT TOD 9 122 D 9 122 D 9 PRICE122 SUBJECT TO CHANGEAND PRICE INCLUDESSUBJECT TO CHANGEAND PRICE INCLUDESSUBJECT TO CHANGEAND 2 GAME TIME111 SURCHARGE AND 2 GAME TIME111 SURCHARGE AND 2 GAME111 GAME TIME GAME TIME GAME TIME SUBJECT TO CHANGE SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE PRICE INCLUDES $2.00 SURCHARGE AND GAME TIME SUBJECT TO CHANGE PRICE INCLUDES $2.00 SURCHARGE AND CHANGE CHANGE CHANGE PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND INCLUDES $2.00 SURCHARGE $2.00 SURCHARGE 111 SURCHARGE $2.00 K PRICE INCLUDES $2.00 K PRICE INCLUDES $2.00 K 5 K 2 GAME111 4 K 2 GAME111 3 GAME 2 GAME 1 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. GAME 5 10% ADMISSION TAX ON BALANCE. GAME 4 10% ADMISSION TAX ON BALANCE. GAME 3 10% ADMISSION TAX ON BALANCE. GAME 2 GAME 1 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. GAME 5 10% ADMISSION TAX ON BALANCE. GAME 4 10% ADMISSION TAX ON BALANCE. GAME TIME SUBJECT TO CHANGE GAME 3 INCLUDES $2.00 SURCHARGE AND 2 GAME TIME SUBJECT TO CHANGEAND PRICE INCLUDESSUBJECT TO CHANGEAND GAME PRICE INCLUDES $2.00 SURCHARGE GAME 1 SECTIME ROW SEAT GAME GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE PRICE $2.00 SURCHARGE SEC ROW SEAT PRICE INCLUDES $2.00 SURCHARGE AND SEC ROW SEAT PRICE INCLUDES $2.00 SURCHARGE AND SEC ROW SEAT SEC ROW SEAT GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO10% ADMISSION TAX ON BALANCE. CHANGE GAME TIME SUBJECT TO10% ADMISSION TAX ON BALANCE. CHANGE GAME TIME SUBJECT TO10% ADMISSION TAX ON BALANCE. CHANGE 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 122 PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND E 10 122 E 10 122 E 10 122 E 10 122 E 10 122 PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. GAME 5 GAME 4 GAME 3 GAME 2 GAME 1 Book-1128 GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE GAME TIME SUBJECT TO CHANGE PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND PRICE INCLUDES $2.00 SURCHARGE AND BIND TM TM 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. 10% ADMISSION TAX ON BALANCE. Saturday, Nov. 6, 2010 Saturday, Oct. 30, 2010 Friday, Oct. 29, 2010 Saturday, Oct. 16, 2010 Friday, Oct. 15, 2010 Book-1093 Book-1026 7:15 PM 7:15 PM 7:30 PM 7:15 PM 7:30 PM Book-1077 BIND Book-1149 BIND Book-1088 TM TM Saturday, Nov. 6, 2010 Saturday, Oct. 30, 2010 Friday, Oct. 29, 2010 Saturday, Oct. 16, 2010 Friday, Oct. 15, 2010 TM TM Saturday, Nov. 6, 2010 Saturday, Oct. 30, 2010 Friday, Oct. 29, 2010 Saturday, Oct. 16, 2010 Friday, Oct. 15, 2010 BIND 7:15 PM 7:15 PM 7:30 PM 7:15 PM 7:30 PM 7:15 PM 7:15 PM 7:30 PM 7:15 PM 7:30 PM TM TM BIND Saturday, Nov. 6, 2010 Saturday, Oct. 30, 2010 Friday, Oct. 29, 2010 Saturday, Oct. 16, 2010 Friday, Oct. 15, 2010 BIND TM TM Book-1158 Saturday, Nov. 6, 2010 Saturday, Oct. 30, 2010 Friday, Oct. 29, 2010 Saturday, Oct. 16, 2010 Friday, Oct. 15, 2010 Saturday, Oct. 16, 2010 7:15 PM 7:15 PM Friday, Oct. 15, 2010 7:30 PM 7:15 PM 7:30 PM TM TM Saturday, Nov. 6, 2010 Saturday, Oct. 30, 2010 Friday, Oct. 29, 2010 7:15 PM 7:15 PM 7:30 PM 7:15 PM 7:30 PM 7:15 PM 7:15 PM 7:30 PM 7:15 PM 7:30 PM BIND TM TM SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT Saturday, Nov. 6, 2010 Saturday, Oct. 30, 2010 Friday, Oct. 29, 2010 Saturday, Oct. 16, 2010 Friday, Oct. 15, 2010 7:15 PM 7:15 PM 7:30 PM 7:15 PM 7:30 PM 121 F 2 121 F 2 121 F 2 121 F 2 121 F 2 SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW AABAEBEAAEBFBEAFABEFAAEBFAAFAABEEA SEAT AAEABEBFEBAAEABFAFFAAAEFAABABEEBEA AAABAEFBEFAAEEABBBEEBABEEABBEFAAEA SEC ROW SEAT AAEABEBAFFAAFAEBAABEAFEFABABBAEEEA SEC ROW SEAT AAABAEFEBBEAEBAFAEBFAABAEBEABEBEEA SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT 101 G 10 101 G 10 101 G 10 101 G 10 101 G 10484798655618 843580333202 726537686165 113 F 1 846658423973 113 F 1 728689564849 113 F 1 113 F 1 113 F 1 SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT SEC ROW 111 SEAT G SEC 11 ROW 111 SEAT G SEC 11 ROW 111 SEAT G 11 111 G 11 111 G 11 AAAAFFAEBBAEEFABAAFAFAAFBEAABEBEEA AAAAFFAEFABABAFEAFBAEAABAEFFFAAAEA 122 D AABAEBEFAAEBFAEBABEEABEBBAEFEABAEA 9 122 D AAEFBAAAAAFFAAAFFBEBEAEABFAAFAAFEA 9 122 D AAAAFFAABEBEABAFEFAABEFAEBAEABBEEA 9 122 D 9 122 D 9 AABAEBEEEABBBAEAFAFEBAEABBEFAAAFEA AAEABEBAEBAFEBAFAFAAEBBAEAFBFEAAEA AABAEBEAABFEABBEEBAEBEBEAAFAFBEAEA 111 K 2 AAAEFBAABAEFEEBBAAAAFFAAFAFEFBAAEA 111 K 2 AAAEBAFEAAFBEABBEEBABEBFAAEAAFEBEA 111 K 2 111 K 2 111 K 2 001639999649 003905837233 488158611638 367777958022 004979185810 483741691011 842489814163 487076482196 607230774436 248710192304 AAAEFBAAAFBEABEFAEBBAEAABFEEBAAFEA AAEABEBAEBAFBEAFAEBABEABBEEEABEBEA AAABAEFABBEEBBEEAAAFEBAEBAFFBAEAEA SEC ROW SEAT AAAEFBAABAEFAFAAFFEABAFAAFAAEEBBEA SEC ROW SEAT AAEBAAFEABEBEBEBAABEBEEABAFABAFEEA SEC ROW SEAT SEC ROW SEAT SEC ROW SEAT AAAEBAFAEBAFABEFAFBAEABAFEABEABEEA AAABAEFEAEBBBAFAEFAFAAFABAEAAFEBEA AAEABEBAFAEBBEAAFBAEFAEBAAFEFABAEA AAAEFBAFABEAAAEBFBAAFEEBAFAAEEBBEA AAAEBAFEAEBBEBAEBEBFAAAFABEBEBEAEA AAAAFFABAEFAEEBABABBEEEFABAEFBAAEA AAAEBAFEFBAAFAABEABBEEEBABEAAFEBEA AAAEFBAAEAFBEBEBAFAAEBAEABFBEAEBEA 604009167012AAAAFFAFBAEAABEAFBEBEAEEBBABEBEAEA 842498197684AAEFBAAAABFEBEAFAAEEBBEABEBEBABEEA 727603042483 10 122 E 122 607222388867 10E 122 128459491479 10 E 122 E 10 122 E 10 242409830528 725745551504 849221081239 608547788967 245782562995 000834763936 243618761904 609759812791 008342953095 367098678419 AAEBAAFABEAFBEAFAAFABEAEFABBAEBEEA AAABAEFFEBAABEAFAFBAAEAAFAFEBBAEEA AAEFBAAAEFBAEEABBEBABEEBEBAAEABFEA AAAAFFAFAEABAAFEBBEBEAAAFEBEFABAEA AABAEBEEABEBBAEBEBEABEEAABFABAFEEA 124298296448 723598134416 366037195927 005104950439 488448281779 Branded TicketsTM is a full color personalization service that seamlessly integrates with your basic ticket design to allow Suite, Club and Premium Seat clients to “Brand” their tickets by adding logos, images or messages. High Impact, Premium Quality, Astonishingly Affordable John Watlington 804.598.9107 30 Mill Street Wheatland, Pa. 16161 Toll Free: 800.941.1070 Fax: 724.346.1073
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  • 76. Speak a common language with your clients through your partnership with Spotlight Ticket Management. Assure your customers achieve their goals with your experiences.A PARTNERSHIP WITH SPOTLIGHT: Offer Spotlight to your suite owners • Sports Tickets Drive Business – the numbers prove it. and add value to Give your customers the tools they need to effectively manage their tickets. your partnership• Assure Renewal – Sports tickets and suites are a vital corporate spend. Buying tickets provide a positive ROI, and Spotlight continually highlights this fact. • True Partnership – Create a true partnership between 877.423.4868 venue and customer to assure goals and a long term relationship. Create added-value benefits for your partners.
  • 77. InduSTry And ASSocIATIon nEwS, conTInuEdALSD Member Editorial by Flavil Hampsten patrons the option to buy food,” says Faircloth. ALSd SociAL MediA[continued from page 13] “The client may feel a loss of value if there is a buffet and he/she doesn’t eat from it. Second, ithave a way to communicate with a prospect that was hard to keep buffets to a premium didn’t have before. We would rather have clients individually buy5) Use it every day – Every day I link with busi- a prime rib or crab cake sandwich. We haveness executives in the area, and my local network maintained quality this way.” Connect with the ALSD on LinkedIn:has grown to the point where I’m running intothese executives while I’m out at networking Modifying Service Association of Luxury Suite Directors Group Page:functions. The conversation starts like we’re old To stay modern, venues must adapt to clients’friends. It is much easier to set an appointment needs. Faircloth recalls examples: “One, the sell your product in this fashion that it is indoor club tables originally had glass in front.with cold calls. Clients felt disconnected from the game, so we Bill Dorsey: You can do all of this in less than 20 minutes. installed operable glass. Two, initially clients In closing, selling in situations like the ones were not allowed food and beverage in elevators,mentioned above are less than ideal. It is hard which frustrated patrons. We allow it now.” Amanda Verhoff:to keep pushing forward when things are rough. Service standards are regularly raised to provide, this is a chance to prove your worth the experience clients expect. Wake Forestby staying creative and implementing the right operates with athletic staff, including security, Jennifer Ark:campaign. When times are tough, that’s when student workers and food and beverage staff, in earn your paycheck. key “areas of control.” Oh, by the way, I’m not only preaching thesemethods, I use them. To date, my team has sold whether or not to renovAte Pat McCaffrey:more luxury products right now than we did all Deacon Tower is an example of a calculated risk last season. While I am confident that the to construct new versus renovate. The initialproduct is going in the right direction, keep in investment was substantial, but Faircloth points Jared Frank:mind that in the past six months, we have traded out, “You have to look at what revenue you are only All-Star, missed the playoffs and are in losing by not renovating, by not being sold out,the middle of a labor situation. It is not easy, but and focus on what you could bring in. Listen Dene Shiels:it can be done. Good luck. to customers who aren’t buying.” Wake Forest recognized the trend for premium, opted to cre-Want to network with Flavil? ate Deacon Tower and priced it according to its Ryan Mirabedini:Here’s His Business Card demographics and those in comparative markets. Faircloth believes the facility was built per- HampstenVice President of Ticket Sales & Services fectly. “We did a feasibility study to determineCharlotte Bobcats the quantity and type of seats in demand as well333 E. Trade Street as amenities to include.” Construction qualityCharlotte, NC 28202 helped as did decisions made to resist tempta-(O): 704.688.8852 tions like adding standing room only The goal is always to evaluate a facility’s bestTwitter: @Flavil options and maximize revenue without sacrific- Follow the ALSD on Twitter: ing experience.For more great sales advice, subscribe to Flavil’s blog: It’s an ongoing process to stay current. The fo- Jared cus must be on the customers who expect more. “We are contemplating parking and tailgating upgrades as well as an updated video board,”Wake Forest University Faircloth states. “It has to be an experience that’s Ryan Mirabedini:[continued from page 20] comfortable, unique and enjoyable. There’s no secret sauce; you just have to address the cus-Appetite for tower SeAting tomers’ needs. It’s a pretty simple formula.”Deacon Tower Grille is a full-service restaurant – Amanda Verhofffor lunch and dinner Monday-Friday, excludinghome game weekends. The Grille is a ticketed Like the ALSD on Facebook:club area on game day, but on non-game days,it serves the community. More importantly, it Association of Luxury Suite Directors Group Page:serves the university as a direct and tangible tool for Deacon Tower, allowingpotential clients to see what it offers. Wake Forest did not go all-inclusive on foodand beverage. “We chose a la carte, first to give86 | S E A T | | #SEATFall2011
  • 78. coming ATTrAcTionSIn Future Issues of SEAT:Enhancing the In-VenueFan Experience:It’s All About Mobile 22nd Annual ALSD Conference Program Annual State of the Industry Report MLS Sales Training Center88 | S E A T | | #SEATFall2011
  • 79. THEY CALL US‘SHALLOW’ Perlick’s 18” Shallow Depth Series Beverage Center(AND WE’RE OKAY WITH THAT) accommodates bottles, cans, and up to 10 bottles of wine.Perlick is proud to introduce the worlds rst andonly 18” Shallow Depth undercounter refrigeratorunits. Available as a Refrigerator, Beverage Center,or Wine Reserve, these versatile units can t justabout anywhere in any application. Integrate intoa credenza, build them into a wet bar, or tuckunderneath a desk...the possibilities are endless.We’re ALSD certi ed, come nd out why. Perlickis the rst and only to earn this prestigouscerti cation, and we’re excited to show you whatmakes us better than the rest. Don’t take our wordfor it, call or email us today to take one of ourhigh-perfomance units for a test drive. It’sthe same quality and strength of the Perlick unitsyou’ve come to know and love, just in a smallerpackage. Shown in a wine bar application Shown in a desk application Shown in a wet bar application 800.558.5592