The document discusses optimizing the performance of sports and recreation assets. It begins with introductions of the speakers and their experience with over $4 billion in sports venues. It then discusses defining performance in terms of cost recovery, programs, economic impact, and health outcomes. The presentation outlines five steps to achieve success: knowing your operational model, innovating for new revenue sources, soliciting guest feedback, recruiting and retaining talent, and reinvesting profits into the community.

1. Maximizing the Impact &
Optimizing the Performance of
Sports & Recreation Assets
Jason Clement, Dev Pathik, Evan Eleff

2. What We Will Cover
• Introductions
• Define performance: Sports & Recreation Assets
• New Generation of Operations and Expectations
• Questions

3. Introduc)ons:
Speakers
Bio
• Since
2003
-­‐
Firms
have
produced
funding
documents
for
a
por>olio
totaling
over
$4
Billion
in
sport
&
recrea1on
venues.
• Past
3
Years
–
Opened
more
than
2
million
square
feet
of
indoor
facili)es
and
over
800
acres
of
outdoor
• 2014
–
Venues
managed
&
advised
hosted
more
than
12
million
visits
• 2015
-­‐
Will
host
more
than
15
million
visits
this
year
• 2014
-­‐
Venues
generated
$20
-­‐
$50
million
in
Economic
Impact
annually
to
their
communi)es
• Over
200
team
members
Improving
the
Health
&
Economic
Vitality
of
the
Communi)es
We
Serve
www.SportAdvisory.com

4. Introduc)on
–
About
You
What
size
of
community
do
you
represent?
A.
Popula)on
less
than
15,000
B.
15,001
–
45,000
C.
45,001
–
75,000
D.
75,001
–
150,000
E.
151,000+

5. Introduc)on
–
About
You
Types
of
sport
&
recrea1on
assets
are
your
interest?
A.
League-­‐Based
Sports
Programming
B.
Membership
(Fitness,
Aqua)cs,
or
Recrea)on
Center)
C.
Sports
Tourism
D.
Leisure
E.
Group
Events
(Family)
Entertainment
F.
Start-­‐Up
(In
Planning)

6. Introduc)on
–
About
You
What
interests
you?
A.
Building
economic
impact
from
outside
community
B.
Capital
needs
for
asset
maintenance
&
replacement
C.
Facilita)ng
healthy
lifestyles
D.
Financial
Sustainability
–
increasing
%
Cost
Recovery
E.
All
of
the
Above

7. Current
Sport
&
Recrea)on
Performance
• Nearly
3
million
fewer
kids
are
playing
above
sports
(SFIA)
• Less
than
1
in
3
children
between
ages
6-­‐12
par)cipated
in
a
high
calorie
burning
sport
or
fitness
ac)vity
3
)mes/week

8. Current
Sport
&
Recrea)on
Performance
• Youth
from
homes
in
lowest
income
bracket
are
half
as
likely
to
play

9. Current
Sport
&
Recrea)on
Performance
• Lack
of
ac)vity
links
to
obesity
• 40%
of
girls
&
35%
of
boys
are
obese
• U.S.
is
country
with
highest
obese
youth
among
15
peers

10. Performance
–
How
do
we
define
success?
Cost
Recovery
The
Great
One
-­‐
Wayne
Gretzky
“I
skate
to
where
the
puck
is
going
to
be,
not
where
it
has
been.
A
good
hockey
player
plays
where
the
puck
is.
A
great
hockey
player
plays
where
the
puck
is
going
to
be.”

11. Performance
–
How
do
we
define
success?
• Cost
Recovery/Financial
Performance
• Quality
of
Programs
-­‐
diversity
• Economic
Impact
• Venue
Door
Swings
• Ancillary
development,
incremental
spending
• Family
Connec1vity
and
Par1cipa1on
• Family
involvement
• Leadership
and
Character
Development
• Gradua1on
Rates,
standardized
tes1ng
• Philanthropic
Involvement
• Employment
tenure,
rates
• Improved
Health
–
Mental,
Physical,
Social,
Spiritual
• Brain
ac1vity,
obesity
rates

12. Performance
–
How
do
we
define
success?
• Cost
Recovery/Financial
Performance
• Quality
of
Programs
-­‐
diversity
• Economic
Impact
• Venue
Door
Swings
• Ancillary
development,
incremental
spending
• Family
Connec1vity
and
Par1cipa1on
• Family
involvement
• Leadership
and
Character
Development
• Gradua1on
Rates,
standardized
tes1ng
• Philanthropic
Involvement
• Employment
tenure,
rates
• Improved
Health
–
Mental,
Physical,
Social,
Spiritual
• Brain
ac1vity,
obesity
rates

13. Performance
–
How
do
we
ACHIEVE
success?
1
of
5:
Know
Your
Opera1onal
Model
Anchor Operation Type Average Annual Revenue per Square Foot High
Sports Tourism $40
League Based (Traditional) $75
Membership Fitness $125
Group Event (Entertainment) $125
$- $10 $20 $30 $40 $50 $60 $70 $80 $90 $100

14. Performance
–
How
do
we
ACHIEVE
success?
2
of
5:
Innovate
and
create
incremental
opportuni1es
Ancillary Revenue Analysis
Ancillary Revenue Service
% of
Operations
% of
Income
Avg
Income
Examples
Food and Beverage 91% 11% $175,000 $1,750,000
Advertising and Sponsorships 85% 2% $40,000 $500,000
Camps Clinics 70% 7% $119,000 $1,200,000
Parties - Group Event 70% 3% $48,000 $1,500,000
Kids Programs 67% 9% $187,000 $1,000,000
• Sports
Leadership
Programs
• Corporate
&
Group
Programs
(grad
par)es,
iron
skillet,
etc.)
• Child
Development
–
Lil’
slugger,
kicker,
laxers,
infant
swimming
–
cogni)ve
motor
skills
• Corporate
partnerships
• Educa)onal
Academies

15. Performance
–
How
do
we
ACHIEVE
success?
3
of
5:
Solicit
Guest
Feedback

16. Performance
–
How
do
we
ACHIEVE
success?
4
of
5:
Recruit,
Train,
and
Retain
Talent
Stanford
MBA
Graduate
— Average
compensa)on:
$400,000
— First
Year
Average:
$140,000
— Average
Industry
GM:
$70,000
ISU
MBA
Graduate
— Average
compensa)on:
$125,000
— First
Year
Average:
$65,000
— Average
Industry
GM:
$70,000
Train
for
Success
–
not
a
first
year
posi)on
— Business
Development
–
Marke)ng,
Branding,
Sales
— Financial
Competence
–
Repor)ng,
Cash
handling,
Forecas)ng
— Strategic
Thinking
–
Market
awareness,
Leadership
— Opera)onal
Excellence
–
Great
products,
service,
effec)veness
— Risk
Management
–
Legal,
Human
Resources

17. Performance
–
How
do
we
ACHIEVE
success?
4
of
5:
Recruit,
Train,
and
Retain
Talent
Reten)on
Method:
Ø Engage, Educate, Equip, Energize, Empower, Elevate
Ø How to create a culture of accountability:
Ø “I want you to think and make decisions like an owner”
• Trust
• Clarity
of
vision,
intent,
scoreboard
• Incen)ve
based
compensa)on
“I’ll
kick
you
so
fast
I’ll
look
like
a
one
legged
man.”
-­‐
Burton
R.
Snook

18. Financial
Investment
High
$$$
Low
$
Brand
Iden1ty
Marke1ng
Systems
Product
Appeal
Sales
Process
Quality
of
Service
Ideal
Customer
Rela1onships
The
set
of
behaviors
your
advocates/raving
fans
exhibit.
SFA|SFM
TARGET
MODEL
Performance
–
How
do
we
ACHIEVE
success?
5
of
5:
Lead:
Create
a
Culture
of
Business
Development,
Service,
and
Accountability

19. Performance
–
How
do
we
ACHIEVE
success?
5
of
5:
Lead:
Create
a
Culture
of
Business
Development,
Service,
and
Accountability
q Crak
and
Communicate
the
Vision
q Establish
Goals
for
results,
rela)onships,
processes
q Alract
and
inspire
others
to
share
commitment
to
excellence
q Give
feedback
that
improves
performance
–
verbal
&
wrilen
q Measure
and
benchmark
² Inten1onal
Leadership
is
the
Biggest
Variable
many
can
control
to
op1mizing
the
performance
of
the
opera1on

20. Characteris)cs
of
Successful
Opera)ons
— Embrace
opportuni)es
— Innovate
wisely
and
con)nuously
— Don’t
be
afraid
to
Learn
— Proven
management
systems
&
repor)ng
— Invest
in
high
achievers
— Engage,
Educate,
Equip,
Encourage,
Empower
— Energize
and
ELEVATE

22. Next
Genera1on
of
Sport
&
Recrea1on
Assets
Expecta1ons:
• Cost
Recovery/Financial
Performance
• Quality
of
Programs
-­‐
diversity
• Economic
Impact
• Venue
Door
Swings
• Ancillary
development,
incremental
spending
• Family
Connec1vity
and
Par1cipa1on
• Family
involvement
• Leadership
and
Character
Development
• Gradua1on
Rates,
standardized
tes1ng
• Philanthropic
Involvement
• Employment
tenure,
rates
• Improved
Health
–
Mental,
Physical,
Social,
Spiritual
• Brain
ac1vity,
obesity
rates

23. Next
Genera)on
of
Sports
Assets
will
achieve:

24. Questions/Comments?
Jason Clement
Founding Partner
The Sports Facilities Advisory
The Sports Facilities Management
jclement@sportadvisory.com
727-474-3845
Dev Pathik
Founding Partner
The Sports Facilities Advisory
The Sports Facilities Management
dpathik@sportadvisory.com
727-474-3845
Evan Eleff
Vice-President
The Sports Facilities Advisory
The Sports Facilities Management
eeleff@sportadvisory.com
727-474-3845