Sports Facilities & Franchises

Starting: Wednesday, April 17
Ending mid-day: Thursday, April 18

Wednesday, April 17

7:30 am


Exhibits Open and Continental Breakfast hosted by


Registration hosted by





8:30 am
Welcome & Opening Remarks

Richard Weiss, Publisher, SportsBusiness Daily/Global/Journal

8:45 am
Presidents Panel: Managing Your Franchise in an Ever-Changing Marketplace

This annual session provides an opportunity to hear team presidents weigh in on the opportunities and challenges they face on a daily basis. Hear how these executives — Ted Black, President, Buffalo Sabres; Rich Gotham, President, Boston Celtics; Derrick Hall, President & CEO, Arizona Diamondbacks; and Lou Lamoriello, President, General Manager & CEO, New Jersey Devils, stay plugged into their fan base and manage the many facets of the business, ranging from corporate partnerships and ticket sales to operations and the game-day experience. And hear how they are positioning their franchises to prosper in the future.

9:30 am
Connectivity: Configuring Your Facility to Meet Today and Tomorrow’s Bandwidth Demands and End-User Experiences
Connectivity is one of the most pressing issues facing facility operators. As demand for bandwidth continues to increase, venue and team operators must find scalable solutions to meet today and tomorrow’s data demands and provide fans with applications that enhance their onsite experience. Many facilities have completely upgraded their systems, some are doing it in stages, while others are grappling with how to upgrade their infrastructure to stand the test of time. Guest moderator Bob Jordan, Senior Vice President, Van Wagner Sports and Entertainment, will lead John Brams, Director, Hospitality and Venues, Enterasys; Joie Chitwood, President, Daytona International Speedway; Chip Foley, Vice President, Technology, Forest City Ratner Co. and Barclays Center; Jim Nolan, Senior Vice President, Finance, Administration and Operations, Kraft Sports Group; Steve Peck, Senior Vice President, Sports & Entertainment, SAP; and Bill Schlough, Senior Vice President & CIO, San Francisco Giants, in a discussion about how they have tackled connectivity, the problems they’ve encountered, the solutions they’ve developed; the mobile applications they’ve developed; and what potential platforms they’re considering moving forward.

10:15 am
Networking Break hosted by

10:45 am
Featured Interview: Watching Your Vision Come to Fruition
Bruce Ratner
, Majority Owner & Developer, Barclays Center and Chairman & CEO, Forest City Ratner Cos.
In September 2012, when Barclays Center hosted its first Brooklyn Nets basketball game, it culminated more than a decade of work by Bruce Ratner, Majority Owner & Developer, Barclays Center, to bring his Atlantic Yards project to fruition. During this one-on-one interview, you will hear Ratner, one of the largest urban real estate developers in the country, discuss his vision for the project, how he continued to overcome obstacles to make the plan become a reality and how the success in Brooklyn’s urban development could possibly be replicated in other markets across the country.

11:15 am
From the Ground Up: The Vision and Execution of Ottawa’s Sports City

Revitalizing urban areas with mixed-use projects anchored by sporting arenas is becoming increasingly popular. And, during this featured session, you will hear how Bernie Ashe, CEO, Ottawa Sports and Entertainment Group; John Clifford, Principal, Perkins Eastman; Jeff Marks, Managing Director, Premier Partnerships; John Ruddy, President & CEO, Trinity Development Group; are developing a massive sports city in downtown Ottawa. They will outline how: the project came to fruition; they worked with city officials and collaborated with franchise owners; financing was secured; and corporate sponsors are being integrated into the overall design.

11:45 am
Lunch

1:15 pm
Featured Interview: Brand-Side Marketing Executive Turned Sports CEO
Peter McLoughlin
, CEO, Vulcan Sports & Entertainment and President, Seahawks, Sounders and First & Goal, Inc.
In his position at Vulcan Sports & Entertainment, Peter McLoughlin is responsible for all financial and business operations, sales and marketing, sponsorship and administration of the Seattle Seahawks and Sounders both of which are coming off of successful years. He also oversees the management of CenturyLink Field, a building that is seen as one of the finest in the U.S. During this interview, the longtime Anheuser-Busch executive will discuss his experiences managing the bottom line of multiple sports assets, growing attendance in a unique marketplace and building corporate partnerships on both the buy and sell side.

Track I: The New Era in Facility Management
1:45 pm - Session I

An Alternative Approach to Revenue Generation: Pointstreak 5050
Industry executives are continuously exploring new sources of revenue. During this in-depth presentation, you’ll hear how an innovative raffling platform is changing the landscape of the traditional 50/50 “game of chance” and generating great returns. Kevin Lovitt, President, Pointstreak 5050; Scott Secord, President & CEO, Pointstreak Sports Technologies; Erikca Newsome-Hill, Director of Community Affairs, Atlanta Braves, Executive Director, Atlanta Braves Foundation; and Shawn Tilger, Senior Vice President, Business Operations, Philadelphia Flyers, will outline how Pointstreak 5050 can be incorporated into your team’s fundraising, business development, ticket sales and community outreach programs, thus increasing revenue and raffle sales and enhancing the fan experience.

Track II: Architects: Creating the Fan Experience through Design
Developing a functional, sleekly designed venue that embodies the team’s characteristics and caters to its fan base is the goal of any architect. During this session, you’ll hear from Nate Appleman, Principal, 360 ArchitectureMurray Beynon, Managing Partner, BBB Architects; and Jon Niemuth, Principal, AECOM, as they share what features set their buildings apart from others, how aesthetic and functional elements are incorporated to enhance the fan experience and what design trends are shaping venue development.

2:15 pm
Networking Break

2:45 pm - Session II

Track I: Concessionaires: Enhancing the Fan Experience
Any venue operator will tell you what a vital role concessions play in the overall on-site guest experience. And it’s imperative that team and venue operators collaborate with concessionaires to create exceptional service. You will hear how Marc Bruno, President, Aramark Sports, Entertainment & Conventions; Alison Weber, EVP, Strategy and Creative Group, Levy Restaurants; Bob Pascal, CMO, Centerplate; and John Wentzell, President, Delaware North Sportservice, have created efficiencies, delivered results, increased ROI and enhanced the fan experience.

Track II: High-Stakes Team PR in the Twitter Age
In the age of social media, stories can take on a life of their own and communication teams must be prepared to react quickly. Barry Baum, Senior Vice President & CCO, Brooklyn Nets; Matt Chmura, Vice President, Communication and Content, Boston Bruins; and Rob Thomson, Executive Vice President, Communications and Digital, Sporting Kansas City, will discuss balancing the demands of ownership, management and coaching staffs, while maximizing their athletes’ accomplishments and minimizing crisis, all while news is broken in real time.

3:20 pm
Chief Revenue Officer Mandate: Responsible for Sustaining and Generating Returns

As new revenue streams have become a competitive necessity, many franchises have expanded their executive teams to include Chief Revenue Officers. During this roundtable discussion, you’ll hear from Tara Green, CRO, American Airlines Center; Lew Sherr, CRO, USTA; Brent Stehlik, Executive Vice President & CRO, Cleveland Browns; and Andrew Steinberg, Senior Vice President & CRO, Atlanta Hawks, as they outline what revenue streams they are exploring, what areas of business they have sustained and grown and how they are positioning their organizations to capitalize on future growth opportunities.

4:00 pm
Networking Reception hosted by

New York Marriott at the Brooklyn Bridge

All SFF attendees are invited to join us at Barclays Center. Pick up your game ticket at the networking reception.

EVENING AT BARCLAYS CENTER
Hosted by
 

5:00 pm
Buses depart the New York Marriott at the Brooklyn Bridge


Transportation provided by

5:15 pm
Arrive at Barclays Center for a site tour followed by a networking reception.


8:00 pm
Brooklyn Nets vs. Detroit Pistons

Buses begin to depart the game at 8:45 pm

Thursday, April 18

9:00 am
Metro New York Team Executives Weigh In: Keeping Relevant in Today’s Marketplace

Rich Krezwick, President, Devils Arena Entertainment; Brad Mayne, President & CEO, MetLife Stadium; and Brett Yormark, CEO, Brooklyn Nets & Barclays Center, make up our New York Metro panel. These executives will dive into the opportunities and challenges of running a sports franchise in one of the most diverse fan bases in the U.S. You will hear how they distinguish their businesses from their competitors, partner on citywide initiatives and what they see as the next big trend to hit the New York market.

9:45 am
The Innovators: Making the At-Home and Live Game Experience a Win-Win Scenario

Leagues and teams strive to create a live game experience that no fan wants to miss, while high-definition television and broadcast highlights make the at-home experience hard to top. So, how are teams and venue operators collaborating with their media partners so it’s a win-win for both sides? Steve Griggs, COO, Tampa Bay Sports and Entertainment; Steve Hellmuth, Executive Vice President Operations and Technology, NBA Entertainment; Steve Raab, President, SportsNet New York; Jamey Rootes, President, Houston Texans; and Hans Schroeder, Vice President, Media Strategy and Development, NFL, will discuss how they can work together, share ideas and create partnerships that will meet their business objectives and create a loyal fan base both at home and in venue.

10:30 am
Networking Break

11:00 am
Featured Interview: Historic Franchise Looks to New Beginning in Brooklyn

Charles Wang, Owner, New York Islanders

Recently, it was announced that in 2015, the New York Islanders will call Barclays Center home. With a new venue location on the horizon and an array of opportunities ahead of them, Islanders Owner Charles Wang is excited and optimistic about the future of his franchise. During this featured one-on-one interview, hear how this new facility endeavor developed, why it made sense to move the team to Brooklyn and how he plans to position the franchise moving forward.

11:30 am
Sports Facilities & Franchises concludes

11:45 am
Networking Luncheon
New York Marriott at the Brooklyn Bridge

All Sports Facilities & Franchises and Ticketing Symposium attendees are invited to a networking luncheon.

Thursday, April 18

11:45 am
Networking Luncheon
New York Marriott at the Brooklyn Bridge

All Sports Facilities & Franchises and Ticketing Symposium attendees are invited to a networking luncheon.

12:00 pm
Exhibits and Registration Open

Registration hosted by 

1:00 pm
Welcome & Opening Remarks

Richard Weiss, Publisher, SportsBusiness Daily/Global/Journal

1:15 pm
Ticketing Thought Leaders Weigh In on the State of the Industry

What is the current state of the ticketing industry? What new technologies are streamlining the ticketing process and providing new revenue sources? How will ticket resale and dynamic pricing continue to influence the market? How will CRM and data analysis continue to play a more intricate role in developing sales strategies? And what is the next big industry development? Samuel Gerace, CEO, Veritix; Howard Jacobs, Executive Vice President, Marketing and Sales, MSG Sports; Mike Ondrejko, COO, Legends Premium Sales; and John Walker, President & CEO, Tickets.com, will provide answers and insights to these and many other topics as we kick off the Ticketing Symposium with a deep dive into the world of ticketing.

2:00 pm
Featured Interview: Analyzing the Marketplace Trends

Nathan Hubbard, CEO, Ticketmaster
As CEO of Ticketmaster, the world’s largest ticketing distribution company, Nathan Hubbard is always analyzing the business model to ensure the company is at the industry forefront. Enhancing the buyer’s experience, implementing new technologies, cultivating relationships and developing strategic partnerships is an ongoing process. During this featured interview, Hubbard will discuss how Ticketmaster has positioned itself in the marketplace, what areas of growth the company is exploring and how he sees the ticketing industry unfolding in the years ahead.

2:30 pm
Break

Drilling Down Break Out Sessions
3:00 pm -Session I

Track I
Big Data Conversation: How to Drive Revenue

In today’s mobile and e-commerce world, there is a wealth of data at our fingertips tips. What do your season-ticket holders purchase on-site? How early do fans arrive prior to the game? What concessions do they visit? Franchises are partnering with vendors to harness this data and convert it into viable sales leads. Learn how Dwayne Cooper, Director, Product Management, PaciolanCullen Maxey, Executive Vice President, Business Operations, Arizona Diamondbacks,  and Frank Wheeler, Global Vice President, Sports and Entertainment, Sales, SAP are collecting and analyzing data and tailoring sales and marketing strategies to increase profits.

Track II
Is Online Ticketing the Wave of the Future?

Will the traditional ticket stub go the way of the dinosaur? Some think it is quite possible. Last year, MLBAM rolled out Passbook, an Apple mobile delivery system, and the initial adoption rates were far above expectations. During this session, you will hear from Chad Evans, Senior Vice President, Mobile Product Development, MLBAM, Steve Fanelli, Executive Director, Ticket Sales and Operations, Oakland Athletics and Mark Harrison, Assistant Athletics Director, Ticket Operations, University of Texas, as they outline how they set-up the Passbook, how it was implemented, the success rate and how they plan to utilize the system moving forward.

3:45 pm - Session II

Track I
Making the Leap into Dynamic Pricing

Dynamic pricing has been around for a few years and numerous teams have been successful in generating incremental revenue through this pricing strategy. However, there have been teams that watched the results unfold before jumping into the mix. During this session, you will hear from Paige Farragut, Vice President, Ticket Sales and Service, Texas RangersDavid Gravenkemper, Assistant Athletic Director, Ticket Sales and Service, University of Washington; and Adam Jones, Director, Sports Advisory, PwC US who just implemented dynamic pricing as they outline how they got started, how it was announced, how it is different than the first movers, why they waited and how they plan to continue in the future.

Track II
Enhancing the Fan Experience Through Innovative Mobile Technology

Are you trying to determine innovative ways to enhance the experience of your fans? Many teams, have adopted a new mobile-based technology that is doing just that. You will hear from Ben Ackerman, President, Experience; Anthony Esposito, Director, Ticket Operations, Atlanta Braves; and Mark Plutzer, Vice President, Ticketing, MLBAM using this unique mobile service, as they explain how they have enhanced the fan experience, increased overall fan loyalty, captured unique data on fans and generated additional revenue by leveraging empty seat inventory.

4:20 pm - Session III

Track I
Reaching the Casual Sports Fan: Tapping into New Revenue

How do you incite the casual sports fan to attend more games? Are they motivated by price, upgraded seats and amenities, or new experiences? How do you reach them? Is it personalized email campaigns, geo-targeting or co-promotions? And what is the role of social media? You’ll hear from Jack Groetzinger, Co-Founder, SeatGeek; Jesse Lawrence, CEO, TiqIQ; and Greg Rudin, General Manger & VP, GrouponLive, as they weigh in on how to reach this niche market and how this segment can increase your overall ticket revenue.

Track II
Selling Premium Seating Products

Selling luxury items requires a unique and customized sales approach. Many times, luxury buyers are looking for additional amenities and more value-added services. Kristy Fletcher, Senior Director, Executive Suites and Services, Maple Leaf Sports and Entertainment; Chris Quinn, Vice President of Business Development & Premium Seating, Detroit Pistons; and Troy Tutt, Executive Director, Premium Sales and Services, New York Yankees, will share how they create incentive packages, manage market demands and design premium inventory to increase returns.

5:00 pm
Networking Reception

Ticketing Symposium

Starting mid-day: Thursday, April 18
Ending mid-day: Friday, April 19

Friday, April 19

8:30 am
In-Depth Look at the Trends in Ticketing

Ticket inventory and excess inventory continues to be one of the hottest topics in sports business. With prices fluctuating in the open market, the demand for tickets bounces up and down on a daily, or even hourly, basis. During this in-depth session, you will hear from David Goldberg, Principal, Principal, Spring Valley Partners; Adam Kanner, CEO, Co-Founder & Chairman, ScoreBig; and others, as they discuss the secondary market, working with leagues and teams to move unsold inventory, what factors influence ticket prices, how they market to avid and casual fans and where they believe the model is changing.

9:00 am
Developing Sales Talent

In most cases, your ticketing sales performance is only as good as the team that’s doing the selling. So, how do you develop a high-performing team in today’s marketplace? How do you motivate your sales team? How do you structure your incentive programs? Do your top salespeople turn over the sales to customer fulfillment representatives or do they remain their client’s day-today contact? Do you offer training seminars? Do you promote from within? How do you stop your top sales reps from being poached by a competitor? When is it time to let someone go? How is staff retention? These are just a few of the questions that will be addressed when guest moderator, Bill Sutton, Principal, Bill Sutton & Associates, Director, Sport & Entertainment, USF and panelists Travis Apple, Director, New Business Development, Pittsburgh Pirates; Leigh Castergine, Vice President, Ticket Sales and Services, New York Mets; Charlie Chislaghi, President, Sports Sales Consulting; Bryant Pfeiffer, Vice President, Club Services, Major League Soccer; Jamie Spencer, Executive Vice President, Sales, Tampa Bay Lightning; and Jeremy Walls, Vice President, Ticket Sales, Service and Operations, San Diego Padres, explore how to develop sales talent.

9:45 am
Re-Energizing Your Fan Base

Almost every sports executive has experienced it at one point in his or her career. Ticket sales are lagging; the face of your franchise is retired, hurt or left; your fan base has lost its passion; your ownership is under fire. And, you’re charged with turning the tide! So, what do you do? Well, sit back and hear how Paul Beirne, Vice President, Business Operations, Toronto FC; Kerry Bubolz, President, Business Operations, Cleveland Cavaliers Operating Co.; Mike Bucek, Vice President, Marketing and Business Development, Kansas City Royals; and Janet Duch, Senior Vice President of Marketing, NY Rangers have implemented successful programs that enhanced the on-site game experience, repositioned their brand in the marketplace, re-engaged their brand partners and re-energized their fan base.

10:30 am
Ticketing Symposium Concludes

Contact Information

For PROGRAM information, please contact Laura Case at 704-973-1446.

For information on ATTENDANCE, please contact Lorianne Lamonica at 704-973-1523.

For information on SPONSORSHIP opportunities, please contact Julie Tuttle at 212-500-0711.

 

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