The Sports Info Business

When you meet someone new, do you play the geography game?  It usually goes something like this.

Nice to meet you.

You too.

Where do you work?

Typical Answer:  Company:  xxxx

Oh, do you know so and so?

It happened to me several times last night at the Orange County Youth Sports Foundation Sportsman of the Year dinner honoring Jets QB Mark Sanchez.

Playing this geography game is often the easiest way to connect with other people and expand your business netowrk.  Finding someone in common is a great first step.

However, I would not expect to immediately add this person to my LinkedIn network based on a brief meeting or conversation.

Here are my personal rules.

1. I invest in networking and I invest in the people I meet.

2.  Take the time to form a follow up visit.  Coffee, lunch or just find time to chat and find more things in common.  I make the offer and if people are really interested in getting to know me, they make the effort or offer another option.

3. Network for the right reasons.  Invest time in good people.  Just adding names by meeting random people is just plain superficial.

4. When it comes to business conversations, show the value of your experience.

5. Ask lots of questions or other people.  Get them talking about themselves to know them better.

At some point in your business career, you will need your business network.  Maybe it is for new business opportunities, a new job or something we cannot predict right now.  Invest in it the right way and it will pay dividends for years to come.

Lots of new open positings being listed today.  I do not think I have ever seen so many open hockey jobs since I started writing this blog a year and a half ago.

Hope it helps you live your dream.

Coordinator, Interactive Marketing – Nashville Predators (Nashville, TN)

The Coordinator, Interactive Marketing is responsible for supporting the team’s interactive marketing activity and will be instrumental in helping to deliver best-in-class content, maximize promotional messaging and enhance traffic growth and conversation within various digital channels. He/She will also contribute to and assist in the development and execution of the team’s overall interactive marketing strategy as it relates to the website and social media outlets.

Major Responsibilities/Activities:
• Works directly with Interactive Marketing Manager to provide editorial coverage and technical support on various website initiatives
• Helps execute team social media strategy, with heaviest focus on Facebook, Twitter and emerging top social media outlets
• Supports mobile marketing initiatives
• Assists with Game Night web responsibilities during the season for both home and road games
• Contributes to the team’s online coverage of team practices, community initiatives and special events
• Coordinates with the Broadcasting and Graphics departments on deadlines for video and graphic elements that enhance marketing and promotional efforts
• Serves as a liaison with the Sales and Corporate Partnership teams to ensure online participation, activation and close coordination of ticketing and sponsorship programs

Minimum Requirements:
• B.A. Degree
• Minimum of one (1) to two (2) years of related work experience???
• Excellent communicator with strong writing skills
• Immersed in social networks (Facebook, Twitter, LinkedIn, YouTube and others), blog reader/writer/publisher
• Must be detailed-oriented, self-motivated, organized and possess the ability perform under tight deadlines and pressure in a fast-paced environment
• Must possess a professional attitude and a desire to learn from a talented team
• Experience in multitasking with multiple work-intensive projects
• Proactive planner with a sense of urgency, creativity, style and attention to detail
• The ability to work well with people in a team environment

The University of Nevada, Las Vegas invites applications for Assistant Director of Athletics Media Relations.

PROFILE of the UNIVERSITY
UNLV is a comprehensive research university of approximately 28,000 students and 3,300 faculty and staff dedicated to teaching, research, and service. The university has internationally recognized programs in hotel administration and creative writing; professional degrees in law, architecture, and dental medicine; and leading programs in fine arts, sciences and education. UNLV is located on a 332-acre main campus and two satellite campuses in dynamic Southern Nevada. For more information, visit us on-line at: http://www.unlv.edu.

ROLE of the POSITION
This position is responsible assisting the assistant athletics director for media relations and communications, along with the director of athletics media relations, with the development and operation of media and public relations for 17 NCAA Division I intercollegiate athletics programs. Primary sport assignments are TBD. The assistant director may also serve as the secondary contact for football and men’s basketball. This position demands an individual who must be flexible to work weekends, nights and/or holidays as required. Some travel with teams for competitions is also required. Position will perform duties relating to providing a consistent and continuing public relations program for assigned areas. Duties also include the development and preparation of information releases, establishing relationships with print and electronic media sources, compilation and reporting of results and statistics and maintenance of statistical and historical data. The position will also be heavily involved in web-based content and will assist in various other projects.

QUALIFICATIONS
A bachelor’s degree from an accredited college or university is required (preferred in the field of mass communications) and a minimum of two years experience in intercollegiate athletics media relations or related field. The candidate must possess excellent writing and communication skills as well as the ability to layout and design content for print purposes and for the athletics department’s website. Candidate must be well versed in Adobe Creative Suite, statistical software, website skills and social media. Also must be capable of working effectively with a diverse group of student-athletes, coaches, staff, media and visitors on a daily basis. Strong knowledge of NCAA rules and regulations is also important.

SALARY RANGE
Salary competitive with those at similarly situated institutions. Position is contingent upon funding.

APPLICATION DETAILS
Submit a letter of interest, a detailed resume listing qualifications and experience, and the names, physical addresses, email addresses and telephone numbers of at least three professional references who may be contacted. Applicants should fully describe their qualifications and experience, with specific reference to each of the minimum and preferred qualifications because this is the information on which the initial review of materials will be based. The review of materials will begin immediately and will continue until the position is filled. Materials should be addressed to Andy Grossman, Search Committee Chair, and are to be submitted via on-line application athttps://hrsearch.unlv.edu. For assistance with UNLV’s on-line applicant portal, contact Jen Martens at (702) 895-2894 or hrsearch@unlv.edu.

Massive listing of NHL Hockey Jobs

Manager-Corporate Partnership Sales – Anaheim Ducks Hockey Club (Anaheim, CA)

Database Manager – Anaheim Ducks Hockey Club (Anaheim, CA)

Fan Development Coordinator – Anaheim Ducks Hockey Club (Anaheim, CA)

Part-Time Game Night Staff – Boston Bruins (Boston, MA)

Ticket Sales Representative – Boston Bruins (Boston, MA)

Corporate Sales Executive – Carolina Hurricanes (Raleigh, NC)

Business Development Account Executive – Carolina Hurricanes (Raleigh, NC)

Database Marketing Manager – Columbus Blue Jackets (Columbus, OH)

Season Ticket Service Coordinator – Columbus Blue Jackets (Columbus, OH)

Group Event Specialist – Columbus Blue Jackets (Columbus, OH)

Season Ticket Account Executive – Columbus Blue Jackets (Columbus, OH)

Manager, Ticket Operations – Dallas Stars Hockey Club (Frisco, TX)

Ticket Sales and Service Account Executive – Detroit Red Wings (Detroit, MI)

Manager, Database Marketing & Analysis – Devils Arena Entertainment (Newark, NJ)

Marketing Manager – Dr Pepper Arena – Dr Pepper Arena/Dallas Stars (Frisco, TX)

Ticket Event Administrator – Edmonton Oilers Hockey Club (Edmonton, AB)

Ticket Account Executive – Edmonton Oilers Hockey Club (Edmonton, AB)

Supervisor, Ticket Services – Edmonton Oilers Hockey Team (Edmonton, AB)

Energy/Street Team – Florida Panthers (Sunrise, FL)

Event & Group Sales Coordinator – Florida Panthers (Sunrise, FL)

Premium Seating Account Executive – Florida Panthers (Sunrise, FL)

New Business Development Account Executive – Florida Panthers (Sunrise, FL)

Inside Sales Representative – Florida Panthers (Sunrise, FL)

Group Sales Account Executive – Florida Panthers (Sunrise, FL)

Director of Client Services and Retention – Florida Panthers (Sunrise, FL)

Coordinator, Interactive Marketing – Nashville Predators (Nashville, TN)

Coordinator, Database Marketing – Nashville Predators (Nashville, TN)

Senior Manager, Marketing – Nashville Predators (Nashville, TN)

Inside Sales Representative – Nashville Predators (Nashville, TN)

Manager, Social Media Business Development – National Hockey League (New York, NY)

Coordinator, Ad Traffic – National Hockey League (New York, NY)

Technical Coordinator – National Hockey League (New York, NY)

Director, Digital Business – National Hockey League (New York, NY)

Group Sales and Inside Sales Representative – New York Islanders (Uniondale, NY)

Creative Director – Olympia Entertainment and the Detroit Red Wings (Detroit, MI)

Director of Customer Relationship Management – Olympia Entertainment/Detroit Red Wings (Detroit, MI)

CLIENT DEVELOPMENT EXECUTIVE – Philadelphia Flyers (Philadelphia, PA)

Field Producer – Phoenix Coyotes (Glendale, AZ)

Ticket Sales Customer Service Representative – Phoenix Coyotes (Glendale, AZ)

Account Executive – Phoenix Coyotes (Phoenix, AZ)

Suite Sale Account Executive – Phoenix Coyotes (Phoenix, AZ)

Client Service Account Manager – Pittsburgh Penguins (Pittsburgh, PA)

Guest Services Specialist – Washington Capitals (Arlington, VA)

Regional Sales Manager – Washington Capitals (Arlington, VA)

Last night, I found myself in the local library when I stumbled upon a book called The Directory of Executive and Professional Recruiters. This publication, according to the reference librarian was considered a “high flight risk”, meaning people want to steal it.  I had to provide my library card just as collateral to look at the thing.

Based on the current state of the American economy and the level of unemployment, I cannot say that I am surprised.  I used the opportunity to look over the very detailed resources in the book.  The first sections were divided into retainer based and contingency based firms.

Just for definition, a retainer-based firm means that the company is paying the firm an agreed upon fee, often somewhere between 20-30% of the first year’s salary as compensation for the search.  Contingency firms are those that receive a non exclusive opportunity to fill an open position.  Therefore, several firms can submit candidates for a job.  Sometimes the same candidate might overlap search firms if they are working with more than one contingency-based firm.

My real reason for looking at this valuable reference book was simple, I wanted to know if it listed firms that specialize in the sports management/sports administration business.  Since the beginning of this blog, I have listed on the right hand rail of the front page what I think are valuable resources.  It includes a list of well known executive sports recruiters in our business.   I built this list from personal experience as well as talking with lots of expereinced folks like yourself.

I have even interviewed a few of them for this blog including Buffy Filippell from Teamwork Consulting and Dan Rossetti at Ascension Sports Partners

I wanted to see if they were listed in this book and I also wanted to see if I was missing folks.

My first call, based on the book’s list was to Rick Slifka at Exec-Links, LLC. one of the firms listed under Sports by the reference book.  A very nice guy, Rick told me that he used to work for the PGA Tour and subsequently did searches for golf related organizations including management companies but now 99% of his work is in the financial services world.  My second call was to DHR International and its Chicago office.  The firm, on its web site, lists sports a practice area.

Overall the resource book is an amazing resource for identifying recruiters.  However, you still need to do your homework.  The third sports related company listed by this resource is called the Alfus Group, a New York-based firm that, according to its website specializes in the hospitality industry.  No sports related work was listed.

That said and until  proven otherwise, I claim that the resources and links listed on the front page of this blog have the most up to date sports related information you need.  Do I have it all?  Certainly not.  If you know of a recruiter, trade organization or publication that I am missing, please submit it and I will consider adding it to the list.  As for the book, use it when you need it, just make sure the practice areas are up to date.

Summertime in the sports business means two things:  The dog days of baseball are around the corner and if you are in the job market, you should be looking to teams that are out of season.  That is where most of the job opportunities are these days.  In order to keep the blog fresh, I have found the following jobs that are accepting applications for open positions.

Director of Marketing – San Francisco 49ers (Santa Clara, CA)

The Director of Marketing is responsible for all areas of advertising, brand development, merchandise, web and social media strategy, promotions, game operations, evaluating new marketing initiatives, and special events. Special events entail stadium entertainment, pre-game, post-game and half time ceremonies, sales & marketing events, including events at the 49ers training facility and stadium. Administrative duties include strategic planning, budgeting, media and agency negotiations, staffing and supervision. Key initiatives for position will focus on marketing strategy for 49ers new stadium in Santa Clara. Position could include the evaluation of bringing entertainment and production capabilities in-house.                               Additional Details

Vice President of Corporate Partnerships – Columbus Crew

The Columbus Crew is seeking an energetic, enthusiastic and innovative sales executive to lead the organization’s Corporate Partnerships department. The Columbus Crew Vice President, Corporate Partnerships is an integral part of the management team that contributes significantly to the overall success of the club. This position will be primarily responsible for prospecting and selling corporate sponsorship packages at all levels with the specific goal of maximizing net revenue. Creating compelling new sponsorship assets, developing valuable partner marketing programs, packaging the club’s numerous broadcast, digital media, social media, grassroots, stadium and other assets, negotiating corporate trade agreements to reduce expense, raise awareness and drive ticket sales are all critical functions of this position. Finally, the VP Corporate Partnerships is responsible for insuring the timely,accurate and effective delivery of corporate partner deliverables providing the highest level of service to our corporate clients. Direct reports will include the Senior Director of Corporate Sales, Director of Hispanic Business Development and the Director of Partnership Relations. Click here to Apply:

Vice President, Arena Operations & Entertainment – Memphis Grizzlies & FedExForum (Memphis, TN)

Position Purpose

As a Senior Executive of the Memphis Grizzlies, the Vice President, Arena Operations & Entertainment oversees all aspects of FedExForum management to include: Guest Relations, Event Booking, Event Operations, Conversions, Office Administration, Engineering, Security, Parking and Tenant Contracting & Management. As a key member of the Executive Staff, this position will also be responsible for creating a corporate culture that motives staff to perform to their fullest and achieve corporate goals in a collaborative manner. You can click here for Additional Background

Director of Customer Relationship Management – Olympia Entertainment/Detroit Red Wings (Detroit, MI)

The Director of Customer Relationship Management is responsible for developing powerful, sales generating marketing strategies utilizing all available media to accomplish the goals of the overall marketing strategy. Effectively communicate the strategic direction to both internal and external support teams to ensure effective execution. Negotiate all contracts and marketing agreements with outside vendors. Continually monitor and analyze program effectiveness and modify strategic direction as necessary to obtain high impact results.                     Apply Here

Manager/Sr. Manager Business Development – NBA

The successful candidate is responsible for generating revenue for the NBA through the sale of marketing partnerships that leverage the core NBA, WNBA and NBA Development League assets including League Intellectual Property, calendar events (e.g., Tip-off, NBA All-Star, Playoffs, Finals, etc.) and marketing platforms (e.g., NBA Cares, NBA Fit, NBA Green, etc.). Apply Here

This last position was sent to me today after I posted the others.  Here is the full job description.

Fan Development Representative – Los Angeles Galaxy

Department: Ticket Sales (Los Angeles Galaxy)

Reports to:  Manager of Service and Business Systems, Senior Director of Ticket Sales

POSITION PURPOSE:

The team is seeking a passionate, hard-working and dedicated individual to spearhead a new position that will focus on fan development.  Specifically, this position will involve managing current relationships with fan clubs; growing the fan club membership; organizing away game viewing parties and away game trips; establishing and managing a kids club; and working with college students.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Grow fan club membership – specifically through the selling of new full season seats
• Maintain and enhance relationship between front office and Galaxy fan clubs
• Manage fan club relationships at the organization level – security, banners at the stadium, singing, atmosphere at the game etc.
• Serve as primary point of contact for visiting fan clubs
• Develop a Galaxy “kids club” – establishing from the ground up including; creation of a business plan; fulfillment of all membership benefits; growing membership; ensuring the long-term success and viability of the program; integration of other departments as appropriate; maximizing sales leads generated through the program
• Seek out ways to enhance game day atmosphere
• Organize and manage away game viewing parties
• Organize away game trips/tickets for fans
• Create programs to directly connect with the student/college population within Southern California
• Manage relationships with existing fan club full season seat holders in conjunction with current LA Galaxy service specialist directives
• Work closely with ticket sales, service, marketing, PR, and operations etc.
• Other duties as assigned by supervisor(s)

Specific Job Knowledge, Skill and Ability:

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of skills and abilities.

• Soccer knowledgeable – MLS and global leagues, understands and identifies with the soccer supporter
• A proactive self-starter
• Proven leadership experience
• Ability to produce accurate and timely reports
• Ability to think on feet and make decisions quickly that uphold the integrity of the company
• Highly motivated, naturally aggressive, with a positive attitude
• Exemplary self-discipline, professionalism, pride and work ethic
• Outstanding listening, written, and verbal communication skills
• Committed to personal integrity and team oriented
• Detail oriented with ability to multi-task effectively and with a sense of urgency, sometimes under a high level of stress
• Excellent organizational and time management skills
• Creativity and ability to see ideas through to successful execution
• Enthusiasm for and/or experience in professional sports sales and/or service
• Thoroughness and attention to detail
• Compliance with organizational directives
• Flexible hours required: working evenings/nights, weekends and holidays

Qualifications, Education, Formal Training and Experience:

• At least 1-3 years of sales experience (professional sports preferred)
• Experience and training in Ticketmaster, Archtics, Goldmine or other Customer Relationship Management system
• High proficiency in Microsoft Word, Microsoft Excel, Internet use, and other basic computer usage
• Knowledge of sales and customer service (sports industry specific a plus)
• Grooming – employee must maintain a neat, clean and well-groomed appearance. Good hygiene & professional appearance required.  Business casual attire in office and during events.  Employees may be required to wear Galaxy attire (to be provided) when representing the Galaxy in public.
• Work Environment – at times the noise level may be loud (especially during games)
• Bilingual (English & Spanish) a significant plus.

COMPENSATION

• Base Salary plus commissions and bonuses
• Full Benefits

OTHER

• This is a new position at the LA Galaxy. Major League Soccer has stressed the importance of growing the league’s fan clubs.  The Galaxy are committed to this philosophy and hence are dedicating an entire position and investing significant resources to this initiative. This position is a critical one for the Galaxy.  The ideal candidate brings enthusiasm, solid experience, and a natural desire to make a footprint at the Galaxy and within MLS

To Apply:

Leave it to Gatorade to make a great video showcasing their social media platform.

Called Gatorade Mission Control, the one minute video in my opinion aims to do a few things:

1) Tell consumers Gatorade is listening to what is being said about the brand online

2) Actively engage the online community in a new way.

3) Use the video to show consumers, investors and even employees it is applying the latest and most popular technology  tools to keep the brand relevant.

During the segment, the video asks an important question   — “How do you monitor the pulse of the Gatorade Brand?”  Here is the video.

If you look at the picture below, you can read Gatorade did a fine job communicating the following points of why this medium is so important.  There is watch is written over each TV screen:

1) Monitor online discussions

2) Proactive Social Media Outreach (aka engaging current and future customers)

3) Track Brand Attributes

4) Monitor Sports Landscape

5) Track Media Performance (measurement)

6) Track Sports Trends and Buzz

Sports Executives listen up.  This is the future of the business yet most properties are stlll busy trying to manage basic Facebook and Twitter accounts with mundane promotional message and  junior staff.

Twitter showed the real impact, passion and fan connection with this social media tool (which I illustrated in the “fact blog” last week).  The Lakers and Celtics, according to the LA Times story set a record with more than 3,000 posts PER SECOND near the end of game 7.  3,000 online comments by fans per second.  Who wouldn’t want to listen, measure and engage with those people?

Did the NBA capture and measure what was said by basketball watching fans?  Dunno.  They naturally had other things on their mind at the time.  However, was it a lost opportunity?  My suggestion is to take Gatorade’s words to heart and begin to lead in this area.  It takes people, ideas, money and passion.  So much to do.  I only hope the old guard is not thinking like “old school” much longer.  The times are a changin’.

I have always thought the good has outweighed the bad when it comes to working in sports.  That is not to say there is no downside.  There is.  So, I made a list and tried to come up with five reasons on each half of a blank page of why you should work or not work in the sports administration business.

Here is the list I came up with this morning:

Why Work in Sports?

1. Realize a Dream — I never wanted to argue in court before a judge.  I ruled out being a doctor as a kid when the site of blood made me want to faint and being a fireman was for some of the other kids.  However, playing first base for the Chicago Cubs or just as good working as a business leader in sports?  Sign me up.

2. Lasting Friendships — To this day, I continue to speak and see friends I have met from the first day I began working in this business more than 20 years ago.  For anyone that has made sports administration a career, you invest a tremendous amount if time and energy around preparing, selling and promoting the events.  You must enjoy the people you are working for and alongside.  I always have and I am grateful.

3. Live Your Passion — I have had a passion for sports, any sport, since I was a kid growing up in the north side of Chicago.  Any of my long-time friends and family will tell you that.  It has been a passion and I have always felt at home on the field, rink, court — you name it.  Follow your heart and you will never go wrong.  Always.

4. Be a Part of History — I have seen a perfect game, no-hitters, 3,00th hit, 300 career wins.  I have been to the Stanley Cup finals, worked the World Series, been on the field for a Chicago Bears and Seattle Seahawks game.  I have worked college basketball, baseball and volleyball, professional tennis too.  They all add up to terrific memories and some of the events people still stop me and talk about to this day. —- How did Paul Kariya get off the ice and come back from a separated shoulder in Game Six of the Stanley Cup and nail the goal to beat the Devils?

5. Winning a Ring — Missed it by that much — twice now.  As part of the Angels front office in 1986 and then again with the Anaheim (Mighty) Ducks in 2003.  How does one get one pitch away form the World Series and also get to the seventh game of the Stanley Cup and come away with naked fingers?  There has to be one more run in it.  Lakers and Yankee front office employees are spoiled.  Others are lucky enough to have one.  It is something special for anyone that has made the journey with a team.

Five Reasons Not to Work In Sports

During my Dodgers interview, Fred Claire asked me if I liked to Golf. "Sure!" I said. I was then advised to play as much as I could before I was hired. There would be no time for golf.

1. Sacrifice, Sacrifice, Sacrifice — Sports is not a 9-5 job.  If you want this, look into banking.  For a baseball game that begins at 7:00 p.m., employees are at work by 9:00 or 9:30 and do not get home often until 11 p.m. or later.  Multiple that times 162 games (plus pre-and post season commitments and your friends and family do not see you often.  Holidays (fourth of July for example) mean work, not BBQ.  Understand the commitment before you jump in.

2. Your Hard Work Does Not = Wins and Losses — You could put in 20 hours a day and you have no bearing if the team wins or loses.  If you want to feel that you control your destiny more.  Go into sales.  You will be judged by the number of new sales you have closed.  No matter how good of a job you do, remember it is abut the fans (the paying customers).  They come to see the players and enjoy the game.  You are just a small piece of the reality show called sports.

3. Ownership Change Often Means Change in Staff — Everybody likes to have their “guy” or their “gal” working for them.  When there’s a change in ownership, that often equals change to the front office makeup of the leaders running the business.  The higher up you are, the more vulnerable you become when this happens.  It happened to me and countless others who have been impacted when the keys to the kingdom change hands.  Get used to it.

4. Ready to Change Cities/And Teams To Move Up — The sports business is a transient place.  A few folks start and end their careers with the same company.  When I joined the Dodgers, employees had worked for the O’Malley family for 30 years.   Since Peter sold the team, I can think of only two employees that have been with the team from the “old school.”  One name you know, the other name you probably do not.  Billy DeLury, who has been with the team since the Brooklyn days, was the traveling secretary for a looooong time.  The other person?  Just a broadcaster by the name of Vin Scully.  Look at a successful sports executive and they have moved around town or moved across the country.  It is often what it takes to move up the ladder of sports success.

5. The Competition is Fierce — Never get too full of your accomplishments because your boss probably just received a resume today from a person who is willing and ready to do your job tomorrow.  Based on the visibility and impact sports has had on our culture, the opportunity to work in the business is still a dream for countless folks who want your job.  One known open position often floods a hiring manager with hundreds of qualified applications.  …and a few more that have no business applying.

That’s my Top 10 reasons to work or not to work in sports.  As I said at the beginning, the positive has always outweighed the negative.  Did I miss something or hit the nail on the head?  Leave a comment and let me know.

For those of you celebrating, happy Father’s Day.

UN

Do your current business practices have you walking a fine line with customers?

What began yesterday with a press release from a New York Yankee sponsored event turned into an experiment with 32 Major League Baseball teams.  Based on the release, I called each team and posed one question “Do you have kosher food at the ballpark?”

Each encounter was posted on yesterday’s blog and the reader response was impressive.  It was the second highest blog re-tweeted directly from the web site and the third highest read blog since I started writing 16 months ago.

It is time to comment on the experience.  Here are my top 10 reasons sports teams should re-examine the fan experience

1. Control your own message — Do not allow external partners to control the conversations with your customers.  I was appalled how easily team operators transferred my incoming call to the outside food service vendor.  If you read the story, most of the time there was an answering machine that greeted me and in one case, with the Florida Marlins, the woman asked me to call back because she was in the middle of a class.  Minimum she should have had something put in her employee file with a consideration of termination.  She could have cost the company.  No excuse.  I am sure team representatives have no idea this went on.

2. Assign responsibility for all fan communication — Either train front phone representatives to answer questions or establish a fan first department to do so.  I was impressed that the Dodgers had this in place when I called.  Teams do it when fans write letters, why not for phone calls and emails as well?

3. Everyone is selling — Anyone who touches a customers during their fan experience, from the moment they pick up the phone to call you until they leave the stadium or leave your website, there is an opportunity to interact, sell and improve the overall experience.

4. Shop your own company – CBS TV developed the content for ratings but the TV show Undercover Boss made an important point for corporations.  Many C-level executives do not know what happens on the front lines.  They need to get on board and do it themselves, or pay someone they trust to do it for them and provide the proper insight.

5. Train, train, update and train — And evaluate.  As marketers, we develop brand guidelines on how to use a company logo, marks and tag lines.  Everyone knows this.  How much time do we invest in the culture and history of a team for people like customer service reps or even interns?  Think twice abut the culture you create.

6. Always try to up-sell — Thumbs up goes to the St. Louis Cardinals rep who not only told me they had food on sight but also helpfully suggested that I could get specialty catering in a rented suite.  Brilliant.  Not one other team employee made this suggestion and was a classic way to softly up-sell a potential customer.

7. Everyone Has a Microphone – I have written about this before, but it needs to be said over and over until everyone hears it clear.  Social media today allows people to have a voice.  If they have enough followers, then that voice becomes influential.  How does a team employee know this?  They don’t.  Treat others as if you are the customer seeking answers and you will never be sorry.

8, Update the website — When was the las time your website updated?  Is it outdated?  Does it have the latest information and technology and is it easy to use.  This needs to be reviewed often,

9. Read and react – What is your online strategy?  When I posted a recent blog about IEG, IMG and the Sports Business Journal, the folks at IEG were on top of the online content and immediately responded to the blog.  Like IMG and the Sports Business Journal, I have yet to hear from any of the 32 Major League Baseball Teams.  Which tells me, the teams are not scouring the web and listening to online conversations like they should. In today’s technology savvy world, sports teams still need someone with a digital strategy to help lead them forward.

10. Know your audience – Okay, kosher good may not be a big hit in Kansas City or Seattle, but it should be marketed to fans in New York, Chicago, Los Angeles, Baltimore and Florida teams.  Why?  There are large Jewish communities in those areas and a certain source of additional revenue if the team identifies the market and then sells to them.  The Atlanta Braves tried a Kosher day a year ago.  I like that they tried something new.  They are not doing it again this year, and I do not know why, but they are trying new ways to appeal to their fans.  As with any niche market, you need to know your fans and their needs.

I received the following information from the HR department at AEG concerning jobs in Los Angeles.  Anyone promoting part-time or full-time sports jobs these days deserves space in the blog.  These include a few positions currently available for Sales & Marketing Account Executives.

Without further delay….

AEG609-Inside Sales (part-time)

· AEG Tickets are seeking positive and motivated individuals looking to begin their career in sports. These individuals will be a part of our training program where students will be trained by professionals to sell a variety of AEG events. Through this 4 month program our trainees will be given the tools to sell season tickets, mini-packages, groups, entry level marketing partnership opportunities, as well as our premium inventory via phone, face-to-face presentations, in-arena tours and out of office appointments.

· Each Inside Sales Associate will be responsible for an individual goal, as well as a team goal. Our Inside Sales Team acts as a training/feeder system towards AEG Tickets/LA Kings/AEG Group Sales senior-level positions and focuses on career growth throughout the sports industry.

• Meet or exceed daily, weekly, monthly and yearly sales goals and key performance indicators (75+ outbound phone calls per day, face to face meetings, sales presentations, etc.)

· Events include the 2010 Pac-10 Men’s Basketball Championships, Championship Boxing, American Music Awards, People’s Choice Awards, ESPY’s, Family Shows and much more!

· We’re looking for individuals who want to learn how to sell and do what it takes to earn a full-time position in our sales and marketing department.
The position is part-time and offers both pay and commission structure. The ideal candidates will:

• Possess a strong interest in sales;

• Have an outgoing personality and positive demeanor;

• Possess strong verbal communication skills;

• Be assertive, persistent and results oriented;

• Have the ability to work a varied schedule, including nights, holidays and weekends.

AEG730-Inside Sales (part-time)

AEG and The GRAMMY Museum are seeking a self-motivated, results oriented individual to work part-time selling group tickets.

Essential Job Functions:
The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation.

•Meet or exceed daily, weekly, monthly and yearly sales goals and key performance indicators (75+ outbound phone calls per day, face to face meetings, sales presentations, etc.)
• Responsible for selling group tickets for The Grammy Museum and more.
• Making outbound calls and hitting revenue goals
• Responsible for taking calls and inbound orders for the Grammy Museum

Non-essential Job Functions:
In addition to performing the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by Supervisor.
• Possess solid sales techniques
• Seek new business prospects
• Have strong written and verbal communication skills
• Be assertive, persistent and results oriented
• Build strong relationships with our team and clients
• Microsoft Outlook, Ticketmaster, Goldmine experience a plus

AEG707-Group Sales AE

RESPONSIBILITIES:

•AEG’s Group Sales division seeks Account Executives to sell group tickets (typically 15 or more) to various AEG events.

• Meet or exceed daily, weekly, monthly and yearly sales goals and key performance indicators (50+ outbound phone calls per day, face to face meetings, sales presentations, etc.)

•Events throughout the year include LA Kings hockey, LA Galaxy soccer, Pacific Life Pac-10 Men’s Basketball tournament, Family shows, Award shows, Boxing, international soccer, and more.

•Group sales representatives are responsible for hitting specific ticket revenue goals for each event. Reps are provided with some leads for various events, but are also responsible for seeking new business, through web research, networking mixers, client referrals, cold-calling, etc.

•Typical group targets include company employee outings, church groups, youth groups, boy and girl scouts, alumni organizations, fan groups, country clubs and community groups.

•The Group Sales staff participates in weekly brainstorming meetings to create new promotions for the various events and help each other develop ideas.

•Full-time sales reps earn a salary plus commission and bonuses.

Ideal Candidate:

•Highly motivated, sports-knowledgeable people looking for a future in sales.

•Representatives will be challenged to meet performance goals and prove they can work in a team environment.

•With a wide array of events to sell throughout the year, work ethic and organization skills are very important characteristics. 2 – 4 years sales experience (especially in Sports) a plus.

Education:

•Bachelors Degree preferred

AEG731-Grassroots Basketball AE

Account Executive is responsible for building relationships with the local grassroots basketball community and generating revenue from group sales, Event Suite sales, registrations, and hybrid packages. The Account Executive will execute and develop a program that give players and coaches the opportunity to partner with the AEG Family and cater packages and programs to the needs and wants of both parties. Management will help provide a list of potential grassroots customers to sell and market to, while the Account Executive will be responsible for developing current and new programs for these customers.

Account Executive is responsible for telemarketing activities and new business generation (business to business appointments) throughout the year, as well as being required to work game nights, select ticket sales or public relations events, and other grassroots related programs throughout the year including evenings and weekends.

ESSENTIAL FUNCTIONS:
- 75% Selling and networking with the local basketball community which include seeing a program from start to finish. These sales activities will include game/event duties, business-to-business sales calls and prospecting events.
- 15% Customer Service related activities.
- 10% Developing sales plans and creating sales presentations
• Meet or exceed daily, weekly, monthly and yearly sales goals and key performance indicators (50+ outbound phone calls per day, face to face meetings, sales presentations, etc.)

SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY:
Account Executives must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of skill and abilities.
- Polished presentations skill, with an ability to think and react to situations confidently.
- Excellent relationship building and people skills.
- Excellent verbal and written communication skills.
- A go-getter, with drive and initiative to succeed and develop a career in the sports and entertainment industry.
- Assertive, Persistent and results oriented.
- While looking to succeed personally, ability to support team environment and adhere to departmental guidelines.
- Working knowledge of Microsoft Office and ability to use and pick up on complex computer programs.
- Ability to consistently re-prioritize based on sales needs.
- Ability to provide sales reports and contact status back to management on a daily and weekly basis.
- Ability to thrive under a competitive sales environment.

QUALIFICATION STANDARDS:
- Education: Any combination of education and experience equivalent to graduation from high school or any other combination of education, training or experience that provides required knowledge, skills and abilities. BA from a 4-year college preferred.
- Experience: 2+ years experience in direct sales or client account management. Business to Business Sales, Sponsorship Sales or Ticket Sales experience in the sports and entertainment industry preferred.
- Experience and knowledge in basketball required.
- In-depth knowledge of the local basketball community in Southern California is preferred.

A final word from my friends at AEG:  Please have any interested applicants check out our website.

Cindy Jarvis, Steve Buchan, Roy Englebrecht and Bill Shumard pose for a photo during the event.

Last night I wrapped up another Roundtable for the Long Beach State Sports Management program.  This program is certainly unique in that it brings 10 sports related-businesses from Southern California into one venue to meet, greet and interview with the newsest learning team of graduate students.  Each master’s candidate is required to work in an sports management internship in addition to traditional classes.  New students have a minimum of 100 hours per semester and more advanced students work 200 hours or more per semester.

Here is a list of the companies that participated last night.

1. AEG

2. Disneyland Report

3. ESPN/ X Games

4. Krav Maga

5. LA Galaxy

6. Long Beach State Athletics

7. Newport Sports Museum

8. Roy Englebrecht Promotions

9. Special Olympics of Southern California

10. USA Volleyball

We generally try and rotate the businesses that attend and provide new opportunities each semester.  Some of the other business that have joined in the roundtable include the Los Angeles Dodgers, the Los Angeles Angels of Anaheim, the Los Angeles Clippers, UC Irvine, Fox Sports, the Big West Conference, The Rose Bowl and many other groups.

I thought it would be good to see as much as read.  Here is a brief video I put together with a few additional photos from the event for you to see.

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The folks at ESPN also have these two sites to visit

www.espncareers.com –

www.workxevents.com -

The 21st Winter Olympics officially opened on Friday evening in Vancouver, British Columbia with a first class ceremony.

I have yet to attend an Olympics and it is certainly on my Bucket List.  Vancouver, a sea-side city in Northwest Canada, seems like the perfect setting to hold the games.  I had the privilege of visiting this international city just a couple of years ago, by my stay was oh too short.  So what does the headline of this blog entry mean “Olympics as a Life Lesson?”

Let’s take a 20,000 foot view on the event itself.  The Vancouver organizing committee spent years and billions of dollars to research, plan, pitch and eventually build all of the venues for these games.

Workers were hired, security plans made revamped and updated as the games got closer.  I am sure administrators of the games lost a lot of sleep preparing for two weeks to showcase the city, country and the Olympic spirit.

What we cannot forget however, is that no matter how great and perfect the plans were, events and life in general rarely turn out as planned.  Let me show you four brief examples about what I am speaking about as it relates to the Olympics.

1. Death of a Georgian Luger during practice run.

By now, you have certainly heard of Nodar Kumaritashvili, the 21-year-old men’s luger from the former Soviet republic of Georgia who lost his life when his body jumped the track, struck a steel pole and died shortly after.  Though there have not been many deaths in the Winter Olympics, yet the tragic event should remind us of a few things:  a) There is risk in what these well-trained, amazing athletes make look easy b) Life is precious and we should not take it for granted.  Ever.  c) It never turns out how you would expect . The men’s Luge starting position on the track was moved to the women’s position and the women’s start was moved even lower.

2. Protesters

My best guess is that the organizer and the security folks knew there would be protests.  However, they probably did ot know the plans in detail and this could have let to additional issues and surprises.  During Friday, the protests were mainly peaceful but did turn a bit violent on Saturday. Planned?  probably not.

3. Olympic Flame

Canada’s moment could not have been brighter.  At the end of the opening ceremonies, you have NBA legend Steve Nash and the Great One Wayne Gretzky among other holding a small Olympic torch waiting to light the main flame.  The four distinguished guests suddenly freeze on world-wide TV, waiting for the mechanical instruments to move into place.  The fourth arm, as we later learned was trapped under a sliding door that would not open.  Late system failures happen.  Time to improvise.

4. Bad Weather

Snow one day and rain ben the next.  Even if the organizers could control 1,2 and three above, there is always mother nature.  No one controls mother nature.  Snow had to by trucked in to several sites and worse yet, at least four events have been delayed.

The balmy, almost spring-like weather has NBC and other broadcasters going to the Vancouver weather map more often than they probably planned.  One of the bright spots with the spotty weather favors USA skier Lindsey Vonn.  Recently featured on the Cover of Sports Illustrated (jinx?), Vonn’s injured shin has been given a couple of extra days to heal.

Sports can be reality TV at its best and almost always, unexpected.  It reminds me of the old Wide World of Sports tag The thrill of victory and the agony of defeat.  Defeat is never supposed to result in death but as a sports administrator, you always need to plan for a crisis.

When you think about it, its easy to use the Olympics as a life lesson.