Growing an account representative into a skilled sports sales professional is Eric Platte's goal at the Atlanta Hawks. Platte discusses his mindset in how to foster growth from each new hire to develop a pipeline of success for the Hawks organization. Platte talks about allowing the curtain to be pulled back on what selling in sports is, as well as the time commitment required up front of all employees. Twitter: @EricPlatte
The bridge between the accumulation of consumer data and actionable data in sports revenue generation is narrowing in focus daily. Lenny Goh discusses how the advent of social media data collection is now starting to yield out measurable returns for sports teams and concert ticket buyers, as clients are starting to figure out exactly what makes an online transaction occur. Goh talks about the methodology that transforms a message into a marketing sale. Twitter: @lennygoh
As the esports revolution continues, so does the separation from the original game tournament structure to an actual revenue generation model focused on corporate sponsor activation and player rights. Strategic Project Partners' David MacKay shares his knowledge of the esports space from Australia's arena, discussing how the growth of the vertical within the sports industry has shown some dynamic growth, but also some cautious issues still to be worked out. MacKay presents a vision of where players have to continue to build their brands in order to stave off the inability to capitalize on them effectively.
Mike Forman has entered into the unique experience of helping on-board his new ownership group at the Carolina Hurricanes, which has helped re-invigorate the local fan base as well as create dynamic, outside the box thinking. Forman describes the process of meetings, which has solidified direction toward a fan-focused model of customer service and branding. Forman talks about his new ownership group has also connected older fans from the Hartford Whalers days in a way not thought possible under the old regime. Twitter: @MForman5
Debra Fine's latest book, The Fine Art of Small Talk, is about revolutionizing how we engage with each other in ways that lead toward relationship building, as well as business development. Fine discusses ways to not only break the ice, but avoid a "Stage Five Clinger" who isn't going to buy but merely absorb your time. Fine talks about how to engage with people on a personal level and move it toward getting them to want to buy from you. Twitter: @DebraFine
The Los Angeles Dodgers have found a key way to innovate off of the field, combining forces with R/GA studios to create the Global Sports Venture Studio, a technology accelerator. GSVS Managing Director Tim Katt discusses what all of that means, and why a professional sports franchise is smart to infuse itself into the tech-development space of start-ups. Katt talks about the types of innovation already realized as well as the commitment level needed to succeed long term. Twitter: @tim_katt
Erin Dutcher may have a famous name around San Diego sports, but she refused to trade on it, earning her own way by gaining a position with the San Diego Seals, the new lacrosse team. Dutcher talks about how important it was for her to be hired for her own skills, rather than the coaching lineage of her father or grandfather, and how the Seals became that perfect opportunity. Dutcher shares how she seeks to impact the front office staff in a positive way every time she enters the room.
Andrew Brandt has sat on both sides of the table in a NFL player contract negotiation; both as a player agent and as legal counsel of the NFL's Green Bay Packers. Brandt also has an interesting distinction of being the agent of Ricky Williams, dropped in favor of rapper Master P, who guided Williams to one of the worst contracts in NFL history. Brandt discusses the nuances of NFL player representation, how it varies from other sports in terms of contract terms and length. Brandt talks about how his passion for sports law brought him to Villanova, to direct the Study of Sports Law in the Jeffrey Moorad Center. Twitter: @AndrewBrandt
Tom McMillen oversees 129 Football Bowl Subdivision athletic directors, working on mentoring and advocacy, as president/CEO of LEAD1 Association. The organization has been around since 1986 and has fostered a conduit of growth of athletic directors, as well as giving voice their challenges to legal matters happening in the nation's capitol. McMillen, a former Congressman, shares his insights into the new tax legislation which erases seat donation write-offs and the fall-out that new law can do to Olympic sports programming. Twitter: @LEAD1ACOM
Eric Jackson has managed to create one of the more remarkable weekly emails to date, focused on the financing of media and technology. Jackson covers several topics in-depth, providing reasoning for his investment strategy as well as the different issues cropping up with various companies. Jackson discusses the recent departure of ESPN's John Skipper, focusing on those who might serve as heir-apparent, the Amazon Prime sports streaming model and Bill Simmons' success/failure of The Ringer. Twitter: @EricJackson
Injured Marine Captain Eric McElvenny came back from Afghanistan, recovering from a below knee amputation, with a goal set to run an Ironman competition. He's now going for the world record for an amputee with zero sign of stopping. McElvenny discusses his return from injury, how he looked at staying positive, and what goals he has for the future beyond sport. Twitter: @EricMcElvenny
Since 1959, Lee Landers has worked in minor league baseball, seeing the various trends and attitudes of sports marketing. Landers discusses how he started out as well as how the game has changed off of the field in the perception of promotion. Landers talks about crazy promotions gone bad because of weather, and some of the ways that ownership groups have finally come to terms with sharing ideas.
Mark Burns returns to the podcast for a second go-around after Ep. 697, leaving two online publications behind to start his own digital venture, the Sports Business Chronicle. Burns reflects on some of the choices that he made in order to initiate his own reporting microsite, including taking a chance on himself and whether enough subscribers would buy-in to what he built. Burns talks about the negativism he encountered and how he shrugged it off. Twitter: @markjburns88
Christopher Asa returns to the podcast after almost five years in between episodes (Ep. 161). In that time, he's worked for MiLB at the Montgomery Biscuits, the ACC's Florida Seminoles and with the Florida A&M Rattlers. Asa's role with FAMU oversees revenue generation for ticket sales, fundraising and overall external relations. Asa talks about the challenges as well as the successes of working at a HBCU, especially when it comes to the impact on student-athletes of working at FAMU. Asa shares his story of tweeting NCAA critic Jay Bilas about a FAMU "money game" against Arkansas, and the positive impact it had on how donors viewed the FAMU transportation fund. Twitter: @ChrisAsa1
Jennifer Piorkowski has an ambition to kill the porta-potty in all tailgate lots national wide. Piorkowski discusses her disdain for the plastic wall commode and suggests the alternative of using a portable bathroom solution. Piorkowski talks about the growing fan experience outside of the stadium which influences attendance, especially when it comes to female fans. Not to mention all of the data that can be harvested from a portable bathroom solution as well. Twitter: @tgsmsportsmktg
As the world of esports gaming explodes, so does the opportunity for player representation. Matt Jessep is a sports agent in Australia's National Rugby League, who is helping redefine player rights and values within the esports industry. Jessep discusses some of the issues surrounding the game today, including how promoters treat esports players as well as whether the prize money guarantees are legitimate. Jessep talks about some of the newer aspects of getting in front of the top esports players to share why an association is so vital.
Dr. Chad McEvoy comes on the podcast to chat about sports management degrees and their viability in the marketplace. Are sports management programs expected to generate job opportunities or to develop critical thinking skills? Is it an either-or scenario? McEvoy discusses whether sports sales managers even want sports management programs to train students on sales, or if that is still training preferred done by the sports sales managers themselves. Twitter: @ChadMcEvoy
Dave Rowan oversees the financial operations for the 32-year-old National Lacrosse League, which is focused on smart, efficient franchise expansion with great partners such as ownership groups like Comcast-Spectacor and Alibaba. Rowan shares his vision of how the digital growth of the NLL on Twitter and OTT has increased not only awareness of the sport of box lacrosse, but also gained traction with younger demographics. Rowan talks about the challenges of ensuring that ownership protects the integrity of the sport, understanding its values within a marketplace. Twitter: @dro1120
The Rochester Rhinos of the USL have announced that they won't be playing for the 2018 season. Chief Business Officer Mark Washo returns to the podcast (Ep. 113) to discuss how the decision came down, as well as his return to sports after spending time in the cruiseliner industry. Washo discusses some of the issues around professional soccer, including how one of the biggest problems is an internal one, with soccer's hardcore fans. Twitter: @SoccerWasho
Before 2017, Jim Hayes never thought about who owned his Denver Broncos tickets. He always thought that he did. Since 2011, after being on a 75,000+ waiting list for 6 years prior, Hayes had been a Denver Broncos season ticket holder. But when he decided to resell his tickets through the official Ticketmaster exchange, he unwittingly had his information weaponized against him. Hayes' story goes beyond the issues of resale, and explore the issues of customer service, season ticket investment loyalty. Twitter: @jamesrhayes
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