THE SOLUTION

VOLUME 1, ISSUE 6 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER FRIDAY, FEBRUARY 21, 2014

GM DEVELOPMENT MEETINGS

by Brad Sexton

National Director of Sales

IMG Learfield Ticket Solutions

held its 3rd annual GM Develop-

ment Meetings in Winston Salem,

NC in January. The meeting pro-

vided a great look at how much

the company has grown over the

past three years. The growth has

been amazing and the accom-

plishments are many, including:

$116M tickets sold over the

past two years - $79 million

were new sales

$11M raised in donations for

our partners

Grew our business from one

school, Temple University, to

27 across the nation

Named the Best Organization

to work for by Teamwork

Online

Internally promoted 13 Ac-

count Executives to a General

Manager position

These accomplishments, com-

bined with a year in which we saw

our business grow by 34%, added

on 9 new properties and signed 5

partners to new extensions

should give you great pride in IMG

Learfield Ticket Solutions. We’ve

had an outstanding start to this

business, but there is still so

much more to accomplish and

many more opportunities to capi-

talize on.

The theme for the 2014 GM Devel-

opment Meetings and all of this

year is “Empowered to Improve.”

Every day we have the opportunity

to improve our skill set. We are all

“Empowered to Improve,” and I

encourage all of us to make a con-

science choice to get better at our

craft.

Building off of this theme, we cov-

ered a few key areas that provide

the greatest opportunity for growth

in 2014.

CONTINUED ON PAGE 3

IMG LEARFIELD TICKET SOLUTIONS IN ACTION!

VOLUME 1, ISSUE 6 THE SOLUTION PAGE 2

JANUARY NUMBERS ARE IN!

$880,799.69

NEW TICKET REVENUE

$3,026,724.10

TOTAL REVENUE (NEW SALES + RENEWALS)

OUTBOUND CALLS

72,815

Tennessee sales reps engaging fans!

Birthday group with Cocky before Gamecock Baseball!

Former President Clinton attends Arkansas game!

Penn State Head MBB Coach with new Season Ticket Holders!

Florida Gator sales rep selling football season tickets!

Sold out UNI game against Wichita State! Oklahoma sales rep discussing OU tickets! Participants of tunnel team at USF game!

Over the course of the coming

weeks you’ll be hearing more from

your General Manager about the

areas of opportunity below:

How we can use social media

to develop more qualified leads

Improving our group sales ef-

forts by creating more impactful

theme days

Maximizing our time and re-

sults at sales events

Creating consistency in our

MVP sales training across all prop-

erties

Continuing to enhance our cor-

porate sales strategy.

In each of the above cases we made

positive strides in 2013, but the

field of opportunity to improve and

grow our business is wide open.

2014 will be an outstanding year

and I’m confident we’ll see un-

precedented growth through the

improvements each of us makes

every day. We are all “Empowered

to Improve,” and that improvement

starts every day by making a choice

to get better. Best of luck in 2014

and I look forward to visiting you

and your property this year.

VOLUME 1, ISSUE 6 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER PAGE 3

GM DEVELOPMENT MEETINGS

(continued from page 1)

Hunter Rees

2/3/14

Account Executive

Georgia State

Jordan Vicain

2/17/14

Account Executive

Auburn

HOW MUCH REVENUE ARE YOU MISSING OUT ON?

“...Sales managers...will be the first to tell you, in most

cases, sales people tend to go after the low hanging fruit to

hit their quotas. The difficult leads (aka ones that don’t

pickup/respond after the first and second attempt) will

likely be pushed to the back of the queue as the new fresh

leads appear to be more promising. Eventually these diffi-

cult leads end up in a black hole of data in your CRM. “

Click to continue reading

“How Much Revenue Are You Missing Out On”

Robert Williams

1/27/14

Property Assistant

Penn State

Nathaniel Cross

2/3/14

Account Executive

Florida

Jay Miller

2/3/14

Account Executive

Akron

Sammy Swiger

2/10/14

Property Assistant

Tennessee

Brittany Salvato

1/29/14

Property Assistant

Penn State

Michael Knoebel

2/17/14

Account Executive

Auburn

IMG Learfield Ticket Solutions continues to grow and we welcome our new hires to the team!

IMG Learfield Ticket Solutions salutes all of our team members with February birthdays!

Pete Manetas

2/12

Account Executive

Pitt

Lowell Berg

2/9

Sr. Account Executive

Penn State

Andy Hegeman

2/9

Account Executive

Oklahoma

Chaz Cheeseboro

2/17/14

Property Assistant

South Carolina

VOLUME 1, ISSUE 6 THE SOLUTION PAGE 4

Our goal is to become superior Property Assistants, Account Executives and General Managers. Partners

depend on us to provide fans with superb customer service and valuable ticket packages as representatives

of their institution. Everyday we must strive to be better professionals than we were the day before. IMG

Learfield Ticket Solutions will provide tools to assist you in your journey, but improvement starts with

“self.” Hold yourself accountable for your success. Click below to answer one question about empowering

to improve.

I WILL EMPOWER TO IMPROVE!

VOLUME 1, ISSUE 6 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER PAGE 5

NATIONAL ACCOUNT EXECUTIVE RANKINGS

January 1st—February 14th

Brendan Fowler started his career

in July 2012 as an Account Execu-

tive with IMG Learfield Ticket Solu-

tions at The University of Akron.

In January 2014, he was promoted

to Sr. Account Executive. Brendan

achieved notable sales milestones

including the following:

180% of 2013 Football Group

Goal

140% of 2013 Men’s Basketball

Group Goal

262% of 2013 Men’s Basketball

Season Ticket Goal

Brendan achieved another mile-

stone by growing a youth basket-

ball league outing from 80 partici-

pants in 2012 to 423 in 2013. Bren-

dan was able to do so

by following the MVP Sales Train-

ing.

Cory Rowe, Assistant Regional

Manager (Northeast), says

“Brendan has been a top level pro-

ducer at Akron throughout 2013.

By utilizing the MVP Sales Training,

he has grown not only as a sales

professional, but also as a revenue

generator. His sales numbers have

achieved great success in 2013.

Brendan’s work ethic and determi-

nation to constantly get better are

great attributes that he incorpo-

rates into his work on a daily ba-

sis!”

Brendan graduated from the Uni-

versity of Dayton where he was an

active member of Alpha Kappa

Psi—Delta Nu. His hobbies include

golfing and playing basketball.

Brendan is known for saying “How

does that sound!”

Congratulations Brendan and keep

up the great work!

EMPLOYEE SPOTLIGHT!

Brendan Fowler

Penn State has sold more than 1,000 NEW season tickets for their 2014 football season!

Account Executive, Michelle Wagner, led the charge with her Elementary School Day being

Florida’s best group sales theme day to date with 980 participants.

Jordan Albright

Penn State

1st

James Grecco

Penn State

2nd

Matthew Reynolds

Penn State

3rd

HAVE YOU HEARD?