THE SOLUTION

VOLUME 1, ISSUE 1

Winston Salem, N.C. (August 26,

2013) – As schools nationwide con-

tinue to embrace outsourced ticket

solutions to increase attendance

and revenue generated from ath-

letic events while enhancing cus-

tomer service and fan interaction,

four additional universities have

announced partnerships with IMG

Learfield Ticket Solutions

(IMGLTS).

Additionally, following a successful

season including the sale of more

than 2,500 new basketball season

tickets, University of Nevada-Las

Vegas has renewed its partnership

agreement with IMGLTS for two

additional years.

The Air Force Academy, University

of Florida, University of South

Carolina, and The University of

Tulsa are the latest schools to join

forces with the leader in outsourced

ticket services for intercollegiate

athletics. Now with 26 partners,

IMG Learfield Ticket Solutions sells

more tickets to university athletic

events than any other outbound

ticket sales company. In 2012, the

ticket business generated $54 mil-

lion in total revenues to schools. Of

this total, $15 million was related to

new tickets, and the business is

projecting $30 million in new reve-

nue in 2013, or a 100% increase in

new revenue to its partners year

over year.

In 2012, the ticket business gener-

ated $54 million in revenues to

schools and has added an additional

$47 million thus far in 2013.

“We’re deeply invested in our ticket

sales and service model to help our

university partners to enhance and

build their brands,” said Matt DiFe-

bio, VP and Managing Director of

IMG Learfield Ticket Solu-

tions. “Our innovative and fan-

centric approach helps athletic de-

partments to engage their fan base

to maximize revenue opportunities,

increase attendance and provide a

higher level of customer service.

We’ve seen a tremendous shift in

the number of athletic departments

adopting a more sophisticated ap-

proach to ticket sales and service,

including a number of elite pro-

grams that have made the commit-

ment. Our level of performance and

execution is unsurpassed, and

we’re very proud of that.”

Editor’s Note: Wyoming became a

partner on 9/3/2013!

FOUR ADDITIONAL DIVISION ONE SCHOOLS PARTNER WITH IMG LEARFIELD TICKET SOLUTIONS

IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER MONDAY, SEPTEMBER 16, 2013

IMG LEARFIELD TICKET SOLUTIONS IN ACTION!

Think you have a better name for our employee newsletter? Email your idea to

brandy.jamison@imglearfield.com by 5pm on October 10th. Our management team will vote on the best

name and the winner will receive a $50 gift card! Be creative!

NAME THAT NEWSLETTER!

VOLUME 1, ISSUE 1 THE SOLUTION PAGE 2

FOOD FOR THOUGHT

“Success in sales is

the result of disci-

pline, dedication and

sacrifice.”

-Thomas Roy

Cromwell

“You were born to

win, but to be a win-

ner, you must plan to

win, prepare to win

and expect to win.”

-Zig Ziglar

Amanda Shugarts

Account Executive

Richmond

08/05/2013

Michelle Wagner

Account Executive

Florida

09/03/2013

Jake Sumners

Account Executive

Tulsa

08/26/2013

Joseph Kronander

General Manager

Tulsa

08/04/2013

Josh Hutchison

Property Assistant

UC Davis

08/01/2013

Kate Socha

Account Executive

Colorado

08/04/2013

Jeff Barrett

Account Executive

Colorado

09/16/2013

Matt Sanchez

General Manager

Florida

08/19/2013

Mike McCarney

Account Executive

Florida

08/11/2013

Drew Bowers

Account Executive

Duke

09/16/2013

Michelle Wagner

Account Executive

Florida

09/03/2013

Chris Murray

Account Executive

Penn State

09/16/2013

WELCOME TO THE TEAM!

“Sales are contin-

gent upon the atti-

tude of the sales-

man, not the attitude

of the prospect..”

-William Clement

Stone

SEPTEMBER BIRTHDAYS

Joe Kronander

General Manager

Tulsa

September 15th

Melissa Tinsley

General Manager

UC Davis

September 17th

Brendan Jones

Account Executive

NC State

September 23rd

Brandy Jamison

Sales Operations Assistant

IMG Learfield

September 25th

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

time. How can we do

this?

Researching and

understanding, where

applicable, the account

history of the customer

Asking the correct

open ended questions

with a purpose

Listen to the cus-

tomers responses with

a purpose

Product knowledge

Value of being a

ticket package holder

(many cases donations

cover tickets for both

Selling college athletic

events provides us the

unique opportunity to

work with multiple

sports at any given

time. This is especially

true during the late

summer and early fall

when Football and Bas-

ketball share the cal-

endar.

We as General Man-

ager's and Account Ex-

ecutives must be pre-

pared to maximize

each of these revenue

generating opportuni-

ties to the fullest every

sports)

Highlight the posi-

tives (Coach, Players,

Recruits, Facilities,

Schedule)

Emphasizing the

Fan-Friendly Experi-

ence

Referrals, Refer-

rals, Referrals

As our focus begins to

shift towards basket-

ball in September and

October, it's imperative

that we continue to af-

fectively cross-promote

and maximize every

opportunity. Utilize the

CROSS PROMOTING

by AJ Arem

Regional Manager (Southeast)

various packages that

we have helped create

to fulfill all the needs of

our customers. We

never want our cus-

tomers to be close

minded and the same

holds true for each of

us. Approach every

call with the belief that

each customer wants

to purchase Basketball

and Football. There is

no reason to think oth-

erwise!

How are you cross-

promoting?

Brad Sexton is the National Direc-

tor of Sales for IMG Learfield

Ticket Solutions. Every month a

member of our leadership team

will suggest and discuss a book

relevant to sales.

Brad recommends reading It’s

Your Ship by Captain D. Michael

Abrashoff. Brad says the book is,

“a quick, powerful read showing

you, as the manager, the benefits

of empowering your employees to

take on more responsibility for

their jobs. When you foster a team

atmosphere, motivated by a com-

mon goal and create a culture of

accountability, the results to fol-

low will be exciting for you, but

more importantly for your staff.”

What this book is about: Radically

increasing performance by inspir-

ing your team to take ownership

and solve problems. It’s the story

of the USS Benfold and how Cap-

tain Abrashoff took over an under-

performing crew and transformed

them into one of the best in the

Navy by turning the tables on top-

down leadership and convincing

crew members that “it’s your

ship.”

The result was a dramatic in-

crease in performance through

shifting the responsibility for good

decision-making to competent,

highly trained crew members who

previously lacked empowerment

and perspective.

Brad Sexton

National Director of

Sales

VOLUME 1, ISSUE 1 THE SOLUTION PAGE 4

Matt Difebo, Vice President of IMG

Learfield Ticket Solutions has over

15 years of experience in ticket

sales and has been recognized as a

pioneer who has revolutionized the

ticket sales industry.

Q: How did you know athletic ticket

sales was the profession you

wanted to pursue?

A: As I began my career, I had am-

bition to pursue executive level op-

portunities. In order to do that, I

understood that I had to gain the

requisite experience. Especially, in

understanding how to generate

revenue, manage people and be

innovative. I sought out opportunities

to learn and grow and I looked for

mentors to help guide my career. In

our industry, ticket sales provided

those opportunities. I realized early

on, every organization relies on ticket

sales as the lifeblood to their reve-

nue and building their brand. Ticket

sales is such an important part of our

industry and I’ve found it to be very

rewarding. Never has that been more

apparent than what we are doing

right now at the collegiate level and

the impact that IMG Learfield is hav-

ing with athletic departments nation-

wide. It’s an exciting time to be in the

ticket sales industry. The growth op-

portunities are better than ever.

ASK MATT

EMPLOYEE SPOTLIGHT!

James Weiner

General Manager

Duke

came available. It was a clear deci-

sion for corporate management to

extend James the offer of leading

the Duke property as the General

Manager.

Brad Sexton, National Director of

Sales, speaks highly of James stat-

ing that “(he) has established him-

James Weiner is the true defini-

tion of an IMG Learfield success

story. James first started with

the company as an Account Ex-

ecutive at Duke University in

2012. After one year and four

months as an AE, James was

promoted to the Senior Account

Executive position. His newly

added responsibilities included

selling corporate packages,

training new hires and attending

meetings with Duke Athletic ad-

ministration.

Shortly there after, the General

Manager position at Duke be-

self as an outstanding member

of our team and is a prime ex-

ample of how you can grow

from an Account Executive to a

General Manager. James has

been a top seller for Duke and

we are excited to see his

growth as a manger moving

forward.”

James is a graduate of James

Madison University where he

majored in Sports Manage-

ment and received the JMU

Scholar Athlete award.

Congratulations James!

Matt Difebo

Vice President

IMG Learfield

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