seat fall 2011

S E A Tleading the premium seat industry www.alsd.com fall 2011

p u b l i s h e d b y t h e a s s o c i a t i o n o f l u x u r y s u i t e d i r e c t o r s

the sacramento Kings combine resources to deliver roi

page 46

ny Jets top nfl social media ranks

page 18

revisiting wake forest’s deacon tower: a case study

page 20

the san francisco 49ers “wow” with tablet technology page 38

buyers guide

2012Pages 50–84

Be A Part Of The community At #ALSD2012PLUS: Minneapolis VENUE TOURS UnveiledPage 34

“the old lady” Brings A New Era To Serie AAnd Lo Stadio Che Cambia Il Calico

Page 42

Do You Have 20 Minutes?Then You Can Build A successful sales Campaign With ALSD Member FLAVIL HAMPSTEN2

Why fortune 100 Companies Purchase Premium Seating:

An INSIDER’S PERSPECTIVE Page 48

patricK duffy Opens The Doors To A Transformed ST. PETE TIMES FORUMPage 26

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Service, state-of-the-art amenities, and an overall exceptional experience are a must. Exceed their expectations. Equip your staff with mobile voice and data solutions so they can offer the ultimate in entertainment satisfaction. Afterall, everyone loves to be treated like a VIP.

MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. ©2011 Motorola Solutions, Inc. All rights reserved.

For more information, please visit us at: www.motorolasolutions.com/hospitality

ALSD-Ad-6-3-2011.indd 1 6/3/11 8:05 PM

#SEATFall2011 | www.alsd.com | S E A T | 5

S E A TPublished by the Association of Luxury Suite Directors

SPECIAL FEATURE:

50 BUYERS GUIDE 2012 The annual installment of the world’s one and only buyers guide listing for premium seat-specific products and services includes Amenities and Promotional Products, Food and Beverage, Furniture, Fixtures and Equipment, Information Technology and Professional Services. RESEARCH BY RYAN MIRABEDINI

FEATURES

34 BE A PART OF THE COMMUNITY The ALSD is a collection of likeminded professionals. We praise this community in 2012. Join us at the 22nd Annual ALSD Conference and Tradeshow in Minneapolis for a celebration of idea exchange, camaraderie and some of the best venues in the industry.

42 A NEW HOME FOR FOOTBALL’S “OLD LADY”By opening the doors to a new stadium, Juventus FC may be opening the doors to a new era for Italy’s Serie A. Learn why Juventus Stadium is lo stadio che cambia il calico – “the stadium that is changing football.” BY IAN NUTTALL

46 THE EMERGENCE OF THE SALES MELTING POT How the trend towards combining suite and sponsorship inventory works for the Sacramento Kings… and how it can work for you too.BY AMANDA VERHOFF

48 TOP SECRET: AN INSIDER’S PERSPECTIVE OF PREMIUM SEATING USAGE BY FORTUNE 100 COMPANIES

Many of the top U.S. companies use premium seating as a business tool, but WHY? Go inside the decision making minds of these top premium seating purchasers to better understand their wants and needs. BY DR. PETER TITLEBAUM, DR. HEATHER LAWRENCE, DR. CHRISTOPHER MOBERG AND MS. CHRISTINA RAMOS

SPORTS TECHNOLOGY CORNER

38 TABLET TECHNOLOGY: THE NEW WOW FACTORIn recent months, trendy tablet devices have started to improve per-formance and modernize business practices. And not surprisingly, for premium seating sales and service, it all starts in Silicon Valley.BY EMILY MILLER HUDDELL

About the Cover: Get your shopping list ready. Tis the season - Buyers Guide Season: your reference tool for purchasing needs throughout the year.

Fall 2011

Contents continues overleaf

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42

ASSociATion oF Luxury SuiTE DirEcTorS Chairman Bill DorseyExecutive Director Amanda VerhoffPresident Jennifer Ark, Green Bay Packers VP, Business Development Pat McCaffreyDirector, Sponsor and Partnership Development Dene ShielsEditor of SEAT and ALSD.com Jared FrankNational Sales Manager Scott HinzmanMembership Director Ryan MirabediniDesign Carole Winters Art + DesignDirector of Finance Dan LindemanFinancial Account Manager Vickie HenkeDirector of Interactive Media John Tymoski

ExECuTIVE CoMMITTEEChris Bigelow, Bigelow CompaniesBrian Bucciarelli, Hershey Entertainment & ResortsGreg Hanrahan, united CenterTom Kaucic, Southern Wine & Spirits Pat McCaffrey, ALSDKim Reckley, Detroit Red Wings & olympia Entertainment

BoARD oF DIRECToRS Janie Boles, Auburn universityNatalie Burbank, utah Jazz / Salt Lake BeesRichard Dobransky, Delaware North CompaniesTrent Dutry, uS Airways CenterChris Granger, National Basketball AssociationMIke GuiffreAdam Kellner, Chicago BearsGerald KisselDebbie Massa, RoI ConsultingScott O’Connell, Minnesota Twins Baseball ClubMike Ondrejko, Legends Premium SalesRichard SearlsTom Sheridan, Chicago White SoxPeter Titlebaum, university of Dayton

ALSD 2012 STEERING CoMMITTEESue Brown, Levy RestaurantsRichard Dobransky, Delaware North CompaniesRachael Johnson, Minnesota WildScott O’Connell, Minnesota Twins Baseball ClubTanesha Wade, university of Minnesota Athletics

Published by Venue Pub. Inc. Copyright 2011. (All rights reserved). SEAT is a registered trademark of the Association of Luxury Suite Directors. SEAT is published quarterly and is complimentary to all members of the Association of Luxury Suite Directors.

Association of Luxury Suite Directors10017 McKelvey Road, Cincinnati, oH 45231513 674 0555 [email protected]

Please Recycle This Magazine

6 | S E A T | www.alsd.com | #SEATFall2011

DEPARTMENTS8 NEW ALSD MEMBERS

10 ALSD STAFF EDITORIAL

Editor’s Note BY JARED FRANK

12 ALSD MEMBER EDITORIALBuild a successful campaign for difficult selling situations in 20 minutesBY FLAVIL HAMPSTEN

16 ALSD MEMBER Q&A

18 INDUSTRY AND ASSOCIATION NEWS

Why the New York Jets are #1 in social media Four years later, Wake Forest University proves itself a successful case studyThinking inside the box with Catersource

24 ON ALSD.COM

26 MEMBER HIGHLIGHTSEAT visits with: Patrick DuffySenior VP of Corporate Sales & Executive SuitesTampa Bay LightningBY JARED FRANK

88 COMING ATTRACTIONS

S E A TPublished by the Association of Luxury Suite Directors

Fall2011

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Spring USA Seasons Ad ALSD Fall 2011 8.5” x 11” Trim


Susan RothPresidentTrims unlimited, Inc.4525 Wilshire Blvd, Suite 205Los Angeles, CA 90010P: [email protected]

David BloovmanVice PresidentFresh Towel, Inc.3313 W. Stokley StreetPhiladelphia, PA 19140P: [email protected]

Steve AnstineNational Account ManagerBernhardt Design14613 Wedd Streetoverland Park, KS 66221P: [email protected]

Jane CummingsBernhardt Design1839 Morgantown Blvd.Lenoir, NC 28645P: [email protected]

Amanda GurneyManager of Premium ServicesPittsburgh PenguinsCoNSoL Energy Center1001 Fifth AvenuePittsburgh, PA 15219P: [email protected]

Ryan CoyleDirector of Premium Salesolympia EntertainmentDetroit Red Wings600 Civic Center DriveDetroit, MI 48226P: [email protected]

Paul EpsteinDirector, Ticket Sales & Premium SeatingMaloof Sports & EntertainmentSacramento Kingsone Sports ParkwaySacramento, CA 95834P: [email protected]

Kate urekew Executive Director, Partnerships and MarketingCircles300 A StreetBoston, MA [email protected]

Jamie WalshExecutive DirectorCircles300 A StreetBoston, MA [email protected]

Duane GilbertMarketing ManagerAGA MARVEL1260 E. Van Deinse StreetGreenville, MI 48838P: [email protected]

Brad StaufferSenior Vice President, operationsAGA MARVEL1260 E. Van Deinse StreetGreenville, MI 48838P: 616-619-5335 [email protected]

Art BochertVice President, Sales & MarketingAGA MARVEL1260 E. Van Deinse StreetGreenville, MI 48838P: [email protected]

Micha RainsRegional Sales ManagerAGA MARVEL68 Thomas AvenueMountain House, CA 95391P: [email protected]

Nancy Bryan RoleManaging Partner Sales B-R Carts & Kiosks, Inc.Blackwood Business Center1360 County Road, # 8Farmington, NY 14425 P: [email protected]

Sean NowaczykPremium Seating ExecutiveMichigan International Speedway 12626 u.S. Hwy 12Brooklyn, MI 49230P: [email protected]

Nick WatsonVice President – Information TechnologyMilwaukee Brewersone Brewers WayMilwaukee, WI 53214P: [email protected]

Katie Stocz MillerDirector of Client Servicesorlando Magic400 W. Church St, Suite 250orlando, FL 32801P: [email protected]

Derek MuldowneyExecutive VP NATCInternational Speedway Corporation1801 W. International Speedway Blvd.Daytona Beach, FL 32114P: [email protected]

Doug BolasVice President – DesignInternational Speedway Corporation 1801 W. International Speedway Blvd.Daytona Beach, FL 32114P: [email protected]

Jessica GregoryLuxury Suite CoordinatorCarolina Panthers 800 South Mint StreetCharlotte, NC 28202P: [email protected]

Gary TedderSenior Vice President, Business DevelopmentAccredited Members Holding Corporation2 North Cascade Ave, Suite 1400Colorado Springs, Co 80903P: [email protected]

Michael GenhoPresidentPat Boone All-American Meats2 North Cascade Ave, Suite 1400Colorado Springs, Co [email protected]

Rob MadelmayerBusiness Development ManagerEGroup11790 Sunrise Valley Drive, Suite T-100Reston, VA 20191P: [email protected]

Wendy EwingBrand ManageroFS Brands1204 East 6th StreetHuntingburg, IN [email protected]

Kelly McDyre Director of Public Relations and Sports PartnershipsCambria11000 West 78th St, Suite 220Eden Prairie, MN 55344P: [email protected]

Jayne HancockMarketing Executive / CMoFanVision60 Columbus Circle, 19th FloorNew York, NY 10023P: [email protected]

Taylor WalkerExecutive Services CoordinatorGeorgia Domeone Georgia Dome Drive NWAtlanta, GA 30313P: [email protected]

Amy Chwick Manager, Client ServicesFlorida Marlins2267 Dan Marino Blvd.Miami Gardens, FL 33056P: [email protected]

nEw ALSD MEMbErS FALL 2011

What’s yourWi-Fi done for you lately?

©2011 AT&T Intellectual Property. All rights reserved. AT&T, the AT&T logo and all other marks contained herein are trademarks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks contained herein are the property of their respective owners.

AT&T Wi-Fi Services provides the KEY to a complete integrated Wi-Fi infrastructure providing smooth, continuous connectivity throughout your stadium to keep your fans connected and offer the ultimate alternative to “Home Theater”. What’s your Wi-Fi doing for you?

Let AT&T Wi-Fi Services take care of your technology needs—you focus on your guests.

Contact 877-397-6931 for more details on how AT&T Wi-Fi Services can help improve the experience at your facility.

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Quality of Service (QoS) &Bandwidth Management• Access policy enforcement• Network security for POS• WAN/LAN traffic management

Dedicated client services• 24x7 Customer Support Center• Venue customer support• Nationwide repair & maintenance


Editor’s notE by JArED FrAnk

On October 5th, Steve Jobs passed away. And whether you’re an “Apple Snob” or not, you should appreciate his life for how greatly it

has empowered your life. Steve Jobs believed in revolutionary change.

Through his entrepreneurship, innovative flair and sheer guts, he sold technology beyond just an ac-celerator of business and into a consumer product. First with the personal computer then later with the iPhone and iPad, affordability and, most importantly, accessibility for the average American was attained.

Affordability – that’s easy to understand. For all that it does, the iPhone is pretty damn cheap. And I have friends who own a MacBook, iPad and iPhone. That’s a bit unnecessary in my opinion, but the point is, they are average Americans who earn an average wage and own these items without carrying a balance on their American Express cards.

But what do I mean by accessibility? Acces-sibility to what? Without question, Steve Jobs has empowered anyone with courage with an oppor-tunity to further his or her commercial pursuits. But his true lasting legacy lies in his empower-ment to access ideas. Ideas, not money, make the world go round.

Yes, Steve Jobs believed in revolutionary change.

A quick disclaimer – I eat with my iPhone; I sleep with it; and if it were physiologically pos-sible, I’d breathe with it. I talk, text, tweet and play Angry Birds with my breakfast, lunch, dinner and all times in between. And I cycle through my iPod as I fall asleep each night. So, clearly, I am a Steve Jobs homer.

But back to the idea of ideas. I keep an idea – one of Steve Jobs’ ideas – on my desktop. I would like to share it with you now. Please know that this isn’t intended to be like a birthday card – something that’s meaningful for the ten seconds you read it, and then ends up forgotten in the trash can next to your empty milk cartons and junk mail. I read this thought periodically, say once a month. I try to live it daily. I hope you will too. The next Steve Jobs certainly will.

“I have a great respect for incremental improve-ment, and I’ve done that sort of thing in my life, but I’ve always been attracted to the more revolu-

tionary changes. I don’t know why. Because they’re harder. They’re much more stressful emotionally. And you usually go through a period where every-body tells you that you’ve completely failed.”

Steve Jobs believed in revolutionary change. And his message inspired action. Actions are happening every day across our industry, and some of them are presented in this issue of SEAT, including: As explained by Flavil Hampsten in his Member Editorial, the Charlotte Bobcats are con-tinuing to be aggressive with retaining clients and securing new business despite the NBA lockout and other difficult selling situations (page 12). The San Francisco 49ers are using iPads to transform their sales practices – from presentations to transactions (page 38). The new Juventus Stadium in Turin, Italy is ushering in a completely new era for the country’s top sport and top league (page 42). In Sacramento, the Kings are delivering ROI and ROO by combining suites with sponsorships and their organic needs analysis approach (page 46). And let’s not forget about all the vendors who are supplying new products and services to the marketplace. Our annual buyers guide listings begin on page 50.

There was only one Steve Jobs. But all of us can use these examples and many others out there to enact, if not revolutionary, then certainly positive change. Decide on the idea of who you are – per-sonally and professionally – and go be that idea.

How is your organization bringing about positive change?Email me at [email protected] connect with me on social media (See Sidebar).

What we can learn from the life of Steve JobsConnect with me on

www.linkedin.com/in/jaredfrank and follow me on

www.twitter.com/SEAT_Editor for daily updates.

Here is a sampling of my tweets:

After first MLS season, the Portland Timbers are ex-panding Jeld-Wen Field capacity to 20,323. The club

is also adding 2,000 season tickets for total of 14,500.

Phoenix Coyotes offer allergy-friendly suite rentals. The suite is cleaned prior to each use, free of peanuts

and features the “Allergy Friendly Menu.”

Dodgers cut all season ticket prices for 2012, includ-ing as low as $5 in the Top Deck. New STH perks

include playing catch on the field and complimentary Stadium Club membership.

Washington State seeking approval for $80M renova-tion. Upgrades would include a larger press box with

premium seating.

Xirrus has outfitted Gillette Stadium with a wireless network to serve its premium seating areas. Putnam Club members are now able to access exclusive video

content on smart phones.

STAPLES Center transforms fan experience with new high definition digital video solutions. Verizon and Cisco solutions keep fans connected and customize

each event.

NY Mets cutting season ticket prices up to 39%. In-dividual games will be dynamically priced. Dynamic

pricing to be managed by Qcue.

Chelsea FC owner Roman Abramovich attempts to buy back Stamford Bridge from Chelsea Pitch Owners

(CPO) in order to have rights to build a new venue.

Ontario Hockey League’s Kitchener Rangers to add seats to the Aud. 1,000 seats to be added for an

estimated $9.6M.

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Did your team miss the playoffs? Are you in the middle of, or recently go through a labor situation? Do you happen to work for an owner who

is not liked in your city or does not have the financial backing to build a competitive team? Do you feel that charging a premium for your tickets right now isn’t the thing to do? If your answer is “yes” to any of the above questions, you work in a difficult selling situation. Notice that I said “difficult,” not “impossible.” Working in a difficult selling situation is a cause for you to be more demanding of staff, more creative with of-fers and more aggressive in your sales campaigns. If you don’t, your numbers won’t be where they should be. The good news is that you can create this plan quickly to ensure your numbers are still tops in the league. Read below for five tips to navigate successfully through tough selling situations.

Effort Always Matters – Yea, I know what you’re thinking, of course it does. But take a seri-ous look at your efforts. Are you hosting more events than ever? Are the same amount of phone calls and appointments being made? Are you thinking outside of the box to ensure your situ-ation is maximized? A lot of teams don’t. They feel paralyzed because of their situation. Well, the good news is that you’re never paralyzed; just remember that no plan will work if your effort is not 100%.

Make It Easy for Buyers to Say Yes – Uncer-tainty leads to low confidence amongst buyers. Low buyer confidence leads to low sales figures, unless you do something about it. Status quo does not work in these situations. So whether you work for a team in the middle of a labor situation, work for a team that has no owner or an owner in financial distress (Hello Phoenix Coyotes and LA Dodgers), or you simply work for a team with a “rebuilding” product, you can still put up league-topping numbers if you cre-ate a low barrier to entry and sell your sellable assets.

During the NHL lockout in 2004 when other teams laid off employees and cut marketing budgets, the LA Kings got aggressive with their offers. The Kings took season ticket deposits. Buyers could lock into a season location with only a $100 deposit and not make any additional

payments until hockey was back. They took deposits for 900 season tickets which was more than the other teams who simply sat still and waited for the situation to get better. The New Orleans Hornets are actually replicating this effort right now and are ranked as one of the top-selling teams in new business in the NBA. Low barrier to entry makes it easy for the buyer to say yes until the times are more certain.

Another example of this comes from the NFL. During this past summer’s NFL lockout, many NFL teams made it simple for their season ticket holders by only asking for a 10% deposit to renew or buy new seats. Then the

balance was due when football was guaranteed to come back. In essence, they made it easy for the season ticket holders to say yes, while they waited for a CBA resolution. If those same teams forced their customers to pay in full, the outcome would have been disastrous.

Lastly, leverage your sellable assets. Most teams do a good job with leveraging groups to their “A” games. Most teams ask that buyers also purchase another game that is less desirable for group sales. However, a majority of teams do not leverage their premium areas. Why aren’t we all packaging-in less desirable assets with our more popular assets in all areas of our business?

No matter how bad your situation is, there is something that people will want. Sometimes it is an “A” game, sometimes it is an arena event and other times it is an appearance from a former player. In 2008-09 when the Phoenix Coyotes were taken over by the NHL and then declared bankruptcy, the team took to selling their sellable assets by focusing on what was guaranteed and attractive – arena shows. Want to rent a suite to Paul McCartney? The Coyotes had suites to rent, but you had to be a season ticket holder to gain access. They did this for all of their arena shows that summer. The team sold over 100 new fulls and an estimated $400,000 of other products by using this method. Would that help your bottom line? Package-in your sellables to create more value for your lower demand products.

Have a Plan to Target and Sell Premium – In addition to making it easy for prospects to buy, you need to have a plan to target and sell premium seats. I’ve found that most teams don’t have a plan for premium. They have a plan to sell fulls, partials and individual tickets, but often times the premium crew is left to fend for itself. A campaign has many moving parts, but the three areas below will get you on the right path. If you wanted to, you could complete these three steps within a week.

Demographics – If you don’t know what your premium buyers look like demographically, now is a good time to find out. You can get sophisti-cated with this by hiring a third-party company or keep it simplistic and send a short email survey.


Build a successful campaign for difficult selling situations in 20 minutes

ALSD MEMbEr EDiToriAL bY FLAViL HAMPSTEN

Getting face-to-face and having prospects engage with your team during uncertain times is the only certain way to move the needle. When times are tough, you should host more events than you ever have before.


Rent/Buy Lists – Rent and/or buy lists that look like your current premium seat holders. The lists that I buy are always targeted toward companies and individuals who look like my current customers. If you’re buying lists blindly, the return will not achieve what you need it to.

Lead Management – Have you separated out your leads or do you still have your inside sales team calling the top premium prospects in the area? Now that you know what your customers look like and have more leads to call, make sure you have your best salespeople calling on these leads.

Once you have those three steps in place, you can either simply assign the leads to your premium crew to call, or you can warm up the leads for them. I elect to warm leads as much as possible before assigning. My campaigns gener-ally look like this:

Step 1: Email is sent to lead lista) If email is opened, the lead is assigned im-mediately to the sales rep to callb) If email is unopened, proceed to Step 2

Step 2: Direct mail list is sorteda) To manage expenses, look at numerous demographic fields before deciding who to target with a direct mail pieceb) Assign leads, who have not opened the email but have received the direct mail piece, to sales reps for calls

Step 3: Assign remainder of leads for calls

Warming up the leads by using this process has increased our closing ratio from 0.5% to 3.5% and has generated a return of 6-to-1 for our direct mail campaigns. It’s a step that I consider essential when designing a campaign.

Host More Events – The next parts of the campaign are sales events. Event-based selling is still an anomaly to a lot of teams. Those teams will say that events don’t work in their market, or that they don’t have a budget to host them which seems like an excuse. Getting face-to-face and having prospects engage with your team during uncertain times is the only certain way to move the needle. When times are tough, you should host more events than you ever have before. Some teams are executing this approach well right now. Are you emulating them, or are

you sitting around waiting for your situation to get better?

Golden State recently held a premium sales event that targeted past premium seat holders. The team invited cancelled accounts over the past three seasons to meet the new ownership group. As a buy-now incentive, they used Jerry West autographed items. The event resulted in excess of $200,000 in revenue.

The Atlanta Hawks hosted a similar event that generated over $60,000 in one night. Buy-now incentives ranged from an away trip with the team to lunch with Dominique Wilkins.

The New Orleans Hornets recently com-pleted the finale of their 100 events in 100 days. The results? $950,000 of revenue.

The Bobcats host one open house per month in the off-season and generate over $100,000 on average for each. The team has also hosted over 15 events per month that are sales and retention driven. There is a reason why the Bobcats are still tracking ahead of last season’s record-setting year. Events are a big part of that reason.

If you look deeper into the events, you’ll notice three things that make them successful:

1) Make the event attractive. Give the prospect a reason to show up. The Washington Capitals have used meet-and-greets with players along with free hot dogs and sodas for all who attend the team’s open house. The New Jersey Nets have toured around Jersey Turnpike diners with numerous executives and players. Think outside the box and give the prospect a reason to attend, and listen to why they should invest in your organization.

2) Target qualified lists for invites with both direct marketing and phone calls. As I have already stated, I purchase lists consisting of prospects that look like my current premium customers, but I also set my sales force up on an aggressive call campaign designed to get the prospects to our event. The Houston Rockets have hosted successful events targeting specific industries that typically have a high propensity to purchase (e.g. Banking, Oil Executives, etc.) with the same tactic. Closing your eyes and sending invites to lists that may not be qualified has the potential to decrease the results of your event. Do your homework, invite qualified buy-ers to maximize events, and hit them with an invite and an aggressive outbound call campaign.

3) Have both buyer and seller incentives for

the event. Why should the prospect buy AT the event? Why should the seller care if the prospect actually buys that night or the next? Have strong buyer and seller incentives to maximize on the event.

Social Media Works. Please Use It – This is a bonus point that very few people have figured out. It is either because they’re not familiar with how to sell on social media, or their employer may have a gag order on them. Regardless of the reason, there is one platform that has more sell-ing power for salespeople than any other social media platform. That platform is LinkedIn. LinkedIn is the best business prospecting tool in the social world right now. In our CRM system, we have a button built-in that looks for our prospects’ LinkedIn profiles. As I sorted through linking with all of our suite holders, it was surprising to me how many of the DECISION MAKERS from companies have a LinkedIn profile. If you’re unfamiliar with LinkedIn or have been underutilizing its power, review the five steps below and follow them. You can thank me after your sales numbers and closing ratio increase.

1) Create and COMPLETE your profile – You research prospects; have you ever stopped to think that your prospects are researching you as well? They do, and you need to have a web pres-ence that states who you are, what you’ve done, and what you’re currently doing.

2) Join a group to find prospects – Do you know how long it would take to make 7,000 calls? I’m involved with several groups in the Charlotte area. Each group has over 7,000 members to whom I can communicate with. I can do this with one click of my mouse by posting an interesting tidbit. Stay relevant and interesting.

3) Find your prospects and connect with them – You have a lead list, and I bet you have a ton of leads where you’ve left 600 voicemails for the decision maker. You need a new way to get his/her attention, and this is it. Here is the trick: don’t send the note that LinkedIn provides you. You must customize the note and hope that the prospect accepts.

4) Once that prospect has accepted your invitation to connect, now communicate with him/her – Without spamming them, you now

[continued on page 86]

LinkedIn is the best business prospecting tool in the social world right now…As I sorted through linking with all of our suite holders, it was surprising to me how many of the DECISION MAKERS from companies have a LinkedIn profile.

23 | S E A T | FALL 2010 | www.alsd.com

MeMbershipALsD MeMbership Dues structure:New MeMbers:Join September 1 – December 31: Membership good until following September 1Join January 1 – August 31: Membership good until September 1 of following yearRenewals are billed out annually on September 1

MeMbership cAtegoriespreMiuM seAtiNg professioNALs froM teAM, VeNue, or iN-VeNue f&b coMpANy:Ex. Director, Premium Seating, Green Bay Packers• Charter Member: First Member from Team or Venue: $395/year• Affiliate Member(s): Additional Member(s) from Team or Venue:

$125/year

preMiuM seAtiNg professioNAL froM fooD AND beVerAge heADquArters:Ex. Regional Vice President, Sodexo Corporate (does not work in-venue)• Corporate Member: $300/year per member, for first four members• Corporate Member: $125/year per member, for additional members

over four

VeNDor/suppLier coMpANy professioNAL:Ex. Sales Manager, Boundless Network• Vendor/Supplier Member: $500/year total, for up to four members• Vendor/Supplier Member: $125/year per member,

for additional members over four

JoiN Now:_____ Team Venue: Charter Member: $395_____ Team Venue: Affiliate Member: $125/each

_____ Corporate Member: $300/each, for members one-four_____ Corporate Member: $125/each, for fifth member and on

_____ Vendor/Supplier Member: $500/company, for members one-four_____ Vendor/Supplier Member: $125/each, for fifth member and on

PAyMENT: TOTAL: $____________

Person Joining (Repeat form for additional members):Name: __________________________________________________________Title: ___________________________________________________________Organization: ____________________________________________________Address: ________________________________________________________City, State, Zip: ___________________________________________________Phone: __________________________ E-mail: _________________________

METhOD OF PAyMENT: _____ Check made payable to: ALSD or Association of Luxury Suite Directors _____ AmEx _____ MC _____ Visa _____ Discover Card Number: ____________________________________________________Expiration Date: ________________Cardholder Name: ________________________________________________Cardholder Signature: _____________________________________________

“With a new arena just around the corner, attending the ALSD Conference the past few years became a valuable tool in making decisions regarding the design and operations of various premium seating areas. Whether we were networking with premium professionals, touring a new sports facility, or speaking with one of a variety of vendors, we brought back thoughts and ideas to share with our organization that were invaluable to our decision making process. Just don’t tell my boss a lot of the networking took place at the free parties.”

--Mike Guiffre, Director of Premium Seating, Pittsburgh Penguins

for More iNforMAtioN or to subMit forMs coNtAct:

Association of Luxury suite DirectorsAmanda Verhoff10017 McKelvey RoadCincinnati, Oh 45231P: 513-674-0555 x104F: 513-674-0577E: [email protected] www.ALSD.com

MemberProspectus.indd 2 11/22/10 9:44 PM

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ALSD MEMbEr Q&AQuestion Topic: PRICE REDuCTION, VALuE ADDS, STRATEGIES fOR SELLING

Q: Regarding how you have changed/altered your suite sales strategies: • Has anyone lowered their annual suite

license pricing? If so, explain price points.• Has anyone added F&B credits to sweeten

deals? If so, how much?• What amenities have you created/added for

your suite owners?• What outside-the-box sales strategies

have you come up with, and how have you executed them?

A: We have not lowered prices yet with our leased suites (the first of the 5-year agreements are coming up after 2012, and we have recom-mended doing so). We did however do this with our premium seats (e.g. Presidents Club and Diamond Club), so we have essentially set precedent. Regarding food and beverage, we have always included food and non-alcoholic beverages in our Presidents Club. In 2011, we added draft beer and house wine. We also went away from “loaded value” in our Diamond Club and made it all-inclusive, which now includes food and beverage, including draft beer and house wine. We have recommended a bundled food and beverage package or yearly credit for all suite holders when/if the client renews or extends (in the case of 7- and 10-year deals). As far as amenities, we offer wine and cheese tastings, autograph signings, meet-and-greets, private areas in the park during public events (e.g. Picnic in the Park), autographed and per-sonalized bats from the General Manager and the Pearl Program. In terms of outside-the-box strategies, we are working on price reduction, food and beverage credits, elimination of escala-tors, etc. These are not totally out-of-the-box but core to renewing clients and extending their contracts. We are looking at a suite share or suite licensing program like Mandalay Sports has developed with their minor league baseball properties/venues.

A: We have not decreased, but rather increased our average ticket price on average 20% by resetting the bar in regards to all-inclusive suites, shares

and rentals. To sweeten the deal on the food and beverage side, we have created an inclusive food and beverage package with our all-inclusive suites. We have also developed a point system for administering the food and beverage pack-age.

Amenities that we have created/added include: • Inclusive food and beverage package• Fully-renovated suites• Concierge service• One-way valet service

- Suite owners park in a private lot; at-tendant parks the car and delivers keys back to the suite - Service can include window wash-ing during events as well as periodic car detailing

• New jersey with micro-chip infused technol-ogy

- Personalized jerseys for all-inclusive suites- Jerseys include a chip in the sleeve which gives 25% off concession stands and 35% off merchandise

• New suite owner lounge - Created space for networking on a nightly basis exclusive to suite owners - Nightly chalk talk where former play-ers/coaches mingle with guests

• Private suite owner entrance and elevators • [Team] Vision messaging

- Suite owners can have access to compli-mentary messages to be displayed on the jumbotron, such as anniversary, special guest welcome, etc.

• Merchandise ordering and delivery to suite • Guaranteed game-day giveaways

Question Topic: TAbLETS fOR SuITE PRESENTATIONS

Q: Are teams using tablets, like the iPad, XOOM or similar device, for suite presentations? If yes: • What content is presented on the tablet

(multimedia, suite images, etc.)? • What has been the success of using the

device versus the traditional presentation method?

• What are the pros? • What are the cons?

A: Yes, I have been using my iPad for suite appoint-ments. I upload suite pictures on my iPhoto. I have found that it has helped when describing the suites, sightlines and other VIP areas. It is not as good as getting the prospect down to the stadium in person but definitely adds value and the “cool” factor to any presentation.

A: Regarding the use of iPad, XOOM or other tablet products, we are not currently using any tablet products for our suite sales presentations. Currently, our corporate sales team (sponsor-ships) is working to utilize an iPad for sales presentations, but they have only put together a first presentation, and in doing so, they have run into a few technology issues. So I am interested to hear the feedback and any successes or issues that other teams have experienced.

A: We use a tablet to present virtually everything content related: historical timelines, old/new stadium comparisons, parking maps/informa-tion, stadium/concourse/club space renderings, suite and seat views, pricing information includ-ing financing breakdowns, inventory maps, etc. The tablet presentations have been very well received especially here in Silicon Valley. It’s a wow factor every time. The tablet is versatile and allows you to bring our Preview Center to life for out-of-office meetings. It also allows you to update stadium information/numbers/inventory any time, resulting in less clutter and collateral. The downside is that tablets can’t project on a big screen (say in a conference room when presenting to multiple people), however they do make a projector for the iPad, which we are in the process of getting.

A: I wanted to try and use an iPad for presenta-tions and use it on event days, but I am having issues getting our IT department to okay the use of one as there are apparent concerns with the security on the device regarding our network.

COMING uP: YOuR QuESTION IS ANSWERED: MORE ON THE EMERGENCE Of TAbLETS, PAGE 38

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on October 9th, the New York Jets lost a hotly contested matchup with their long-time rivals, the New England Patriots. For a team like the Jets, this season won’t

be considered a success unless Mark Sanchez says he’s going to Disney World, and Rex Ryan is lost in a sea of celebratory confetti. So how exactly does the organization keep fans on board and believing when the team goes through early season frustrations like the loss to the Patriots? One major way is through an accolade-gar-nering social media campaign that is second to none in professional sports.

The aforementioned loss to the Patriots be-came final at roughly 7:15pm EST. Within the next 18 hours, the Jets official Twitter account (@nyjets) had already “tweeted” an impressive 26 times. These 140-character quick-hits were comprised of coach and player quotes, upcoming events and, most importantly, direct fan interac-tion. These responses to fans weren’t promoted with a clever campaign or requested by Jets officials. They were straightforward responses to Jets fans that took their thoughts on the team to Twitter for whomever cared to read them. This much is not uncommon with any professional team. The difference? The Jets actually responded (nine times to be exact).

Here’s an example of how it worked:

Jets fan@DieselHouse7: @nyjets the jets can be 13-3 if they wanted to... I just don’t know if they want it enough yet.

Jets in response@nyjets: @DieselHouse7 We are completely focused on winning games. We’re working hard to turn things around next Monday.

Interactions like this one are a testament to the activation of the Jets account, but that’s not where the involvement of the team ends on this social medium. By following a simple link to a branch of the team’s website, a fan can follow a collection of players, coaches and front office members that are on Twitter. All of this can be done with one click of the button.

An obvious question stemming from all these accentuated efforts is why? A cynical observer might claim that fans don’t care if their team responds, they just want winners. While that may have been true in years past, times are inevi-tably changing. Ask the majority of kids under

the age of 18 whether they would rather have an autograph or a retweet from their favorite player, and you may be surprised by the answer.

A professional sports team is a brand, and as is the case with any other, a certain degree of loyalty must be ascertained. The days of kids sending their favorite player a self-addressed envelope with a trading card to be autographed have long since passed. What better way to cre-ate brand loyalty with young fans than interact with them on avenues that they are more prone to using.

As the old saying goes, “Numbers never lie.” With that considered, the Jets can hold their heads high with their continued growth on social mediums. As of the beginning of October, the Jets had 1,046,127 likes on Facebook and 218,768 followers on Twitter. By the end of the month, those numbers were up to 1,061,663 and 226,767 respectively. The aggregate of these numbers (1,288,430 Facebook + Twitter direct impressions) coupled with the fact that these accounts are updated daily and interact directly with fans demonstrate the true value of Jets social media.

In addition to the abovementioned interac-tions on Twitter, the Jets Facebook page is also concise, informative and quite entertaining. Along with posting updates about the team through its fan page, the Jets also incorporate several sponsored contests and interactive op-portunities. A perfect example is the “Motorola

Motopics” which – at the time this article is be-ing written – is seen immediately when going to the page (www.facebook.com/Jets). The contest encourages fans to take a picture of themselves and friends watching the game, upload the photo and complete a form (which acts as a lead generator for the Jets), and one entry is voted to win two tickets to a Jets home game courtesy of Motorola. These types of integrations into Jets social media show not only how to activate fan interaction but also take advantage of clear avenues to develop leads and create new ways to make team sponsors happy.

As the economy fluctuates on a daily basis, buyers are more cautious than ever, and the days when an average home game meant a guaran-teed capacity crowd with every suite filled have long since passed. Now, more than ever, teams must focus on creating their brand via grassroots movements. For the Jets, this means being the top team in the NFL at running a successful social media campaign.

– Ryan Mirabedini

For more information on New York Jets Social Media, visit:prod.www.jets.clubs.nfl.com/fanzone/connect-with-the-jets.html

Why the New York Jets are #1 in social media According to Neilson, the Jets are tops in the NFL with an 11.9% share of all NFL-related social media activity

iNDuSTrY AND ASSociATioN NEwS Revisit Deacon Tower at BB&T Field, p.20

Member Highlight: Patrick Duffy, p.26

Connect with the Jets: From the team website, fans can access all team and player social media assets that when combined rank the Jets #1 in the NFL in terms of social media activity.

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iNDuSTrY AND ASSociATioN NEwS

four years later, Wake forest university proves itself a successful case studyFor many colleges thinking about facility renovations, revisiting Deacon Tower at BB&T Field is a good place to start

Nearly ten years ago, Wake Forest Univer-sity realized a need to renovate BB&T Field. It was then that planning for a multi-phase renovation began, including

Phase Four: Deacon Tower. The venue market-place can sometimes get hung up on the “latest and greatest.” And while learning new trends is vitally important, reexamining past projects to learn sustainable trends is just as important. Deacon Tower was completed four years ago and remains sold out because of strategic decisions made early on as well as continuous responses to clients’ needs. For those schools in the midst of planning their own venue upgrades, consider the success story at Wake Forest. As Barry Faircloth, Associate Athletic Director – External Opera-tions at Wake Forest details, “It’s a never-ending process of paying attention to the customers’ needs and maximizing what the venue needs to generate revenue.”

VISIT OTHER VENuESFaircloth explains that visiting other venues was the best thing Wake’s staff did in planning for the new tower. The reason wasn’t solely to see what was done right, but also to learn from others’ mistakes. Simple things surfaced as tremendously important, including the need for open-feel, high ceilings and premium finishes, even if they initially cost more. Weather was also important when deciding on outside club seats with access to a climate-controlled lounge with a view of the field.

EMbRACE THE AbILITY TO ADJuST By utilizing ample time to plan the tower’s specs, the school gauged the appetite of prospective premium clients and changed plans according to demand. “Club tables were extremely popular,

so we went from 12 to 24,” Faircloth explains. “We had 60 days to sell the inventory. We were significantly oversold, so we doubled the amount of club tables and increased the number of club seats.”

SOMETHING fOR EVERYONEOf the clients who purchased inventory in Deacon Tower, 30% were season ticket holders who bought into the tower only when there was a “premium-enough” product available. Offerings included something for every taste and budget, such as Balcony Suites, the highest-priced prod-uct (aside from the Moricle Society Suite – see below), which offered balconies and outstand-ing views. Club Level and Upper Level Suites offered a traditional feel with sliding glass doors/windows and outdoor/indoor seating. For those who didn’t want/need a suite, Club Tables were a fan favorite.

What’s more, Wake Forest focused on areas not just for clients. On the technology front, the venue is one of the most wired in the country. Top-notch camera angles and lighting make the venue one desired by media and a model

for venues looking to upgrade. The tower is also used for over 300 non-game day events a year. Weddings and fundraising events alike give potential patrons an opportunity to experience the state-of-the-art tower.

SWEETEST SuITEThe Moricle Society Suite was created seven years ago for donors at the highest level – the equivalent of a full athletic scholarship. Benefits were added to attract donors willing to give for at least three years. Presently, Moricle Society membership is $60,000 a year and donor ben-efits include four tickets in the Moricle Society Suite, coach talks, inclusive catering, visits from NFL players/alums, invitations to travel on team charters to away games and special arrangements for basketball games. The Athletic Director fre-quents this space, helping to foster relationships. The society was in place before the tower in a different end zone facility. But it was not until the tower suite was constructed that it thrived as the highest-end space available.

SPONSOR LIbERALLY, ESCALATE APPROPRIATELY Sponsorships were also opportunities to finance the project. Faircloth explains, “We named the club level, the field, main entrance and balconies; we added value to sponsorships.” Much of the sponsorship and premium marketing efforts focused on one-on-one meetings, complimented by virtual fly-throughs, a scaled model and exceptional collateral materials.

Wake Forest was, and remains, fortunate to have an abundant waiting list, so although escalation clauses were added for Deacon Tower contracts, occupancy did not suffer. Moreover, the donors were “prioritized” according to giving level, so Wake was able to painlessly reach the commitment level to move ahead with renova-tions and drive overall donations.

[continued on page 86]

Deacon Tower Pricing: Type of Seating Minimum Membership Level Donation License Usage Fee Total Balcony Suite* Deacon Club (any level) $47,085 $5,500 $52,585 Club Level Suite* Deacon Club (any level) $35,660 $4,000 $39,660 Upper Level Suite* Deacon Club (any level) $29,960 $3,500 $33,460 Premium Club Table* Black & Gold Society $7,730 $900 $8,630 Club Seat Scholarship Club $1,100 $150 $1,250 *If a client is interested in sharing a suite or premium club table, he/she may do so with up to three other individuals for a suite and one other individual for a premium club table. -Club Table: Indoor or Outdoor -Not included: Moricle Society Suite Pricing -80% of the donation is tax deductible, while the license fee is not tax deductible Deacon Tower Terms: 3-year 4% per year escalation of the total 5-year 2% per year escalation of the total 7-year 0% per year escalation of the total 10-year 10% discount available for one-time payment in full

Recipe for Success: Barry Faircloth explains the ongoing process of keeping BB&T Field current: “There’s no secret sauce; you just have to address the customers’ needs. It’s a pretty simple formula.”


upscaling a box lunch may seem like a crazy idea – and one that’s not likely to sell. But Broich Catering & Locations in Germany has created one that is beauti-

ful, sustainable and offered at a reasonable price point.

“The idea was to create a product that enables us to serve a large number of guests, without los-ing sight of the sustainable aspect,” says Georg Broich.

The lunch is presented in Mason jars packed into paperboard boxes that have been specially made for Broich. “The jars and boxes are ideal for the presentation of fresh food,” Broich says. “And both are important for our commitment to sustainability.”

The lunch concept is called “the small menu in the box,” Broich says, and usually consists of three or four courses, including fresh salads, main courses and any kind of dessert, plus bread. Warm main courses will be made on-site rather than packed in advance.

Broich sells lunches in boxes for about $25 each. “For this catering concept, we don’t need a big effort in transport or logistics,” says Broich. “And the personal effort, for example for cooks or waiters, is also very low. Compared with our usual catering concepts, the lower costs enable us to create top quality for smaller budgets. Of course, the concept can be expanded in case of bigger budgets.”

Generally, the boxes and jars are picked up by the catering company after the meal is con-sumed, although clients can pay to keep them if they like. For stadium use, retrieval of the lunch containers would be relatively easy.

Broich says the lunchboxes have been very successful for large events with a tight timeline and not much space for food prep. For several large conferences, the client ordered 1,600 lunchboxes, and the response from attendees—and the client—was positive. The lunchboxes are designed as an option for conferences, exhibi-tions and tradeshows, but Broich also makes them available for drop-off in the area near its commissary.

“The lunchboxes have become a desired cater-ing tool for our customers,” Broich says. “They are easy to handle, and for green meetings, especially, they are the ideal presentation tool for fresh food.”

– Linda Picone, Editor, Catersource Magazine

iNDuSTrY AND ASSociATioN NEwS

Thinking Inside the boxLunches that are sustainable – and surprisingly elegant

Catersource magazine is an award-winning B2B resource for foodservice professionals. Turn to Ca-tersource to help you work smarter and be more creative with your foodservice presentations, menus and displays. The Catersource Conference & Tradeshow will be held February 26-29, 2012 at Caesars Palace in Las Vegas, NV and features 100+ educational sessions, contests, events and access to 1,000+ industry vendors, all to inspire you to stay fresh in your catering and event concepts. Find out more at www.catersource.com.

Every portion of the meal is served from Mason jars packed into specially made paperboard boxes with bread or a roll. It’s a quick way to serve an elegant lunch to large numbers of people.

RED bEETS TAbbOuLEH Created by Christian Willrich, executive chef of Broich Catering & Locations

4 servings

Ingredients1/4 cup vegetable broth150 g (1/3 lb) bulgur150 g (1/3 lb) celery150 g (1/3 lb) fennel1 apple 250 g (about 1/2 lb) red beets2 shallotssalt and pepper to taste2 bundles of mixed herbs2 Tbsp nut oiljuice of a lime

MethodHeat up the broth and let the bulgur simmer in this for 2 minutes. Then move it off the stove and let soak for 25 minutes.

Wash the vegetables, fruits and herbs. Peel the shallots and cut them small. Halve the celery stalks lengthways and cut them up into thin slices. Remove the stem from the fennel. Halve the apples and core them. Cut the fennel and apple into small cubes. Mix shallots, celery, apple and fennel pieces together.

Peel and cube the red beets, then season with salt and pepper.

Shake the herbs dry, cut them fine and mix them with the nut oil and lime juice. Fold this into the vegetable-apple mix, then salt and pepper. Fold the red beets into the mix just before service, so they won’t dye the other ingredients too much.

If you’ve never been to a Catersource Conference, you simply don’t know what you’re missing!

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Karyl and Pam Stubbs, Director of Chapter Relations, Oklahoma State University Alumni Association (OSUAA) are on-hand to greet OSU donors, alumni, player families and fans of all ages.

oN ALSD.coMALSD on Location: Austin, TXOn the Road with Karyl Henry and the Oklahoma State Cowboys

Earlier this fall, SEAT Editor Jared Frank followed ALSD member Karyl Henry, Director of Premium Services for POSSE at Oklahoma State University to Austin,

Texas for a Big 12 showdown between the OSU Cowboys and the Texas Longhorns. The objective was simple: research the away game ex-perience of the OSU faithful. Below are some of the highlights from the running diary of Jared’s experience. To view the diary in its entirety and additional photos, visit www.alsd.com/content/alsd-location-austin-tx.

Let’s pick things up Friday night, the night before game day…

8:07PMThe “official party headquarters” for Cowboy fans starting at 6:00pm Friday is the Blind Pig Pub. It is a sea of orange. The party, already a couple hours deep, is, by my estimation, a steady tide of 400-500 cowboys and cowgirls.

8:10PMNot sure if the OSU “freebies” are the magnets attracting the cowpoke nation, but anything branded with OSU mascot Pistol Pete is sure to go quickly. Included in the swag given away are the now famous stickers. “This year we started giving away these little stickers,” Karyl explains as she shows one to me. “You would think we’re giving away pieces of gold. Our fans think it’s the greatest thing in the world to get their sticker. They love these things.” Within 30 minutes, all 200 stickers are gone.

“Give him a sticker,” shouts one of my new OSU friends. “He’s gotta have a sticker.” I will wear my OSU POSSE star proudly the entire weekend. It is my orange badge of courage.

SATuRDAY: GAME DAY…

12:20PMHere we go. Sporting my newly purchased vintage T-shirt featuring the scowling Pistol Pete, I’m off to the tailgate. It’s time to turn the heat up.

The OSU pep band, spirit squad and Pistol Pete mascot are on-hand for every rally as well. All of these cheer leaders energize fans with chants and fight songs as they wait for the team buses to arrive. “The Road Rally would not be the same without them,” states Karyl.

The Road Rally has also quickly become one

It’s Road Rally time – OSU’s “traveling home field advantage.” Enveloping the northwest corner of Darrell K. Royal Memorial Stadium near Gate 7, a crowd of 500+ is cheering loudly to welcome the OSU Cowboy football team and coaches.

of the most anticipated moments of the bowl game experience. Typically held in the team ho-tel lobby instead of at the venue, crowds number not in the hundreds but in the thousands, in-cluding at last year’s Alamo Bowl where a posse of over 3,000 fans crammed into the lobby and three floors looking down on the lobby to send the Cowboys off to a 36-10 victory over Ari-zona. “I walked through the lobby with [Head] Coach [Mike] Gundy, and you could tell he was in awe of the crowd,” Karyl remembers. “He stopped numerous times to turn and wave at the crowd. It was really awesome, and honestly gave me the chills.”

1:30PMMeanwhile back at the Blind Pig, a BBQ lunch is being served to another 500 Cowboy fans. For those without tickets to the game, the watch party is the next best place to be.

6:00PMI avoided the sun and the Pokes avoided the trap. Final score: OSU 38 UT 26. There were lots of points and lots of performances of the Waving Song, another OSU tradition, after Cowboy touchdowns.

Also on ALSD.com:• Daily industry and association news updates• ALSD Conference updates• Additional member questions and complete answers

Plus: ALSD members can read this issue of SEAT as well as archived issues anytime online at www.ALSD.com/SEAT


A Conversation with Patrick DuffySenior Vice President of Corporate Sales & Executive SuitesTampa Bay Lightning

It’s not hard to find a pulse on Patrick Duffy these days. Supported by an updated world-class arena, an excited cadence for selling sports and entertainment beats discernibly

in his voice. Speaking with Patrick the morn-ing after Opening Night for the Tampa Bay Lightning (an 11-goal shootout) in their newly renovated home, St. Pete Times Forum, this Long Island native and proud father of three daughters shares with SEAT how he keeps his finger on the rhythm of Tampa Bay and how his building is delivering ROI to the marketplace.

Whether it’s a revenue target or a pickup hockey game in his spare time, Patrick lives with high expectations for success. Learn why for this sales ace, that means learning before selling.

SEAT: So how’d it go last night? You must’ve survived if we’re talking today.Duffy: It was amazing. We’re really happy today. A lot of time, effort and energy went into last night. To think about it now, it’s amazing how much was pulled off in such a short amount of time. And feedback from all the fans was tremendous. Obviously, we have a few minor things we want to improve upon, but for the most part, everything was awesome.

SEAT: Was there anything you were anxious about last night? And how did that end up for you?Duffy: The number one thing that we were concerned about coming into the opener was the fact that our west entry, which feeds about 90% of the building as far as ingress goes, is still un-der construction. Without that being completed, it’s a challenge to get 20,000 people into the building. All things considered, we got every-body in quickly and safely. We got the word out for fans to arrive early. And they did.

SEAT: What has your career path been to get to this point in your professional life? What stops and highlights along the way have most molded who you are today?Duffy: This season will be my tenth year here with the Lightning. When I got here, from a standings standpoint, we weren’t one of the best teams in the league. After a few years, we were able to ascend all the way to the Stanley Cup in 2004. That certainly stands out as one of the highlights of my career. It was a lot of fun to be a part of.

From my career path standpoint, after I received my MBA from Florida State University, I worked with the New York Islanders for a few seasons. I’m actually from Long Island New York and grew up a New York Islanders fan, so to work for the franchise was definitely exciting. From there, I made my way down here to Tampa which was nice to get out of that cold weather in the Northeast. I have family in Florida and, obviously, went to school here as well. So it was an easy transition.

SEAT: What do you enjoy doing outside of sell-ing sports and entertainment? Duffy: All of us working in the sports industry know the amount of time and hours it takes up, so away from work centers around the family for me. I have three daughters that keep me rather busy. So I enjoy just spending time with them. I play some soccer and hockey when I have the free time, but for the most part, it’s hanging out with the family.

SEAT: Is there one piece of advice that sticks out above the others that you can provide our younger readers who are sitting where you once did?Duffy: One thing that I’ve found helpful to be successful and the easiest path of entry into the sports industry is through the sales side of the business. Teams are more open to hiring you if there’s a revenue target and expectation tied to you. From that point on, once you get your foot in the door, it’s on you to let your work ethic shine.

I’ve been lucky enough in my career through sales success and some autonomy that’s been given to me to continue to grow my career.

SEAT: What advice do you have for your fellow sales managers right now, a time when teams are being told “no” more than ever before?Duffy: From our end, it’s continuing to keep your finger on the pulse of the marketplace. Really listening to everyone you’re meeting with and getting to know them and what their wants and needs are is a must as is being creative and willing to customize a package that fits their needs as opposed to force-feeding something to someone that might not necessarily fit their objectives. Objective analysis is critical. Going in and learning before selling has helped us and led to success.

We’ve been open to things. If a prospect sounds like more of a sponsorship opportunity, we can speak to that. If it’s more of a hospital-ity opportunity, we can speak to that too. A lot of times it’s a mixture of both. We’re trying to come up with a plan that allows people to mea-sure their ROI, which we’re finding everybody wants to do these days.

InduSTry And ASSocIATIon nEwS: ALSd MEMbEr HIgHLIgHT

By Jared Frank, Editor, SEAT Magazine

“Really listening to everyone you’re meeting with and getting to know them and what their wants and needs are is a must… Objective analysis is critical. Going in and learning before selling has helped us and led to success.”

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From Day 1 of Jeff Vinik’s tenure as owner of the Tampa Bay Lightning, the mantra, rallying the organization together, has been heard loud and clear – to create a

world-class experience for the entire Tampa Bay community. For Vinik and the Lightning, a world-class experience starts with world-class personnel. Soon after acquiring the team on March 3, 2010, Vinik hired Hall of Famer Steve Yzerman as his Vice President and General Manager and Tod Leiweke as Chief Executive Officer of Tampa Bay Sports & Entertainment. With the primary objective of cultivating a culture committed to giving back to the com-munity, next came the thunderous announce-ment of a $40 million, 100% privately-financed transformation to the publically-owned St. Pete Times Forum. As stated on Lightning market-ing collateral promoting the transformation, clearly, the organization was “ALL IN.”

WHAT CAN $40 MILLION BUY THESE DAYS?Opening Night of the transformed St. Pete Times Forum was October 17, an exciting 11-goal game with the Florida Panthers. But the excitement started long before the goals were netted and the final horn blew, when fans first set foot through the arena’s entryways. From the minute fans arrive

into the concourse, they are greeted by brand new carpet, artwork and concessions. Once they make their way to their seats, they find brand new, cush-ioned thrones complete with cup holders (by the fans’ requests), beckoning them to sit down and relax. But not for long. Because when they look around the bowl, they see a new pipe organ and two Telsa coils shooting lightning bolts in every direction, charging fans to stand up and cheer. “It’s amazing what this $40 million renovation has done,” exclaims Patrick Duffy, Senior Vice Presi-dent of Corporate Sales & Executive Suites for the Lightning. “It’s hard to look around the building and find something that hasn’t changed. It’s really a totally new experience.”

Throughout the entire concourse, the experi-ence has been remodeled in partnership with the Tampa History Museum to give the whole building a sense of place. “Before the renova-tion, you didn’t necessarily know if you were in Pittsburgh or Atlanta or another city,” Duffy ex-plains. “So now when you come into our venue, you see a lot of imagery tied to the history of the Tampa Bay area as well as pictures of the team from our Stanley Cup days. That sense of place was a big focus and really tied the building together well.”

INDOOR LIGHTNING BOLTSOne of the final in-game experiences to be added is one of the most unique in the entire venue marketplace – indoor lightning. “We thought a lot about the concept,” states Duffy. “It was [CEO] Tod [Leiweke] who threw out the grand notion of having lightning inside the building.”

Now hanging from the rafters of the St. Pete Times Forum are two of the world’s largest Tesla coils, one in each end zone. Each Tesla coil shoots lightning bolts (volts of electricity) 25 feet in every direction. To ensure the safety of indoor lightning, the organization hired a con-sultant, who had done similar work in a number of movies, to create the Tesla coils.

A REvERSE MIGRATIONBecause the Lightning wanted every fan to see the value of the upgrades at the arena, some great amenities for terrace level (300 level) ticket hold-ers were created. As Duffy explains, “We wanted to make our experience impactful for every fan coming into the building. We didn’t want to center all of our operations or amenities on just premium areas.” In response to this approach, the Bud Light Party Deck as well as Between the Pipes are both now found on the terrace level.

The Bud Light Party Deck is one of the most

Reintroducing the Renovated St. Pete Times Forum:Where Lightning Strikes Inside the Building… Literally Veering between Taylor Swift concerts, Disney on Ice and Lightning hockey, the newly renovated St. Pete Times Forum provides an all-inclusive, world-class experience to the Tampa Bay marketplace.By Jared Frank, Editor, SEAT Magazine


Between the Pipes: The new organ has five keyboards, 63 pipes and is plugged into a 300-speaker sound system. It will play a significant role during the in-game experience at Lightning games.

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unique features of the renovation. Taking advan-tage of the warm winter season in Florida, it’s an 11,000-square-foot outdoor space overlooking downtown Tampa. The deck opens when the doors open to the building, and it remains open postgame for a continued social experience.

Two sections of seats were knocked out to create Between the Pipes. The pipe organ sits up 20 feet in the air and is flanked by a bar and standing-room-only areas. The area, presented by Coors Light, brings down the capacity of the St. Pete Times Forum, but only slightly. And with the possibility for temporary seats for certain events to be added, potential capacity for the building remains virtually at the same num-ber as before the renovation – just under 20,000 for hockey and 21,500 for concerts. And further, those seats lost by the addition of Between the Pipes are located in the south end zone, which are located backstage for most concerts.

The Lightning have witnessed a reverse migration in the arena due to the new 300 level amenities. “Our terrace seat holders used to come downstairs to get all their food and bever-age because there was a lack of amenities up there,” observes Duffy. “Now we see some of our seat holders in the lower level actually want-ing to go upstairs to have a beer out in the Bud Party Deck or Between the Pipes.”

THE SUITE PERSPECTIvETo take the suites at the St. Pete Times Forum from 1996 to 2011, every one of them was gutted and, essentially, made brand new. New seats were added as were HD TVs. Induction burners were

installed, replacing old chafing dishes. After look-ing at some best practices stemming from new facilities, bathrooms were taken out – admittedly a tough decision for the organization – allowing ad-ditional square-footage in each suite for network-ing and entertaining.

Additionally, after listening to suite owner feedback, a private entry and a lounge space was created for the venue’s highest-end customers, a networking opportunity previously unavail-able to them. “We heard from a lot of our suite owners that they love the experience, but the ability to network and drive more ROI wasn’t there,” Duffy says. “They didn’t have the ability to interact with each other.”

Hall of Famer Phil Esposito, who played 18 NHL seasons for the Blackhawks, Bruins and Rangers and co-founded the Lightning, mixes and mingles with suite owners and their guests before nearly every game. Duffy has also had the luxury of bringing Esposito out to some sales meetings. “Anyone who’s had the pleasure of meeting Phil knows he’s got a new story every night,” states Duffy. “He’s a classic. We’re lucky to have him on board.”

St. Pete Times Forum now has 69 suites all-together, down from 82 prior to the renova-tion. In place of eight suites blown out of the lower level, view corridors with common area spaces were created in each of the four corner entryways of the building, allowing the arena to have connections between the concourse, the bowl and the ice – an idea inspired by the Xcel Energy Center, home of the Minnesota Wild. “[The view corridors] are one of the hot places



Extreme Makeover: Suites were renovated with new furniture, HD TVs and induction burners. To increase square-footage, more than 70 private bathrooms were replaced with eight hallway restrooms.

The Sure Sign of a Good Time: With its five concession stands, drink bars, great views of downtown Tampa Bay and visits from Lightning owner Jeff Vinik (pictured here on the right), the 11,000-square-foot outdoor Bud Light Party Deck is certain to be a fan favorite.



in the building,” Duffy says. “We have a lot of people congregating there, having a beer and talking with one another.” Another reason suite capacity is down post-renovation is due to the combination of six separate individual suites into three 40-person super suites.

Through the execution of their Executive Suite Strategic Plan, the Lightning have more than tripled their all-inclusive suite sales during the offseason as well as brought a considerable amount of suite-shares into the building. “Our biggest focal point now is to push heavily into our rental mode,” says Duffy. “We look to culti-vate those prospects into our all-inclusive buyers of the future.”

ALL-INCLUSIvE BUT NOT UNLIMITEDSuites at the St. Pete Times Forum are all-in-clusive which means they come with all hockey games plus all other events at the arena. Obvi-ously, Lightning hockey is the main product, but the concerts and other high-end shows are also big features. So the all-inclusive component really sets the facility apart from others in the marketplace.

Incorporated into the all-inclusive suites is a points system, where all suite leases include X-amount of points towards food and beverage. The system allows suite owners to customize their dining experience on a nightly basis. “We found from this market that [all-inclusive food and beverage] has always been a hot button,” recalls Duffy. “So we transferred that type of feel into the suites. It’s not unlimited, but it certainly gives you a good base. And [suite owners] can go into a lease not worrying about what that secondary cost will be on top of the price that is first quoted.”

PREMIUM DININGThe organization has signed some key partnerships in some of its dining areas, including the featured

1,000-seat, all-inclusive PNC Bank Club. In addition to the PNC Bank Club, St. Pete Times Forum has the XO Club which is inclusive to seat holders in the first two rows of the arena. The XO Club is also all-inclusive food and beverage, including beer, wine, soda and a full liquor bar.

Also as part of the renovation, the restaurant attached to the club level was completely refur-bished. What used to be two separate 150-per-son restaurant concepts side-by-side is now one 300-person restaurant with a wide array of cuisine with Tampa flair.

WHAT’S NEXTA challenge for the Lightning on Opening Night was the fact that building renovations are not finished. Due to be completed in the next month is a grand, new main entry into the building which will also house a completely restyled and more user-friendly box office and large retail footprint, a component never before incorporated into the St. Pete Times Forum.

Also moving forward, the arena has some great shows coming soon, including Taylor Swift and Andrea Bocelli. “Despite the construction, we’ve been able to not miss a beat here and keep things going on the show front as well,” Duffy says. Whether it’s a world-class concert or world-class hockey, on the heels of the $40 mil-lion transformation, the St. Pete Times Forum provides a world-class experience for all. #

Want to network with Patrick?Here Is His Business Card:Patrick DuffyTampa Bay LightningSenior Vice President of Corporate Sales & Executive Suites(O): [email protected]. Pete Times Forum401 Channelside DriveTampa, FL 33602

COMING UP NEXT:THE vENUES OF #ALSD2012: BE A PART OF THE COMMUNITY

The Gift That Keeps Giving: To celebrate its new logo, the Lightning gave all seat holders a new jersey. Embedded in each jersey is a micro-chip that provides 35% off of retail and 25% off of concessions.

Lightning Strike: 25-foot bolts spark from two Tesla coils (named for 19th Century inventor Nikola Tesla), the world’s largest permanent installation.

FULL PROGRAMME, LATEST EVENT UPDATES AND ONLINE REGISTRATION AT:

14-16 MAYTURIN, ITALYTheStadiumBusiness Summit is the definitive meeting of the global stadium sector.

For our 2012 edition, the owners, operators and developers of the world’s leading stadiums, arenas and major sport venues will gather in Turin, Italy – home of the new Juventus Stadium (known locally as ‘the stadium that is changing football’).

Hosted in Turin’s beautiful Museo dell’Automobile (the National Car Museum), held in partnership with global football giant Juventus FC, and supported by the industry’s leading backers, TheStadiumBusiness Summit will explore the critical issues facing the stadium sector in 2012, and beyond.

THE STADIUM BUSINESS SUMMIT 2012

WWW.STADIUMBUSINESSSUMMIT.COM

FURTHER INFORMATION, LATEST EVENT UPDATES AND ONLINE REGISTRATION AT:

Sponsors and Partners:

xpierology_SBS2012_Ad_Seat_04.indd 1 08/11/2011 16:10

ALSD members and conference attendees truly make up a community. In 2012, ALSD will focus on our community, offering interaction, roundtables, participatory-learning and relationship building.

We are bringing networking to the classroom because we learn most effectively when exchanging information with likeminded individuals. Join the conversation and the community in Min-neapolis in 2012.

The more we change, the more we stay the same:

ALSD will still hold League Day, this year on Sunday, July 1.

ALSD will hold general sessions for tracks such as Sales, Service, F&B and IT on Monday, July 2 and Tuesday, July 3.

ALSD will hold Exhibit Hall hours and receptions on Saturday, June 30 – Monday, July 2.

ALSD will hold its renowned venue tours. See the following pages for details.

The Community. Be part of it.

Associaton of Luxury Suite DirectorsConference and Tradeshow 2012 Minneapolis, MNSaturday, June 30 – Tuesday, July 3, 2012*Note new show pattern: Saturday-Tuesday, as the July 4th holiday falls on Wednesday

Introducing ALSD’s 2012 Conference Theme


“The uniqueness of an association show is that it brings a community together and gives access to a targeted audience.”

– Amy Ledoux, Senior Vice President of Meetings and Expositions

American Society of Association Executives

REgiSTRATion oPTionS:(See Full Attendee Registration Form on page 37)For additional registration information, visit ALSD.com or contact:

For Attendees: Amanda Verhoff Email: [email protected] Phone: 513-674-0555 x104

For Exhibitors or Sponsors:Dene ShielsEmail: [email protected] Phone: 513-674-0555 x103

Scott Hinzman Email: [email protected] Phone: 513-674-0555 x101

WhERE iS ThE CoMMuniTy STAying duRing ThE 2012 ALSd ConfEREnCE? The Hotel Reservation Webpage and Telephone Line Is Now Open!

Website: http://www.hilton.com/en/hi/groups/personalized/M/MSPM-HHH-ASD-20120628/index.jhtml?WT.mc_id=POG

Telephone Number: 1-888-933-5363

Hotel Address: Hilton Minneapolis1001 Marquette Avenue SouthMinneapolis, MN 55403-2440

Group Name: ALSD or Association of Luxury Suite Directors Annual MeetingGroup Rate: $155/nightDates you can book: Thursday, June 28 – Wednesday, July 4, 2012Conference Dates: Saturday, June 30 – Tuesday, July 3, 2012


2012 BRingS ALSd ATTEndEES VALuE And EnTERTAinMEnT

Consider this:

• Minneapolis’ location in the middle of the country means easy and inexpensive travel plans

• Annual summer events in Minneapolis correspond with conference dates

• Never been to Minneapolis before? It is an ideal pre- or post-conference family vacation destination

• The sleeping rooms at the Minneapolis Hilton are what ALSD attendees expect and are more affordable

And…

• Most importantly: Minneapolis is home to some of the most state-of-the-art sports venues for you to tour

SATuRdAy, JunE 30, 2012

XCEL EnERgy CEnTERHome of the Minnesota WildTouted as a model venue for other NHL clubs

In 2004, Xcel Energy Center was named by ESPN as the best overall sports venue in the U.S.

MoRE ConfEREnCEnEWS on ALSd.CoM :WWW.ALSd.CoM/ ConTEnT/ConfEREnCE

SundAy, JuLy 1, 2012

TCf BAnk STAdiuMHome of University of Minnesota FootballReferred to as “The Bank” or “The Gopher Hole”

Despite a reasonable total cost of $288.5 million, TCF Bank Stadium didn’t skimp on unique amenities like furniture with the fight song embroidered into it.

MondAy, JuLy 2, 2012

TARgET fiELdHome of the Minnesota Twins Baseball ClubCompleted with a Tradition Wall, where fans’ inscriptions were installed during construction

ESPN: The Magazine rated Target Field the Number One stadium experience in North American professional sports.


Registration fees include all seminars, course materials, venue tours, and hospitality receptions.

Attendee Sign-upPlease complete a registration form for each attendee. Payment information only needed once if paying for all attendees from a team/company.

CAnCellAtionThirty (30) or more days before show: 75% refund. Less than thirty (30) days before show: Credit for following year’s show; no monetary refund.

Organization ___________________________________________

First Name _____________________________________________

Last Name ______________________________________________

Title ___________________________________________________

Address ________________________________________________

City____________________________________________________

State _____________Zip Code______________________________

Phone _________________________________________________

Cell Phone _________________________________________________ Yes, I would like text messages during the ALSD Conference

*ALSD will have an opt-in Text Program. Texted updates/informa-tion sent to your cell phone (Ex. "ALSD buses depart 5:00 p.m for Venue Tour" or "2:30 Sales Session moved to Conference Room #2")

E-mail __________________________________________

Member: oYes o No o I would like to sign up for membership; send materials

Leagueo NFLo NBAo NHLo MLBo Soccer

o Collegeo Minor Leagueo Racingo F&Bo ITo Other: ______

pAYMentPayment Information:

___ American Express ___ Discover ___ Mastercard ___ VisaCard Number: _____________________________________________________Exp. Date: ____________________________________________Cardholder Name: _____________________________________Cardholder Signature: __________________________________

___ Check made payable to: ALSD or Association of Luxury Suite Directors

Host Hotel information:Hilton Minneapolis1001 Marquette AvenueMinneapolis, MN 554031-888-933-5363

Fax, e-mail or Mail form to:Amanda VerhoffALSD10017 McKelvey Road, Cincinnati, OH 45231E: [email protected]: 513-674-0555 x104 F: 513-674-0577

Reservations: Group Name: ALSD or Association of Luxury Suite Directors Annual Meeting

Group Rate: $155/night

pRiCing: no. of Attendees

november 1, 2011 – december 31, 2012First ALSD Member $700 _____Add’l ALSD Member $650 _____Non-ALSD Member $800 _____

January 1, 2012 – March 16, 2012First ALSD Member $750 _____Add’l ALSD Member $700 _____Non-ALSD Member $850 _____

March 16, 2012 – AlSd ConferenceFirst ALSD Member $800 _____Add’l ALSD Member $750 _____Non-ALSD Member $900 _____

AlSd guest/Spouse program: Extra credentials are $200 each and will grant guest(s) access to all tours and receptions. Kids under the age of 14 are free.

Guest/Spouse $200 _____

Guest Name: _________________________________________________________

Total: $_______

the 22nd AnnualAlSd Conference & tradeshowJune 30 – July 3, 2012 Minneapolis HiltonMinneapolis, Mn

RegiStRAtion FoRM

2012registationa.indd 1 11/15/11 1:33 PM #SEATFall2011 | www.alsd.com | S E A T | 37


TableT Technology: The new FacTor

In recent months, stories of marketers, sponsorship departments, and even players and coaches using the suddenly trendy devices to improve performance and modernize business practices have begun to make the rounds. And not surprisingly, for premium seating sales and service, it all starts in Silicon Valley.By Emily Miller Huddell, SVP of Client Sales & Service, Turnkey Sports

Many of today’s professional sports teams view tablet technology as an asset with organization-wide benefits. To gauge this technology’s potential impact on premium seating, we

turned to Silicon Valley and the San Francisco 49ers. Our aim was simple: to learn more from an organization whose club seat sales and service teams have already adapted to a world in which flat touchscreen devices are the new tools of the trade.

new FaciliTy, new approachFrom a premium standpoint, the 49ers are a prime example of a club leveraging tablet technology to create a superior customer experience and take premium seat marketing to the next level.

Currently on schedule to open a new stadium in Santa Clara in 2015, the Niners are slated to kickoff their initial club seat sales campaign in early 2012. In advance of that campaign, their staff (including a consulting team from Legends Pre-mium Sales) made the decision to allocate a portion of their marketing budget to the development of a customized, interac-tive premium sales tablet application.

For this, they turned to Channel 1 Media Solutions, a digital marketing agency with extensive experience in sports and entertainment.

Evan Karasick, President of Channel 1, was by no means an early adopter of tablet technology. “Initially, I did not believe that tablets were anything more than a gimmick, as a lot of people may have,” he says. However, the simplicity of Apple’s

ubiquitous iPad tablet eventually won him over, and with the 49ers assistance, his group was able to create a program that merges Apple’s hardware and Channel 1’s technology to show-case the new facility’s club seat inventory in a dynamic, visually appealing environment.

The program they’ve developed is sleek and simple to manipulate and contains everything from parking maps and travel time estimates to a “transformation gallery” highlighting key features of the new facility. It also features an interactive calculator that helps potential club seat buyers estimate financ-ing costs and figures in real-time, taking seat location into consideration.

After six weeks of testing the platform with current premium seat holders, the 49ers are thrilled with the results. “It adds a ‘wow’ factor to the presentation,” says Greg Kish, 49ers New Stadium Sales Manager. “Every single person we’ve presented this to has said ‘wow.’ It’s the one word out of everybody’s mouth.”

Kish and his colleagues are confident that that very ‘wow’ factor, combined with the application’s intuitive design, will entice customers and result directly in on-the-spot sales when the club’s outbound marketing campaign begins. “Because of the way the application flows,” he says, “it’s very easy to ‘get to yes’ without missing a beat.”

The 49ers are also pleased with the level of efficiency their new approach brings to the sales process. Since the Channel 1 presentation can be presented on both tablets and traditional computers, it can be accessed from anywhere and distributed digitally. This in turn frees sales reps from having to mail bro-chures to the best leads, enabling them to cast a wider net (at a significantly lower cost). “We’re not naïve enough to think that every season ticket holder is going to be able to come to our preview center, so we wanted to be able to take our exact preview center presentation out on the road,” says Kish. “It’s better than selling on paper, [and] it helps with the budget.”

Additionally, the presentation is easy to self-navigate, less-ening the need to extensively train sales reps and enabling the team’s initial points-of-contact to re-present the presentation to other decision-makers in their group (spouses, colleagues,

we wanted to be able to take our exact preview center presentation out on the road. it’s better than

selling on paper, [and] it helps with the budget. –greg Kish, legends premium Sales

WoW


etc.), either by accessing it online or utilizing a flash drive given to them by a member of the 49ers staff. Says Dustin Vicari, Sales Manager at Legends Premium Sales, this method is “probably the closest you can get” to having a salesperson personally follow up with every single decision-maker involved in approving a single seat purchase.

If a customer is ready to purchase a club seat after seeing the Niners presentation, the application can begin the purchase process on the spot by generating a contract. To execute, the customer simply enters his/her credit card data and electronic signature in the application; then, he or she receives a copy of the executed paperwork via email.

The team readily admits that being in the San Francisco market hasn’t hindered the platform’s appeal. Vicari notes that locals are already accustomed to using tablets to order food in restaurants and make other transactions, conceding that “this market is very different than some of the other markets around the country.” However, both he and Kish think the successful use of tablets in the sports business shouldn’t be limited to just the Silicon Valley. Says Kish, “I think any market, regardless of how tech-savvy the market is, can absolutely utilize and benefit from [this technology].”

oK, buT… will iT worK For Me? Assuming your customers don’t all live in the Bay Area, the following are a few of the biggest universal benefits of tablet technology that hold true no matter what you (or your custom-ers’) degree of technological know-how happens to be.

DeSignThanks to Steve Jobs’ obsession with design, the iPad has something going for it that most other hardware lacks – it’s incredibly intuitive and easy to use (case and point: Kish’s two-year-old daughter can already use his iPad). As all develop-ers and sales teams know, the easier something is to use, the more likely it is to be adopted. As such, this trait is one of the most obvious benefits for teams using iPads and other tablet technology to showcase products: consumers actually enjoy interfacing with the devices’ applications, and, by extension, are more receptive to whatever is being ‘pitched.’

FreShneSS & porTabiliTyAnother significant plus of tablet technology is its ability to be updated and enhanced quickly and easily. Paper collateral

The Wow Factor: Greg Kish explains the response thus far to their tablet presentations: “Every single person we’ve presented this to has said ‘wow.’ It’s the one word out of everybody’s mouth.”

Where Do I Sign?: The 49ers are confident their tablet presentations will result in on-the-spot sales when they begin their outbound club seat sales campaign in early 2012.

More iT DiViSionnewS on alSD.coM :www.alSD.coM/ conTenT/iT-DiViSion


and team- or league-run websites take time to update, but tablet technology can be tweaked at a moment’s notice. This enables teams to continually upgrade and improve their tablet applications, and reduces the likelihood that they’ll get stuck with boxes of obsolete brochures or DVDs when their sales goals change. “We’ve made weekly tweaks to [our] presentation over the past month or so,” confirms Vicari, adding that such changes would take weeks or months in a ‘hard’ format like print.

Additionally, the units are light and portable, which reduces transport and shipping hassles and allows for cleaner on-site presentations. “[Customers] aren’t sitting across from you with a bunch of scattered papers,” says Kish; rather “they’re really interacting with you.”

DaTa collecTion capabiliTyTablets provide their owners many opportunities to collect data easily and painlessly from leads, both overtly and on the back end.

On the customer-facing side, tablets can gather form data and survey responses from leads through fun, interactive pro-grams. This data can then be imported directly into the team’s database, lessening the need for collection of paper ‘enter to win’ slips and other ‘hard’ forms.

From a payment standpoint, small credit card swipe devices (such as the Square Card Reader) can be attached to most tablets as well, allowing teams to actually process transactions on the spot if desired.

On the back end, teams have the ability to collect analytic data indicating how long visitors stay on certain pages, thereby informing themselves with hard data about what content customers find especially compelling.

The “hip” FacTorTablets (especially iPads) are currently perceived as being extremely cool. If you’ve been to an Apple Store recently, you know what we’re talking about. The store’s design is clean and appealing (much like the iPad), and the vibe is undeniably hip – so much so, in fact, that Cosmopolitan magazine actually featured the Apple Store by name in an article detailing the best places to meet Cosmo-approved men.

The takeaway here is simple: cool people use iPads. Do teams’ fans want to be cool? Absolutely, which makes motivat-ing them to interface with iPads (and submit valuable personal data when doing so) an incredibly easy task.

SounDS greaT – where Do i Sign?Umm… not so fast. Though tablets are chock-full of benefits and neat features, here are a few hurdles teams might encoun-ter when evaluating this technology for their organization.

In Vogue: The psychological perception that tablets are fashionable at the moment entices fans to want to fill out team surveys on the devices. In the process, teams are adding valuable customer information to their databases.

Will It Work For Me?: Greg Kish believes tablet presentations will work anywhere: “I think any market, regardless of how tech-savvy the market is, can absolutely utilize and benefit from [this technology].”

More TableT newSon alSD.coM:FulhaM Fc MoniTorScrowD conTrolwireleSSly wiThTableTS


coSTThe majority of teams agree that digital technology will play a significant role in the future of sales. However, the current economy and resulting strain on teams’ budgets can make find-ing the capital to purchase units and develop/commission the creation of custom applications challenging.

Technological burnouTMany sports organizations have recently devoted significant time and resources to implementing costly and complex CRM systems and other programs. The difficulties inherent in these implementation processes have left some team personnel hesitant to adopt additional technology. They’re frustrated and wary of investing in a new system or piece of hardware until it’s been tested and proven in the market.

FlaShA third hurdle, or perhaps more accurately, question mark, specifically concerns iPads and their inability to support Flash technology. Many websites are programmed using Flash. However, Apple products do not accommodate the platform, resulting in headaches for iPad users.

It’s currently unclear how this issue will resolve itself. It’s possible that developers’ increasing use of Flash will push Apple to reconsider their stance on the platform, but the alter-native could also occur (i.e., developers move away from Flash and create using systems supported by Apple). In the mean-time, the current situation may begin to push tablet purchasers to devices other than iPads. However, the extent to which that may occur remains to be seen.

where iS The SporTS inDuSTry heaDeD?The potential for tablet technology is truly limitless, both within the premium seating vertical and beyond.

In the future, expect to see the ease of integrating tablet programs with other systems (CRM, ticketing platforms, etc.) increase significantly. Simpler integration processes will moti-vate teams to link multiple platforms, which will in turn enable real-time communication and transactions across systems.

On the premium seating side, this should allow teams to customize their applications to show inventory available in real-time and sell specific seat locations and suites on the spot. “Eventually, you have to believe that this industry can get live inventory on the iPad,” says Vicari, adding that such a system would be vastly preferable to “calling back to the office and saying ‘hey, are the seats that I saw before I left still available? If they are, grab them’.”

“We want this to be the be-all, end-all piece,” confirms Kish. “We have a lot of systems in play here, and we hope that at one point, they can all be able to talk to each other.”

In addition, look for tablet programs to offer an increased array of interactive, customer-facing features. For example, the 49ers application currently includes the aforementioned calculator that lets potential premium seat buyers compare financing and payment options based on seat location. Future functionality along these lines could include an application that helps customers estimate and tally other costs (parking, concessions, etc.), real-time weather projections for upcom-ing game days, the ability to create and view a custom-built nameplate on the seat(s)/suite being considered, or actual game footage from the point of view of a team’s available inventory.

Teams may also consider offering customers access to a portal within a tablet application, through which they could communicate with current season ticket holders in real-time or access an e-commerce page where they could add merchandise purchases to their seat order. Another possibility may be to present leads with a list of sponsor offers custom-generated to match a potential buyer’s profile.

To infinity… and beyond! #

Is your team considering an investment in tablet technology?Write to Emily at [email protected].

This method is “probably the closest you can get” to having a salesperson personally follow up with every single decision-maker involved in approving a single seat purchase.

– Dustin Vicari, legends premium Sales

coMing up neXT:a new era coMeSTo iTaly’S Serie a


The economy may be on its knees, the country’s Presi-dent in the headlines for all the wrong reasons, and the cost of living rising exponentially; but Italians will always seek solace in two great constants in their

lives – food and football. Italian food is always good. Italian football is always enter-

taining, but as Italians themselves have demonstrated, only if you watch it at home. For a nation so obsessed with its soccer, it’s depressing to think that actual match attendance is one of the lowest in Europe.

Including the top clubs, attendance levels in Italy’s top-flight Serie A average below 25,000 spectators – or 59% of stadium capacity. It’s simply safer, cleaner and less hassle to avoid the stadiums and instead watch TV, where every game is broadcast.

The problem? The average age of stadiums playing host to the country’s top league was over 65 years. Most of the structures date back to pre-WWII, and many incorporate

running tracks and the signature “D” curva so beloved by Mus-solini. While they have some architectural merit, these aging structures – typically owned by the local municipality or comune – are unloved and underutilized.

With the global banking market squeezing Italy’s public fi-nances, there are little funds to enhance, modernize or improve. Indeed, among the city mayors, there is little appetite to spend taxpayer’s money on facilities which themselves are seen as hotbeds of youth hooliganism and antisocial behavior.

Italian clubs have been in a Catch-22 descent for decades: They don’t improve their stadium facilities because the fans don’t come. And the fans don’t come because they don’t im-prove their stadium facilities.

opening The DoorChallenging this depressing status quo, Juventus FC – Italy’s oldest and most decorated club – opened the doors of its new

By opening the doors to a new stadium, Juventus FC may be opening the doors to a new era for Italy’s Serie A. Learn why Juventus Stadium is lo stadio che cambia il calico – “the stadium that is changing football.”

By Ian Nuttall, Xperiology

a new hoMe For FooTball’S “olD laDy”

Lo stadio che cambia il calico: The first grounds built and owned

by a Serie A club, Juventus Stadium truly is “the stadium that is chang-

ing football” in Italy.

Forza Juve!: Due in large part to naming rights and 3,700 premium ticket holders with access to new hospitality areas such as Club Giampiero Boniperti, match day revenues are expected to increase by €22m in the new Juventus Stadium.


Style and Substance: Juventus Stadium as described by one local: “It may not be the biggest stadium. And it may not be the most expensive stadium. But it is certainly the most stylish.”

“compared with the former alpi home, it all adds up to an estimated 86% increase in general admission revenues, a 182% increase in overall match day revenues and a whopping 272% increase in premium seat revenues. “


home in Turin this past summer. Built on the site of the former Stadio delle Alpi, the

curvaceous, metallic exterior of the new Juventus Stadium pays tribute to the tenacity of a club determined to lead where others will follow. The bianconeri’s new home draws inspiration from the soccer-specific stadiums of the UK and Germany, importing lessons in premium seating, catering, hospitality and additional non-match day revenues.

There’s a simple mantra driving the stadium concept: Improve the customer experience, and you will improve the customer’s behavior. Lo stadio che cambia il calcio is the tagline of the new stadium – literally “the stadium that is changing football.” And the ‘old lady’s’ new home is certainly living up to its marketing moniker.

ouT wiTh The olDThe contrast with the club’s previous home could not be greater. Built for the 1990 FIFA World Cup, the Stadio delle Alpi was rented from the city of Turin. Incorporating a running track – which was never used for a major event – the stadium’s 67,000+ capacity was criticized for its terrible sightlines and lack of atmosphere. Home game attendance averaged less than 30,000 most seasons. In one Coppa Italia home match against Sampdoria in the 2001-02 season, only 237 spectators showed up.

The idea of a new stadium was initiated by the club’s board in 1994, but it was nearly a decade of disputes and acrimony before the club – armed with a plan to demolish it and build a new home – purchased the stadium site from the city in 2003 for €25m.

high DeSignConstruction on the €120m project began in early 2009. Respected architects Gino Zavanella and Hernando Suarez collaborated on the design. Given the club’s historic connection with the Agnelli family dynasty (the founders of Fiat and Ita-ly’s most famous industrialists), it is fitting that the renowned automotive design houses of Pininfarina and Giugiaro were also used to add some “bling” to the interiors and exteriors.

The stadium is sunk into the site of the former Olympic-sized stadium ring – a disc within a disc – and two giant masts, reaching 85m into the sky, replicate the Alpine backdrop, hold up the roof and provide the stadium’s signature silhouette.

A fundamental element of the project financing is a 12-year deal with Sportfive Italia (a division of France’s Lagardère media group) for the stadium’s naming rights plus a block of premium seat areas. The total value of the deal is estimated at €75m, with more than half of the money arriving prior to the stadium opening. The club effectively monetized its stadium naming rights, but Sportfive has been unable to secure a deal, so the stadium remains – for now at least – simply Juventus Stadium.

A leading Italian retailer paid a further €20.5m to the project finance coffers to build a retail mall on land the club owned next to the stadium. Indeed, the land parcel that the club purchased from the city in 2003 extends over 350,000m2, with building rights on 200,000m2 – so there’s plenty of future development potential.

preMiuM oFFerSeveral key stadium features distinguish it from the old Alpi: Intimacy (with the front row just 7.5m from the sidelines) and premium customer services (the first stadium in Italy to target this key revenue stream).

With a total capacity of 41,000 spectators, the all-seater

JuVenTuS STaDiuMlocation: Turin, Italy

owner/operator: Juventus FC

capacity: 41,000

cost: €122m (including construction of €85m, land purchase of €25m andfit out of €12m)

Key Features: No running track, intense “soccer-specific” stadium with 3,700 premium seats, high-end restaurants, shops and retail outlets – plus 4,000 on-site parking places (a rarity in crowded European cities)

Source: Juventus FC

JuVenTuS preMiuM club Spaces:• Four Suites of 12-16 seats each (lower level)• 62 Skyboxes of 10 seats each (lower and upper level)•Club Gianni e Umberto Agnelli with 312 seats (lower level)• Tribuna 100 with 360 seats (lower level)•Club Giampiero Boniperti with 672 seats (lower level)•Club Omar Sivori with 1,603 spaces (upper level)

Services:• Tickets to every home game• Best seats on centre-line, lower bowl•Hospitality catering with Piedmont cuisine and stylish restaurants, bars and

lounges.•Cinema seating (many with built-in video screens)• Reserved packing and VIP ingress•Dedicated account manager

prices*:• Skyboxes: €75,000 per annum for group of 10 (additional costs include

themed interior, dedicated waiter, non-match day use catering)•Club Gianni e Umberto Agnelli: €10,000 per person per season

(includes seats with personal video screen)• Tribuna 100: €6,500 per season •Club Giampiero Boniperti: €4,000 per season•Club Omar Sivori: €2,500 per season

*All packages exclude parking

Source: Juventus FC

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design incorporates a total of 37,000m2 of hospitality and catering areas. This includes 62 suites, 24 bars and restaurants serving the general admission sections and the 3,700 premium ticket holders. There’s a further 8,000m2 of commercial activi-ties, including a club store and museum (currently under devel-opment) and more than 4,000m2 of car parking for premium ticket holders.

Compared with the former Alpi home, it all adds up to an estimated 86% increase in general admission revenues, a 182% increase in overall match day revenues and a whopping 272% increase in premium seat revenues. The club conservatively estimates that total match day revenues will increase by €22m in the new stadium, with naming rights and premium seats delivering almost half of the increase.

opening nighTThe 8th of September 2011 will be a landmark date for Italy’s much needed stadium renaissance – the opening of the first new stadium in Serie A in over 60 years.

The grand occasion – televised nationally – cost a reported €2.8m and was orchestrated by Milan-based K-Events (the firm that has also choreographed new stadium openings in Ukraine for Donbass Arena and Turin’s 2006 Winter Olympic ceremonies). Guests were treated to a parade of the club’s legends, giant trophies, music and theatre – plus an emotional tribute to the 39 Juve fans who died in the Heysel Stadium tragedy in 1985.

The club also recognized its nostalgic links to England with its opening exhibition match in its new home. Also known as the zebras, the club’s famous black and white striped kits date back to 1903 when an Englishman came to the aid of the fledgling Italian side with replacement kits from his home-town of Nottingham. Since then, the club has played in the same bianconeri kit. And so it was England’s third-tier Notts County FC that made the trip over the Alps to score a credible 1-1 draw against one of the world’s greatest clubs. Since then, Juventus hasn’t lost a game at its new home, while notching up a surprise victory against last season’s champions, AC Milan.

hoMe aDVanTageMuch is written about the “new stadium effect,” but Juventus is already proving any skeptics wrong. After just three games – all sell outs – club merchandise sales exceeded total sales for the entire previous season. And after six games, the club sits unbeaten at the top of Serie A.

The improved performance on the field and on the balance sheet will be a relief to the club’s owners. In October, the club’s board revealed its largest ever losses – a debt of more than €95m. Club president Andrea Agnelli described the accounts as “intolerable” but said the situation was due to the €122m

investment in the new stadium. However, the club is also paying for their failure to reach the Champions League – the highest-earning football competition in the world – in the last two seasons, finishing seventh twice in a row. If it can maintain its winning streak and home ground advantage, the club will be back in the big money league next season.

SubSTance behinD The STyleJuventus FC was the first and currently the only club in Italy’s top flight to own its own stadium. But it won’t be the last. The owners and investors of Italian football clubs are well aware of how far behind their match day revenues have fallen in com-parison with Europe’s other key football markets. For example, on average, clubs in England’s Premier League will generate match day revenues of more than €33m each in a season. Italy’s top league will generate less than a third by comparison – and that includes the big guns of Roma, Lazio, Inter and Milan.

One local described new Juventus Stadium as follows: “It may not be the biggest stadium. And it may not be the most expensive stadium. But it is certainly the most stylish.”

Juventus FC has already proved that there is more than sub-stance behind such style. And in its astonishing opening season start, the club may have unlocked the door for other Italian clubs to build and own their own homes. Forza Juve! #

About the author: The founder of Stadia magazine, Ian Nuttall owns Xperiology, the specialist development and advisory firm for the entertainment venue sector. Based in London and Italy, he can be reached at [email protected].

TheStadiumBusiness Summit & Awards 2012 will take place in Turin from 14-16 May 2012. Full details at www.stadiumbusinesssummit.com.

Alongside TheStadiumBusiness Summit’s programming next May in Turin, the ALSD will host its first European meeting as part of a newly-formed partnership with the summit. This one-day event will incorporate the best premium seating and hospitality practices from across the global sports industry with the key individuals involved with those trends. Stay tuned in the coming months for more information on becoming a part of the ALSD’s international community.

coMing up neXT:The SacraMenTo KingS SaleS MelTing poT

Welcome Home: September 8, 2011 marked the opening of the first new stadium in Serie A in over 60 years.


THE EmERGENCE OF The SaleS MelTing poT

How the trend towards combining suite and sponsorship inventory works for the Sacramento Kings… and it can work for you too.

By Amanda Verhoff, Executive Director, ALSD

aLSD members often ask what the benefits and drawbacks are of combining departments, such as suites with sponsorships. More specifically, teams want to know if they should even consider the idea

in the first place. Enter ALSD Member Paul Epstein, newly the Director of Ticket Sales and Premium Seating for the Sacramento Kings, who provides not only rationale, but more importantly specifics on, structure of and sales strategies for the development of a combined department.

neeDS analySiS approach Prior to joining the Kings, Epstein was Director of Corporate Business Development at the New Orleans Hornets, where a launch of a premium ticket sales team focused on B2B sales, utilizing a “full menu needs analysis approach.” Epstein ex-plains that core products sold included floor seating, club seat-ing and suites, “but the unique characteristic of this department was that it reported into Sponsorship.” The rationale behind this structure lied in the synergies between both premium seat-ing and sponsorship in how to approach a certain size business.

The Hornets analyzed skill sets of sales reps, tools needed to sell, resources to support the sales efforts and customer needs, and, ultimately, felt there was a greater blend in high-end premium ticketing with the sponsorship department. An ad-ditional benefit was that the department allowed sales reps to further consult clients’ goals and objectives through opening up the portfolio of hospitality and marketing products. What ensued was a needs analysis approach that led to what the Hornets sold the client.

Epstein further explains that constructing a B2B depart-ment with access to tickets and sponsorship results in: 1) reps

presenting an array of ticketing and sponsorship options to clients; 2) clients utilizing the products in different ways which drives a wider range of business benefits to them; and 3) clients pulling from different budgets for the purchase of the different products. To the third point, pulling from different budgets led to a greater spend on products while achieving a greater return and value to the customer. Epstein states, “The end result was a partnership where we served our clients’ needs, maximized revenues for the organization and put ourselves in a position to never leave money on the table.”

DeVelopMenT oF The DeparTMenTEpstein’s team created this department by first analyzing the organization’s B2B database which segmented on size and scope, sales revenues and employee size. Trends emerged, and three tiers of B2B leads were created: 1) National/Regional, 2) Large Local and 3) Medium/Small Local. It was then de-termined that Sponsorships would call on National/Regional; Corporate Business Development would call on Large Local; and New Business Development would call on Medium/Small Local.

Next, the organization decided where the greatest syner-gies existed. Ultimately, the Hornets decided to approach large local companies like national companies due to the similarities in sales approach, resources and clear cross-selling opportuni-ties. “When looking at our largest partners with the biggest investment, [we realized] some were only utilizing us for tickets or sponsorship,” says Epstein. “We saw an opportunity to get creative and customize packages that diversified usage on both hospitality and marketing which, in turn, delivered long-term value, ROI and a healthier partnership.”

This approach helped fill a gap in revenue streams. Once the Hornets analyzed inventory, sales results and clients who typically attended B2B events, an opportunity presented itself to grow revenue with large local businesses. To execute the new philosophy, the organization needed a specialist B2B staff to sell a menu of premium products; accordingly, a new depart-ment was developed.

While a specialist staff is critical to sell high-dollar products, it also exposes the staff to growth opportunities, including acquiring knowledge of sponsorships and other areas of the business not traditionally encompassed in a ticket sales role, resulting in a win-win for the organization and its employees.

“The critical piece is to develop a relationship and conduct an organic needs analysis… you cannot go in with a specific product in mind. you provide what’s best for [the client’s] objectives which will result in greater usage, value, satisfaction and, subsequently, retention.”

– paul epstein, Sacramento Kings


Epstein elaborates, “Long term, it’s a ‘buy-in’ to a sales culture, a great tool for talent acquisition, development, evaluation and retention.”

The philoSophy in place in SacraMenTo Now in Sacramento, Epstein is part of a similar operation with the Kings as he was with the Hornets. Two-thirds of Kings suite sales include some level of sponsorship. Epstein says this “organic” outcome results from a core principle of identifying clients’ goals, objectives and challenges, and finding solutions in all three areas. The Kings goal is flexibility and customiza-tion, tailoring packages that make sense for both parties. The products, premium seating and sponsorship, naturally blend together as both staff and client are educated on the diversity of the premium inventory portfolio which, ultimately, produces a cross-selling opportunity with greater ROO and ROI.

“Larger companies have greater needs, more clients and employees, and a greater message to promote, so, naturally, there is greater value and usage available to our partnership and hospitality assets,” continues Epstein. “With usage being greater, it is more lucrative on both ends.”

One-half of Epstein’s clients started with a suite, the other half with a sponsorship. “The critical piece is to develop a relationship and conduct an organic needs analysis,” Epstein attests. “You can call businesses with a targeted approach in propensity to buy, but you cannot go in with a specific product in mind. You provide what’s best for their objectives which will result in greater usage, value, satisfaction and, subsequently, retention.”

The oTher DoTTeD lineThe Kings departmental structure is different than most orga-nizations. The organization’s leadership supports all cross-pro-motion initiatives, and its entire staff is trained with all product information, pricing, inventory, benefits and leverage points to navigate through transactions. “The beauty of our system is that

we encourage a cross-selling opportunity to be actively pursued, so we can have all relevant information at our fingertips at any given time,” Epstein says. “This [system] also encourages team camaraderie and a B2B tone to be set in the organization.”

The Kings realize premium buyers have unique business and experiential objectives. For example, those purchasing suites want extensions of their offices to conduct meetings and build relationships; whereas “Kings Row” courtside clients want to mix business with personal, “fan” experiences. Consequently, suites fall under Sponsorship due to the crossover in client-type, while courtside seating falls under Premium Sales. The Kings pride themselves on “our ability to be transparent and collaborate across all B2B products regardless of reporting structure,” says Epstein. “We ensure there is a synergy between suite and premium planning, and an overall philosophy and approach toward engaging in a partnership.”

Two organizaTionS, one core philoSophy While the reporting lines at the Hornets and Kings are drawn differently, the core foundation of both corporate selling phi-losophies is predicated on the needs analysis approach to serve the goals and objectives of the customer. Epstein explains that in both New Orleans and Sacramento, “We would not initiate a partnership until we felt we could deliver long term ROI and ROO.”

Both organizations are passionate about maximizing their number one resource – their people. In both organizations, those people are armed with knowledge on suites, sponsorships and all premium inventories, essentially, encouraging cross-selling of all products and allowing staffers to leave no stone unturned when presenting a portfolio of options to clients. #

Is your organization thinking of combining departments into one melting pot?Write to Amanda at [email protected], and connect with her on LinkedIn at www.linkedin.com/in/amandakuntzverhoff.

Finger on the Pulse: Paul Epstein explains the Kings philosophy on suite sales: “The beauty of our system is that we encourage a cross-selling opportunity to be actively pursued, so we can have all relevant information at our fingertips at any given time.”

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Top SecreT AN INSIDER’S PERSPECTIVE OF

preMiuM SeaTing uSage by ForTune 100 coMpanieS

Many of the top U.S. companies use premium seating as a business tool, but WHY? Go inside the decision making minds of these top premium seating purchasers

to better understand their wants and needs.

This article sets out to achieve three goals: 1) To learn why Fortune 100 companies purchase premium seating, 2) to gain an understanding of how Fortune 100 companies manage premium seating inventory

and 3) to explore the current status of evaluation of premium seating investments by Fortune 100 companies. This research marks one of the first times businesses, leagues, teams and venues have all had access to this insider information from the largest U.S. corporations. By understanding how large companies leverage premium seating usage, teams and venues can adapt their strategies and techniques, ensuring they are meeting the needs of their clients and marketing partners.

This information could not have been collected without the help of 15 Fortune 100 company insiders who, in confidence, participated in phone interviews during the spring 2011. The following information contains highlights and insights gath-ered from the interviews.

Top SecreT QueSTion no. 1: Why do companies invest in premium seating, i.e. what are your primary objectives? Primary objectives include:

1. Driving business growth and adding new business2. Retaining and providing hospitality to current clients

to nurture an established relationship3. Establishing relationships with teams and properties4. Accessing premium space for business entertainment5. Developing client loyalty6. Cultivating exclusivity and the perception of what

clients think of their business7. Expanding loyalty and broadening relationships with

face-to-face interaction8. Activating sport sponsorships and brand exposure9. Allowing customers access to better seats than they

could get on their own10. Strengthening brand awareness within the community

11. Supporting business-to-business connections12. Doing it because competitors are 13. Including luxury seats in a deal to allow clients to

utilize those tickets for their own business use14. Recognizing employees15. Utilizing for personal use as a tax write-off

Top SecreT QueSTion no. 2: Do companies use premium seating inventory as an em-ployee incentive? For the most part, companies are discouraged and hesitant due to IRS regulations requiring reporting of gifts over $25. Several compliance departments prevent this practice, and they have policies that dictate that this resource is used for business first. Several companies offer employees tickets at the last minute, but these practices are not used as an incentive. Occasionally, after the second year of suite ownership, tickets might become available to human resource departments as incentives. In some cases, providing tickets to employees can appear as an employee incentive, when in actuality, the primary function is to aid in the sales process.

Top SecreT QueSTion no. 3: Does your company use return on investment (ROI) when evaluating the value of your premium seating? As one might expect, this question receives mixed reactions. The answers include a range of responses, including isolating the impact on sales, evaluating the customers that are enter-tained and the frequency of visits, and reviewing the income spent. In some instances, companies track data to show the impact to business, but this evaluation still only provides one data point. An area of agreement among the participants is that there is not an exact science to determine ROI on premium seating; however, each company should find what works best for their senior management.

Authors and Researchers: Dr. Peter Titlebaum, Associate Professor, University of Dayton, Research Director, ALSD; Dr. Heather Lawrence, Associate Professor, Ohio University; Dr. Christopher Moberg, Associate Professor, Ohio University; Ms. Christina Ramos, Professional Master of Sports Administration Student, Ohio University


Top SecreT QueSTion no. 4: How important is activation (reinvestment) relative to premium seating? Most of the insiders feel money and time are being wasted without activation. The goal is to exceed a standard experience and provide a premium experience that attendees will remem-ber for years to come. Premium seating is an important tool to distinguish a business deal from other options a client may have, so company employees need to use premium seating as a tool to do their jobs more effectively.

Top SecreT QueSTion no. 5: What have been the best activation examples involving premium seating within your company? Activation can be as simple as staging events or meetings for clients and prospects because the suite environment impacts them more than being in a conference room. Further, it becomes a great touch point to use a player or coach because these appearances make those in the suite feel special. Provid-ing key clients with tickets to entertain their own clients also goes a long way. Another form of activation is to offer prizes in the suite during the game as an added value to those in attendance.

Top SecreT QueSTion no. 6: As a leader in luxury suite ownership in multiple facilities, what tool/method do you use to manage your ticket inven-tory? The majority of insiders are using tracking software to monitor attendance, employee usage, and unused, used and charitable tickets. The most referenced software programs are Spotlight, Ovations and TicketOS. The biggest reason for using ticketing software is for ease of auditing. There are still some companies that use spreadsheets and a listing of available games to dis-tribute on a first-come, first-served basis. Others indicate they set up a matrix and identify the tickets for each game, splitting them between divisions of the company.

Top SecreT QueSTion no. 7: Some companies are donating tickets to charity. If your com-pany has done this, how do you track the value of the tickets? While this practice does happen, the tickets are commonly for less desirable games (i.e. afternoon games in the middle of the week or at the end of the season when the team is out of playoff contention). There are differing procedures amongst the participants; some track them and some do not. Some examples of responses include:

1. The tickets are not tracked unless they are going to go unused

2. The cost is tracked at either the retail price or the cost of standing room only

3. The 5031C number is entered in the database and the tickets are released to the charity

4. The value is based on the overall value of the partner-ship, not the individual value of a ticket

5. Goodwill cannot be measured; it is a great gesture when the tickets would otherwise go unused

Top SecreT QueSTion no. 8: How has being linked to premium seating and corporate sponsorship in sports changed in light of today’s economic challenges? The biggest change is being forced to be more practical and accountable. Since the senior executives are more accountable, others in the company have to show value in what they are doing. Overall, premium seating inventory has been decreased due to pressures related to spending and low usage rates. One concern from the insiders is that prices have increased. Some noted that if they buy a half-season, tickets to playoff games are not included which is what many clients prefer. Others have moved from professional sports to other environments such as college sports to achieve the same objectives.

Also reported is the greater difficulty to fill a suite than three years ago. It is more challenging to find clients willing to at-tend; either they are not willing, or internal rules and company policies have changed, making it difficult for them to attend. Today, more than ever before, attention is being placed on clients who have the biggest impact on the bottom line.

Top SecreT QueSTion no. 9: What do you think the person/company with one suite can learn from Fortune 100 companies that own multiple suites? It is critical that the person/company that has the suite estab-lish objectives before buying and have a tracking mechanism to ensure tickets are being utilized for the intended purpose(s). Tickets should not be given to people who are not influencers in the decision-making process of buying the person’s/com-pany’s products/services. Tickets should be annually rotated, allowing one to hit different targets. The most important thing to keep in mind is that an investment in premium seating is about creating a unique experience and not always about the game or matchup. Leveraging the connection to the team is the critical element.

The bottom line is that suite holders are going to require more unique experiences and are seeking help to better activate their inventory and support their ticket use. Additionally, Fortune 100 companies are looking for stronger partnerships between the company and the venue/team, resulting in maxi-mization of this investment. #

Are you a team, venue or company interested in participating in future research in the areas of luxury suite ownership, sales and/or marketing?Contact Dr. Peter Titlebaum at [email protected] or at 937-229-4222.

coMing up neXT:The 2012 alSDbuyerS guiDe

More reSearchon alSD.coM:www.alSD.coM/ reSearch


Amenities And PromotionAl Products

AlAmAr Uniforms3105 Leavenworth StreetOmaha NE 68105P 402-341-8790Contact Name: Steve [email protected] Uniforms was established in 1987 as a pre-mier provider of uniforms. Our uniform programs will enhance your venue's image and build upon your brand. From front to back of house, we can fit your needs. Contact us for a free catalog to start your uniform program.

BDA 15525 Woodenville-Redmond Rd. NE Woodenville WA 98042 P 425-492-2562 Contact Name: Kerrie [email protected] We take the world's biggest brands into stadiums, family rooms, doctors' offices and centers of com-merce. Via the medium of merchandise, we let con-sumers see, touch, feel and own our clients’ brands in a way no other marketing permits. We stimulate an emotional and engaging exchange between people and a compelling real-world experience.

Boelter H22 W23685 Ridgeview Parkway WestWaukesha WI 53188P 877-233-7287Contact Name: Tom [email protected] Boelter Companies has been in existence since 1929 when its founder, Fred W. Boelter, began selling bar and janitorial supplies to taverns and rooming houses in Milwaukee. Today the scope of the Boelter business includes not only foodservice and janitorial supplies, but contract commercial and institutional foodservice equipment and food facility design with seven offices throughout the United States.

BonitAs internAtionAl12383 Kinsman RoadNewbury OH 44065P 888-726-6533Contact Name: Chris Concillacconcilla@bonitasinternational.comwww.bonitasinternational.comIn our world, nothing is boring. BooJee Beads takes 21st-century workplace tools and amps up their de-sign for ultimate style and use-value. We transform dull shoelace-style lanyards and workplace gadgets into striking fashion accessories that are decadently affordable. Our mission is to help you take back your image and go from “standard issue” to one-of-a-kind workplace standout.

Welcome to the ALSD Buyers Guide 2012, still the world’s one and only buyers guide listing for the premium seat marketplace. We consider this a valuable member benefit, a one-stop shopping resource that differentiates between those companies who offer

premium seat-specific products and services, and those who simply claim to have those abilities.Our listings span all the needs of premium seat and technology profressionals from furniture to chafing dishes to feasibility studies to CRM solutions to everything else in between.

Listings are separated by category and alphabetically. Categories are:

Amenities and Promotional Products Page 50

Food and Beverage Page 54

Furniture, Fixtures and equipment Page 57

information technology Page 64

Professional services Page 74

Disclaimer: The Association of Luxury Suite Directors understands and recognizes that there are hundreds of organi-zations that meet the criteria for this Buyers Guide. We make every effort to contact as many qualified vendors as we can to ask for their company information. These companies include current vendor members, attendees, exhibitors and sponsors from past ALSD Conference and Tradeshows. Those who responded to us are listed in the following pages. Businesses that you may have worked with in the past may not be listed for one of two reasons: they did not respond to our survey or are no longer in the premium market.

Please note: There are no double listings/cross references.

Buyers Guide

2012

Alsd Buyers Guide 2012


BoUnDless network4640 E. Elwood Street, #21 Phoenix AZ 85040 P 480-751-3880Contact Name: Theresa [email protected] www.boundlessnetwork.com Boundless Network is an experienced promotional merchandising and marketing services company that provides creative branded merchandise and custom premiums to our clients. Our expertise in creative development, sourcing, fulfillment and distribution provides many advantages to using multiple suppliers.

Brown & Bigelow345 Plato Boulevard EastSt. Paul MN 55107P 800-628-1755Contact Name: Cindy Jorgensoncindyj@brownandbigelow.comwww.brownandbigelow.comWhether your objective is to launch a new product, increase trade show traffic, build customer loyalty, reinforce your brand, train your sales force or im-prove employee performance, we have the product knowledge and industry expertise to achieve your goal. Put our proven ideas to work!

CAmBriDge leAther1231 American Parkway Richardson TX 75081 P 972-852-1234 Contact Name: Tim [email protected] Cambridge Leather was founded with the objective to provide high quality leather goods and finished writing instruments without compromise. The company's products are handcrafted from select materials with meticulous attention to detail. The commitment to our quality is second only to our commitment to our customers.

CorporAte presenCe134 N Lasalle St, Suite 525Chicago IL 60602P 312-220-0202Contact Name: Jackie [email protected] are the recognized global market leader in Lucite commemoratives. We'll work with you to design and produce a memento that features supe-rior workmanship and creativity. Our quality and craftsmanship are unparalleled. And our mementos can be crafted to suit any occasion. Don't lose sight of your achievements.

DwA Uniforms, inC.802 Canonie, Suite B Porter IN 46304 P 800-343-0003 Contact Name: Michael [email protected]

www.dwauniforms.com At DWA Uniforms, for over two decades we've been at the forefront of the uniform industry, and now it's more apparent than ever. Our exciting uniform catalog and state-of-the-art web site at dwauniforms.com are packed with hard working uniforms. And they all come with DWA extras like same day shipping and the most personalized service in the industry. There's never any risk when you buy the DWA way. Because with our lowest price guarantee, you'll get a quality product at the best price.

e groUp, inC.11790 Sunrise Valley DriveReston VA 20171P 703-674-5434Contact Name: Rob Madelmayerrmadelmayer@egrouprecognition.comwww.egrouprecognition.comThe E Group is the provider of choice for profes-sional sports teams and corporate sponsors. For nearly three decades, we have provided custom commemoratives, stunning awards and unique gifts for the most discerning audiences.

From one-of-a-kind awards like the one honor-ing Jim Thome for his 600th career home run to custom crystal commemoratives for the Wash-ington Nationals’ season ticket holders, E Group’s talented design team can work with any media and any budget to create truly unique awards, gifts and packaging.

fineAwArDs.Com250 N. Dixie Hwy, #10 Hollywood FL 33020 P 954-843-0850 Contact Name: Seth [email protected] FineAwards.com manufactures high-end, personal-ized awards and gifts for your season ticket holders, suite-level patrons and sponsors. Notable awards include: Hank Aaron Awards, FedEx NFL Player of the Year, World Golf Hall of Fame Induction Awards and NASCAR's Sprint All-Star Champi-onship Award.

frAmeworth1198 Caledonia RdToronto ON M6A 2W5CanadaP 416-781-1115Contact Name: Donna [email protected]'s extensive product lines cover all major sports including the NHL, NFL, MLB, PGA, CFL, the Canadian Hockey Association and the Hockey Hall of Fame. We have also created premium programs for some of the world's top companies including McDonald's, Ford, Coca-Cola and Budweiser.

At Frameworth, authenticity is the key to our success. Unlike other companies, we actu-

ally produce most of what we sell, which allows us to guarantee the quality of every piece we sell. Certificates of authenticity and a hologram seal demonstrate the integrity and quality we deliver to each and every customer.

fresh towel, inC.3313 W. Stokley St. Philadelphia PA 19140 P 215-226-1199 Contact Name: David [email protected] Fresh Towel, Inc. manufactures custom-printed, premium quality individually wrapped wet wipes for cleaning and refreshing your customers’ hands and face. We’ll put your logo on the packaging for these wipes and can even co-brand the packaging with the logo of another vendor of your choosing, allowing it to potentially be a profitable item for your team rather than a cost. You’ll gain advertis-ing value while pampering your customers with a luxurious, refreshing wet wipe, all for less than a dime total cost per wipe. Fresh Towel, Inc. also manufactures high quality, low cost foodservice wipers and linen-style disposable guest towels and napkins.

greAt AmeriCAn proDUCts1661 South Seguin AvenueNew Braunfels TX 78130P 830-643-8024Contact Name: Kevin [email protected] are the premier drinkware licensee for all leagues. Offerings include glass mugs, pilsners, pints, candy jars, pitchers, stainless mugs, water bottles, flasks, tumblers and ceramic coffee mugs, all featuring 3-D full-color emblems. All items are of a high perceived value and appropriate gifts for season ticket holders, donors and for use in suites. We have been a PPAI company for over thirty years and can do any kind of custom emblem you may need. We also do commemorative and championship products for every league, true usable collectibles.

gse inCentives1845 Woodall Rodgers Freeway, Suite 1250 Dallas TX 75201 P 214-237-6936 Contact Name: Arthur [email protected]/pacificnorthernwww.barringtongifts.com/gseincentives GSE Incentives, a Dallas-based promotional marketing and merchandise company, offers high quality, one-of-a-kind gifts to teams and corporate sponsors. We offer unique, innovative, custom-ized gifts, travel accessories, desk accessories, ticket holders and ticket boxes that create a lasting impression.

We offer a variety of gift selections for special events including:


Alsd Buyers Guide 2012•Suite Gifts •Customer Gifts •Sponsor Gifts •Hospitality Gifts •Holiday Gifts

hDs mArketing1140 E. Washington St. Phoenix AZ 85034 P 602-635-6387 Contact Name: Scott [email protected] Have you ever attended a sporting event and wondered where that unique game day giveaway that you received came from? HDS Marketing, formerly known as Team Shop Premiums, special-izes in exciting fans with innovative merchandise to the world of sports and the promotional products industry. In addition to providing our clients with creative game day giveaways, our experienced staff also prides itself on providing directly imported merchandise, top-of-the-line suite holder gifts and innovative print graphics to help elevate your brand. HDS Marketing is headquartered in Pitts-burgh and has offices in Phoenix, Kansas City, Utah and Guangzhou, China.

iDegy3990 Business Park DriveColumbus OH 43204P [email protected]’s not enough to put your logo on a mug or T-shirt and hope something happens. You need to get a reaction. That’s why you need idegy. We are a boutique agency dedicated to your success. We do more than deliver your promotions on time, on tar-get and on budget. We produce a fresh promotional perspective designed to help you reach your goals. Better ideas. Better strategy. idegy.

innovAtive mArketing ConsUltAnts4284 Shoreline Dr. Spring Park MN 55384 P 952-512-7759 Contact Name: Adam [email protected] Innovative Marketing Consultants (IMC) was founded in 1991. We are sports, beverage and event specialists who develop unique gate, ticket holder and suite give-aways and special event, theme night and kids club promotions. Our client base includes top professional and collegiate teams, stadiums, arenas and concessionaires. IMC has over a decade of experience in overseas sourcing and development – saving our clients up to 40% or more with direct import programs. For shorter term projects, IMC offers a variety of quick-turn products to leverage playoff or other hot market opportunities.

JArDen teAm sports510 Maryville University Dr, Suite 110 St. Louis MO 63141 P 314-819-2935 Contact Name: Sean [email protected] Rawlings and The Licensed Products Company are leaders in sports and entertainment licensed souve-nirs and sporting goods. We specialize in a range of authentic and collectible items that can be custom-ized to suit your needs. This includes innovative and custom-made products, and a product development team dedicated to developing and designing new products at no charge.

mCArthUr towel AnD sports, llC700 Moore St. Baraboo WI 53913 P 608-356-8922 Contact Name: Philip [email protected] McArthur Towel and Sports, in business since 1885, offers a full line of promotional and retail terry and golf products with the ability to produce custom runs to meet every need. McArthur uses an exclusive T-Print process producing highest quality printing on cotton and polyester. McArthur holds licenses with NFL, MLB, NHL, NBA, CLC, NASCAR, Race Teams and more.

merCUry lUggAge AnD sewArD4843 Victor St. Jacksonville FL 32207 P 904-733-9595 Contact Name: John [email protected] Mercury Luggage/Seward Trunk, in business since 1876, is the largest supplier of embroidered bags to the U.S. Military in the world and the largest manufacturer of trunks and footlockers in the world. We are the licensee for the PGA Tour and do bags for the NFL, colleges and universities, corporate gift giving, suite holder gifts, etc.

mingle eAsy pArty plAtes960 Camelia Dr. Henderson NV 89011 P 702-467-7060 Contact Name: Julie [email protected] Mingle Easy is a dishwasher safe, reusable plastic plate that holds food and drink in one hand, free-ing up your other hand to eat, drink, shake hands, high-five, hug people, use your cell phone, open doors and pass out business cards.

Complete with a unique “universal drink holder,” which will accommodate a stemmed glass, flat bot-tom glass, 12oz can, water bottle or the ubiquitous plastic cups. Durable and lightweight, our plates come in six colors – Red, White, Navy Blue, Black,

Yellow and Green, and they can be imprinted with a logo.

moUnteD memories5000 N.W. 108th Ave Sunrise FL 33351 P 954-742-8544 Contact Name: Jeff [email protected] Mounted Memories is the country's largest whole-sale manufacturer of licensed and autographed sports memorabilia. Our products uniquely incor-porate the past and the present, utilizing game-used products like baseballs, jerseys, bases and even dirt. We frame everything on-site, including framing jerseys like no one else. In addition, we manufacture all our acrylic cases on site.

mtm reCognition3201 Southeast 29th StreetOklahoma City OK 73115P 405-609-6817Contact Name: Ashley [email protected] memorable is your recognition strategy? Does it meet your overall objectives? Do your employees feel connected and engaged within your organiza-tion? MTM Recognition is the ONE Company that offers comprehensive, meaningful, memorable strategic recognition solutions. Excellence thrives where it is recognized. Make it Memorable. Make it MTM.

nAtionAl tiCket CompAnyPO Box 547Shamokin PA 17872P 570-672-2900 or 800-829-0829Contact Name: Mark [email protected] trusted ticket source since 1907, National Ticket Company offers additional access control with a complete line of printed products and accessories. Whether it‘s a special event or a full season, National Ticket can satisfy your needs with premium season ticket or wristband books and credentials. Our attractive and innovative wristband books will enable you to easily differentiate between your regular and premium season patrons. Also available: RFID tickets, coupon books, wristbands of all types and the #1 recycled thermal tickets in the industry.

nikeiD gift CArDOne Bowerman DriveBeaverton OR 97005P 877-220-6453Contact Name: Darby [email protected] the NIKEiD Gift Card to create individually-customized shoes, apparel, equipment and other

Alsd Buyers Guide 2012exclusive products at NIKEiD.com. Pick your colors, materials and add your personal iD to express your style. The NIKEiD Gift Card may also be used to shop Nike’s complete collection of high-performance gear at NIKETOWN, NikeFac-toryStores, NikeStore locations and at NikeStore.com, the official place to buy Nike product online. Register online to join our Members Only store for exclusive access to rare, limited-edition shoes. Not to mention FREE RETURNS on all orders.

pD signAtUres2020 Fairfax AveCherry Hill NJ 08003P 609-923-3015Contact Name: Bruce [email protected] are your one source for all of your garment and promotional needs. We work with many of the world's leading suppliers of specialty clothing, and we can provide you with standard off the rack garments as well as personalized and fully custom design pieces.

Our Premiums and Promotions division can handle the needs of sourcing a wide selection of customizable apparel items. From golf shirts to leather jackets, we can provide them all, and get them imprinted, embroidered or silk screened with your logo or message.

preCision DynAmiCs CorporAtion13880 Del Sur StreetSan Fernando CA 91340P 818-897-1111Contact Name: Tom [email protected] also produces identification solutions for the leisure and entertainment and law enforcement markets, including non-transferable VIP Band® wristbands in multiple colors and materials, and ad-vanced Smart Band® RFID wristbands for cashless point of sale, keyless door entry and access control and security. The company is committed to 100% quality in service, design and manufacturing and has ISO-9001: 2000 and ISO-13485: 2003 certifi-cation. Powered by strategic alliances with the most technologically advanced companies, PDC is com-mitted to providing the best identification solutions in the world with 100% customer satisfaction.

proformA6865 Ingleton Dr.Castle Rock CO 80108P 303-955-4565Contact Name: Mark [email protected]/abzimprintsAt PROforma abZ Imprints, we assist organiza-tions in selling their products and services, deliver-ing successful advertising campaigns that close prospective customers, motivating current clients to continue doing business with you, thanking long

time customers for their loyalty and promoting company/brand awareness. We do this through technology solutions that interact with your sophis-ticated clientele, through high-end promotional products and apparel whose quality will impress your customers, through print services that engage prospects through targeted marketing campaigns, through eCommerce solutions that expedite fulfillment and reduce your costs and multimedia services that enhance your message and deliver it consistently to your clients.

promotown7411 E. 6th Avenue, Suite 205Scottsdale AZ 85251 P 480-699-8652 Contact Name: Jeff [email protected] At PromoTown, Inc., we specialize in promotional items, premiums and game day giveaways, priding ourselves on great service, quality products and the lowest prices. With our worldwide network of suppliers, you will find that we are able to help you find just the right gifts for your suite holders and corporate clients.

rUhlin groUp2238 Cleveland Avenue NW Canton OH 44709 P 330-495-9664 Contact Name: John [email protected] Suite owners and company executives can afford any gift you buy them, but they also like to be treated special and wowed. Not a fun equation for most marketing and sports executives. Racking your brain every year for high level, exclusive and personalized gifts to wow those with the most discerning tastes? Our gift strategies start at $75 and go up to $5000…yes, that’s not a misprint. Not for the faint of heart, but then again, neither are the prices your clients are spending to watch their favorite team. Call John at 330.495.9664 to learn why our gifts are never re-gifted and always talked about with their friends and your future clients.

rymAx mArketing serviCes, inC. 19 Chapin Road, Building BP.O. Box 2024Pine Brook NJ 07058P 800-379-8073Contact Name: Jeffrey [email protected] Brook, NJ based Rymax Marketing Services, Inc. is the largest national direct manufacturer’s representative in the incentive industry, provid-ing quality brand name merchandise to a variety of industries worldwide. In addition to providing merchandise rewards for suite renewals, incentive programs, promotions and corporate gifts, Rymax creates and manages total incentive solutions,

helping companies achieve their goals through increasing customer and brand loyalty. For more information, visit www.rymaxinc.com.

sUCCess promotions14440 S. Old Forty Rd. Chesterfield MO 63017 P 314-878-1999 Contact Name: Chad [email protected] Success Promotions is a minority-owned company dedicated to sports. We have been designing and producing sports products since 1998. Success Promotions has worked with a cross-section of professional, minor league and college teams. We design our products to satisfy all levels of a sports organization. For the suite holder, our products project the quality and image your team wants to project to your fans and corporate sponsors. We can customize any design you want to achieve with our in-house art department and high quality crafts-manship from our suppliers.

swift inCentives3740 Windsor Ave St. Louis MO 63113 P 800-956-3718Contact Name: Brian [email protected] www.swiftincentives.com Do your season ticket holders deserve to be treated like true VIP's? Swift Incentives now offers the ultimate luxury concierge service for your valued fans. Imagine if your season ticket holders received 24/7/365 access to your team’s branded VIP personal concierge to assist them with their every need: travel arrangements, personal shopping, driv-ing directions, free 411 services and much more – all in your team's name. By gifting your VIP's with this high perceived value service, you may also send text messages, advertisements and updates to your core followers as a bonus.

tChotChke’s6440 Lusk Blvd, Suite D110 San Diego CA 92121 P 858-793-5322 Contact Name: Nick [email protected] www.tchotchkes.com Since 1997, Tchotchke’s, LLC has been the leader in providing innovative gift and novelty items to college book stores, team sports and the corpo-rate world. Tchotchke’s provides customized and personalized products for our customer’s specific promotional needs. We offer an extensive variety of promotional products and creative designs.

thAt’s my tiCket165 Main Street, Suite 101Medway MA 02053P 508-533-1900Contact Name: Keith [email protected]



Alsd Buyers Guide 2012www.thatsmyticket.comBased in Medway, Massachusetts, That's My Ticket was founded in 2003 and has long been the nation's leading manufacturer of unique sports, concert and theater ticket-related products and displays. The company is an official licensee of Major League Baseball, the National Hockey League, Collegiate Licensing Company, College Vault, NASCAR, Elvis Presley Enterprises and the Grateful Dead. Utilizing a vast collection of historic sports and concert ticket art, its products are the ideal gifts for luxury suite owners and season ticket holders as well as for retail sales in team stores. For more information, visit www.ThatsMyTicket.com or call 508-533-1900.

the Big gAme15222 King Road Frisco TX 75034 P 972-292-0400 Contact Name: Josh [email protected] Reward your winning team at work or at play with trophies truly worth the shelf space. The Big Game uses special patented and proprietary techniques to provide attractive, durable sports products at a fair cost regardless of quantity – all at our factory in historic Frisco, Texas.

thinkshApes mAil5463 West Waters Avenue, #820Tampa FL 33634P 813-885-2225Contact Name: Jim O’Brienjobrien@thinkshapesmail.comwww.thinkshapesmail.comThinkShapes Mail expertise extends into PURL campaigns, researching the right direct mail list and designing the perfect shape to jump out of the mailbox. We’ve got the answers and the right partners to help create a highly creative and effec-tive solution that will get results – every time. So whether you’re a Fortune 50 or an up-and-coming start-up, we can provide direct mail solutions targeted toward success.

thomAs lyte9 Hurlingham Business Park London SW6 3DU United Kingdom P +44 (0)20 7751 8844 Contact Name: Andrew [email protected] Thomas Lyte is a modern, ethical, English luxury brand with a passion for fine craftsmanship. Our products are designed in-house by English design-ers, many of which go on to be produced in our own London workshops. They are used by sports teams throughout Europe as part of luxury box renewal campaigns. We are the major supplier of gifts, trophies and awards to the English Premier-ship teams as well as being involved in all of the major European rugby tournaments and cham-

pionships as part of hospitality programmes and rewarding exceptional performance.

tokens & iCons809 Bancroft Way Berkeley CA 94710 P 510-704-7404 Contact Name: Milan [email protected] Tokens & Icons is a Berkeley, CA based company that specializes in taking your authentic artifacts and repurposing them into functional, meaningful gifts. From modest beginnings in 1991 setting a retired version of the NY subway token in cuff links to becoming an MLB licensee, Tokens & Icons is the leader in recycled nostalgia.

Our sports products vary from sterling silver cuff links, featuring MLB Authenticated game-used baseballs to bottle openers made from vintage arena basketball floor to pens turned from vintage wooden stadium seats.

trims UnlimiteD4525 Wilshire Blvd, Suite 205Los Angeles CA 90010P 877-481-8864Contact Name: Susan [email protected] Unlimited ("Trims") has revolutionized how companies use corporate gifts to build relation-ships with elite audiences. Our fully-integrated service manages every aspect of a request – starting from product sourcing and packaging development through execution and delivery. Trims’ experience-based merchandise solutions are specifically designed to create and strengthen emotional ties between brands and their VIP prospects and cus-tomers. While no two clients use Trims’ products in exactly the same way, they all gain the benefit that comes from relying on knowledgeable professionals to get the job done— whether it’s a Fortune 500 Company calling or the NBA.

vinyArD vines37 Brown House RdStamford CT 06902P 800-892-4982Contact Name: Will [email protected] Shep and Ian Murray started Vineyard Vines in 1998 with hopes of achieving The Good Life. Through the initial concept that was Vineyard Vines, they saw a marketplace in need of high qual-ity neckwear that represented the finer things life has to offer. They filled this niche by producing ties that were innovative, elegant and fun. Those same innovative, elegant and fun concepts have come into play in sports arenas as well with Vineyard Vines holding licenses with the NFL, MLB, NHL, The Kentucky Derby and dozens of premier col-leges and universities.

wmf AmeriCAs 3512 Faith Church RoadIndian Trail NC 28079P 954-332-6365Contact Name: Nick [email protected] the retail side, WMF Americas, Inc. distributes a wide assortment of functional and design-ori-ented products in the field of cooking, dining and drinking for sophisticated customers. This includes cookware, kitchen utensils, mills, flatware, hollow-ware, stemware, bar and wine accessories.

On the commercial side, WMF distributes tableware, flatware, cookware, glassware and commercial coffee machines found in the best restaurants, first-rate hotels and quality conscious catering halls. WMF stands for high product qual-ity and more than 150 years of experience. WMF is also home to the prestigious brands of Silit on the retail side, Hutschenreuther china for the hotel sides and Spiegelau glassware on both sides.

Food & BeverAGe

AmeriCrownPO Box 2801 Daytona Beach FL 32120 P 386-947-3800 Contact Name: Michael [email protected] Americrown is the leader in motorsports catering, concessions and merchandise sales and service. Op-erating at 12 NASCAR and IRL sanctioned tracks nationwide, Americrown touches millions of race fans annually. Our ever-growing fleet of mobile food concessions, merchandise and catering equip-ment is unparalleled in the industry. Anywhere, anytime, if you can dream it, we can do it!

AnheUser-BUsChOne Busch Place St. Louis MO 63118 P 314-577-2000 Contact Name: Chris Dekeonchristopher.dekeon@anheuser-busch.comwww.anheuser-busch.com Anheuser-Busch operates 12 breweries in the United States, 14 in China and one in the United Kingdom. Anheuser-Busch's operations and resources are focused on adding to life's enjoyment not only through the responsible consumption of beer by adults, but through theme park entertain-ment and packaging.

ArAmArk Corp.1101 Market St. Philadelphia PA 19107 P 215-238-3124 Contact Name: Michael [email protected]

Alsd Buyers Guide 2012ARAMARK is a leader in the professional services industry. This title is earned by providing award-winning food services, facilities management and uniform apparel to health care institutions, uni-versities, professional sport venues and businesses around the world.

Astor ChoColAte651 New Hampshire AvenueLakewood NJ 08701P 732-901-1000Contact Name: Eli [email protected] products are made from premium Belgian chocolate – known to be the finest in the world. A complete product design and development team creates its distinct packaging and acclaimed chocolate products. Passionate dedication, from outstanding chocolate to refined presentation, is the Astor trademark.

Astor is known as the industry leader in choco-late amenities for the hospitality industry. Our markets also include food service, catering, souvenir gift shops and gourmet retail. Distinguished estab-lishments choose Astor Chocolate when looking for gourmet, private-label confections.

Bon Chef205 Route 94 Lafayette NJ 07848 P 973-968-7138 Contact Name: Amy [email protected] We consider it our personal mission to offer a com-plete range of choices for presenting everything, from your signature culinary masterpiece to your bread and butter dishes, with style and efficiency! Bon Chef, Inc. has been dedicated to manufactur-ing and supplying the most durable products avail-able to the foodservice industry since 1972.

CenterplAte2187 Atlantic St. Stamford CT 06902 P 203-975-5900www.centerplate.com Centerplate delivers more than great food; we cre-ate experiences that build brands. Our reputation for quality and innovation attracts talent: one of 62 Master Chefs nationwide, the Chairman of the National Restaurant Association and seasoned experts in event planning, sales and brand strategy. Together, we craft and deliver extraordinary enter-tainment experiences at more than 130 venues.

CorsAir DisplAy systems, llC5560 Airport Road Canandaigua NY 14424 P 800-347-5245 Contact Name: Ken [email protected] Corsair Display Systems, LLC has been design-

ing and manufacturing custom and standard carts, kiosks, inline systems and merchandisers since 1986. Serving satisfied customers worldwide, our personalized approach and exceptional lead times will make you think you're our only customer! Our mission: sell and manufacture profitable quality products that surpass customer expectations while maintaining a safe work environment that will enhance employee and company growth. Whether it is food and beverage or retail opportunities, the experts at Corsair help you gain a competitive advantage through the ability to bring your product to customers with mobile carts and kiosks.

Crown imports4800 Highland Avenue Downers Grove IL 60515 P 630-769-9547 Contact Name: Matt [email protected] Crown Imports, LLC is a joint venture that im-ports, distributes and markets the Modelo portfolio and other fine beer brands across the entire U.S. The Crown Portfolio includes Corona Extra, the #1 imported beer in the U.S. and #6 beer overall, Corona Light, Modelo Especial, Negra Modelo, Pacifico, St. Pauli Girl and the Tsingtao brand. Crown Imports is a 50-50 joint venture between Grupo Modelo, S.A. de C.V., Mexico's leading international beverage alcohol producer, importer and marketer.

DelAwAre north CompAnies/sportserviCe40 Fountain Plaza Buffalo NY 14202 P 716-858-5970 Contact Name: Richard [email protected] www.delawarenorth.com Delaware North Companies is a global leader in hospitality and food service with operating compa-nies in the lodging, sporting, airport, gaming and entertainment industries. Among its many assets are several world-renowned resorts and Boston's TD Garden, widely acclaimed as one of the top three sports and entertainment venues in the United States.

Delfin8748 Brecksville Rd, Suite 200Brecksville OH 44141P 440-546-3372Contact Name: Ronald [email protected] focusing on product design and raw material experimentation, Delfin has continued to be the “what’s new” company for food retail merchandis-ing and, more recently, segments of the foodservice industry, including supermarket chains, facility management and corporate cafeterias, stadiums and sports venues, quick-service restaurants, cruise ships, hotels and hospitality and catering. Our

relentless desire to create items and bring them to life using company-owned factories, machines or tooling makes our process all-encompassing and unique in versatility and speed.

eAstern tABletop1943 Pitkin AveBrooklyn NY 11207P 917-676-4231Contact Name: Kaya [email protected] 1950, Eastern Tabletop Manufacturing Co. of Brooklyn New York, Inc. has been manufactur-ing and designing hotel-grade 18/10 stainless steel and silver-plated buffetware, holloware, chafing dishes and new ideas for presentation displays for the foodservice industry. The quality, durability and style has made Eastern a favorite with top-grade customer service and excellent pricing, ranging from high-end to happy mediums. Eastern is the solution for custom items as well, delivering what no one else can. Eastern counts numerous arenas and stadiums as satisfied customers.

ernie els winesPO Box 7595 Annandale RoadStellenbosch 7599South AfricaP +27 (0)21-881-3588Contact Name: Lynton [email protected] www.ernieelswines.comSince its launch, Ernie Els Wines has established a magnificent portfolio of South African red wines, offering quality wines for everyone at various price points. Ernie's passion for these wines, combined with winemaker Louis Strydom's considerable talents, has proved a winning combination. Ernie Els Wines has won plaudits and many prestigious awards around the world, and the team continues to make a big impact on both the South African and international wine markets.

grinon inDUstries15 Simmons Road Montesano WA 98563P 888-618-0486Contact Name: Mike [email protected] Industries is based in Washington State, USA. Here’s the elevator pitch: GrinOn Industries manufactures fun and operational efficiency while educating customers to work effectively with the most sensitive liquid on the planet – beer.

Need more detail? Well, we're known primarily for three things:•Driving revenue through lightning fast speed-

of-service and serving beer with almost no waste

•The most dynamic advertising space in print advertising

• It’s James Dean coolAnd did we mention it all runs through the Bot-



Alsd Buyers Guide 2012toms Up Beer Dispensing System®? Low cost. Low risk. Fast results.

levy restAUrAnts980 North Michigan Ave. Chicago IL 60611 P 312-664-8200 www.levyrestaurants.com Levy Restaurants, founded in Chicago in 1978, is recognized as one of America’s fastest-growing and most critically-acclaimed restaurant companies and is the leader in premium sports and entertainment dining. Levy was recently named one of the ten most innovative companies in sports in the world by Fast Company magazine.

The company’s diverse portfolio includes award-winning restaurants, including James Beard-winning Spiaggia and Bistro 110 in Chicago, Fulton’s Crab House, Portobello and Wolfgang Puck Grand Café at Walt Disney World Re-sort, renowned sports and entertainment venues, including Lambeau Field, STAPLES Center, and American Airlines Arena, and events, including the Super Bowl, World Series, U. S. Open, Kentucky Derby, NHL and NBA All-Star Games and the GRAMMY® Awards.

legenDs hospitAlity mAnAgement614 Frelinghuysen AveNewark NJ 07114P 862-902-5450Contact Name: Mike [email protected] is a company that prides itself on provid-ing fans with an exceptional experience each and every time they visit your venue. The fans are our guests and our number one priority. Understanding this concept means that we listen to your fans, un-derstand what they want and customize our service in a way that meets and exceeds their needs.

melissA’s/worlD vAriety proDUCe, inC.PO Box 21127 Los Angeles CA 90021 P 800-468-7111 Contact Name: William [email protected] Think tasty, creamy, tangy, aromatic, tart, sweet, crunchy and delectable. Within the 280,000 square-feet of the Melissa's/World Variety Produce, Inc. warehouse, you’re sure to find the freshest fruits and vegetables – quality products with exceptional value and first-class service.

Established in 1984, Melissa's/World Variety Produce, Inc. is currently the largest distributor of specialty produce in the United States. With over 1,000 items available at any given time, Melissa’s imports and distributes exotic fresh fruits and vegetables from around the globe.

merfin systems105 Industrial Dr. King NC 27021 P 800-874-6373Contact Name: Petra [email protected] www.merfin.com Merfin Systems is an industry-leading innovator of value-added paper systems. Since 1984, Merfin has served the away-from-home industry in North America with strong partnerships with customers, employees and suppliers. With a full line of paper products for the hygienic and foodservice markets, Merfin fulfills its mission of innovation, quality and excellence for the customers the company serves. Merfin, through Buckeye Technologies, has manu-facturing operations in the U.S., Canada, Brazil and Germany.

oDell’s8543 White Fir St, #D-1Reno NV 89523P 775-323-8688Contact Name: Jo [email protected]'s is a leader in supplying quality popcorn topping and popping products to the concession industry. Odell's is a second-generation, family-owned business. Our commitment to our customers is still maintained and our policy remains the same: Provide our customers with quality products, supe-rior service, innovative developments and industry support.

ovAtions fooD serviCes18228 US Hwy 41 N Lutz FL 33549 P 813-948-6900 Contact Name: Geno Svecgenosvec@ovationsfoodservices.comwww.ovationsfoodservices.com Ovations collaborative style is a natural fit for con-vention, sports and entertainment operations. We differ from our competition in our ability to work directly with the facility management to implement effective foodservice management programs and creative marketing and merchandising programs that grow revenues and please customers.

promotion in motion CompAnies, inC.3 Reuten Drive Closter NJ 07624 P 201-784-5800 Contact Name: Jeff [email protected] Manufacturers and marketers of famous American confectionery brands including SUN-MAID® Milk Chocolate Raisins, FISHER® Milk Chocolate Peanuts, SOUR JACKS® Sour Candies, SOUR JACKS® Watermelon Sour Candies, WELCH’S® Fruit Snacks, WELCH’S® Fruit ‘n Yogurt Snacks, NUCLEAR SQWORMS™ Sour

Neon Gummi Worms, BUDDY BEARS® Gummi Bears, THE BAKE SHOPPE™ Chocolate Chip Cookie Dough Miniatures, Original TOGGI® Chocolate Covered Wafers, LUCKY CHER-RIES™ Gummi Cherries, JUICY ROLLS® Fruit Rolls, JUICY SNACKS® Fruit Snacks, SMARTY PANTS® Brand Refreshments, and many other fine products.

sAvor…300 E. Ocean Blvd Long Beach CA 90802 P 714-553-2400Contact Name: Stephen [email protected] www.smgcatering.com SAVOR... manages over 60 arenas, convention centers, theaters and food and beverage accounts throughout the world. A leader in delivering quality food experiences, technology and green initiatives to the retail food and catering industry, SAVOR... is a committed responsive partner to its clients, with proven versatility, innovative flair and aware-ness of local interests.

soDexo UsA7545 Marston Lane Dublin OH 43016 P 614-761-2330 Contact Name: Paul [email protected] Sodexo, Inc. is the leading provider of integrated food and facilities management services in the U.S., Canada and Mexico, serving 10 million custom-ers in 6,000 locations every day. Our dedication to excellent service, corporate citizenship and fighting hunger all come from one goal – to make every day a better day.

soUthern wine AnD spirits of AmeriCA1600 NW 163rd St. Miami FL 33169 P 305-625-4171 Contact Name: Tom [email protected] Southern Wine and Spirits of America, founded in 1968, operates in 27 states and employs over 10,000 people reaching from Miami to Maui. SWS is the largest wine and spirits distributor, committed to the highest standards in all their activities. SWS represents 1,500 wine, spirits, beer and beverage suppliers from around the world.

vino solo4100 Main Street, Suite 400Philadelphia PA 19127P 215-509-7500Contact Name: Jonathan [email protected] Solo is a PET plastic wine bottle with its own attached drinking glass, a one-of-a-kind,

Alsd Buyers Guide 2012new packaging concept where the drinking vessel also serves as the screw top/cap for the bottle! For all on-premise beverage service, Vino Solo offers unprecedented efficiencies – inventory control, cash control and quicker, more profitable beverage service.

Singlz KDM North America is now launch-ing the unique 187ml PET plastic wine bottle-and-flute combination (and Vino Solo brand) throughout the U.S., Canada, Mexico and the Caribbean. The Vino Solo brand and accompany-ing packaging are both proprietary to Singlz KDM North America.

The unique Vino Solo packaging can now be bottled on a “private label” basis – a great branding opportunity for your venue, organization or team!

wooDforD reserve850 Dixie Highway Louisville KY 40210 P 502-774-6808 Contact Name: Laura [email protected] No factory, no assembly line, just craftsmen. At Woodford Reserve, we like to say that we don't manufacture our product, we craft it. Anyone can claim history and tradition. Take your time with a glass of Woodford Reserve, and you'll find that we practice what we preach.

Furniture, Fixtures And equiPment

4topps121 Fayette StreetWinston-Salem NC 27101P 336-480-6413Contact Name: Joe [email protected] – Premium Seating has developed an in-novative, state-of-the-art premium seating product for the sports and entertainment industry. With our patented design of four 360-degree swivel-ing stadium seats and half-table configuration, 4Topps offers the audience a unique “Spectating” experience, while venues enjoy a revenue-increasing hybrid between traditional seats and luxury suites.

AmeriCAn seAting Co.3 Oak Village Ct. Trophy Club TX 76262 P 817-430-8862 Contact Name: Chuck [email protected] Whatever the venue, the importance of seating is paramount. American Seating is here to make everyone comfortable. With over 100 years of ex-perience, furnishing thousands of sports and enter-tainment facilities, and seating millions again and again, American Seating sets the industry standard for product design, durability and comfort.

ArCADiA5692 Fresca Dr. La Palma CA 90623 P 714-562-8200 Contact Name: David [email protected] www.arcadiacontract.com Arcadia is the Southern California-based furniture manufacturer with a proven track record as a key supplier to the premium seating industry. With manufacturing capabilities that make short work of special needs, Arcadia is able to help meet design, budget and time requirements. Modified dimen-sions, special fabrics and finishes, even team logo applications – these are just some of the many ways Arcadia can accommodate your preferences for furnishing luxury suites in style and comfort.

B-r CArts & kiosks1360 County Road, #8Farmington NY 14425P 585-398-2190Contact Name: Nancy [email protected] Carts provides its customers with better-engineered, higher-quality, competitively priced, foodservice and retail merchandise portables. The B-R Carts Team has extensive experience in sales, design, manufacturing, project management and business management disciplines.

BBJ linen7855 Gross Point RoadSkokie IL 60077P 847-329-8400Contact Name: Kathy [email protected] Linen is a pioneer in the linen rental industry. Our mission: “To become the premiere provider of décor linen to the Special Events Industry on a national and international level through the depth and diversity of a quality product and dedication to unparalleled customer service.”

Since 1983, we’ve led the industry by offering the best products, exquisite fabrics, unparalleled service to customers and events worldwide and a state-of-the-art communications center at our Chicago headquarters. With sales representatives in most major U.S. cities, BBJ Linen is the largest special event linen rental company in the United States.

BeAUfUrn fUrnitUre3929-D Westpoint Blvd.Winston-Salem NC 27103P 888-766-7706Contact Name: Adam [email protected] specializes in designing and manufactur-ing hospitality and commercial seating, including dining chairs, stools and lounge seating as well as occasional tables and outdoor seating. The long list

of locations sporting our beautiful, quality products includes hospitality suites, restaurants, country clubs and five-star resorts.

Our goal is to provide inline and custom products that meet the design specifications of each project and exceed the expectations for comfort, value and durability. We incorporate sustainable practices company-wide and utilize eco-friendly materials. Our headquarters and manufacturing facilities are located in Winston-Salem, NC.

BernhArDt Design1839 Morgantown Blvd.Lenoir NC 28645P 828-759-6638Contact Name: Steve [email protected] recognized for its innovative and exciting efforts to change the way the public thinks about contract furniture, Bernhardt Design leads the industry in new product design, innovative use of materials and cutting-edge processes. Bernhardt Design provides a wide array of furniture products that serve the mid-range to high-end market.

BrUeton inDUstries146 Hanse AveFreeport NY 11520P 516-379-3400Contact Name: Deb [email protected] is a USA furniture manufacturer, offering a full line of products and utilizing the highest-quali-ty sustainable materials, including stainless steel. As manufacturers, we offer custom capabilities which can be anything from a slight modification of our standard product to a totally custom product manu-factured to the designers/architects specifications. Our products are specified for hospitality, corporate, educational and residential projects throughout the world. Our products are MADE IN AMERICA since 1926.

BUgAmBiliA18 Technology Dr, Suite 126Irvine CA 92618P 949-727-0500Contact Name: David [email protected] presents a wide variety of serving ware designs for your foodservice displays. The company has successfully served the luxury suite industry for many years by providing a solution for foodservice display needs. Bugambilia products are 100% com-mercial dishwasher safe and are highly resistant to scratching, chipping, peeling and tarnishing. The cast aluminum base is a great conductor of temperature which allows their products to main-tain temperatures for an extended period of time. Products can be placed in refrigerators, freezers or warming ovens prior to service. They are available in 22 different colors and a wide variety of shapes


Alsd Buyers Guide 2012


and sizes.

CAmBriA11000 W. 78th St, Suite 220Eden Prairie MN 55344P 952-826-6270Contact Name: Tom [email protected] natural quartz countertops, as seen in Club Cambria at the Target Center in Minneapolis, are the perfect choice for any luxury suite. Cambria quartz surfaces are resistant to staining and scratch-ing as well as are certified by the Public Health and Safety Company for use in commercial kitchens. They are as beautiful as they are durable.

CArnegie fABriCs110 N. Centre AveRockville Centre NY 11570P 516-678-6770Contact Name: Cliff Goldmancgoldman@carnegiefabrics.comwww.carnegifabrics.comCarnegie Fabrics is owned by the same family that founded it in 1950. While the industry has changed a great deal since then, their principles have not. Carnegie has instilled a belief that there are no substitutes for innovation, service and integrity. At Carnegie, creating textiles means much more than weaving yarn into fabrics.

CArts of ColorADo5420 S. Quebec, Suite 204Greenwood Village CO 80111P 303-329-0101Contact Name: John Gallerywww.cartsofcolorado.comAt Carts of Colorado, we turn mobile and modular merchandising concepts into workable solutions. While our name may be regional, our scope is truly international. From humble beginnings in 1984, we have grown to be the leader and innovator in the mobile merchandising industry. Our products are in use across the United States and in many international cities.

the ChAir fACtory214 BoweryNew York NY 10012P 212-941-8700Contact Name: Zev [email protected] in 1979 by Abraham Belsky, The Chair Factory is the leading manufacturer and supplier of custom chairs, tables and barstools for the food-service industry. Today, The Chair Factory is led by Zev Belsky, an enthusiast entrepreneur whose goal is to position the family business as the premier seating source for the architecture and design com-munity.

The Chair Factory manufactures over 200 styles of custom seating in a variety of finishes, ranging from wood to metal and an almost endless selection

of fabric choices. In addition to custom manufac-turing, The Chair Factory is the exclusive supplier of Torre, a high-end Italian furniture line, in the United States.

ChArles AlAn, inC.2901 Stanley Ave.Fort Worth TX 76110P 817-922-9834Contact Name: Amanda [email protected] Alan Incorporated is a company with a single purpose – to offer the highest quality designs at the best market value. Our goal is to harmonize our lean manufacturing practices with modern technology in addition to the best industry stan-dards for sustainability and still produce the highest quality products. We are committed to expanding and refining a program of environmentally-sustain-able manufacturing practices that are measurably reducing the impact on the environment.

All our products are manufactured and as-sembled in Fort Worth, Texas. Charles Alan Incor-porated is HUB and Woman Owned Certified.

ConneAUt leAther494 East Main RoadConneaut OH 44030P 440-593-5205Contact Name: Jimmy Dilellajimmy.dilella@conneautleather.comwww.conneautleather.comConneaut Leather is an ISO certified quality leather finisher producing over 500 hides a day with a capacity of producing over 2,000 hides a day. The company has moved into a state-of-the-art facility with the finest and most technologically-advanced machinery. In-stock programs, supported by a sec-ond generation Mexican tannery, currently number over 250 sku's. The custom color match program, satisfying the most discriminating of customers, is among the best in the industry. Conneaut recently partnered with Crypton to offer revolutionary leather that is antimicrobial, antibacterial, water resistant and bleach cleanable. It is diversification, longevity, quality and excellent customer service that make Conneaut Leather the successful com-pany it is today.

ContinentAl seAting2502 Camp Ave, Suite 100Carrollton TX 75006P 214-453-4255Contact Name: Adam [email protected] piece of handcrafted home theater and multi-media seating we build must earn the Continental Seating brand before it is delivered to your home. We are the manufacturer which ensures the highest quality, sublime customer service and control over all aspects of manufacturing.

CoverCo, inC.4040 Sorrento Valley Blvd, Suite ASan Diego CA 92121P 800-959-8527Contact Name: Breck [email protected], Inc. is the leading supplier of covers developed to upgrade unsightly items in major presentations venues such as hotels, conventions and most importantly luxury suites. These items include custom patterns designed to cover trash cans, tray stands, bust tubs, banquet tables, portable bars, ice bins, rolling liquor cages, Queen Mary's and many more.

DAktroniCs, inC.331 32nd Ave.Brookings SD 57006P 605-692-0200Contact Name: Mark Steinkampmark.steinkamp@daktronics.comwww.daktronics.comDaktronics, founded in 1968, is recognized worldwide as the leading supplier of integrated scoring, display, video and sound systems for sports, entertainment and other public assembly venues. The company’s mission is to remain the leading provider of such systems that help venue managers deliver more memorable and successful events that bring in more patrons. The company’s venue-wide systems can manage and operate multiple displays of multiple technologies, from large LED displays outside the building and in the seating bowl to smaller flat panel displays in suites, concourses and other areas with both live and scheduled content. Additional services include content creation, on-site event support, project management, installation services and ongoing product support.

DArAfeev5075 Edison AveChino CA 91710P 909-613-1818Contact Name: Paul [email protected] over 50 years, Mikhail Darafeev has designed and manufactured custom-made furniture which has been known to be some of the world’s finest. Each piece is expertly constructed in our two Southern California factories with a combination of Old World craftsmanship and state-of-the-art engineering. Our products are entirely American-made.

The Darafeev product line includes dining and game chairs, bar, counter and spectator stools, poker and game sets, bars and back bars and pub tables. All are made of genuine hardwoods and equally high-grade materials. Darafeev's unsurpassed quality, advanced product features and a myriad of custom-order options make it the choice of discerning customers.

Alsd Buyers Guide 2012DAUphin300 Myrtle AvenueBoonton NJ 07005P 973-263-1100 x124Contact Name: Maureen [email protected]’s exciting line of installed seating offers high-design and superior comfort. Advanced in form and technology, these seats provide maximum comfort for people seated for a long period of time. Ideally suited for luxury suites, we offer innovative solutions, a variety of styles and price points to meet your changing needs.

Dauphin provides quality and consultative ser-vices to our clients with venues where professional solutions are required. In addition to installed seat-ing solutions, we offer many varied types of seating and table options.

DAvis fUrnitUre inDUstries, inC.2401 South College DriveHigh Point NC 27261P 336-889-2009Contact Name: Sandy [email protected] Furniture offers a variety of contemporary furniture for corporate, hospitality and other environments. As a 65 year old family company, there is a true craftsmanship that goes into every product, making available cutting-edge designs that not only offer the best in function but add quality and sustainability.

Design tex200 Varick St, 8th FloorNew York NY 10014P 212-886-8136Contact Name: Marty [email protected] is a celebration of imaginative minds and fact-based knowledge coming together to offer fresh, innovative and performance-tested environment enhancement surfaces and solutions. An inquisitive nature allows for us to be leaders in unique design, fabric technology, environmental responsibility and service. With this approach, we have expanded our product offering to include wall-to-wall and floor-to-ceiling solutions that enhance environments with a convergence of form and function.

DUrkAn hospitAlity405 Virgil Dr.Duluth GA 30721P 800-241-4480Contact Name: Cynthia [email protected] a leader in hospitality carpet, Durkan knows that color, styling and design determine the entire look and feel of a space. By offering design services,

product technology and a comprehensive selection of flooring products, your entire property will look beautiful. Our hospitality product offering includes print, synthesis, CYP, merit-tufted and modular. Whether it’s your custom design or one of ours – there are no limits on creativity. And, as a part of the Mohawk Group, we can offer you a single source for total solutions.

fry fABriCAtions2208 South 15th St.Phoenix AZ 85034P 602-454-0201Contact Name: Derek [email protected] in 1999, Fry Fabrications began in President Jim Fry’s parent’s garage as a supplier of bars and bar service products for Phoenix-area restaurants, bars and nightclubs. Success quickly followed, and the company grew to include more than a dozen talented employees to serve clients worldwide.

Today, Fry Fabrications is a metal fabrication firm that designs and produces merchandising and beverage displays for retail, restaurants, nightclubs and bars as well as custom, branded products for on-premise marketing. With in-house expertise in marketing, trade show planning, retail fixtures, portable beverage services (including wet bars and bottle service organizers), a solid merchandising plan can be created around each client’s logo, style and marketing strategy.

goUrmet DisplAy6040 S. 194th St, Suite 102Kent WA 98032P 206-767-4711Contact Name: Howard Michaelsonhmichaelson@gourmetdisplay.comwww.gourmetdisplay.comGourmet Display’s expansive collection of display-ware has grown steadily over the last 30 years to meet the exacting demands of hospitality profes-sionals worldwide. Proud to be a highly-respected supplier of high quality, creative display solutions, Gourmet Display is also dedicated to keeping their production local – 90% of their products are skill-fully handcrafted in the USA.

grAphiC imAge305 Spagnoli Rd.Melville NY 11747P 631-249-9600Contact Name: Jennifer [email protected] Image is a producer of fine leather prod-ucts. Our history of over 30 years of excellence in leather bound books and accessories fused with our own domestic manufacturing facility enables us to offer you exceptional quality, experienced service and quick turnaround time.

Our products offer an opportunity to strengthen and maintain corporate relationships. Whether a

pocket diary, writing portfolio or luggage tag, your choice of a Graphic Image product will be remem-bered and more importantly used and admired by the recipient. The presentation can be impres-sive and/or fun with few limitations on colors or materials.

hollAnD BAr stool12839 Corporate Circle PlaceHolland MI 49424P 800-423-1903Contact Name: Arie [email protected] Bar Stool Company is based in Holland, Michigan, where we manufacture and ship our products. Our merchandise is constructed from the finest solid Red Appalachian Oak or solid Hardwood Maple for the wood products and high quality plating grade steel for metal products. Our metal stools have an oven baked powdercoat finish that is extremely durable and long lasting, while our wood is finished with the finest catalyzed lacquer in the industry. We offer a variety of sizes – 18" chairs, 24" counter stools, 30" and 36" bar stools – a number of finishes for both wood and metal prod-ucts and a huge assortment of upholstery options. We offer custom heights, custom wood finishes and since we have our own upholstery department, C.O.M.'s are always welcome.

hollmAn1825 West Walnut Hill Lane, Suite 110Irving TX 75038P 800-433-3630Contact Name: Tommy [email protected] in 1976, Hollman, Inc. has rapidly become the industry standard in custom wood veneer and plastic laminate lockers, custom kitchen cabinetry and racquetball and squash courts. Today, our client roster includes world-class country clubs, hotels, spas, athletic teams and facilities, ski lodges, governments and municipalities. With a stellar reputation for craftsmanship and quality, it wasn’t long before the architectural and building industries began to seek out our expertise in kitchen cabinetry as well. Our team excels in every area, leading the industry in detailed craftsmanship, innovative designs and unparalleled durability.

hUfCor, inC.2101 Kennedy Rd. Janesville WI 53545P 800-542-2371Contact Name: James [email protected]'s complete line of operable walls (also known as "airwalls"), accordion doors, glasswalls, portable partitions and room dividers can meet the requirements of any facility that needs acoustical separation and flexible space division. Partitions may be ordered in sizes ranging from the short


Alsd Buyers Guide 2012(over a counter-top) to the very tall (convention center heights exceeding 60').

hUssey seAting Co.38 Dyer Street ExtensionNorth Berwick ME 03906P 207-676-0234Contact Name: Ron [email protected] to Hussey Seating Company, the global leader in spectator seating solutions. From schools and universities to auditoriums, arenas, sports stadi-ums, performing arts centers and places of worship, Hussey Seating is famous for comfort. Great looks. Engineering innovation. Reliable performance. And an unrivaled network of local experts ready to assist you in developing the perfect seating solution.

kArDeAn internAtionAl1100 Pontiac CourtExport PA 15632P 888-266-4343Contact Name: Ed [email protected] starting life in 1973, Karndean has remained family-owned – so we’re true to our roots and fiercely dedicated to our customers. We are dedi-cated to serving the commercial flooring industry in the USA. Our state-of-the-art warehouse is designed to provide for orders from one box for an elevator to a 20,000 sq-ft healthcare project. We of-fer a fast, efficient delivery throughout the country, which means your order will be on time, any time you need it. This – plus our commercial experience, technical knowledge and sales advice – means we provide a service that is second to none.

keilhAUer1450 Birchmont RdToronto ON M1P2E3CanadaP 1-800-724-5665Contact Name: Marilyn [email protected] support the way you sit! Keilhauer designs, engineers and manufactures office seating, includ-ing task and executive chairs, lounge seating and complementary tables, side chairs, stacking chairs and healthcare seating. From the outset, we have had one focus – to manufacture high quality com-mercial seating on time.

kohler CompAny8601 Swan Lake CourtTampa FL 33647P 813-830-1706Contact Name: Phil [email protected] 1873, Kohler Co. has been improving the lives of its customers with exceptional products and services. Our diversity of products and powerful portfolio of brands lead the way in design, crafts-

manship and innovation. We offer a breadth of products and services, including plumbing fixtures, furniture, tile, stone and primary and backup power systems as well as award-winning hospitality and world-class golf destinations.

legACy fUrnitUre1828 Brian Dr. NEConover NC 28613P 828-459-7189Contact Name: Todd [email protected] Furniture Group, Inc., located in Conover, NC, is a family-owned and operated business founded by Clark Norris, Todd Norris and David Reinhardt in January 2002. Together they have over eighty years of combined experience in the contract furniture industry. Legacy possesses the knowledge and experience which makes it one of the industry's leading manufacturers. In the contract furniture industry market, Legacy provides the quality and value that today's healthcare, institutional, corpo-rate and hospitality segments expect.

loewenstein, inC.1204 East 6th St.Huntingburg IN 47542P 812-683-7332Contact Name: Wendy [email protected] in 1966 by Hank Loewenstein, our company has always strived to be an organization that cares about our customer, employees and the environment. Loewenstein's philosophy and long term success has been built on the foundation of bringing world-class international furniture designs to the North American contract market with proper scale, comfort and engineering. These design collections have been offered to the interior design community as multi-purpose furniture at strong value price points. Backed by progressive and expe-rienced management, along with a highly-skilled factory and support team, Loewenstein consistently delivers on its commitment to quality, service and dependability.

lynCh exhiBits7 Campus DriveBurlington NJ 08016P 609-387-1600Contact Name: Frank [email protected] and simple, Lynch is in the business of help-ing companies and brands build relationships that drive business. Sounds simple until you under-stand how we do that. First, we develop on-target and on-brand creative architecture and interac-tive media that attract and provide a meaningful engagement for your target audience. Next, we plan and implement project management tactics that help you control and reduce costs. Finally, we deliver the face-to-face experiences that increase

sales opportunities and drive revenue.

mAgnUson groUp1400 Internationale ParkwayWoodridge IL 60517P 800-342-5725Contact Name: Kelly [email protected] the early 1920’s when we founded Vogel-Peterson Company – and for the past 25+ years as Magnuson Group – we have built our name by designing, manufacturing and marketing the industry’s finest products within our focused niche of support furniture and accessory products.

Over the years, we have added extensively to our product line from our earliest roots in coat racks and garment storage to today where we represent the contract furniture market’s most complete line of high-design accessories and support furniture for commercial facilities.

Magnuson Group remains a family-owned and operated business – now in its 4th generation – and is as committed as ever to delivering the finest design, quality, value and customer service available in the market.

mArqUis seAting231 South RoadHigh Point NC 27262P 336-475-8200Contact Name: Ashleigh [email protected] our founding, we have provided architects and designers with custom capabilities to create furniture that excels in the hospitality market. Our close-knit team of talented individuals is thor-oughly focused on transforming your inspirations into environments that delight. From design and prototyping through manufacture to service after the sale, Marquis forms itself around you and your unique needs to bring your ideas to life.

mArvel (AgA mArvel)1260 E. VanDeinse St.Greenville, MIP 877-650-5775Contact Name: Duane [email protected]://www.agamarvel.comMarvel Makes the Game! Score big the next time you outfit your luxury suites with the industry‘s leading, reliable, bar-quality refrigeration from Marvel. For over 70 years, Marvel has been com-mitted to enhancing the lifestyle of its customers with its unparalleled line of luxury undercounter refrigeration products. Marvel‘s hospitality line includes a wide range of wine cellars, undercounter refrigerators, ice machines and beer dispensers, including models that meet ADA requirements. Call 877-650-5775 visit www.marvelrefrigeration.com for more details on Marvel‘s stadium programs and exclusives on: installation service, color options and team Logo graphics applied with SonicIm-


Alsd Buyers Guide 2012age™ technology.

moDernline fUrnitUre1296 Lawrence StreetRahway NJ 07065P 800-677-5596Contact Name: Lauren Kohlerlaurenk@modernlinefurniture.comwww.modernlinefurniture.comOur young, thriving company opened its doors in March 1999. Since then, we have established an ideology of providing exclusive styles in modern contemporary furniture at factory-direct-to- you pricing. We are proud to have a dynamic product line which continues to expand and provide the best in value, quality, functionality and innovation. A combination of dedicated customer service, luxu-rious furniture sets and fast nationwide shipping will continue to set us apart from our competitors. We thank all of our customers for their interest and support.

mts seAting7100 Industrial DriveTemperance MI 48182P 734.847.3875Contact Name: Greg [email protected] is committed to the hospitality market with total seating solutions. We're more than a supplier – we're a partner, presenting our customers with one-on-one customer service, custom capabilities and innovative solutions. From the finest restaurants to the trendiest nightclubs, the busiest convention halls to the most elegant ball rooms, our products offer unmatched performance, design, comfort and value. For every sensibility, every setting.

nAnAwAll systems707 Redwood HwyMill Valley CA 94941P 800-873-5673Contact Name: April [email protected] THING the Yankees, Mets, Phillies and Giants can agree upon: NanaWall sliding glass wall systems create comfortable and uniquely adaptable luxury stadium boxes with an unobstructed view of the field in any weather. With over 20 years experience providing custom engineered glass wall systems to all types of sports venues from high school natatoriums to major league stadiums, only NanaWall can offer nearly unlimited design free-dom backed by sound technology and independent testing. If your plans include a new stadium or major remodel, then NWS would like to discuss the infinite possibilities of the precision-engineered NanaWall with you.

nApA teChnology2956 Scott BlvdSanta Clara CA 95054P 408-476-3123

Contact Name: Jeffrey [email protected] introduced in 2005, the WineStation was designed specifically to provide increased revenue streams and cost controls for the restaurant, retail and hospitality industries. Currently located in hundreds of arenas, convention centers, grocers, hotels, specialty wine shops, wine bars and res-taurants nationwide, the WineStation is a proven resource for harnessing the profitability of any wine program. The revolutionary preservation system assures perfect wine dispensing and freshness for up to 60 days and self-service options that can provide product safeguards, reporting and valuable insights.

one fUrnitUre groUp6520 Airport Center DriveGreensboro NC 27409P 336-235-0221Contact Name: Robert L [email protected] furniture group, is a North Carolina-based company offering an extensive line of wood, metal and lounge seating as well as dining and occasional tables. The brand incorporates a consistent design vocabulary with an interesting mix of materials and design elements but with enough flexibility to address a wide range of projects and, in many cases, challenging budgets. The brand philosophy is to go well beyond offering basic products in a binder or on a website. The goal is to form long-term collab-orative partnerships with our clients and become a proactive resource for product, design and customer service.

pAvAr fUrnitUre, inC.72-G BrunswickMontreal QC H9B 2C5CanadaP 514-822-1011Contact Name: Michael Di [email protected] chairs, seating, bar stools and banquettes are crucial in the hospitality industry. The visual design as well as the overall comfort of the seating in an establishment can contribute to its success. Founded in 1983, Pavar understands the impor-tance of carefully chosen seating. Now recognized as a leading furniture manufacturer of chairs, tables, bar stools and banquettes, Pavar has one of the largest selections of seating.

perliCk8300 W. Good Hope RoadMilwaukee WI 53223P 800-558-5592Contact Name: Chaya [email protected] over 93 years of excellence, Perlick is the leader in commercial bar and beverage refrigeration and dispensing equipment. The Perlick

brand can be found in the finest restaurants, bars, stadiums, hotels and resorts in the world and is now available for those who desire the ultimate enter-tainment suite. The Perlick product line includes both indoor and outdoor undercounter refrigera-tors, wine reserves, freezers, freezer and refrigerated drawers, clear ice makers and beer dispensers – spanning 15-, 24- and patented 48- and 72-inches. Perlick is also the FIRST ALSD-CERTIFIED COMPANY.

rosseto3600 W Pratt AveLincolnwood IL 60712P 847-763-1215Contact Name: Cherylee [email protected] over six years, Rosseto has been dedicated to providing quality, high-end buffet, dispensing and serving solutions. Our EZ SERV and EZ PRO dispensers have become a staple in every foodser-vice setting for creating an inviting and interactive station for candies, snacks, ice cream and yogurt toppings and much more. Rosseto’s innovative, patented portion control system means customers get the right amount, and clients maximize their food costs. With durable, versatile buffet systems like the Skycap line and the natural elegance of our Bamboo products, Rosseto caters to clients who expect nothing but the best for their customers.

rUmpUs sports4136 Logan WayYoungstown OH 44505P 877-509-1440Contact Name: Dan [email protected] Sports is a wholly-owned subsidiary of Gasser Chair Company. This combination provides you with over 65 years of furniture manufactur-ing experience and team colors embroidered onto chairs, barstools and accessories for suite furniture. Complete engineering and manufacturing facili-ties located in Youngstown, Ohio provide custom capabilities, on-time delivery and excellent quality. These seating products let you showcase your team spirit in comfort. Seating products ideally suited for luxury suites and can be customized to your re-quirements. Every true sports fan deserves the best seat in the house. Browse through our collection of seating products to become a fan.

seAting solUtions/DreAmseAt60 Austin Blvd.Commack NY 11725P 631-845-0449Contact Name: Scott [email protected] Solutions is a total spectator seating company that specializes in the design, sales, rental and installation of custom seating. Our expertise


Alsd Buyers Guide 2012extends to all venues, including luxury suites, club and loge areas, clubhouses, grandstands, team of-fices, practice facilities, press boxes, media rooms, etc. XZipit, the newest line of furniture, features interchangeable logos and was showcased at the NBA All-Star Game at Cowboys Stadium with rave reviews. XZipit is a perfect fit for any new or renovated project involving furniture. This is the only furniture available that will allow you to generate revenue after it is purchased.

siCo AmeriCA, inC.7525 Cahill Rd.Edina MN 55439P 866-702-8308Contact Name: Stephen [email protected] 1951, SICO has set the standard of excel-lence for mobile folding stages, catering and banquet tables and portable dance floors. This reputation was built on a strong commitment to quality manufacturing and customer care. SICO’s newest products are a full line of illuminated buffet stations designed to wow your guests in a rainbow of colors and presentation.

SICO’s innovative products have been designed to quickly transform spaces to accommodate vari-ous events. SICO products take the work out of set-up and are designed to use minimal storage space when not in service. Don’t settle for less…ask for SICO.

soUthern AlUminUm5 HWY 82 West Magnolia AR 71754 P 954-755-6438 Contact Name: John Frank [email protected] Southern Aluminum created the lightweight trend for tables over 30 years ago. We manufacture lightweight folding banquet tables, meeting tables and portable stages, all USA-made products crafted from 100% recyclable aluminum. Our sustainable aluminum tables are specifically designed to be aes-thetically engaging without the use of linens which will save luxury suites and facilities an abundance of money by eliminating linen expenses, such as purchasing, labor and laundry costs. Our linenless products are available in many shapes, sizes, color finishes and accessories. We are a proud member of the U.S. Green Building Council, support the LEED rating system and are the proud recipient of the General Services Administration National Furniture Center’s prestigious Evergreen Award.

speC seAts3149 Dundee Rd, #272Northbrook IL 60062P 323-954-7100Contact Name: Jordan [email protected] Seats is a close-knit family organization.

Based on over 100 years of hands-on, personal experience in the custom-seating industry, we continue to build long-lasting relationships. We offer the best and most complete “Special Events Seating Systems,” featuring multi-purpose folding chairs, custom logo chairs, stools, storage carts and other related products. Our strong customer service relationships are designed by building satisfaction and loyalty that includes:•Functionality – Durability•Over 100 years Experience•Customer-Tested Performance•Product Flexibility and Endless Options•Easy Maintenance – Long-Term Warranty•Compliance with NFPA and ADA Standards•User-Friendly Set-up/Take-down and Storage

Systems

spinneyBeCk425 Cross Point Pkwy, #100Getzville NY 14068P 716-446-2380Contact Name: Sandra [email protected] is the world's leading and largest supplier of quality upholstery leather with a stand-ing inventory of 2,000,000 square-feet in our new global headquarters facility located in Getzville, New York. Spinneybeck introduced quality Italian leathers to North America more than three decades ago, being the first to bring full grain, aniline dyed Italian leather to the North American design com-munity. Spinneybeck's exacting standards, quality products and prompt service have become industry hallmarks. No company in the furnishings field has a greater commitment to its industry, the clients who specify its products or customer satisfaction than Spinneybeck.

spring UsA127 Ambassador Dr, Suite 147Naperville IL 60540P 630-527-8600Contact Name: Nick [email protected] over 60 years, Spring USA has soared above the competition by offering the finest products with our exclusive designs, superior quality and unique detail. Products from Spring USA meet the everyday demands of the world's top professional chefs. Our product line is unsurpassed when it comes to fit, finish and reliability. For professional cookware, tools, accessories, beverage servers, chaf-ing dishes, inserts, induction systems, either mobile or stationary – look to Spring USA for solutions to your every day.

sUmmit AppliAnCe770 Garrison AvenueBronx NY 10747P 718-893-3900Contact Name: Stephen [email protected]

www.summitappliance.comSummit Appliance manufactures the largest assort-ment of built-in refrigeration perfect for suites of all sizes. We manufacture so many different models, with different features, they look like they were made for you! Just tell us what you want. Select from refrigerators, beverage coolers, wine coolers, beer dispensers, ice makers and freezers, all avail-able in ADA heights. Add our induction cooktops and builtin microwave ovens, and give your guests all the pleasures they are looking for. With the personal touch of a family-owned organization, we help you win!

U-line8900 North 55th St.Milwaukee WI 53223P 414-831-2136Contact Name: Doug [email protected] nearly five decades and three generations, U-Line continues to be the leader in innova-tion, quality and value in the premium built-in undercounter ice making, refrigeration and wine preservation market. U-Line has captivated those with an appreciation for the finer things with exceptional functionality, style, inspired innovation and attention to even the smallest details. We are known for our unwavering dedication to product design, quality and selection.

wesniC6000 Bowendale Ave.Jacksonville FL 32216P 904-733-9595Contact Name: Bill [email protected] is the nation's premiere source of high quality furniture. Designed and manufactured to withstand the "wear and tear" associated with public space environments, our furnishings do not sacrifice design for its high quality. For over 20 years, colleges and universities, arenas, coliseums, shopping malls, hotels, restaurants, hospitals and both private and government offices have relied on Wesnic's furnishings.

witt inDUstries4600 N. Mason-Montgomery Rd.Mason OH 45040P 800-543-7417Contact Name: Adam [email protected] Industries, formerly The Witt Company, enjoys a rich, established history in the steel waste receptacle manufacturing industry, dating back to 1887. It was founded as The Witt Cornice Com-pany by George Witt, who invented and patented the first corrugated, galvanized ash can and lid in 1899. Throughout the 1900s, Witt Industries has been in the forefront of the industry through product innovation, quality and service. Today Witt



Alsd Buyers Guide 2012Industries is proud to be part of the Armor Metal Group and is a woman-owned business.

inFormAtion technoloGy

10 foot wAve7401 Carmel Executive Park Drive, Suite 106Charlotte NC 28226P 704-313-0399Contact Name: Dave Van [email protected] Foot Wave creates fully-automated private TV networks inside sporting venues that are designed to engage fans as well as sponsors. Our digital content platform, FanConnect, enables our clients to display broadcast production-quality TV content without the on-going expense of professionally produced video. Integrated with the venues existing video infrastructure, FanConnect works with what you’ve got, requiring no expensive upgrades to TV screens or cable distribution setups. It enhances the game experience by blending the live action with player and game stats, social media feeds, trivia and other custom content that fans love. The content elements are combined with sponsorship segments making FanConnect a valuable advertising revenue source. Our product line-up includes solutions for televisions, LED boards and mobile devices.

ADvAnCeD meDiA teChnologies (Amt)3150 SW 15th StreetDeerfield Beach FL 33442P 954-427-5711Contact Name: Dave [email protected] Media Technologies, Inc. (AMT) is the performance leader among CATV and broadband electronic equipment providers. As a value-added reseller of high performance products from numer-ous well-known manufacturers, AMT targets emerging technology applications in broadband with a complete line of products for CATV, IPTV and FTTH.

Our complete portfolio of broadband equip-ment includes products from Motorola, Amino, Blonder Tongue, ZeeVee, ATX Networks, EGT, RGB Networks, Adtec, Drake, Olson Technol-ogy and Emcore. AMT offers Motorola’s Passive Optical LAN (POL) Solution – a highly reliable and economically disruptive LAN solution that will revolutionize how voice, video and data are distributed throughout the enterprise.

Agilysys5383 Hollister AvenueSanta Barbara CA 93111P 805-692-6338Contact Name: Nancy [email protected] today's competitive stadium and entertain-

ment market, the technology you chose to run things has to be right. Agilysys is not only address-ing the different operational needs that sports and entertainment outlets have, it's giving them the right tools to get timely, unified reports that help managers make better business decisions. When you want to expand into new handheld and kiosk technology, Agilysys provides the solid integra-tion to make it happen. Add critical back-office applications like inventory and procurement and document management, and you'll have an efficient sports and entertainment outlet operation that enhances the guest experience.

AmeriCAn BArCoDe AnD rfiD3431 E Elwood StreetPhoenix AZ 85040P 480-319-1579Contact Name: Jason [email protected] particular focus on the hospitality and enter-tainment industries, American Barcode and RFID is uniquely positioned to assist with the implemen-tation of sophisticated automated data collection and management solutions. For 30 years, American Barcode and RFID has led the industry with in-novative products, solution and managed services that enable companies to manage both human and capital assets, mobilize workforce operations and secure facilities through enhanced controlled access.

ApplieD ConCeptsPO Box 1175Tully NY 13159P 315-696-6676Contact Name: Gary [email protected] Concepts is located in beautiful Tully, NY, about 25 miles south of Syracuse. Applied Concepts was formed in 1998 to supply DC-AC inverters for CCFLs which backlight LCDs. Our initial focus was on highly-specialized applications in military, avionics and industrial markets. We have since further enhanced our business offerings to include sunlight readable LED displays and plug-and-play LED drivers for OEM factory LED displays.

ApptiCo teChnology groUpPO Box 2009Laguna Hills CA 92654P 877-521-2777Contact Name: Paul [email protected] Apptico Technology Group proudly presents its latest user-friendly mobile app, Stadiyum! _Or-der, pay, eat...without leaving your seat! More than a mobile food and beverage app, Stadiyum! also offers video replays, score updates, mobile coupons, merchandise sales, links to tickets and player pro-

files as well as the ability to connect with other fans and players– all this in the palm of your hand from one stunning free app!

At&t wi-fi serviCes311 S Akard StreetDallas Texas 75202P 214-712-7798Contact Name: Robert [email protected]/wifiAT&T Wi-Fi Services is dedicated to providing end-to-end connectivity resources for a variety of customers, including those in hospitality, retail, healthcare, sport arenas/stadiums and university segments. We're using the strength of our global organization, along with our experience, financial stability, innovation and quality of service to benefit client venues. With more than 20,000 U.S. loca-tions served, AT&T is making you more produc-tive by making the Internet accessible in more places than ever before. We deliver an end-to-end network solution, including transport, application enablement, program and project management, installation, posting, monitoring, maintenance and 24/7 care.

BAllenA teChnologies1150 Ballena Blvd, Suite 250Alameda CA 94501P 510-521-0720Contact Name: Steve [email protected] Technologies offers unique sales and marketing tools for sports teams, venue owner/operators and Internet-based ticketing solutions. Ballena's Seats3D product is the market leader in sports venue 3D visualization. Ballena Technologies creates realistic seating visuals to improve the on-line ticketing experience by familiarizing potential customers with a facility, creating excitement, sales and customer satisfaction. Seats3D is currently used on facility websites including NCAA, NBA, NFL, MLB, MLS, NHL and NASCAR. Ballena also specializes in the creation and display of data on interactive seating maps, showing availability by section, sub-section or individual seat for reseating or individual and plan sales.

BypAss lAne3301 Northland Drive, Suite 500Austin TX 78731P 512-291-6192Contact Name: Brian [email protected] Mobile is a mobile ordering and payment solution for public venues and campuses. We empower fans to skip the line, not the game by ordering concessions using their mobile phone. Our shared experience in foodservice, transactions and development equips the Bypass team to create the premier mobile solution from the fan, venue, team and concession’s perspective. Our passion is to


Alsd Buyers Guide 2012enhance the fan experience through innovations in technology and consistent, trustworthy execution.

CAtereAse softwAre1020 Goodlette Rd. NorthNaples FL 34102P 239-261-5828Contact Name: Susan [email protected] at Caterease are committed to providing the most powerful, progressive, user-friendly event management software at the most affordable price. As the needs in the event management industry change, and as technology advances, Caterease is committed to keeping its customers on the cutting-edge. Through comprehensive program upgrades several times each year, Caterease will continue to be the industry leader for many years to come.

ChAnnel 1 meDiA99 Atlantic Avenue, Suite #308Toronto ON M6K 3J8CanadaP 416-531-6111Contact Name: Evan [email protected] 1 Media is a leading digital marketing agency that specializes in customized interactive sales tools for sports franchises within the NHL, NFL, NBA, MLS, MLB, NCAA and various other sports properties and venues throughout the United States and Canada. Since 1998, we have pro-vided high-impact, cost-effective content, helping companies all over North America improve their bottom line. Most noted for our popular e-bro-chures, Channel 1 has produced pieces to promote everything from premium seating, arena clubs and new stadiums to sponsorship opportunities, seat relocation programs and renewals. Our tools are recognized not only for their dynamic, energetic quality by bringing the entertainment experience to the consumer but for helping clients achieve out-standing returns on their investment.

Deel! meDiA12395 Morris Road, Suite 100Alpharetta GA 30005P 770-619-1225Contact Name: Bryan [email protected]! Media’s approach to the digital merchan-dising business is to assemble best-in-class re-sources to deliver the right solution for each of our clients. We have developed long-term relationships with our business partners and processes by which we effectively manage the deployment of those resources to the benefit of our clients. We feel this approach provides the most cost-effective method for delivering world-class solutions.

Dell, inC.One Dell WayRound Roots TX 78682P 512-723-5962Contact Name: Kristin [email protected] Inc. listens to customers and delivers innova-tive technology and services they trust and value. Uniquely enabled by its direct business model, Dell is the leading global systems and services company.

event iq11523 100th Ave, Suite 211Edmonton AB T5K OJ8CanadaP 780-424-3144Contact Name: Dave [email protected] is the eventIQ mission to become the premier provider of event software and services for every-one. To accomplish our mission, we streamline the event management business model using our PC-based software, a centralized Internet site and other services. We seek to make events successful and signups simple by increasing promotional efforts for events and reducing the traditional administrative challenges/cost.

fireiD2nd Floor Octo PlaceElektron AvenueTechnopark StellenboschSouth AfricaP 425-466-5103Contact Name: Alison F. [email protected] is a leading provider of mobile two-factor authentication. Founded in 2006, FireID is located in Stellenbosch, South Africa and has offices in the USA and UK with a broad international network of distributors and resellers. With increased transac-tion fraud and identity theft, strong authentication has become an essential component for any online or mobile application. FireID's world-class authen-tication solutions meet the growing authentication needs of corporations, government agencies and end-users who require highly secure and convenient online access to password protected accounts. For more information, visit www.fireid.com.

fooD trAk15900 North 78th StreetScottsdale AZ 85260P [email protected] Concepts, Inc. (SCI) is the developer of the FOOD-TRAK® System and is one of the world's first companies to specialize in the field of food and beverage management automation. Our narrow specialization and large client base has resulted in a level of software sophistication and

consulting expertise unrivaled in the industry. With over 10,000 clients in more than 18 countries, our success has been built one client at a time. Our focus on knowledge-building and personal, on-site involvement in consulting, automated solution implementation and ongoing success is a key to our clients' abilities to save significant time and money by bulletproofing their F&B operation.

fortress gBSouth Block Tavistock HouseTavistock Square London WC1H 9LGUnited KingdomP +44 (0) 20 7874 7595www.fortressgb.comFortress is a global provider of customer manage-ment and stored value solutions for the sports and entertainment industry. Our innovative card schemes improve customer service and help our clients identify, understand and interact with their customers in a more personal and effective way. Used today by over 85 stadiums and venues, the Fortress membership scheme uses our award winning RFID smart card technologies to enable and manage electronic payments, loyalty point collection, paperless ticketing, venue access and the running of tailored campaigns and promotions.

givex366 Adelaide St, Unit 400Toronto, ON M5V 1R9 P 770-514-8436Contact Name: Debbi [email protected]'s technology has now significantly evolved from the first gift card and loyalty programs that began in 1999. We now provide customizable tools that empower businesses of all kinds to acquire new customers, build, maintain and expand their customer database, effectively communicate with customers and, finally, understand and reward their most loyal customers.

Uptix is a tool which augments your stadium’s existing ticket system, turning tickets into a form of payment at concessions and team stores, loyalty cards and instant-win coupons. Several MLB teams are already using Uptix to increase concession profit, patron spending and season ticket renewals.

glyphiC teChnologies1001 Avenue of the Americas, 4th FloorNew York NY 10018P 917-751-9500Contact Name: Devra [email protected] Technologies is a leading information technology consulting firm delivering business-driven technology solutions. We use our com-prehensive IT solution offerings, including staff augmentation, Lotus, messaging and collaboration, enterprise portal and service-oriented architecture

Create a suite experience.

www.southernaluminum.com/golinenless

[lighted XCube tables][serpentine tables] [cocktail tables][lighted XCube tables]

Swirl Tables®, created with an original handcrafted artistry, are the perfect solution for sophisticated and linenless luxury suite settings. Designed to enhance the most memorable events, Swirl Tables® add a unique element to your décor.


Alsd Buyers Guide 2012implementations to make our clients’ businesses more nimble and responsive.

With an emphasis on building lasting relation-ships, our philosophy has always been to take care of clients’ needs first and the business will take care of itself. Our high percentage of repeat business — more than 85 percent of revenue over the last five years — reflects our commitment to quality and the long-term partnerships we build with our clients.

iss 24/712411 NW 35th StreetCoral Springs FL 33065P 877-722-6458www.iss247.comISS 24/7 is a privately-held company based in South Florida. Our marketing and technical team has years of experience in text communications, mobile marketing solutions and facility manage-ment software. Our mission is to provide highly-innovative solutions in a cost-effective manner. With our exceptional in-house programming team, we can fulfill even the most demanding requests in a timely fashion.

Our proprietary platforms have been devel-oped by our staff of technical engineers and have undergone years of extensive testing. The result is a system that is cutting-edge and customizable to meet the demands of even the most sophisticated users.

infloBlox4750 Patrick Henry Dr.Santa Clara CA 95054P 408-625-4200Contact Name: Pete Surettewww.infoblox.comInfoblox was founded in 1999 and has shipped more than 40,000 appliances to more than 4,000 customers worldwide, including more than one-third of the Fortune 500.

Infoblox is the leader in network automation and control. Many of the world’s largest businesses rely on our integrated, hardened appliance-based software for business continuity, availability and compliance. We provide integrated DNS, DHCP, IP Address Management (IPAM) and Network Change & Configuration Management (NCCM) products that together:•Ensure network availability•Provide better control of the network infra-

structure•Delivers 'one-click' network compliance

reporting• Improve staff efficiency with built-in automa-

tion

internAtionAl miCros systems200 Racoosin Drive, Suite 106Aston PA 19014P 484-482-1600Contact Name: Lisa [email protected]

At IMS, we differentiate ourselves in the POS industry by developing custom solutions, like STA-DIS, also known as "Event Revenue Optimization" (ERO), using best-in-class components (hardware and software) tied together through professional services focused on efficient integration. Companies too often fall into the trap of settling for a “one-size-fits-all” system delivered by companies with proficiency in only one or two key areas. We have developed a methodology that allows its custom-ers to profit from the use of specialized software applications and hardware solutions developed by industry leaders focused on their core competen-cies. The IMS approach delivers these best-in-class components in seamlessly integrated platforms that specifically address each customer’s immediate needs while allowing scale for growth.

iomeDiA640 West 28th Street, 9th FloorNew York NY 10001P 212-352-1115Contact Name: Andrew [email protected]/sportsIOMEDIA is a creative agency focused on the bigger picture_strategy, concept and execution of extraordinary digital visuals and brand-centric media experiences. For the past 14 years, IOME-DIA has offered a diverse outlook in answering complex marketing challenges with inspired concepts, campaigns and media productions. With a full in-house compliment of creative and technol-ogy teams, IOMEDIA also offers the Virtual Venue™, a game-changing digital platform that is the most engaging accurate in-venue experience for customer engagement and fan interaction. Virtual Venue™ technology is designed openly to integrate with online or offline marketing and promotional campaigns, social media, ad serving technology, sponsorship opportunities, ticketing systems and season ticket relocation.

JUniper networks1194 North Mathilda AveSunnyvale CA 94089P 408-745-2000Contact Name: Jim [email protected] Networks was founded on a simple but incredibly powerful vision for the future of the network: “Connect everything. Empower everyone.” This ideal is the commitment of the company and the mission that drives every Juniper colleague ev-ery day. We are dedicated to uncovering new ideas and innovations that will serve the exponential de-mands of the networked world. To do this, we build solutions that center on simplification, automation and open innovation.

fAnvisionContact Name: Matt Lukenswww.fanvision.comEXPERIENCE FANVISION, A REVOLU-

TION IN LIVE FOOTBALL.Introducing FanVision, a wireless handheld

device that streams live football on a digital TV channel. It's time to take the game into your own hands and watch every play up close, right as it happens. Here's what comes standard:• Instant replay from multiple angles. No wait-

ing for it to buffer or load.•Access to out-of-town games selected by your

team as well as access to the NFL RedZone Channel.

•Live in-depth analysis tool, reporting the trends and strategies of the game.

•Fantasy Football updates and stats.•A sharp, 4.3-inch screen and 6-hour battery

life so you can watch the whole game clearly and vividly, even in bright daylight.

•Exclusive highlight reels — so you can catch the best plays as many times as you like.

keywest teChnologies14563 W. 96th St. TerraceLenexa KS 66215P 913-492-4666Contact Name: Wes [email protected] Technology delivers the technology driv-ing the digital signage revolution. Behind every digital sign is a device and software responsible for playing back and managing media. Solving your company’s digital signage puzzle with professional-ism at every level is our specialty.

lUxiUm200 Elgin St, Suite 1001Ottawa ON K2P 1L5CanadaP 613-780-9000Contact Name: Bruce [email protected] is a software solution designed specifically for stadiums and teams who want to maximize revenues from their luxury suites and enhance relationships with their most valuable customers. Luxium enables stadiums to: •Drive greater Return on Investment (ROI)

through better management of suite inventory, better use of fractional suites and optimizing SRO sales.

•Conduct in-depth reporting to obtain insights into suite usage and customer data, driving new sales opportunities.

•Provide suite holders with a web-based tool to make it easier to manage their suite and provide them proof of ROI.

miCros systems, inC.7031 Columbia Gateway Dr.Columbia MD 21046United StatesP 443-285-8144Contact Name: Wayne [email protected]


Alsd Buyers Guide 2012www.micros.comMICROS Systems, Inc. provides enterprise ap-plications for the hospitality and retail industries worldwide. Over 310,000 MICROS systems are currently installed in table and quick-service restaurants, hotels, motels, casinos, leisure and entertainment and retail operations in more than 130 countries and on all seven continents.

In addition, MICROS provides property man-agement systems, central reservation and customer information solutions under the brand MICROS-Fidelio for more than 25,000 hotels worldwide as well as point-of-sale, loss prevention and cross-channel functionality through its MICROS-Retail division for more than 79,000 retail stores worldwide.

moBile sports groUp410 McKenzie TrailAtlanta GA 30004United StatesP 770-753-1477Contact Name: Harry [email protected] Sports Group provides complete marketing services and digital media associated with mobile and email marketing and database strategies. By utilizing our unique database that consists of over 150+ million consumers, our clients are able to communicate, deliver and reach new prospects in a manner that was never available before through SMS and email. We can help professional and col-legiate sports properties build meaningful one-to-one relationships with their fans, sponsors, alumni, viewers and listeners. We can assist in generating new sponsorship revenues associated with mobile/email database marketing, improve attendance through our database programs and drive more merchandise sales with our email service provider solutions.

How much do you know about your current customers? Customer profiling helps you find new customers for your business. The results may be used to extract prospective consumers that match the profile of your current customers and are more inclined to buy your product or service. With a highly targeted prospect list to work from, you’ll be smarter and avoid marketing waste.

moBile tiCket App6795 East Tennessee AvenueDenver CO 80224P 888-206-6374Contact Name: Steve [email protected] Ticket App will build you a custom-brand-ed iPhone App, Android App or Mobile Ticket Website with your company's look and feel. As a Ticket reseller, you extend your ticket sales to all smart phones with the power of social media. Your App will be created by our expert team of develop-ers in approximately two weeks.•42 million iPhones are in use

•Android phones are #1 in the U.S.•We custom-build reseller apps•We custom-build mobile ticket websites•What is your mobile ticketing strategy?

moBio iDentity systems350-375 Water StreetVancouver BC V6B 5C6CanadaP 778-588-7657Contact Name: Clovis [email protected] Identity Systems, Inc. has developed a software m-commerce platform that takes the payment experience to a completely new level. Mobio technology takes advantage of existing payment infrastructure and mobile devices creating a new universal transaction system that is more convenient and secure than any other competing technology on the market today. With this new technology, Mobio has taken a fundamentally dif-ferent approach to the manner in which people and businesses transact in person and over the Internet. The exchange of personal information, including credit cards, can now be delivered in a convenient and secure format that can be customized and personalized to each user.

motorolA1303 E. Algonquin RdSchaumburg IL 60196P 972-277-6542Contact Name: Tom [email protected] provides stadium mobility solutions that deliver an unsurpassed fan experience. Mobility streamlines the ticketing process, enables seat-side ordering and provides security personnel with real-time communications to give fans peace of mind. From reliable, rugged mobile computers and two-way radios to secure wireless networks, Motorola has the wide range of products you need to keep fans coming back.

moUsetrAp groUp104 W 4th Street, Suite 301Royal Oak MI 48067P 248-547-2800Contact Name: Nicole Piggottnicole@mousetrapmobile.comwww.mousetrapmobile.comMousetrap Group, LLC is a leader in mobile tech-nology and communications, specializing in custom mobile communications, applications and market-ing through the utilization of today’s most efficient and effective method of communication – mobile and social media. From internal communications and event coordination to fan and guest engage-ment, Mousetrap works closely with every client, providing customized and personalized turnkey mobile solutions and SMS applications to meet the needs of any venue.

As a full-service marketing company, Mouse-

trap becomes your one-stop shop for all market-ing needs, including tactical marketing and SMS communication solutions, novel sponsorship and revenue opportunities, mobile, web and graphic design, campaign strategy and management, exten-sive client training and social media consulting and management.

neC DisplAy500 Park Blvd, Suite 1100Itasca IL 60143P 858-705-0239Contact Name: Juan [email protected] Display Solutions is a leading designer and provider of innovative desktop LCD monitors, commercial- and professional-grade large-screen LCD displays, a diverse line of multimedia and digital cinema projectors and integrated display solutions. VUKUNET, powered by NEC Display Solutions of America, is the universal advertising platform that connects digital out-of-home net-works with ad revenue. VUKUNET is a web-based tool that provides a centralized, automated place for network owners to connect their screens to adver-tisers looking to place their digital ads. Visit us at www.necdisplay.com or call 866.NEC.MORE.

nqAtiv5214 68th Street, Suite 200Lubbock TX 79424P 806-687-8500Contact Name: Bret [email protected] is the first true accounting and payroll software designed for venues and professional sports teams. From event-specific accounting to automatic non-resident tax calculations in payroll, we understand the special needs in the venue and professional sports industry. We provide a frame-work that is highly modifiable and customizable, allowing you to adjust the software to fit your needs instead of you conforming to a defined set of func-tions in the software.

omnivex3300 Highway 7, Suite 501Concord ON L4K 4M3CanadaP 905-761-6640Contact Name: Elizabeth [email protected] 1991, Omnivex has been helping innovative organizations communicate with their patrons, partners and employees through visual displays. Omnivex makes enterprise-wide software to manage all aspects of your digital signage network. Reach and touch the right people, at the right time, in the right place with industry-defining digital communications solutions.

Our solutions are designated to work for you and respond to your needs. Our goal is to provide

FanVision enhances your fans’ game-day experience by turning your venue into a smart venue. Now they can tap into ten channels of instant replays, multiple camera views, statistics, commentary and out-of-market games at your venue, the moment the action happens. Which means they get closer to the action than ever before, stay in their seats and return season after season.

For more information, visit FanVision.com

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Alsd Buyers Guide 2012you the most powerful software tools to effectively communicate your message, with the least amount of work on your part.

pArsons teChnologies5960 Main Street SEMinneapolis MN 55432United StatesP 763-528-7764Contact Name: Wendy [email protected] Technologies provides comprehensive and integrated technology solutions, spanning the entire Project Lifecycle™ from conception through design, installation, service and maintenance. Par-sons delivers systems expertise in broadcast, audio/visual, security and voice/data. We bring a team of dedicated professional designers, engineers, project managers, field supervisors and installers to every project. In addition to extensive experience deliver-ing solutions to the sports venue industry, Parsons also serves the commercial, industrial, healthcare, hospitality, gaming and education markets. Parsons is headquartered in Minneapolis, MN and has branch locations in St. Paul, MN and Phoenix, AZ.

plAnAr systems, inC.1195 NW Compton Dr.Beaverton OR 97006P 503-748-1100Contact Name: Brian Strayhanbrian.strayhan@planar.comwww.planardigitalsignage.comPlanar Systems, Inc. is a leading manufacturer of large format digital displays for digital signage applications. Planar’s line of LCD monitors, LCD video walls and rear-projection video walls deliver precise and brilliant visual performance in demand-ing digital signage environments around the world.

rADiAnt systems3925 Brookside ParkwayAlpharetta GA 30022P 770-576-7195Contact Name: Nyree [email protected] Systems is a world leader in providing integrated point-of-sale solutions to stadium, arena and event-based venues. Radiant is at the forefront of technology in the design, manufacturing and distribution of point-of-sale hardware and back office software, including a variety of specialized software packages, and offering a comprehensive range of hardware, including touch screen, keypad, handheld, wireless and RF technologies designed specifically for stadiums and arenas.

Join the more than 200 stadiums and arenas around the world that are capitalizing on the benefits of the Quest Venue Management solution by Radiant Systems.

roCket 55325 Cedar Street, Suite 102St. Paul MN 55101P 612-418-2787Contact Name: Steven [email protected] 55 is a cutting-edge web design firm that specializes in creating custom online business solu-tions for our clients.

seAtsUB, inC.42 Greenfield Avenue, Suite GSan Anselmo CA 94960P 415-508-3782Contact Name: Franco [email protected] is an online solution that helps chari-ties accept season tickets as donations. With an estimated 40% of season tickets going unused over a given year, SeatSub provides charities with a way of empowering fans to donate seats that would otherwise go unused. Non-profits are then able to fill those seats (volunteers, potential donors or otherwise worthy folks) or sell them and use the profits to fund their philanthropic goals.

shArp12119 South Tallkid CtParker CO 80138P 720-479-8204Contact Name: Matt [email protected] offers a wide range of products and solutions for use in the premium seat market. Commercial LCD monitors are 24/7-certified and available in screen classes up to 60” diagonal along with ultra-slim bezel video wall monitors (enabling high-impact, multi-screen video walls in almost any size and format) and interactive touch screen whiteboard monitors. Sharp’s professional projec-tor line includes models utilizing 3-chip DLP®, BrilliantColor™ DLP and 3-LCD technologies in brightness up to 6300 lumens. Sharp addition-ally offers a wide lineup of Aquos® LCD TVs, MFPs and printers, POS systems and commercial appliances. For more information, please visit www.SharpUSA.com.

signAlshAre100 Regency Forest Drive, Suite 130Cary NC 27518P 301-370-3190Contact Name: Chris Barneswww.signalshare.netSignalShare meets the demand for mobile Wi-Fi access as fans increase their integration of digital technology into their daily lives. SignalShare offers products and services designed to provide Wi-Fi access, data collection and analysis and surface content for live events regardless of the location, event type or duration. SignalShare facilitates

increased engagement with your fans in a whole new way with Live-Fi. Live-Fi is the next genera-tion of wireless internet access for live events. With Live-Fi, you can create an interactive event network driven by real-time content. Enrich the user-expe-rience and advance marketing activities with fast, reliable internet access.

spinnAker8001 Irvine Center Dr, Suite 400Irvine CA 92618P 949-268-1602Contact Name: Mitch [email protected] in 1997, Spinnaker is recognized as a leader in identifying, designing and implement-ing customer relationship management (CRM) solutions. Spinnaker’s proven success is demon-strated through the design and implementation of solutions for sports and entertainment organiza-tions. As a Microsoft Gold Partner, Spinnaker is recognized as an expert in supporting the growth and adoption of the Microsoft Dynamics CRM and XRM product lines throughout the sports and entertainment community. In addition, Spinnaker continues to be featured as an authority on the trends of and success with customer relationship management throughout the technology press community due to its continued support and education of CRM.

stAts2775 Shermer Rd.Northbrook IL 60062P 847-583-2100Contact Name: Nick [email protected] is the world's leading sports technology, data and content company. The company passion-ately abides by a mission to revolutionize the way sports contests are viewed, understood and enjoyed. STATS’ calling card consists of real-time scores, historical sports information, Associated Press editorial content, a turnkey fantasy sports operation and SportVU technology.

Today, STATS’ worldwide client network of media companies and professional sports leagues and teams utilize a broad spectrum of dynamic in-game broadcast presentations and virtual images, multimedia enhancements and game analysis and tactical coaching tools. STATS is owned jointly by the Associated Press and News Corporation with corporate offices across the globe.

stonetimBerriverPO Box 6307Fairhaven NJ 07704P 732-224-9174Contact Name: Derek DeBreederek.debree@stonetimberriver.comwww.stonetimberriver.comStoneTimberRiver provides software solutions built on the Microsoft Dynamics CRM platform to the


Alsd Buyers Guide 2012sports and entertainment industry. More than 65 major league teams use our CRM solutions for:•Ticketing Sales and Service•Premium Sales and Service•Partnership Sales and Service•Ticketing System Integration•Broadcast Traffic Management

strAtACAChe2 Riverplace, Suite 200Dayton OH 45405P 800-244-8915Contact Name: Paula [email protected] is a world-leading provider of efficient, scalable and cost-effective digital media solutions for stadiums and arenas. STRATA-CACHE digital signage gives you the power to op-timize the fan experience, improve wayfinding and generate concession sales. With our traffic pattern analysis and audience measurement technology, we help you grow your business.

sUnBritetv5069 Maureen LnMoorpark CA 93021P 866-357-8688Contact Name: Lynn [email protected], hotels, restaurants and theme parks have chosen SunBriteTV for their outdoor commercial A/V and digital signage solutions. SunBriteTV all-weather LCD TV displays are designed for per-manent outdoor installation and to withstand rain, dust, insects and extreme temperatures. The com-pany provides a line of 22-, 32-, 46- and 55-inch HD LCD models with resolutions up to 1080p, 120Hz. For digital signage solutions, SunBriteTV offers 32- and 46-inch interactive touch screen digital signage models.

texAs DigitAl400 Technology ParkwayCollege Station TX 77845P 800-693-2628Contact Name: Russ [email protected] visitor experience and drive sales lift with Texas Digital’s VitalCAST dynamic digital signage. Menus, promotions, upcoming events, sponsor rec-ognition, live television and more can be combined on screen to give visitors VIP treatment whether they are in a suite, concession line or walking the concourse. Central control ensures your message is up-to-date and can be changed in moments throughout the facility. VitalCAST brings added-value to your sponsors and increased entertainment to fans who will be captivated by your message be-fore, during and after events. Contact Texas Digital today to learn how you can bring the digital signage experience to your facility.

triBriDge4830 W. Kennedy Boulevard, Suite 890Tampa FL 33609P 213-785-5749Contact Name: Mitch [email protected] is an IT services and business consultancy dedicated to helping organizations become more productive, profitable, competitive and secure. We believe that “who we are” not only differentiates us from other firms, but is the defining factor in achieving shared success with our customers.

UngerBoeCk softwAre100 Ungerboeck ParkO’Fallon MO 63368P 636-300-5606Contact Name: Doug [email protected] Software for arenas and stadia is a scalable software solution designed specifically for arena and stadium managers. From Express to Enterprise editions, Ungerboeck Software delivers most organizations the capabilities of three to five separate software packages at a fraction of the cost, including CRM, sales, booking, event manage-ment, operations and more. Today, Ungerboeck Software drives increased revenue and decreases costs for over 30,000 event professionals in over 40 countries.

Ungerboeck supports its worldwide client base from its world headquarters in St. Louis, Missouri and regional offices in Germany, France, Australia, China and Hong Kong. Visit www.ungerboeck.com for more information.

wifArer4593 Boulderwood DriveVictoria BC V8Y 2V2CanadaP 250-472-4330Contact Name: Denis [email protected] a way never before possible, Wifarer has devel-oped a software-only indoor positioning system that works in conjunction with the Wifarer smart-phone app to pinpoint a user’s indoor location. Wifarer provides the visitor with a personal guide through a venue, and the venue with a way to opti-mize, analyze and monetize their visitor’s journey.

wireless ronin5929 Baker Road, Suite 475Minneapolis MN 55345P [email protected]’re a marketing technologies company with leading expertise in current and emerging digital media solutions – including signage, interactive kiosk, mobile, social media and web – that enable

our customers to transform how they engage with their customers.

Our goal is just as simple: Provide marketing technology solutions and services to our custom-ers, helping them increase revenue and/or improve operating efficiencies in the execution of their marketing initiatives.

yinzCAm6616 Beacon StreetPittsburgh PA 15217P 412-268-8801Contact Name: Priya [email protected], Inc. is a privately-held company based in Pittsburgh, PA, and is a spin-off from Carnegie Mellon University. YinzCam's products allow teams to leverage their digital media assets to generate additional revenue and drive additional online traffic to team sites while providing their fans with new engaging in-game experiences on their own smartphones or on displays in suites. The company's experiential mobile and suite products let fans choose the live camera angles (Follow Cam, Bench Cam, Red-Zone Cam) they want to watch, create their own replays, capture their moments in their personal digital game diary and much more. YinzCam was recognized by NetworkWorld on their 2009 list of Top 10 Sports Technologies to Love.

ProFessionAl services

360 ArChiteCtUre300 West 22nd St.Kansas City MO 64108P 816-472-3360Contact Name: Tracy [email protected] designs enhance the well-being of people, organizations, communities and the environment. We believe the opportunity for innovation exists within the context of each project – an opportunity we realize through our architecture and interior expertise. We listen attentively, solve pragmatically and design creatively, fulfilling expectations in de-lightful and unexpected ways. Our goal is always to inspire our people, partners, clients and community through design and a passion for excellence.

Aeg800 West Olympic Blvd, Suite 305Los Angeles CA 90015P 213-763-7700www.aegworldwide.comAEG owns more sports teams and events than any other company in the world. AEG recognizes the entertainment value in sports and the emotional connection of its fans. From the NHL to the NBA, and Major League Soccer to championship boxing and world-class tennis, AEG focuses on marquee sports that inspire fans and ultimately drive revenue

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Alsd Buyers Guide 2012and capture market share.

ACme tiCket 16 Sheffield StToronto ON M6M 3E6CanadaP 416-249-9163Contact Name: Janice [email protected] in 1948, ACME quickly earned a reputa-tion as a responsive and highly reputable printer. Today the company still maintains this status by putting the customer first. We strive to be innova-tive and creative in our approach to offering print solutions. Our customers have come to depend on ACME as a service and solutions- oriented company.

ACME continues to grow with, and ahead of, the industry by offering new services and products as well as adopting the latest technologies in integrating our offerings with the workings of the companies that we provide for. It is of paramount importance to us at ACME to be a driving force within our industry and continually offer our cus-tomers and partners a product that they can utilize to represent themselves with pride.

AUDienCeview tiCketing425 Adelaide Street West, 9th and 10th FloorToronto ON M5V 3C1CanadaP 416-687-2000Contact Name: Jeff [email protected] Ticketing provides a fully-integrat-ed, web-based ticketing, CRM and fundraising solution to more than 160 sports, arts, entertain-ment and non-traditional ticketing organizations worldwide. Supporting both in-house and hosted ticketing models, AudienceView's white-label solution offers the ability to create unlimited online brands, control your venue and event data, access real-time business data and interact directly with your customers. AudienceView's leading-edge solu-tion opens the door to superior venue management, an enhanced customer experience and, ultimately, increased revenue. For more information about AudienceView Ticketing, please visit AudienceV-iew.com.

the Bigelow CompAnies1575 Universal Ave, Suite 156Kansas City MO 64120P 816-483-5553Contact Name: Chris Bigelowchrisbigelow@bigelowcompanies.comwww.bigelowcompanies.comThe Bigelow Companies, Inc. is made up of two major divisions: foodservice design and foodservice management consulting. While each division oper-ates independently, both services complement one another. Often, expertise in efficient and profitable operations may direct the design features of the

equipment plans and facility layouts. Likewise, many operational challenges are often solved by proper placement and use of innovative new equip-ment and design.

BpgrAphiCs3940 West Montecito AvePhoenix AZ 85019P 602-272-2907Contact Name: Joe [email protected] are large-format screen and digital printers that specialize in out-of-home advertising, retail, event, sports and fleet graphics. We’ll help you get noticed, both indoors and out. Our decades of experience means we will make you look good everywhere…every time. From the smallest decal to Times Square spectaculars, we offer possibilities as endless as your creativity.

Since 1961, our goal has been to build excep-tional value into every product and service. Our facilities are equipped with over 66,000 square-feet of the most advanced print and finishing technol-ogy in the industry. From concept to design, to production and installation, our team of profession-als and craftsmen are dedicated to getting your job done right.

the ColonnADe groUp402 Office Park Dr, Suite 205Birmingham AL 35223P 205-320-1234Contact Name: Robyn [email protected] Colonnade Group is a national leader in en-tertainment and sports production. TCG provides turnkey solutions for management as well as pro-duction of national sporting events. The Colonnade Group has executed a variety of successful projects in major indoor sporting venues and in the context of athletic departments and premium seating operations.

ConsoliDAteD printing1712 East Main St.Van Buren AR 72956P 800-542-1013Contact Name: Curtis [email protected] over 35 years, Consolidated Printing Company has fused exceptional print quality with an insa-tiable commitment to environmental sustainability. With full-service printing capabilities, state-of-the-art technology and a holistic system of unique green printing practices, Consolidated not only delivers beautiful, vivid materials, but environmen-tal peace of mind.

Csl internAtionAl5741 Legacy Dr, Suite 310Plano TX 75024P 972-491-6900

Contact Name: Bill [email protected], Sports & Leisure International (CSL) is a leading advisory and planning firm specializing in providing consulting services to the convention, sport, entertainment and visitor indus-tries. CSL was established for the specific purpose of providing a source of focused research and expertise in these industries. Services include new/expanded event facility feasibility studies, organiza-tional reviews/performance enhancement studies, destination master planning, industry benchmark-ing, negotiation assistance and related services.

DimensionAl innovAtions3421 Merriam LaneOverland Park KS 66203P 913-744-2112Contact Name: Justin [email protected] Dimensional Innovations, we are designers, engineers and fabricators collaborating under one roof. We design to make your business money. We deliver value while still winning awards. We make you look good. Our innovative team creates experiences that make distinctive connections with our clients and your customers. Our sports industry experience includes design and specialty fabrica-tion of:•architectural build outs of sponsorship spaces• luxury suites•courtside clubs• solid surface countertops

elite risk serviCes423 31st StreetNewport Beach, CA 92663P 949-891-0133Contact Name: Kevin [email protected] Risk Services is an outsourcing partner to trusted advisors, providing their affluent clientele with the expertise and resources to effectively manage complex property and liability exposures. An uninsured or underinsured loss can devastate an otherwise sound wealth management plan. Affluent people tend to be exceptionally busy and mistak-enly view personal and commercial insurance as a commodity. Our services enable advisors to offer thorough risk management assessment for their cli-ents, eliminating gaps and costly overlaps. The end result is a well-constructed insurance portfolio that appropriately and effectively insures their clients.

flexCon CompAny, inC.One FLEXcon Industrial ParkSpencer MA 01562P 508-885-8200Contact Name: Michael [email protected] brands shift their advertising focus and dollars

INSIGHT IS PROUD TO BE THE OFFICIAL IT PARTNER

The Team Behind Your Technology In today’s high-tech world, premium seat holders expect more. Count on Insight to help you implement game-changing technologies that elevate the fan experience. Think handheld viewing devices that provide statistics, instant replays and camera views. Expansive HD video and digital displays that deliver visual drama on a grand scale. And, of course, new tools to add convenience and revenue.

Find out why professional teams in every major sports league and leading sports and entertainment venues count on Insight. Isn’t it time you made Insight your go-to technology team?

© 2011 Insight Direct USA, Inc. All rights reserved. Insight is a registered trademark of Insight Direct USA, Inc. All other company and product names are trademarks or service marks of their respective owners.

1 .800 . INS IGHTINS IGHT.COM


Alsd Buyers Guide 2012away from traditional media and shotgun market-ing tactics, the suite becomes a powerful tool in tar-geted and personalized event marketing. SUITE-art™ will give your clients the opportunity to customize their luxury box and activate their brand. SUITE-art™ is a new marketing tool for you to add value to your full season, partial, and one-game special event packages. Once your clients see the value of this program, you will have the opportunity to capture incremental revenue and profits.

front row mArketing serviCesWachovia Center 3601 South Broad StreetPhiladelphia PA 19148P 215-389-9516Contact Name: Bob Snyderrsnyder@frontrow-marketing.comwww.frontrow-marketing.comFront Row Marketing Services was formed in 1998 by highly-respected sports marketing expert Mr. Richard Sherwood. Front Row is a division of public assembly facility management firm, Global Spectrum, and part of one of the world’s largest sports and entertainment firms, Comcast-Spectacor.

fUll hoUse entertAinment DAtABAse mArketing1503 S. State Street, #803Chicago IL 60605P 866-280-0637Contact Name: Ron [email protected] MORE BUTTS IN YOUR SEATS

Full House provides targeted sales leads for direct marketing campaigns: direct mail, telemar-keting and business email. Over 600 sports teams, arenas/stadiums, colleges, race tracks, concert venues and entertainment organizations have used Full House to find new business and residential customers, including 27 MLB, 28 NBA, 23 NFL, 22 NHL and 9 MLS clubs. Full House provides sales leads for premium seating, season ticket and group sales campaigns. The company also specializes in customer analysis projects (Current Fan Profile Reports), including a recent study that uncovered the types of companies that lease suites, club seats and VIP club member-ships.

gAme fACe, inC.PO Box 3246Tualatin OR 97062P 503-692-8855Contact Name: Rob Cornilleswww.gamefacesportsjobs.comGame Face is an international training and career placement company, specializing in sports market-ing. Whether you want to break into the industry, advance your sports marketing career or improve your staff 's sales success, we're what you need — an experienced coach who knows the game from every

angle.

gloBAl speCtrUm3601 South Broad St.Philadelphia PA 19148P 215-389-9587Contact Name: Todd Glickmantglickman@comcast-spectacor.comwww.global-spectrum.comGlobal Spectrum manages public assembly venues that host a wide array of popular sports and entertainment, trade shows, performing arts and other special events. But what really sets us apart from other companies are the vast resources we make available to our clients. With facilities in the United States, Canada, Southeast Asia and an ever-increasing international presence, we have an unprecedented rate of growth in the industry. This is due, in part, to our unique business model.

green stAr BUilDers1314 West McDermott DrAllen TX 75013P 972-996-4747Contact Name: Brett [email protected] choices we make today have the power to change tomorrow – and the time for change is now. At Green Star Builders, we believe now is the time to start building a more positive future. Green homes can be as energy-efficient and well-built as they are beautiful. Businesses can reduce overhead, increase revenue and enhance customer loyalty. That’s why we integrate green building practices, energy efficient products, the latest technology and a passion for green building into every project we build. Let us show you how implementing green building practices in commercial and new home construction will help you reap the rewards for many years to come. It’s an ECOVATION. And it’s time to get to work.

heery internAtionAl, inC.999 Peachtree St. NEAtlanta GA 30309P 404-881-9880Contact Name: Michael [email protected] Heery International, we bring an extraordinary depth of talent, creativity and technical skills to fa-cility and infrastructure projects. Founded in 1952, Heery has expanded in new and dramatic ways over the past several years through acquisitions, new ser-vices, new markets and new offices, redefining what it means to be responsive, resourceful and diverse.

hks, inC.1919 McKinney AveDallas TX 75201P 214-969-5599Contact Name: Ralph [email protected]

For more than 65 years, we have nurtured a culture that reveres both invention and customer focus. To-day, we are among the top-three architectural firms nationwide, recognized for our award-winning architectural, interior design and planning services.

hntB715 Kirk Dr.Kansas City MO 64105P 816-472-1201Contact Name: Gerardo [email protected] nearly a century, HNTB has exceeded client expectations in the delivery of infrastructure. With client relationships spanning decades, we understand infrastructure life cycles and have the perspective to solve technical challenges with clarity and imagination. We see and help address far-reaching issues of financing, legislation, design, construction, community outreach and ongoing operations. As employee-owners committed to the highest levels of performance, we enable clients to achieve their goals and inspiring visions.

i673 Industrial BlvdKearneysville WV 25430P 888-664-1616Contact Name: John [email protected] in 2007, i6 is focused on using the latest advances in digital technology to offer you an inno-vative way to add value to your fans and sponsors. The i6 technology is called lentography – the digital imprinting of a micro-lens substrate with variable data, graphics and animated effects. Our team includes cutting-edge software engineers as well as world-class graphic designers. We transform your ticket from an ordinary entry token into highly collectible, relevant memorabilia that your fans and sponsors will love and appreciate!

img767 5th AvenueNew York NY 10153P 212-489-8300Contact Name: Lee [email protected] is the world's premier and most diversified sports, entertainment and media company. We partner with the world's leading marketers and media networks to help them grow their businesses through our event properties, media production and distribution, talent brands, sponsorship consult-ing, brand licensing, sponsorship sales and other services.

isp sports540 North Trade St.Winston-Salem NC 27101P 336-831-0700Contact Name: Stacy Hall

Whether a special event or a sporting event, we can meet your admission control needs with access, VIP and season passes; media creden-

tials; season ticket books; vendor, employee and official badges, hang tags, photo ID’s and other products to compliment your ticketing

needs. Custom-printed to your specifications with full color ink capabilities, features such as foil stamping or security inks are available to

enhance the security of your admission products.

Easily visible credentials increase security to restricted areas:

• Access Passes, Media Credentials

• Vendor, Employee, and Officials’ Badges

• VIP & Season Passes

• Photo ID’s and other products to compliment your

ticketing and access control needs.

National Ticket Co. provides tickets and access control prod-

ucts to: National Football League, National Basketball Asso-

ciation, National Hockey League, Major League Baseball, PGA,

Minor League Sports Teams, College Bowls and many others.

Call today for details and a price proposal

P.O. Box 547, Shamokin, PA 17872 USACustomer Service: 800-829-0829 or 570-672-2900Fax: 800-829-0888 or 570-672-2999Web Site: www.nationalticket.com • E-mail: [email protected]

Season Tickets, Books andNEW Season Wristband Books

National Ticket Company’s employees are proud to print the highest quality ticketingproducts in our Pennsylvania manufacturing facility.

Season Tickets, Books andNEW Season Wristband Books

SEAT magazine ALSD:Layout 1 5/23/2011 4:15 PM Page 1


Alsd Buyers Guide 2012www.ispsports.comFounded in 1992 in Winston-Salem, NC, ISP, America’s Home for College Sports, has enjoyed tremendous growth within the intercollegiate athletics marketplace. The ISP family of leading NCAA members now touches every state in the Southeast while extending across the Mid-Atlantic into the Northeast, Midwest and West Coast corri-dors as well. While the ISP corporate headquarters remains in its hometown, the company operates nearly 60 other regional offices and counts over 300 employees on its energetic team.

mitel7300 W. BostonChandler AZ 85226P 480-961-9000Contact Name: Lenworth Gordanwww.mitel.comMitel is a leading provider of communications solutions for a range of organizations – from the very small, single-site businesses to the multi-site, large enterprise. We offer customers a broad choice of solutions – from basic business communications to sophisticated unified communications, from pre-packaged to tailored applications, and from an outright capital purchase to a managed service.

mortenson ConstrUCtion700 Meadow Lane NorthMinneapolis MN 55422P 763-522-2100Contact Name: Todd [email protected] to our customers, 4 out of 5 think we are better than our competition. How do we know this? Because we ask them. We're always looking to improve our customer's experience, so we ask them how we're doing and what we can do better. At the very beginning of the project, we find out what their specific goals are and check in periodically throughout the life of the project to see whether we're still on target for achieving those goals. Our number one goal is customer satisfaction. So we haven't done our job unless our customers say, "job well done."

nBBJ sports AnD entertAinment2 Rector St, 25th FloorNew York NY 10006P 212-924-9000Contact Name: Jane [email protected] provides services in architecture, interiors, planning and urban design, branding, consulting, landscape design and lighting. The firm is involved in multiple markets and building types, including civic, corporate, commercial, healthcare, higher education, science, sports and transportation.

netfACtor6041 S. Syrcause WayGreenwood Village CO 80111P 720-489-5534Contact Name: Bryan [email protected] netFactor, our focus is singular – Driving New Levels of Sales Performance from the Internet for B2B Clients.Internet Leads. Tracking Website Visitors. Website Conversion. We enable B2B clients to drive more customer opportunities from the online market-place. netFactor provides a fully-integrated suite of products and services for Internet lead generation, search engine marketing, optimization and website conversion. Through our powerful technology solu-tions, we drive new levels of performance from the search marketing investment.

pACiolAn5171 California AvenueIrvine CA 92617P 949-823-1600Contact Name: Craig [email protected] in 1980, Paciolan has provided sports and entertainment venues with the software needed to facilitate automated ticketing. Today, we offer a fully integrated ticketing, marketing and fundrais-ing solution that allows venues to manage their cus-tomer relationships, brand and revenue potential.

Paciolan helps venues to fill empty seats, capture unrealized revenues, strengthen their brands and foster intimate and profitable customer relation-ships. Paciolan is a partner, not a competitor. And we’re not just a ticketing company, we’re a technology leader with over 30 years of experience developing and implementing solutions that help you sell your tickets, your way.

pArAmoUnt tiCket3543 Richards RunPowhatan VA 23139P 804-598-9107Contact Name: John [email protected] the past few years, the luxury suite and premium seat business has undergone dramatic changes. Brand, bond and benefit symbolize the future of premium seat and luxury suite marketing by build-ing a stronger relationship between club, client and guest. Paramount Ticket is the foremost digital print ticket provider in North America, and our Branded Tickets© and Variable Sponsor back ads offer you a level of personalization that today’s pre-mium seat and luxury suite clients really appreciate. Premium Quality, Astonishingly Affordable.

popUloUs300 Wyandotte St, Suite 300Kansas City MO 64105P 816-221-1500

Contact Name: Kris [email protected] is one of the world's leading design firms. Their focus is the creation of exceptional gathering spaces from stadiums and arenas to convention cen-ters and amphitheaters. Populous has been involved in recent projects like the new Yankee Stadium in New York, the Olympic Stadium for the London 2012 Olympics, Nanjing Sports Park in China and Suncorp Stadium in Australia.

qCUe3925 West Braker LaneAustin TX 78759P 512-853-9462www.qcue.netQcue is the world's only dynamic pricing engine for live entertainment events. Using a scientific approach to pricing, Qcue combines computa-tional analysis and external data sources to allow organizations to adjust pricing multiple times per day. Qcue's algorithms offer a bi-directional pricing solution that moves prices up and down to reflect changing customer interest. This allows you to gen-erate more revenue while reclaiming control of the fan experience, reinforcing your brand identity and providing fans with fair transparent pricing.

qUint events5425 Peachtree ParkwayNorcross GA 30092P 770-864-5159Contact Name: Brian [email protected] you are a small business looking to reward and recognize important people or a Fortune 500 company looking to “make a splash” with events and sponsorship, Quint is here. Every client is a primary focus with managing partner assignment to ensure flawless execution in design and delivery.

sCoreBig1800 N. Highland Avenue, First FloorHollywood CA 90028P 888-253-1240Contact Name: Matthew [email protected]'ve come up with a way that finally lets the ticket industry get you into those empty seats. In exchange for great tickets at great prices, our members do things a little differently. For instance, we don't tell you what to pay, you decide. And by choosing a seating area rather than an exact seat, you're giving the ticket providers the flexibility they need to give you great deals.

str mArketplACe3120 Southwest Freeway, Suite 615Houston TX 77098P 713-962-6795Contact Name: Preston [email protected]

Put MoreButtsin yourseats

Premium Seating Leads • Group Sales LeadsSeason Ticket Sales Leads • Business Email Campaigns

Current Fan Profile Reports

Full House entertainmentDatabase Marketing

(312) 360-0001 • info@fillthe house.comwww.fillthehouse.com

ALSD Research Partner Since 2007


Alsd Buyers Guide 2012www.strmarketplace.comSTR Marketplace partners with sports teams and venues in North America and Europe to build and operate team-branded websites where season ticket holders can sell and permanently transfer the right to renew their season ticket location to interested buyers. A partnership with STR Marketplace generates revenue for the sports team or venue, increases season ticket renewals and provides a valuable service to current and prospective season ticket holders.

sink ComBs Dethlefs475 Lincoln St, Suite 100Denver CO 80203P 303-308-0200Contact Name: Don [email protected] Combs Dethlefs was founded in Denver, Col-orado in 1962 and has a long-standing reputation for quality building design. The firm has contrib-uted its expertise to numerous facilities within the United States and around the globe. Sink Combs Dethlefs works hand-in-hand with representatives from municipalities, private developers, government agencies, educational and other institutional client teams to create designs that meet the specific needs of the owners and users. Creativity, cost effective-ness, innovation, efficiency and excellence have characterized the process and the designs of Sink Combs Dethlefs for more than four decades.

smg701 Market StreetPhiladelphia PA 19106P 215-592-4100Contact Name: Wes Westleywww.smgworld.comSMG's clients benefit from the company’s depth of resources and its unparalleled expertise, leader-ship and creative problem-solving. Our successful growth has been built on the many partnerships, relationships and resources we have developed with our clients — both municipal and private. This unique combination of resources, relationships and expertise has allowed SMG to define and refine the industry throughout its history. Our ownership and team of dedicated corporate support personnel make us unrivalled in the field of private facility management.

spotlight21021 Ventura Boulevard, Suite 321Woodland Hills CA 91364P 310-651-0919Contact Name: Seth [email protected] Ticket Management provides online software to easily track and manage sport and event tickets the firm already owns by eliminating inef-ficient manual processes. Access to real-time data with robust reporting capabilities enables firms to determine the ROI from sponsorship assets, season

tickets, luxury suites, hospitality and events. Spot-light is focused solely on the bottom line of clients and partners with respect to the management of company sports and entertainment ticket invest-ments. By not owning ticket inventory, Spotlight has no conflict of interest and focuses on helping venues, teams and companies gain the maximum benefits from their corporate ticket assets.

sportsDigitA212 3rd Ave. N, Suite 445Minneapolis MN 55401P 612-206-3890Contact Name: Lisa Drossartldrossart@sportsdigita.comwww.sportsdigita.comSportsdigita is a sports marketing, digital creative agency, specializing in the latest technologies, fo-cusing on revenue generation for professional sports teams. Our mission is to provide professional sports teams access to the most current and cutting-edge marketing practices. We work with our clients on developing and implementing new strategies as well as sharing best practices from each of the four major sports leagues.Already well-versed and educated in the sports in-dustry, Sportsdigita comes with a collection of team experience such as the Tampa Bay Lightning, New York Yankees, Minnesota Twins, Phoenix Coyotes, Minnesota Wild, Detroit Red Wings, Minnesota Timberwolves and the New York Knicks.

sports fACilities mArketing groUp921 Huron Rd, Suite 200Cleveland OH 44115P 216-696-7364Contact Name: Harry Howell [email protected] Facilities Marketing Group (SFMG), based in Cleveland, OH, is an experienced leader in the rapidly evolving world of venue development and marketing. SFMG has successfully managed some of the largest and most ambitious sports marketing campaigns over the past decade.

stUBhUB55 2nd St, Suite 300San Francisco CA 94105P [email protected] is the world's largest ticket marketplace, enabling fans to buy and sell tickets to tens of thousands of sports, concerts, theater and other live entertainment events.

sUiteCAptUres809 N. LanghamCovina CA 91724P 888-840-8044Contact Name: Richard [email protected]

Enhance the experience, reinforce the suite com-mitment and bring additional excitement to your luxury suites! SuiteCaptures will help you deliver…and much more. We are a creative photography service, a division of ImageWest, specializing in providing exciting images to suite holders and their guests. Our service has a proven track record, as demonstrated by our nationally recognized clients.

We understand that your suite holders are an important revenue stream for your organization. SuiteCaptures helps reinforce the value and maxi-mize the suite experience of hosting key clients. As you know, it’s these types of elements and services that help contribute to renewals of suites.

tiCketmAster4530 Walney Rd, Suite 100Chantilly VA 20151P 703-378-2200Contact Name: Dave Scarboroughdaves@ticketmaster.comwww.ticketmaster.comTicketmaster is one of the world's largest e-commerce and ticketing sites online, operating in 18 global markets and with 19 worldwide call centers. Ticketmaster has been connecting fans to live entertainment since 1976 and is a Live Nation Entertainment, Inc. company (NYSE: LYV)

tiCketnetwork137 Bolton RoadVernon CT 06066P 888-870-3400Contact Name: Brian [email protected] has been ranked by Inc. Magazine and the global firms, Deloitte and Ernst & Young, as one of the fastest growing organizations. We pride ourselves on this fantastic growth and thank our loyal customers for recognizing the effort that we have put forth to deliver low prices, guaranteed ticket delivery and outstanding customer service.

tiCkets.Com555 Anton BlvdCosta Mesa CA 92626P 714-327-5400Contact Name: Scott [email protected] is a privately-held subsidiary of MLB Advanced Media, LP, the interactive media and In-ternet division of Major League Baseball. First in-corporated in 1995 and later rebranded as Tickets.com in 2001, the company was initially a merger of nine ticketing firms. After MLB Advanced Media acquired Tickets.com in 2005 and installed a new executive management team, the company has seen three consecutive years of growth.

Branded TicketsTM is a full color personalization service thatseamlessly integrates with your basic ticket design to allow Suite, Club and Premium Seat clients to “Brand” their tickets by adding

logos, images or messages.

John Watlington [email protected] 804.598.9107 www.ptx.cc30 Mill Street Wheatland, Pa. 16161 Toll Free: 800.941.1070 Fax: 724.346.1073

High Impact, Premium Quality, Astonishingly Affordable

Branded TicketsTM Connect. It’s Time.

TM TM

GAME 5 GAME 4 GAME 3 GAME 2 GAME 1

Saturday, Nov. 6, 20107:15 PM

Saturday, Oct. 30, 20107:15 PM

Friday, Oct. 29, 20107:30 PM


Friday, Oct. 15, 20107:30 PM

GAME TIME SUBJECT TO CHANGE PRICE INCLUDES $2.00 SURCHARGE AND

10% ADMISSION TAX ON BALANCE.









SEC SEC SEC SEC SECROW ROW ROW ROW ROWSEAT SEAT SEAT SEAT SEAT


BIND

122 122 122 122 122E E E E E10 10 10 10 10

122 122 122 122 122 122E E E E E10 10 10 10 10

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AAABAEFFEBAABEAFAFBAAEAAFAFEBBAEEA AAEFBAAAEFBAEEABBEBABEEBEBAAEABFEA AAAAFFAFAEABAAFEBBEBEAAAFEBEFABAEA AABAEBEEABEBBAEBEBEABEEAABFABAFEEA723598134416 366037195927 005104950439 488448281779

TM TM




Friday, Oct. 29, 20107:30 PM


Friday, Oct. 15, 20107:30 PM













BIND

111 111 111 111 111G G G G G11 11 11 11 11

111 111 111 111 111 111G G G G G11 11 11 11 11

Book-1077

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Friday, Oct. 29, 20107:30 PM


Friday, Oct. 15, 20107:30 PM













BIND

111 111 111 111 111K K K K K2 2 2 2 2

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TM TM




Friday, Oct. 29, 20107:30 PM


Friday, Oct. 15, 20107:30 PM













BIND

113 113 113 113 113F F F F F1 1 1 1 1

113 113 113 113 113 113F F F F F1 1 1 1 1

Book-1093

AABAEBEEEABBBAEAFAFEBAEABBEFAAAFEA483741691011

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TM TM




Friday, Oct. 29, 20107:30 PM


Friday, Oct. 15, 20107:30 PM













BIND

121 121 121 121 121F F F F F2 2 2 2 2

121 121 121 121 121 121F F F F F2 2 2 2 2

Book-1128

AABAEBEAAEBFBEAFABEFAAEBFAAFAABEEA484798655618

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Justin SMOAK 2010 Pacific Coast League

2010 Pacific Coast League

Adam

CHAMPIONS

CHAMPIONSMOORE

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

D U G O U T C L U BD U G O U T C L U B


FRIDAY

SATURDAY

SUNDAY

MONDAY

APRIL 15, 2011APRIL 16, 2011

APRIL 17, 2011APRIL 18, 2011

7:05 PM

7:05 PM

1:35 PM

7:05 PM

TACOMA RAINIERS vs.TACOMA RAINIERS vs.


SACRAMENTO RIVER CATSSACRAMENTO RIVER CATS


TACOMA vs.

TACOMA vs.

TACOMA vs.

TACOMA vs.APRIL 15, 2011

APRIL 16, 2011APRIL 17, 2011

APRIL 18, 2011

SACRAMENTO

SACRAMENTO

SACRAMENTO

SACRAMENTO7:05 PM

7:05 PM

1:35 PM

7:05 PM

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RD

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April 3

0, 2011 - 2

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No coolers permitted in the Pit Stop Club or pits.

Not valid for grandstand or pit admission.

Located inside the Historic

Old Dominion Building.

ADMIT ONE

Pit Stop Club Admission Ticket

This pass compliments of

001

000

SATU

RD

AY

April 3

0, 2011 - 2

:00 p

m-7:0

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ADMIT ONE



TM TM




Friday, Oct. 29, 20107:30 PM


Friday, Oct. 15, 20107:30 PM













BIND

122 122 122 122 122D D D D D9 9 9 9 9

122 122 122 122 122 122D D D D D9 9 9 9 9

Book-1149

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TM TM




Friday, Oct. 29, 20107:30 PM


Friday, Oct. 15, 20107:30 PM













BIND

101 101 101 101 101G G G G G10 10 10 10 10

101 101 101 101 101 101G G G G G10 10 10 10 10

Book-1026

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Triple-A Affiliatetacomarainiers.com

DustinACKLEY

INAUGURAL SEASON AT THE NEW CHENEY STADIUM

2 0 1 1 S E A S O N T I C K E T SL U X U R Y S U I T E



Adam

CHAMPIONS

CHAMPIONSMOORE

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT



FRIDAY

SATURDAY

SUNDAY

MONDAY

APRIL 15, 2011APRIL 16, 2011

APRIL 17, 2011APRIL 18, 2011

7:05 PM

7:05 PM

1:35 PM

7:05 PM





TACOMA vs.

TACOMA vs.

TACOMA vs.


APRIL 16, 2011APRIL 17, 2011

APRIL 18, 2011

SACRAMENTO

SACRAMENTO

SACRAMENTO

SACRAMENTO7:05 PM

7:05 PM

1:35 PM

7:05 PM

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ACCT# 1234567ACCT# 1234567


Book # 377 Account # 1234567

Void



Adam

CHAMPIONS

CHAMPIONSMOORE

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT

SECTION ROW SEAT



FRIDAY

SATURDAY

SUNDAY

MONDAY

APRIL 15, 2011APRIL 16, 2011

APRIL 17, 2011APRIL 18, 2011

7:05 PM

7:05 PM

1:35 PM

7:05 PM





TACOMA vs.

TACOMA vs.

TACOMA vs.


APRIL 16, 2011APRIL 17, 2011

APRIL 18, 2011

SACRAMENTO

SACRAMENTO

SACRAMENTO

SACRAMENTO7:05 PM

7:05 PM

1:35 PM

7:05 PM

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FR

IDAY

Apri

l 29, 2011

- 2

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m-7

:00 p

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Admit One - Nontransferable

FR

IDAY

Apri

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- 2

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FR

IDAY

Apri

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FR

IDAY

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FR

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FR

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FR

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FR

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0126 0001

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0126 0001

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April 3

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ADMIT ONE



001 Personalized Dynamic Brand Activation


Alsd Buyers Guide 2012trACer imAging, llC 18 Glenn St.White Plains NY 10603P 914-949-3958Contact Name: Steven [email protected] a focus on personalized service, our talented team of editors, designers and production special-ists help clients bring their visions to life. From keychains to billboards, Tracer ensures that the job is done right from pre-press design to finished product.

Founded in New York, Tracer has since expanded its manufacturing operations to Los Angeles and Chicago. With both photographic and offset lenticular print facilities, we are one of the largest consumers of lenticular lenses in the United States. This buying power results in lower prices to our clients.

tUrnkey sports AnD entertAinment9 Tanner St, Suite 8Haddonfield NJ 08033P 856-685-1450Contact Name: Haynes Hendricksonhayneshendrickson@turnkeyse.comwww.turnkeyse.comTurnkey Intelligence helps properties and sponsors develop key audience and marketplace insights

quickly and cost-effectively. Turnkey’s Intelligence products are, by far, the largest collectors of custom fan data in the industry. In addition, relationships with Acxiom-Direct and Greenfield Online pro-vide clients with a broad range of powerful market intelligence tools, including direct marketing and consumer panel solutions.

welDon, williAm & liCk, inC.PO Box 168Ft. Smith AR 72902P 800-242-4995Contact Name: Steve [email protected] industry leader in custom ticket design and event ticket printing for more than 100 years, Weldon, Williams and Lick offers a complete array of stock and custom tickets, parking permits, roll tickets, printing and design services.

worlDwiDe tiCketCrAft1673 SW 1st way A1Deerfield Beach FL 33441P 954-426-5754Contact Name: Tim [email protected] in Boynton Beach, Florida, World-wide Ticketcraft is a customer-focused, service-driven leader in the ticket design and printing busi-

ness. Since opening our doors in 1999, we've served regional, national and international customers of all sizes and industries.

Need help looking for a specific product or company?Write to Ryan at [email protected], or connect with him onLinkedIn at www.linkedin.com/in/ryanmirabedini and followhim on Twitter at www.twitter.com/Ryan_ALSD .

Complete your next presentation with a unique form ofrecognition sure to provide a lifetime of memories!

7” Customized Pewter Plates

• Affordable Pricing!

• Lowest Minimums in the industry!

Only 36 pieces.

• Available in two sizes (7” & 10” D)

• Finish options: Matte or Polished

• Includes traditional antique or custom color.

• Packaging consists of classic black felt and

gift box (7 1/4” only).

• Proudly made in the USA!

Registry for Excellence ~ PO Box 269 Wrightsville, PA 17368 Phone: 800-395-3551 ~ Fax: 717-427-2100 ~ Email: [email protected]

Perfect for: Consolidation of Awards, MVP Award, Tri-Athlete,

Hall/Wall of Fame, Scholar Athlete, Donor Recognition, Homecoming, Season Ticket

Holder Gift and Championship Teams

Complete your next presentation with a unique form ofrecognition sure to provide a lifetime of memories!

7” Customized Pewter Plates

• Affordable Pricing!

• Lowest Minimums in the industry!

Only 36 pieces.

• Available in two sizes (7” & 10” D)

• Finish options: Matte or Polished

• Includes traditional antique or custom color.

• Packaging consists of classic black felt and

gift box (7 1/4” only).

• Proudly made in the USA!

Registry for Excellence ~ PO Box 269 Wrightsville, PA 17368 Phone: 800-395-3551 ~ Fax: 717-427-2100 ~ Email: [email protected]

Perfect for: Consolidation of Awards, MVP Award, Tri-Athlete,

Hall/Wall of Fame, Scholar Athlete, Donor Recognition, Homecoming, Season Ticket

Holder Gift and Championship Teams

All Alsd Buyers Guide mAteriAlscAn Also Be Found online At:WWW.Alsd.com/BG

877 .423 [email protected]

www.SpotlightTMS.com

A PARTNERSHIP WITH SPOTLIGHT:

• Sports Tickets Drive Business–thenumbersproveit.Giveyourcustomersthetoolstheyneedtoeffectivelymanagetheirtickets.

• AssureRenewal–Sportsticketsandsuitesareavitalcorporatespend.BuyingticketsprovideapositiveROI,andSpotlightcontinuallyhighlightsthisfact.

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SpeakacommonlanguagewithyourclientsthroughyourpartnershipwithSpotlightTicketManagement.Assure your customers achievetheirgoalswithyourexperiences.

Seat Magazine Ad.indd 1 6/10/2011 9:59:14 AM


InduSTry And ASSocIATIon nEwS, conTInuEd

ALSD Member Editorial by Flavil Hampsten[continued from page 13]

have a way to communicate with a prospect that you didn’t have before.5) Use it every day – Every day I link with busi-ness executives in the area, and my local network has grown to the point where I’m running into these executives while I’m out at networking functions. The conversation starts like we’re old friends. It is much easier to set an appointment and sell your product in this fashion that it is with cold calls.

You can do all of this in less than 20 minutes.In closing, selling in situations like the ones

mentioned above are less than ideal. It is hard to keep pushing forward when things are rough. However, this is a chance to prove your worth by staying creative and implementing the right campaign. When times are tough, that’s when you earn your paycheck.

Oh, by the way, I’m not only preaching these methods, I use them. To date, my team has sold more luxury products right now than we did all of last season. While I am confident that the product is going in the right direction, keep in mind that in the past six months, we have traded our only All-Star, missed the playoffs and are in the middle of a labor situation. It is not easy, but it can be done. Good luck.

Want to network with Flavil?Here’s His Business CardFlavil HampstenVice President of Ticket Sales & ServicesCharlotte Bobcats333 E. Trade StreetCharlotte, NC 28202(O): [email protected]: @Flavil

For more great sales advice, subscribe to Flavil’s blog:www.FlavilHampsten.com

Wake Forest University[continued from page 20]

Appetite for tower SeAtingDeacon Tower Grille is a full-service restaurant for lunch and dinner Monday-Friday, excluding home game weekends. The Grille is a ticketed club area on game day, but on non-game days, it serves the community. More importantly, it serves the university as a direct and tangible marketing tool for Deacon Tower, allowing potential clients to see what it offers.

Wake Forest did not go all-inclusive on food and beverage. “We chose a la carte, first to give

patrons the option to buy food,” says Faircloth. “The client may feel a loss of value if there is a buffet and he/she doesn’t eat from it. Second, it was hard to keep buffets to a premium standard. We would rather have clients individually buy a prime rib or crab cake sandwich. We have maintained quality this way.”

Modifying ServiceTo stay modern, venues must adapt to clients’ needs. Faircloth recalls examples: “One, the indoor club tables originally had glass in front. Clients felt disconnected from the game, so we installed operable glass. Two, initially clients were not allowed food and beverage in elevators, which frustrated patrons. We allow it now.” Service standards are regularly raised to provide the experience clients expect. Wake Forest operates with athletic staff, including security, student workers and food and beverage staff, in key “areas of control.”

whether or not to renovAte Deacon Tower is an example of a calculated risk to construct new versus renovate. The initial investment was substantial, but Faircloth points out, “You have to look at what revenue you are losing by not renovating, by not being sold out, and focus on what you could bring in. Listen to customers who aren’t buying.” Wake Forest recognized the trend for premium, opted to cre-ate Deacon Tower and priced it according to its demographics and those in comparative markets.

Faircloth believes the facility was built per-fectly. “We did a feasibility study to determine the quantity and type of seats in demand as well as amenities to include.” Construction quality helped as did decisions made to resist tempta-tions like adding standing room only seating. The goal is always to evaluate a facility’s best options and maximize revenue without sacrific-ing experience.

It’s an ongoing process to stay current. The fo-cus must be on the customers who expect more. “We are contemplating parking and tailgating upgrades as well as an updated video board,” Faircloth states. “It has to be an experience that’s comfortable, unique and enjoyable. There’s no secret sauce; you just have to address the cus-tomers’ needs. It’s a pretty simple formula.”

– Amanda Verhoff

Connect with the ALSD on LinkedIn:

Association of Luxury Suite Directors Group Page:www.linkedin.com/groups?about=&gid=918457

Bill Dorsey:www.linkedin.com/pub/bill-dorsey/6/125/76a

Amanda Verhoff:www.linkedin.com/in/amandakuntzverhoff

Jennifer Ark:www.linkedin.com/pub/jennifer-ark/6/44b/1b5

Pat McCaffrey:www.linkedin.com/pub/pat-mccaffrey/9/27b/54b

Jared Frank:www.linkedin.com/in/jaredfrank

Dene Shiels:www.linkedin.com/pub/dene-shiels/10/b97/b8

Ryan Mirabedini:www.linkedin.com/in/ryanmirabedini

Follow the ALSD on Twitter:

Jared Frank:www.twitter.com/SEAT_Editor

Ryan Mirabedini:www.twitter.com/Ryan_ALSD

Like the ALSD on Facebook:

Association of Luxury Suite Directors Group Page:www.facebook.com/AssociationOfLuxurySuiteDirectors

ALSd SociAL MediA


coming ATTrAcTionSIn Future Issues of SEAT:

MLS Sales Training Center

Enhancing the In-Venue Fan Experience: It’s All About Mobile

22nd Annual ALSD Conference Program

Annual State of the Industry Report

THEY CALL US

‘SHALLOW’ (AND WE’RE OKAY WITH THAT)

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We’re ALSD certi� ed, come � nd out why. Perlick is the � rst and only to earn this prestigous certi� cation, and we’re excited to show you what makes us better than the rest. Don’t take our word for it, call or email us today to take one of our high-perfomance units for a test drive. It’s the same quality and strength of the Perlick units you’ve come to know and love, just in a smaller package.

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seat fall 2011

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