Spurs Share Values & Insights with Baylor Sports Sponsorship & Sales (S3)

Spurs Share Values & Insights with Baylor Sports Sponsorship & Sales (S3)
by Brad Sherrill – September 2017

What can we learn from the Spurs organization?

The Spurs were the first organization contacted before the S3 program launched in 2004. We often say that the Spurs organization is “Baylor South,” because so many of the 250+ S3 graduates started careers in San Antonio.

Nine members of Spurs Sports & Entertainment (SS&E) engaged in a series of small group panel discussions with over 100 S3 students at the September S3 Club meeting. Among these nine were Joe ClarkLaura DixonDavid ElkinsJustin Wynter and S3 alumni Stephen GrayLindsay BealeTravis GaffordAshley Johnson and  Erika Moulder.

These professionals discussed how S3 Values play out in day-to-day life in successful careers. 

Take It Personally

Justin Wynter, Manager of Corporate Partnerships for the Austin Spurs, shared a story in support of the S3 Culture tenant to always “take it personally.” Wynter spoke about how he and his associates rose from underachieving to become a top of the league organization. This hard work came to fruition when the team received 8 of 10 year-end NBA G-League awards after receiving zero only a few short years before Justin Wynter and Stephen Gray (S3 2011) decided to take personal responsibility for business performance.

Act with Integrity

Joe Clark, Vice President of Ticket Sales and Service, encouraged students to interview teams and companies. He highlighted the importance of making sure that an organizational culture is strong and a positive fit. Finding those organizations that care and do things the right way is an integral part of experiencing long-term success in the sports industry.

Go the 2nd Mile

Laura Dixon, Head of External Relations, exemplified the broad landscape of positions available across the sports industry. S3 Club members heard about her journey from working on an Olympic bid proposal to her current position where she works to strengthen stakeholder relationships on behalf of Spurs Sports & Entertainment. In going the “2nd mile,” Dixon does a little bit (or a lot) of everything in this role, going beyond the job description people typically associate with the sports industry.

Group Sales Representative Ashley Johnson shared a story of how Sales Representative Erika Moulder’s group were recently given a goal of making five in-person sales appointments for the week. Ashley noticed on the sales board that Erika set 19 appointments, going the second, third, and practically the fourth mile.

Redefine Success & Failures

S3 Club Member Tatum Lowe spoke highly of the insight she gained over the course of the evening. Lowe said she learned, “the idea of redefining our successes and failures . . . focus on the small victories that you achieve every day, before you know it these will add up to major successes.” She was inspired by how visibly passionate SS&E executives, managers and employees are about their careers, exemplified by the core principle of going the 2nd mile, in San Antonio as much as it is in Waco. In fact, they traveled 200 miles each way to freely share their time with S3 students.

How to Choose Among Job Offers

Lindsay Beale, Senior Manager of Group Sales, shared a common theme to the Spurs and S3: Pick your next position based primarily on the character and values of the manager who will directly supervise you. This person plays an integral role in developing your abilities and determining the opportunities for success. When they move up, you’ll have chances to move with them.

Next Up

Our next S3 Club outing with the Texas Rangers is on Tuesday, September 26! We will join Nick Richardson and four more S3 alumni at the Rangers, Taylor Bergstrom, Mike Segoviano, Jeff Brown and Jonah Erbe, as the Rangers take on the Astros from Globe Life Park in Arlington.

Best Ticket Campaign Ideas

Best Ticket Campaign Ideas
by Darryl Lehnus – June 2017

Kicking off the S3 StubHub Ticket Campaign Competition

Learning best practices is one of the most valuable elements of the meetings, conventions, and seminars we all attend. To that end, with partnered with StubHub to launch the annual S3 StubHub Ticket Campaign Competition at the 2017 S3 Board Meetings this past January. We’d love to have more great submissions for this year’s (January 16-17, 2018) meetings. Click here to learn more.

Finalists for the 2017 competition were Joe Schiavi, Detroit Pistons; Evans Adonis, Charlotte Hornets; Stephen Gray, Austin Spurs; and Adam Martelli and Chase Kanaly,  Houston Astros.

Shoot for your Seat

Joe Schiavi, Detroit Pistons

The Shoot for your Seat campaign was an interactive initiative to generate leads through invites from sales staff and marketing communications. Held during an off-season time frame (September), prospective clients were invited to the Palace for a fun four hours of activities. The attendees went through a series of station interactions with Piston personalities, introduction to new stadium food, a photo booth, behind the scenes staff-guided tours and the ultimate opportunity to take a shot from half court to win free season tickets. Phone follow-ups to everyone occurred within three days after the event. The results were dynamic as $100,000 in new sales were generated with an ROI of the event at 8-to-1.

Holiday Pack Mini Plans

Evans Adonis, Charlotte Hornets

The Hornets shared a “Holiday Mini-Pack” campaign that offered great flexibility and a nice Christmas present. The target audience was past holiday pack buyers and potential buyers who connected with Hornets via the email sent or linked the Hornets’ website. Leads were distributed to all sales reps with a window of November 7th thru December 30th to close the 5-game mini pack. Buyers could pick any 5 games for their packages (excluding Golden State). To motivate quick closes the first 300 buyers received a Mitchell and Ness Buzz City hoodie as a gift. The hoodie was a good gift for a friend or family member for Christmas. The campaign created an increase in holiday pack buyers averaging 30 packs a week for the duration of the campaign.

The Ballpark Pass

Adam Martelli and Chase Kanaly, Houston Astros

Some of the hardest MLB tickets to sell are the Monday-Thursday games early in the season. The Ballpark Pass focused on the 10 Monday through Thursday games in May. The primary target audience was millennials seeking a social experience. The value package of $49 includes all 10 games with tickets delivered digitally to smartphones with day of game seat assignment. The rationale behind the digital approach and seat location was that millennials place less emphasis on location and more on social experience. Sending tickets digitally is a common experience for this audience. The success of this campaign was to increase the database in this merging demographic and to increase attendance at low demand games without undercutting season ticket sales efforts. The Astros created 967 passes for almost $50K in new revenue and created an overwhelmingly positive digital experience for the target audience.

College & Career Readiness Game

Stephen Gray, Austin Spurs

The Austin Spurs took a single game approach to focus on middle and high school students. The College & Career Readiness event took a low attendance weekday game and converted it into a new revenue generator. They recruited over 40 colleges and companies to have a presence (booths) on the concourse to interact with the students. The game promotions and halftime encouraged healthy study, eating and living habits. Halftime included the Spurs iconic George “Iceman” Gervin challenging students to stay in school, lead a drug-free lifestyle, and to support anti-bullying.  The game sold 2480 group tickets in 2016 and doubled its numbers for 2017. A key to its success is the organizational buy-in at all levels with a complete focus on high school aged demographics and their educational careers.

2017 S3 StubHub Ticket Campaign Winner

Based on a vote of the 65 managers and executives attending the S3 Board Meeting Advisory meeting, the winner was Stephen Gray and the Austin Spurs “College & Career Readiness Game.”  Congratulations to the Austin Spurs and their staff for truly creating such a successful event!


Campaigns at a Glance

Below are the overview slides of each campaign. We look forward to your entry at the 2018 January 16-17 S3 Board Meeting! Click here to register.

How the San Antonio Spurs Grow Good People

How the San Antonio Spurs Grow Good People
by Laural Logan-Fain – April 2016

Defining Culture

Culture is defined as the customs, rituals, and values shared with the members of an organization. You can see it by watching the way people interact every day. Culture is ever evolving. Culture is not something you can necessarily control; but it is something about which you can be purposeful. Management guru Peter Drucker once said, “Company cultures are like country cultures. Never try to change one. Try, instead, to work with what you’ve got.” At Spurs Sports & Entertainment, we recognize that every employee plays a part in shaping our culture. Like any worthwhile venture, it takes consistent effort with all of us working together as a team to create a culture that is reflective of our values: Integrity, Caring, Success!

Climbing the Corporate Ladder

Biologist and educator Thomas Huxley noted, “The rung of a ladder was never meant to rest upon, but only to hold a man’s foot long enough to enable him to put the other somewhat higher.”

When we hire at Spurs Sports & Entertainment, we actively seek people who are not only highly proficient in their roles, but also fit with our culture and reflect our corporate values. Many of our staff have grown up in the organization, starting out as interns or assistants, but over time have grown to become our managers, directors, and vice presidents. This is great for stability, but as with any company, our staff (especially our ever-growing Millennial population) are eager to climb the proverbial corporate ladder. However, as a relatively small organization with many long-tenured members, the ladder may seem to some more like a step stool with only a few rungs.

Changing the Conversation

Author and motivational speaker Zig Ziglar once said, “Too many people spend more time planning how to get the job than on how to become productive and successful in that job.”

Like most organizations, we are mindful of increasing employee satisfaction and decreasing turnover rates. To accomplish this, we began to shift the conversation. Instead of focusing on promotion and ladder climbing, we emphasize continual personal growth and ongoing professional development. We implemented an Individual Development Plan (IDP) and began having career discovery (or as we lovingly call them “What do I want to be when I grow up?”) conversations with staff. As part of the IDP, staff also set short- and long-term goals and identify support they need to achieve their goals. The focus is on the whole person. We still talk about career paths and promotions, but the conversation has expanded to include “How can I grow personally? How can I develop professionally?”

Develop, Grow, Lead

As author and leadership guru John Maxwell states, “Success each day should be judged by the seeds sown, not the harvest reaped.”

In an effort to assist employee development we launched our corporate university, Spurs Sports & Entertainment University (SSEU). Our SSEU tagline reads: “Growing human capital is our number one priority.” Classes are offered during work hours, are hands-on, and cover a variety of topics. They are facilitated live by in-house experts to encourage the cultivation of ideas and relationships across departments. SSEU is supported at the highest level of the organization and every executive teaches a different course. Staff are invited to have breakfast with the president and discuss culture. They can learn about strategic planning, including the development of major vs. minor league sports, from an executive vice president.

We offer values based leadership courses that reinforce our corporate values and provide tools for staff to better handle conflict and work more effectively with one another. Our Leadership 101 series helps managers make the transition from being an individual contributor to an effective leader of people. Other course topics include game presentation, presentation skills, using data, creativity, writing skills, and much, much more. We also offer facilitated team building sessions for departments and cross-functional teams to help break down silos and build trust. Critical to having a successful culture is recognizing that employees are our greatest asset. Through SSEU, we continually invest in our human capital.

The Results

A year after launching the IDP and SSEU, our company culture survey reported increases in employee satisfaction. Employees identified that someone at work encourages their development (88%, up 15%); their manager takes time to talk with them about their professional goals (91%, up 10%); and they have a good understanding of their strengths and areas of improvement (82%, up 17%). Our culture continues to reflect our values of Integrity, Caring, Success, but it has evolved to include greater opportunities and support for staff to grow personally and develop professionally.

Pitch Perfect Alpha

How to get a job in sports

How to get a job in sports
by Kirk Wakefield – October 2014

How do I get into sports?

How do you get into sports? Once you get in, how do you succeed in sports? The short answer is: Demonstrate a strong work ethic, network and build relationships within sports, and exhibit integrity in all you do.

The somewhat longer answer is to read everything on this page. This is the one-stop shop for any and everything you ever wanted to know about sports careers. Enjoy.

Getting the interview in sports

Everything you ever needed to know about getting the interview, how to shine in an interview, and what not to do in an interview. Written by an HR expert, Jeannette Salas, Houston Texans.

Getting ready for careers in sports

Which comes first: Happiness or success?

  • Shawn Achor, The Happiness Advantage

Six differences between working in college vs. pro sports (and why they may change)

  • Rocky Harris, Arizona State University

How much will I earn working in sports?

  • The S3 Report

So you want a career in sports? Here are a few tips…

  •  Shawn McGee, Homestead Miami Speedway

3 Questions you must answer if you want to work in sponsorships

  • Matt Brand, Houston Astros

10 Things newbies need to know about the sports CRM world

  • Chris Zeppenfeld, Charlotte Hornets

How to get ahead in sports

How to get promoted in sports sales careers

  • Rob Zuer, Houston Rockets

Are you coachable?

  • Jason Fortune, Texas Rangers

Are you the best around?

  • Jeff Eldersveld, Columbus Blue Jackets

How’s your sense of sell? Defining your personal brand

  • Brian George, Baylor IMG College

New kid on the sponsorship block

  • Clark McCormick, Dallas Mavericks

How to expand your skill set to advance your career

  • Bill Glenn, The Breakout Group

Practice? We talkin’ about practice?

  • Bob Hamer, Phoenix Suns

How to recognize & avoid sales burnout

  • Kris Katseanes, FC Dallas

Top 10 ways to inspire others (and succeed in the business of sports)

  • Frank Miceli, San Antonio Spurs

 


Cover photo, Waco Tribune Herald, Rod Aydelotte

 

Top 10 Ways to Inspire Others (and succeed in the business of sports)

Top 10 Ways to Inspire Others (and succeed in the business of sports)
by Frank Miceli – November 2013

Growing up in south Philly

Growing up in Philadelphia a block away from the sports complex I always dreamed of someday working for the Philadelphia Flyers.

As a 16-year old I was inspired by the story of Ed Snider after reading a magazine article about him and his business philosophy.  I just knew working for the Flyers was my destiny. But after writing 44 letters of application and along the way completing my college degree at the University of Scranton, I was still no closer to my dream job. Their 44 kind letters of rejection made it clear I needed to prove myself and bring something more to the table than a college degree

Gaining some success in retail advertising at Gimbels Wannamaker’s, and Strawbridge & Clothier along with a chance meeting working late one night turned into the opportunity of a lifetime. What seemed like a normal Wednesday night preparing Sunday’s ad copy turned into meeting Milt Beaver, a senior executive who later opened the door to my dream job and incredible 18-year career with Comcast-Spectacor.  I was excited every day of work then and every day I go to work now as Senior Vice-President for  Spurs Sports & Entertainment in San Antonio, Texas. I am so very proud to have my name next to the Iconic Spurs logo on my business card and I never take that blessing for granted.

Secret to Success

My secret to success is there are no secrets. As Colin Powell said, “There are no secrets to success. It is the result of preparation, hard work and learning from failure.”

The recipe to success is the same for me as it is for you. I love the word-picture of “Pound the Rock” by the Danish American social reformer Jacob Riis:

“When nothing seems to help, I go look at a stone cutter hammering away at a rock perhaps a hundred times without as much as a crack showing. Yet, at the hundred and first blow, it will split in two, and I will know that it was not that blow that did it but all that had come before.”

What I’ve learned since moving from that street row house in south Philly to one day working for one of the best franchises in pro sports is this: Everything you need to succeed is under your control. All you need to do is inspire others.

What does it take to inspire others?

Here’s my Top 10 list of ways you can inspire others. All of these are completely up to you. Do them and you’ll succeed. As Steve Mariboli says, ““When you are living the best version of yourself, you inspire others to live the best versions of themselves.”

  1. Be passionate.
    • Really.
  2. Have a positive attitude regardless of road blocks.
  3. Make others great around you.
    • Think Tim Duncan.
  4. Be loyal.
    • Loyalty to others builds your brand reputation.
  5. Work hard.
    • “Most people have the will to succeed, but few have the will to prepare to succeed.” ~Bobby Knight
  6. Embrace change.
    • Change is opportunity dressed like a problem.
  7.  Speak up. Be heard.
    • “Only those who dare to fail greatly can ever achieve greatly.” ~Bobby Kennedy
  8. Never stop learning.
    • Like Walt Disney, practice an Hour of Power: 20 minutes learning something new; 20 minutes of meditation, and 20 minutes making someone smile.
  9. Give back.
    • “You can have everything in life you want, if you will just help other people get what they want.” ~ Zig Ziglar
  10. Have fun.
    • At least once a day!

 

The Sports Sponsorship & Sales (S3) 2013 Board Meetings in Pictures

The Sports Sponsorship & Sales (S3) 2013 Board Meetings in Pictures
by Kirk Wakefield – November 2013

[dropshadowbox align=”right” effect=”lifted-both” width=”150px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]Look for S3 State of the Sports Sales Industry Survey on December 1, 2013![/dropshadowbox]The 9th annual Sports Sponsorship & Sales 2013 board meeting was the largest to date. Look through the pictures below to find yourself (which is what so many seem to be trying to do these days) or someone else you know.

Awards

The 2013 Chevrolet S3 Awards for outstanding contributions to the S3 program and for exhibiting a WINning attitude were presented by Dave Nottoli (Regional Sales & Marketing Manager, General Motors) to:

  • S3 Alum: Drew Mitchell (Vice President, Corporate Partnerships, Texas Legends)
  • Corporate board member: Bill Moseley (Director, Marketing Communications, AT&T)
  • Team board member: Kris Katseanes (Vice President, Ticket Sales & Service, FC Dallas)
  • S3 Report Writer: Murray Cohn (Vice President, Team Ticket Sales, NBA)

[dropshadowbox align=”center” effect=”lifted-both” width=”450px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ] W = Work ethic  I = Integrity N = Networking relationships[/dropshadowbox]

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Panels

The board meeting featured Frank Miceli (SVP Spurs) as the keynote speaker, Bill Guertin leading a special training session for S3 students, and three outstanding panel discussions:

  • “Have phone sales gone the way of the Dinosaur?” Moderated by Kris Katseanes (FC Dallas) with panel members Rob Zuer (Rockets), PJ Keane (Astros), Jamie Weinstein (Magic), & Wade Graf (Rangers).
  • “Activation & Engagement: Effective organization & practices in a changing environment,” Moderated by Travis Dillon (The Marketing Arm) with panel members Matt Ward (Astros), Greg Grissom (Texans), George Killebrew (Mavericks), & Jeanne Garza (Spurs).
  • “The Do’s & Don’t of Successful Sales Careers,” Moderated by Murray Cohn (NBA), with panel members Brian Norman (76ers), Paige Farragut (Rangers), Nic Garcia (NBA), & Kris Katseanes (FC Dallas)

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Banquet & Meetings

With over 55 executives representing 44 organizations, Baylor S3 juniors (32) and seniors (22) built relationships and interviewed for internships and full time positions. Thanks to everyone for your support & participation. [slideshow_deploy id=’3388′]

List of Registered S3 Board Member Attendees

Last name First name Affiliation
Apgar Bryan Website Alive
Bell Jody RMC/Pizza Hut
Boyce Bill Texas Legends
Brand Matt Houston Astros
Brum Paige Circuit of the Americas
Burnett John Southwest Media Group
Busch Jeff Jack Morton Worldwide
Cheever Adam AEG Kings/Galaxy
Clark Joe San Antonio Spurs
Cohn Murray NBA
DePoy Lisa On The Border
Dillon Travis The Marketing Arm
Eldersveld Jeff Columbus BlueJackets
Farragut Paige Texas Rangers
Farragut Paige Texas Rangers
Fernandez Eric Media Link
Flynn Steve Chevrolet
Garcia Nick NBA
Garthe Cris Houston Rockets
Garza Jeanne San Antonio Spurs
George Brian IMG/Baylor University
Glenn Bill Breakthrough
Goren Bill Austin Toros
Graf Wade Texas Rangers
Grissom Greg Houston Texans
Guertin Bill 800 Pound Gorilla
Haynes Cody Houston Rockets
Heidtke Jon Fox Sports Net
Horn Leslie Dallas Stars
Hughes Tom NRG Energy
Jolesch Chase Baylor University
Katseanes Kris FC Dallas
Keene P.J. Houston Astros
Killebrew George Dallas Mavs
Kinsey David St. Louis Rams
Leva Joe New York Yankees
Lichty Chuck Orlando Magic
McKenzie Eric San Diego Padres
Metz Lynda Carrier RMC/Pizza Hut
Miceli Frank San Antonio Spurs
Mitchell Drew Texas Legends
Moseley Bill AT&T
Norman Brian Philadelphia 76ers
Nottoli Dave General Motors
Rivers Anne BAV Consulting
Robbins Mike New York Yankees
Sehgal Anita Academy Sports + Outdoors
Spicer Bill Dr Pepper/Snapple
Torres Frank San Antonio Spurs
Vogelaar Mike Daktronics Sports Marketing
Walker Tami Phillips 66
Weingartner Heidi Dallas Cowboys
Weinstein Jamie Orlando Magic
Wright Tommy Legends
Zuer Rob Houston Rockets

Did we miss you? Let us know!

5 Great Sponsorship Activation Ideas

5 Great Sponsorship Activation Ideas
by Lynda Carrier-Metz – November 2014

My experience with successful sponsorship activation has been lukewarm:  Like having one foot in a bucket of cold water and the other in boiling hot. Sometimes we hit it out of the park and other times, well, you get the idea.

Thankfully, I had the opportunity to ask my friends on the All-Star Sponsorship panel and discussion at the Baylor Sports Sponsorship & Sales (S3) annual board meeting what has worked well for them. Thanks to Travis Dillon (The Marketing Arm) for moderating the panel!

Activation Insights

1. Integrate the sponsor into the field of play. Matt Brand, Vice President of Partnerships, Houston Astros, explained, “When a hit ball strikes the ‘fowl (foul) poles’ everyone in the stands gets a FREE Chick-fil-A sandwich. This drives traffic and fan excitement!” Another similar example are the foul poles at the Padres’ Petco Park that look like TaylorMade golf drivers. You might even want to hang a Kia automobile over the center of the court like the Texas Legends.

[dropshadowbox align=”right” effect=”lifted-both” width=”125px” height=”125px” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ][slideshow_deploy id=’3336′][/dropshadowbox]2. Activate via single channels for impact. Greg Grissom, Vice President of Partnerships, Houston Texans: “We ran a promotion for Sonic through a single social media channel (e.g., Facebook) to drive traffic. Fans following the Texans’ Facebook were aware that if the Texans win on Sunday, Tuesday is “Free Slushy Day” at Sonic. The promotion drives secondary sales through increased traffic.”

I’ve found promotions tied to wins and high scores seems to help motivate the team to play better. So, maybe the teams should pay the sponsor for agreeing to do this!

3. Drive retail with the use of the team’s marks. George Killebrew, Vice President of Partnerships, Dallas Mavericks: “Connecting Dr Pepper, Budweiser or Gatorade to case sales in grocery stores to register to win tickets ties two brands together and drives purchases for both!” Using the team’s logo and likenesses always attracts attention in crowded retail spaces.

4. Leverage community support. Jeanne Garza, Director of Corporate Partnerships, San Antonio Spurs: “One of my favorite activation strategies is actually by Pizza Hut. Pizza Hut leveraged their media buys and the goal of giving back to the community. Each January when customers purchase a pizza a portion goes to support the Spurs Youth Basketball League. Both the team and Pizza Hut promote this and everyone wins!”

And we got one more good example from the floor from Steve Flynn.

5. Test-drive. Steve Flynn, Regional Marketing Manager, General Motors: “We integrate marketing and activation at the World Series, Texas State Fair, and other events to do one thing: Get people to take a seat in a Chevrolet and take a test-drive.” Having a singular activation focus that you know results in converting prospects into customers promises a good return on the investment.

Bonus Activation Idea

So, those five are pretty good. Here’s my favorite activation promotion we run at Pizza Hut.

Borrow and build fan passion. We create excitement and gain tremendous fan engagement with the Pizza Hut, “Delivery of the Game” for football and basketball. We deliver pizzas into the stands and the fans go crazy. It aligns with our delivery service and sampling our great pizza. The more that can be given to a variety of sections the better, not just students or the same section each game!

What other ideas do you have? Click the Twitter button below and let us know @BaylorS3, @PizzaHut, #activation.