• Loading stock data...
Wednesday, December 11, 2024
The 2024 Best Employers in Sports Award winners have been announced! See the full list of winners

Webinar: How to Maximize Revenue with Changing Capacities

  • How Sports teams can learn from the live event industry and what they are putting in place to increase non-ticket revenue.
  • Where leaders are investing their time and resources to maximize the non-ticket revenue opportunities.
Football,Fans,Clapping,On,The,Podium,Of,The,Stadium

(Satisfi Labs is a proud sponsor of Front Office Sports) 

Everyone has been tackling the same “reopening” problems from safety to communication, etc. While those are critical issues, it’s important to focus on what’s next. The real challenge is how sports teams, venues, and college athletic programs will maximize fans’ revenue potential at home and on-site as capacity continues to change.

In a recent webinar, Aaron LeValley of AEG, Penn State’s Rob Kristiniak, Caroline Morgan of the LA Dodgers, and Satisfi Labs’ Don White, discussed how they are looking to the future to grow non-ticket revenue on-site through premium experiences, efficient upsells, and quicker reaction to fan data. Speakers also discussed how to keep engaging those fans that have been at-home and may remain at-home a while longer.

On how to entice a fan to spend more money on this year, even with changing capacities (09:06)

Caroline: “I hope fans are open to spending more money on a new form of team engagement. In this case, we are talking about revenue streams like Dodgers At-Home. Last year, we kicked off a program for stadium food delivered at home called Dodgers Home Plates that is available via UberEats. As we have limited capacity to kick-off the season and there are fans who are used to being at Dodger Stadium who will be watching from home for a time being, we’re trying to provide ways that are fun and meaningful for them to feel like they’re bringing sort of a taste of the stadium to home. In some cases literally and some metaphorically.”

On how organizations are using this time to innovate marketing and sales strategies (22:29)

Aaron: “In the short term, we’re focused less on traditional ticketing like the promotional nights and group initiatives. Fans don’t want to attend in big groups right now…what we are focused on is how do we better leverage technology to drive better leads to the sales team. I think probably everybody on this call, who works for an organization, probably has a smaller sales team than it was a year ago. So, we have to be smarter when it comes to our tech stack, how we drive higher qualified leads to the team. So, it’s less on the day-to-day, and I think that’s something that’s going to stay moving forward. We need to be less on the you have to make 100 calls today….it needs to be the marketing team has driven higher quality leads, and we’re going to spend more time getting to know that fan, understanding their preferences, understanding what they like, so that we can set them up with the right product.” 

On how organizations are handling season tickets for the fall 2021 season for teams competing indoors versus outdoors (28:15) 

Rob: “We start by going to our local government page and finding out what the capacities are for indoor versus outdoor. The biggest uneasy piece as you look ahead, is there isn’t a clear cut that’s going to be telling us what capacity we’re going to be at as you see spikes or variants happen, etc. Things could be trending the right way and then all of a sudden you’re back to six feet or no fans. We really want to try to hold on as long as we can to just be as transparent in this process of what it looks like…as opposed to just saying, ‘hey we’re playing the waiting game.’… Honestly, none of us have a playbook for this. There isn’t a cheat code to just get us through this…we have to prepare and try to anticipate what might come our way.” 

Linkedin
Whatsapp
Copy Link
Link Copied
Link Copied

What to Read

College Football Playoff Teams Paid $27M for Non-Conference Schedules

Texas led the way with three games that cost $4.9 million.

Big Ten Tops SEC With Four College Football Playoff Bids

The SEC ended up with three CFP teams after Alabama was left out.

TNT Will Broadcast Clemson-Texas, SMU–Penn St. CFP Games

The network will broadcast Clemson at Texas and SMU at Penn State.

Featured Today

Nov 2, 2024; Denver, Colorado, USA; Detailed view of a Wilson NBA basketball held by a referee during the second half between the Utah Jazz against the Denver Nuggets at Ball Arena

‘Obvious Weak Point’: Refs Remain an NBA Gambling Concern

A season after Jontay Porter, the biggest risk may not be players.
Nov 2, 2024; Ann Arbor, Michigan, USA; Michigan Wolverines cheerleader runs with a flag before the game against the Oregon Ducks at Michigan Stadium.
opinion
December 7, 2024

College Football’s Billionaire Backer Era Begins

Is this the new normal in CFB recruiting?
LA Galaxy forward Dejan Joveljic (9) celebrates with midfielder Riqui Puig (10) after scoring a goal against Seattle Sounders FC in the second half in the 2024 MLS Cup Western Conference Final match at Dignity Health Sports Park
December 6, 2024

With or Without Messi, Major League Soccer Is Barreling Into the Future

After the Cup final, the league looks to accelerate its growth.
Dec 18, 2022; Lusail, Qatar; FIFA president Gianni Infantino claps during the awards ceremony after the 2022 World Cup final between Argentina and France at Lusail Stadium.
December 2, 2024

FIFA Wants More Matches. Resistance Is Growing Inside the Global Soccer World

Resentment and frustration over expanded schedules is nearing a breaking point.

USOPC Sues Logan Paul’s Drink Company Ahead of Olympics

It’s not the first time the beverage company is under scrutiny.
May 21, 2021

Webinar: How Interactive Live Streaming has Transformed the NFL Fan Experience

How forward-thinking media and marketing aficionados are leveraging cloud-based production technology to provide alternate interactive viewing experiences for fans around the globe.
June 17, 2021

Celebrating 10 years of the Ohio University PMSA

The Professional Master of Sports Administration provides current, and aspiring, sports business executives a world class educational experience designed to accelerate their careers in today’s sport business marketplace.
Sponsored

How UBS Crafts Impactful Partnerships Across Sports, Arts, and Culture

As UBS continues to expand its impressive array of sports and entertainment partnerships, the company solidifies its position as a leader in wealth management.
April 16, 2021

How FloSports Produced The MAJORS

A look at how an iconic cheerleading competition went virtual in 2021
April 14, 2021

Fan Engagement Gets Up Close and Personal From Now On

What sports fan wouldn’t want a one-stop-shop for all things game related? That was exactly what From Now On had in mind when creating the FanX™ Mobile Engagement Platform. Born to transform the fan experience on game day and beyond, FanX has become a pivotal player in college sporting events.