Posts Tagged ‘Partnerships’

Finding funding: Sometimes it comes to you

July 28, 2015

So you have a great idea for a new event for your facility: It would bring in hundreds of athletes who would stay multiple days and bring in thousands of dollars to the local economy.

Or, you’d like to expand your facility, adding fields or courts, which would allow you to bring in bigger, better events. All sounds good, but the bottom line, as they say, is the bottom line: How to pay for all of this?

It’s a universal issue that all organizations, rights holders, facility operators, high school and college athletic departments or team managers face. You may have great ideas, but you don’t have the resources to fund them. Where does the money come from?

As a sports corporation or CVB, you might ask your sales staff to acquire more sponsorships or partnerships. (what your sales staff says after you leave the room, well, that’s out of our control)

We already know that more colleges and universities, especially those outside the “Power Five” conferences, are looking to beer sales at games to help fund the athletic department. A year ago, there were 21 on-campus football stadiums where any fan of legal age could grab a brew. That’s more than twice as many as five years ago.

Troy University Athletic Director John Hartwell estimated that beer would account for $200,000 in commissions for the season. According to its contract with concessionaire Sodexo, Troy receives 43 percent of gross beer sales at its 30,000-seat stadium, or better than $2 for every $5 beer.

But sometimes the money comes to you, through an endowment. A trend that started in the Ivy League and spread to other schools is now becoming the new way to save that school from paying a salary.

The most recent example? Richard Corbett, a Florida real-estate executive who served as the business manager of Robert F. Kennedy’s 1968 presidential campaign, gave $35 million to the University of Notre Dame, from which he graduated in 1960.

Of the total, $25 million will go for a new building to house the anthropology and psychology departments and a digital-media center. He also directed $10 million of the gift to endow the university’s head football coach position.

In another case, Xavier’s men’s basketball coach, Chris Mack, is now the Sedler Family Men’s Head Basketball Coach after Tom and Genny Sedler provided Xavier with the endowment to fund Coach Mack’s salary. The endowment basically allows the university to take the money that would go to salaries and use it somewhere else.

The academic side has been doing this for decades, as donors have funded the “so-and-so-chair for chemical engineering research” at universities around the country. So how can you get the endowment idea to work for you?

It might come in the form of a civic-minded philanthropist who wants to fund a new soccer or basketball complex, or a company that can use foundation dollars to help a community cause while getting its name out in public.

This is a time we all have to be creative to find sponsorship and partnership dollars. Doing a form of an endowment might be the way to get your project from the drawing board, into the community.

ball field

How NASC Members Can Manage the Impact of the 2015 Small Package Rate Increases

December 15, 2014

Both FedEx and UPS announced their annual small package rate increases. The UPS rate increases will take effect on December 29, 2014, while the FedEx rate increases will take effect on January 5, 2015. As always, how much more expensive your particular small package shipments will be in the New Year largely depends on many factors, including shipment volumes, sizes, weights, and modes.

Here are some quick facts:

  • Dimensional weight pricing will now apply to all FedEx Ground and UPS Ground shipments.
  • FedEx Express package and freight rates will increase an average of 4.9% for U.S., U.S export and U.S. import services.
  • FedEx Ground and FedEx Home Delivery rates will increase an average of 4.9%.
  • UPS Ground, Air and International rates will increase an average of 4.9%.

The small package shipping experts at PartnerShip have dug into the details and analyzed the new rate tables to assess the true impact to shippers and help you make sense of these increases. Click here to download the Small Package Rate Increases ePaper.

Now is the time to take full advantage of the benefits available to you through the NASC Shipping Program. When you visit PartnerShip.com/09NASC and enroll in this free program, you receive significant discounts on select FedEx® services – helping to offset these new rate increases.

This tip is brought to you by PartnerShip®, the company that manages the NASC Shipping Program. For more information or to enroll, email sales@PartnerShip.com or call 800-599-2902.

Prospecting in the NASC Sports Marketplace

August 18, 2014

Let’s talk for a few minutes about Sports Marketplaces. The NASC developed the first Sports Marketplace in the late nineties and since then it’s become an intricate part of the annual NASC Sports Event Symposium. And looking at the recent responses from our meeting in Oklahoma City, we can tell that your interest in the sports marketplace is as high as or higher than ever, and it turns out to be the number one reason why many of you attend the symposium and we understand that. One of the questions I would ask you though is to determine for yourself whether you’re prepared for the sports marketplace before you begin. And now we’re talking from the cities point of view, because one of the concerns, I personally have is, that many of you are relatively inexperienced in the industry are expecting to go to the Sports Event Marketplace and pick up business in 10 to 12 minutes, when you’re not even sure whether your destination can host the events you’re talking about. How do you fix that?

First, don’t go to a Sports Marketplace until you know the kinds of events you can host, and which age groups, and why. And if you don’t know that, you’re going to have to find somebody to help you determine what you can do before you talk to anybody. Because what happens is, a very simple prophecy is fulfilled if you don’t know whether you can handle the event or not, and you show the event owner in a sports marketplace appointment that that’s the case, what you’re doing is losing the business, rather than gaining the business.

What’s a proper approach to a sports marketplace appointment? Be prepared, be absolutely ready with what you can do and don’t take appointments with people who have events that you can’t handle. How do you find out where these events are? You go to the Rights Holder section of our database and you can find hundreds of event owners, and you can determine by sport which ones you ought to be talking to. And it makes common sense, to go ahead and do your homework before you go to the marketplace, at all.

Now, there has been some thought about restricting appointments at the marketplace to people who have been members and have attended the symposium for at least two years, and not have marketplace appointments with new people. That, of course, is not what we are going to do. Instead, I think you’re going to find the NASC to rely itself increasingly on Rapid RFP Review sessions; where an event rights holder meets with 10 or 12, or 15 of you at one time, “Here’s what we’ve got, this is what we’re looking for, go off do your homework. When you know you have it, get in touch with us, let’s talk then.” That’s a great way to do this. What is not a great way is to say to yourself before you arrive on-site for a sports marketplace series of appointments, is all I have to do to be successful in this business is to have a bunch of appointments, talk to a bunch of people, I’ll make friends and they’ll want to do business with me.” That’s not the way this business works, never has, never will, and it will be a waste of your time and a waste of the other event owners time, also.

I wish you well in all of your marketplace appointments, but I also, would wish preparation and the understanding that in 10 to 12 minutes you can lose a relationship faster than you can gain one. It is a terrific way to go back and say hi to old friends and acquaintances, and remind them that you are still interested in doing business with them. It is a terrible way to show people that you’re too new to know what’s going on.

Video blog: Don Schumacher, CSEE, Executive Director
National Association of Sports Commissions
513.281.3888     –     http://www.sportscommissions.org 
Published  August 18, 2014

Here with just a few of our closest friends

August 3, 2012

As our Olympic Games journey comes to an end, we finally made it to where the games began – Olympic Park.  In order to access the Park, either a ticket for a venue within the area or a day-pass that had to be purchased months in advance is required.  At first, this made no sense to me as many sponsors have interactive exhibits here, and the Merchandise Mega Store takes up a good portion of the area.  Furthermore, it is a great place to people watch.  However, upon spending a few minutes here, I understand the method to what I assumed was madness.  I am guesstimating there will be upwards of 400,000 people here today. If they had opened the doors to everyone, it would be a security nightmare, nearly impossible to enjoy and just plain crazy.  It has been a great trip and I look forward to sharing the nearly 2,000 photos I have taken.

 

Beth Hecquet, CMP
Director of Meetings and Events
NASC

Finding ways to become more engaged in international sport

July 8, 2011

Why don’t we hold more international sports events in the United States?  When you look around at what is happening your search takes you outside our country, and quickly! Why is this? I believe the primary factor is cost.

The International Olympic Committee (IOC) and each of the International Federations in Olympic Sport require significant commitments from prospective host cities. We read and hear a lot about the costs of both the Summer and Winter Olympic Games. We do not hear nearly as much about the requirements from the international federations (IFs).

I was very fortunate to be president of the arena and a member of the executive committee for the 1987 World Figure Skating Championships. Figure skating and gymnastics have rotational policies that do insure that a U.S .city will get the chance to host a world championship. Cincinnati became the host by winning the competition among other U.S. cities. Once selected we then needed to work with through the United States Figure Skating Association to be certain the International Skating Union’s requirements would be met. We spent three years preparing for the event, and it was an experience of a lifetime.

Last year’s World Equestrian Games in Lexington was the first time for that competition was held in the U.S.A.  It required a very significant commitment from the Commonwealth of Kentucky to get the bid. It also required a world-wide fund raising campaign to find additional funding.

It is interesting to note that most international conferences on sport focus on the Olympic Games and world championships. Grass roots, or participant based events, receive little attention. In this country, these events account for 95% of the business.

Because we do not have the luxury of financial support from our federal government, and because it is very difficult to get help from states or even our own cities, most of you do not focus on the international market. It is possible to host a “friendly” from time to time in soccer or volleyball, two sports that routinely conduct international team competitions, but world championships have proven difficult to obtain.

Our neighbors in Canada do have the possibility of provincial and federal government support, and consequently host more major international championships.

We have made a commitment to explore with Canada ways in which we can work together to create or host more events. The world gets smaller and it is time to find ways to become more engaged in what is a very big world of international sport.

Kind Regards

Don

Visionary Collaboration

May 3, 2011

By Jim Dietz, Columbus Indiana Visitors Center

We, like everyone else, have faced some challenging times.  Our Parks & Rec department has faced budgetary cutbacks each of the last three years and we feared the budget cuts would begin affecting the maintenance of the tournament-quality facilities they have been providing and their possible staffing cuts would affect the number of weekends available for outside events.

In order to avert future problems, we sat down with the parks staff a year and a half ago and talked about their budget and what could be done with event income to help them through this crisis.  The result was a cooperative rewriting of their field rental agreements to compensate for additional staffing costs and a restructuring of the work schedules of their staff to reduce overtime costs.  They are now in their second season of successfully utilizing the new contract.

Our CVB researched possible contract options by utilizing our networking through NASC and other associations, rewrote the contracts, provided a cost-analysis based on the previous year’s tournament schedule, then presented it to the parks director and his staff.  Because of our long history of cooperation, we were already in a position of trust with the department so their acceptance of our helping rewrite the contract was made much easier.

This achieved several things for us: 1) it reinforced the level of partnership we had with them, 2) it showed them our interests were not self-serving but were with them in trying to solve their problems, and 3) it took us to the next level of trust and cooperation-it’s what we are now calling “Visionary Collaboration”.   For our Parks & Rec department, it has resulted in increased revenue from venue rental and has helped balance their work loads during the busy summer season.

Recently we have embarked on the next phase of growing our sports tourism initiative, the establishment of an area-wide Sports Advisory Council.  The primary objectives of establishing this council are to help identify future sporting opportunities, to act as a sounding board for newly planned or proposed facilities, and to provide a broader base within the community that will help champion the growth of sports tourism in the community.  This was the result of a recommendation of Jack Hughes, Gainesville, Florida Sports Commission Executive Director.

This is an organization that will also serve as an advocate for parks and recreation, the school corporation, and privately-operated facility owners.  It brought together 12-14 community business leaders who had virtually no prior experience with the sports tourism industry.  Having a group of business leaders with no pre-conceived ideas evaluating all aspects of sports tourism has provided a new dynamic for sports within the community.  These are people who have brought a new can-do attitude to our sports tourism, have managed to make all of us broaden our approach to problem-solving, and have become a potential funding source for future sporting events.

Three important things can be learned from our recent actions:  1) to effectively solve many of your problems, look for solutions through the eyes of your partners, 2) use your NASC networking resources to help you find answers to challenging problems, and 3) become as inclusive as possible within your communities; frequently the more diversity you can bring to the problem-solving table, the greater your chances of developing solutions that work.

Dietz Jim About the Guest Contributor: Jim served on the Board of Directors of the Columbus Area Visitors Center for seven years and as an officer for 3 of those years. Jim currently serves as Director of Sports Tourism for the CAVC and oversees over 50 annual athletic events in Columbus. Jim has been involved in the hospitality industry for over 30 years having owned and operated his own restaurants in Indiana and Illinois. A former high school teacher and coach, he has also held management positions in a Fortune 500 company and has served on numerous boards including the Western Illinois University Foundation Board and the Western Illinois University Athletic Board.

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