ALSD 2018 Schedule


6:30 a.m. 6:30 p.m. Registration Open ALSD
7:00 a.m. 4:00 p.m. Sports Sales Boot Camp ALSD, Sports Sales Bootcamp
8:00 a.m. All Attendee Keynote Breakfast and Super Panel ALSD, Design & Build
8:15 a.m. One-on-One Keynote Interview: Rich McKay, President and CEO, Atlanta Falcons  ALSD, Design & Build
8:35 a.m. 9:20 a.m. Super Panel: From the Top: Provoking Progress ALSD, Design & Build
9:30 a.m. 12:00 p.m. ALSD League Day, for Teams and Venues: Morning Session ALSD
9:45 a.m. 10:45 a.m. Design & Build Forum Workshop: The Science of Design ALSD, Design & Build
11:00 a.m. 12:00 p.m. Design & Build Forum Workshop: Designing Hospitality ALSD, Design & Build
12:00 p.m. 1:30 p.m. Tradeshow Lunch ALSD, Design & Build
1:30 p.m. 4:00 p.m. ALSD League Day, for Teams and Venues: Afternoon Session ALSD
1:30 p.m. 2:00 p.m. What’s Affecting Sports Venue Design: eSports and More   ALSD, Design & Build
2:05 p.m. 2:35 p.m. The Adaptability of a Venue and It's Hospitality ALSD, Design & Build
2:40 p.m. 3:10 p.m. Smart Stadiums Technology Integration ALSD, Design & Build
3:15 p.m. 3:45 p.m. Entertainment Districts & Outside the Venue Walls Opportunities ALSD, Design & Build
3:45 p.m. 4:00 p.m. Procurement: Outfitting Your Venue to Produce Maximum ROI ALSD
4:00 p.m. 5:00 p.m. ALSD and Design & Build Super Panel: Mercedes-Benz Stadium ALSD, Design & Build
5:00 p.m. 6:30 p.m. Bullseye Meetings ALSD, Design & Build
5:00 p.m. 7:00 p.m. Happy Hour in the Tradeshow ALSD, Design & Build
7:00 p.m. 9:30 p.m. Tour and Reception of Mercedes-Benz Stadium ALSD, Design & Build
8:00 a.m. Breakfast ALSD
8:00 a.m. 9:00 a.m. All Attendee Breakfast and Super Panel: Build It and They Will Come ALSD, Design & Build
9:05 a.m. 9:20 a.m. Spotlight Award Winner Presentation, presented by AVIXA ALSD, Design & Build
9:25 a.m. 9:45 a.m. State of the Industry Presentation ALSD, Design & Build
9:45 a.m. 10:15 a.m. Fan Experience 2.0: How Audiovisual Technology is Redefining the Future of Engagement ALSD, Design & Build
10:15 a.m. 11:00 a.m. ALSD and Design & Build Super Panel: Renovate and They Will Return ALSD, Design & Build
10:15 a.m. 12:30 p.m. Bullseye Meetings ALSD, Design & Build
11:00 a.m. 12:30 p.m. Lunch in the Tradeshow ALSD, Design & Build

Learn how teams are able to deliver unprecedented, hyper-personalized on-going relationship management to elevate the premium guest experience.  Accelerate the productivity of your existing service team to enhance engagement, drive retention and add value like never before with Wavework Concierge.

This session will highlight a very successful digital multi-touch marketing campaign with the Atlanta Falcons that achieved a 92-1 ROI. The campaign utilized email, social media, and web display marketing to communicate with highly qualified premium seating prospects. 

As teams develop programs to market and sell their inventory, the millennial fan should be a critical component in any strategy.  Learn how teams partner with secondary market distribution companies like Ticket Galaxy to reach this customer segment, and how millennial shopping habits are different from other generations.  By utilizing an open secondary distribution platform, teams can leverage market trends to drive better attendance numbers and exceed revenue goals, while building a lasting millennial fan base.

Some teams are using controlled suite resale as a way to drive leaseholder retention and incremental revenue. Others have adopted an anti-resale stance. Which approach is right for your venue? Discuss the pros and cons of leaseholder resale and how you can better control your secondary market for suites. 

Mobile, in-seat and self-service solutions are changing the way concessionaires interact with high-value customers.  Premier customers expect a premium service and minimize the amount of time they miss the event.  Learn how our technologies can improve the customer experience, drive more sales, and streamline their operations.

ROSSETTI’s Inverted Bowl, a revolutionary arena concept, is poised to change how arenas are built for decades to come. The Inverted Bowl features cantilevered balconies that progressively lean in to the action, creating thrilling tiered seating that catapults viewers closer to the action for broadcast quality views. The unique design also eliminates single-use concourses creating animated and vibrant balcony levels that promote social interactions and engagement. The result is a live entertainment experience unlike any other: a concept that immerses fans in the action and quite literally transforms venue design.

The Minnesota Vikings’ soaring sculptural landmark beacons fans to their new home, iconic U.S. Bank Stadium, carrying with it, a boatload of organizational success on many levels. The massive Legacy Ship that anchors the main plaza, filling the cityscape 43 feet above street level - a perfect sponsorship canvass – and borne out of overwhelming fan response for the chance to display their loyalty to their beloved Vikings team.

Venue owners strive to redefine the venue experience, relying on complex technologies to manage building systems, security, operations, and engagement. Yet the delivery of technology remains a disconnected afterthought from the construction process, increasing costs and affecting deadlines and efficiencies. Convergence is solving this problem. Integrating technology specialists earlier in the process helps procure, prepare, and install technology , leading to better outcomes. Hear case histories on Mercedes Benz Stadium, US Bank Stadium, Little Caesar’s Arena, Rogers Place.

Join Delaware North and Apex Order Pick-Up Technologies to learn how they’ve helped the Cincinnati Reds and the Carolina Panthers decrease lines at concessions and retail, while letting fans spend more time in the game. Self-serve, automated lockers are used to allow fans to order from anywhere and pick-up their purchases without waiting in line. This panel will detail the solution, how it’s been integrated for the first time into concessions and retail and future plans based on the positive fan response. You’ll want to hear firsthand from Delaware North how this technology will benefit these teams in the coming season.

How does a team promote advance ticket sales utilizing state-of-the-art 3D Virtual Reality technology?  Learn how 3D Digital Venue provides a world-class interactive experience for current venues and venues under construction to maximize revenue engagement.  Discover how Minnesota United partnered with 3D Digital Venue and SeatGeek to deliver greater fan engagement, increase season ticket holder sales and provide special viewing experiences for prospective VIP buyers. 

If a picture is worth a 1,000 words, a video is worth a 1000 pictures. Come and learn how you can start selling the experience, not the ticket, with video. Video is the most engaging form of content, and now your sales and service teams can use video to sell more personally and close more revenue. Hear how Sacramento Kings, NY Jets, SF 49ers, Oakland As, Chicago White Sox, Houston Dynamo, Florida Panthers and more are using video to be more personal, engaging and intelligent in their selling efforts. Leverage video best practices with innovative green screen technology, and start increasing engagement and response rates by 10X with video, immediately.

How broadening the scope and reach of your logo through cobranding with suite holders and partners can enhance fan experience – Bleeding Teal: How the San Jose Sharks have successfully expanded their reach beyond the city of San Jose. And how staying relevant with VIP acknowledgement and gifting creates loyalty.

A cohesive brand platform requires a strategy, a touch-point plan, and a surprise and delight attitude. Too often we mail it in without stopping to think about what our clients want and how to tastefully leverage our own brand. Let’s explore branding through a few lenses. First, gifting should be based on clients’ desires, followed by leveraging the team brand. Secondly, our facilitator, a brand marketing expert with explain how to overcome gifting and branding road blocks. And third, let’s remember that a brand is only as strong as the activations and experiences created.

The vision for the reimagined Philips Arena’s nearly $200 million renovation is striking and innovative. From the NBA’s first ever club on the floor to the Top Golf Swing Suites; the Killer Mike barber shop with a view of the arena bowl and so much more the project boasts the perfect premium product mix for a customized night of entertainment.  Learn how the initial vision led to an unparalleled revitalization of the premium, F&B, and overall fan experience for one of the top live event venues in North America.

No longer are venues built just for the team tenants. E-sports, outside-the-venue-walls concepts, draft parties, and corporate events fill your venues and the revenue side of the ledger. Are you capitalizing on the way the game is changing?

As the fan experience evolves, so must your customer service mindset. Teams must understand customers’ needs in order to leverage existing processes and adopt others. In this session, engage with our facilitator, who began her career with The Ritz-Carlton Hotel Company and spent nearly two decades with multiple sports teams, discussing tangible and innovative solutions to these 5 topics: embracing the fan experience culturally within teams, personalized customer communication, the affinity for mobile resources, implementation of new technology, and leveraging data.

Step one is keeping fans in your suites and stadiums safe. Step two is realizing that the same technologies that can aid in safety can also be leveraged to enhance your revenues. Learn about access control, facial recognition for F&B and merchandise ordering, and data collection and analysis. In an age  where cyber and physical threats exist, sports can still focus on fun, not fear.

If the goal is automating sales conversion, ask yourself: Is your follow up working? Can you improve your behavioral alignment, your cadence, or your communication?  Are you looking for technology that aids in the follow-up process, acting as intelligent, virtual assistant to close more deals? If you answered yes, this session is your answer.

Audiovisual and digital technologies are becoming a centerpiece of the modern-day fan experience. Interactive displays, 4K videowalls, projection mapping, and more are bringing venues to life in digitally-immersive, engaging, and brand-defining ways. However, today’s leaders understand that the power of integrated audiovisual experiences extends beyond the walls of the venue itself, and are creating new experiences outside the traditional stadium/arena that further drive revenue for operators and excitement for fans.

Your C-Suite clients speak finance, not marketing; you need to learn their language. Even before the initial meeting, you must understand client objectives and why they decide on major investments. More importantly, you must also understand their business, its performance, and how your asset can help. Learn 10 key tips for communicating with and selling to executives in this session.

Gain insight into how brand experiences can be integrated and developed to go beyond the event of the day. Additionally, learn how brands are finding incredible value by adding to the overall fan experience in an engaging way through a spectrum of physical and digital touch points within a venue. The panel will highlight recent examples of sponsorship activations that considered the architecture, public art programs and, most importantly, the fan experience in the development of meaningful brand experiences.

Keep looking. There will always be an underutilized area of your arena, ripe for a premium seating pod, a pop-up club, a social viewing deck. Let’s look at case studies of venues that managed to optimize space, what they turned it into, and how they priced it. There are hidden hospitality treasures lurking in every building. It’s up to you to find them. 

Evaluating how your market, building (new or renovation), and league factors should be considered when maximizing revenue and return on investment derived from your premium seating program and investments. An in-depth look at the planning process and analysis that went into the Philips Arena renovation and the building of Sun Trust Park. 

Today all fans – regardless of whether they have a general admission ticket or a premium seat – want an experience. To get fans off the couch, teams and venues are getting creative to deliver on the demand. How can we design venues to provide an experience to all fans, while maintaining the integrity and exclusivity of the premium ticket?

Great communication is often talked about as a solution to better business results, but rarely does anyone offer actionable "how to" advice. To be world-class in sales and service, you must be an effective communicator. The "path" to that result can be found within emPATHy. In this session, you'll be introduced to the communication skills and strategies rarely taught in formal education and if used properly, will help you get into the head and heart of those you aim to serve or sell. Most people want to create lasting and profitable relationships, they simple lack the knowledge. This session will fix that.

The way we engage with our various audiences has shifted and requires new ideas and strategic plans. New business development takes many forms, but have you ever thought about how simply practicing generosity could generate new revenue streams and add to your competitive edge? No MBA program teaches you how to go beyond the dinners, sporting events, and trinkets that most rely on. Gifts with strings attached backfire: there is a right, and wrong, way to give. Learn common pitfalls teams fall prey to as they look to deepen client relationships, inspire employees, and pursue Dream 100 prospects. Learn proven techniques to build a Relationship Action Plan. Stand out, become more referable, and create unforgettable experiences.

It’s happening. Long-term leases aren’t the only way to sell suites. Rentals are on the rise, renewals are getting tougher, and clients want to be able to resell what they’re not using. It’s a powerful paradigm shift and maybe a scary one, but if managed properly can end up inking you more revenue in the long-run.

Let’s look closely at successful entertainment districts and what they can mean for teams and venues. Explored in this session will be the monetization, programming, and marketing of guest experiences. Additionally, learn how non-gameday activation and partnerships within the district create longer lasting engagement. Finally, understand the development process and personnel necessary, the overall economic landscape, and what venues looking to create a district should consider.

Two entities, one mission: Provide the best service and F&B to your patrons. While the team or venue and F&B may be two separate entities, there is a way to streamline the relationship and the objectives: Communicate. Learn how a major venue invested time and effort to get it right. 

Historically, the sports ecosystem has pitched “client entertainment” as the go-to reason to buy premium seating (and sometimes sponsorship). Yet the perpetuation of this outdated view only makes it harder for us to appear relevant to the markets we’re trying to attract. Join us as we cast aside yesteryear’s reasons and discuss — in today’s business language — the benefits of investing in premium and corporate partnerships.

Over 90% of sales and service interactions occur over the phone. That means there is a mountain’s worth of data and, more importantly, key insights to be gained from your calls. Collecting data without analyzing or leveraging it is more than a missed opportunity—it’s a big failure to connect with today’s customers in the way they expect and demand. Join DialSource CEO Joshua Tillman in exploring how he and his team has spent more than a decade utilizing data to unlock new ways to measure opportunity, develop optimal processes and drive success for teams across industries, including financial services, technology, and sports. Gain insight on calling the right targets, implementing strategies directly within your CRM, and making informed, data-driven decisions to move your organization to peak performance.

New and renovated sports venues are rethinking technology integration. By prioritizing technology from the onset of the design process, the discussion becomes one of cost-saving, future flexibility, new revenue streams and data sources, instead of just the next hottest trend. Once the new car smell wears off, is your tech infrastructure ready for the long-haul?

The transformation is picking up steam. Loge boxes, chase lounges, social viewing decks, chic bars, and mini-suites are all on the premium inventory rise. Why? They offer clients an alternative to a standard suite. They work, they sell, and the migration to new options is often welcomed. At this point, the pendulum has swung, so we just need to ensure we are evaluating our bottom line and not cannibalizing long-term revenues maximization by allowing its continuation.  

This session will explore how strategic facility planning and design can result in extraordinary results for what may have been underperforming venues. By focusing on a defined set of goals and objectives, a clear and focused master plan strategy will evolve. Identifying key projects and overall improvements that result in a new look, brand, and inventory of opportunities that will enhance the overall fan and user experience. The session will explore several examples of how prescribed surgery created high performing results.

4:10 p.m. 5:00 p.m. Super Panel: Evaluating the Art and ROI of Suites and Sponsorships ALSD, Design & Build
8:00 p.m. An Evening at Fox Theatre Atlanta ALSD, Design & Build
8:30 a.m.
Bagels and Brew
9:00 a.m.
11:00 a.m.
All-Attendee Workshop: Culture - The Incredible Client and Employee Differentiator

Join industry thought leader Disney Institute for a workshop designed for all sales, service, and F&B professionals. A team panel will present case histories and anecdotes on organizational culture differentiators, proving that brands are defined by their level of service. Opening up to a roundtable, the audience is encouraged to weigh in on topics such as hiring and onboarding, consistent and effective training, the employee experience, sales springboarding experiences, and true differentiators in client service.

11:00 a.m.
12:00 p.m.
Suite Holder Focus Group

It's a simple idea: Listen to your customers. At times, teams do not recognize their customers' needs. So let’s remind everyone of the pain points and the high points of clients’ premium experiences. Historically our most popular session, we let premium seat clients speak for themselves. Our moderator will be armed with questions, and we encourage you to bring yours too.