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
8:15 a.m. Keynote One-on-One ALSD
8:35 a.m. 9:20 a.m. Super Panel - Provoking Progress: The Evolution to Innovate ALSD
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: Designing Hospitality ALSD, Design & Build
11:00 a.m. 12:00 p.m. Design & Build Forum Workshop: The Science of Design ALSD, Design & Build
12:00 p.m. 1:30 p.m. Tradeshow Lunch ALSD
1:30 p.m. 4:00 p.m. ALSD League Day, for Teams and Venues: Afternoon Session ALSD
1:30 p.m. 3:55 p.m. Design & Build Forum Workshops: All But the Ball ALSD, Design & Build
4:00 p.m. 5:00 p.m. ALSD and Design & Build Super Panel: Mercedes-Benz Stadium ALSD
5:00 p.m. 6:30 p.m. Bullseye Meetings ALSD
5:00 p.m. 7:00 p.m. Happy Hour in the Tradeshow ALSD
7:00 p.m. 9:30 p.m. Tour and Reception of Mercedes-Benz Stadium ALSD
8:00 a.m. Coffee and Croissants ALSD
8:30 a.m. 9:25 a.m. ALSD and Design & Build Keynote and Super Panel: Built It and They Will Come ALSD, Design & Build
9:25 a.m. 9:45 a.m. Spotlight Award Winner Presentation ALSD, Design & Build
9:50 a.m. 10:10 a.m. State of the Industry Presentation ALSD
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
11:00 a.m. 12:30 p.m. Lunch in the Tradeshow ALSD
B2C Multi-Touch Campaigns
Cohesive Brand Creation
Premium Service Automation
Smart Phones for Smart Ordering
Suite Reselling: No Longer Taboo
The Inverted Bowl
A Framed Picture of Worth a Thousand Words
A Homerun Makeover
Seeing Your Seat Selection… in 3D
The Acumen of Artificial Intelligent
The Power of Video
Through the Eyes of the Fan

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?

Events like the Las Vegas active shooter and the Manchester Arena bombing prove sports venues and team personnel must remain vigilant and constantly prepared in order to keep fans safe. Moreover, cyber security dangers threaten to cripple events and capture valuable data. As an industry, we must ensure our suites, seats, and stadiums are safe from all threats so patrons can focus on fun instead of fear. 

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.

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.

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.

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.

S.M.I.L.E. 2.0 (S: Southern Hospitality, M: Make a Moment, I: Individuals Matter, L: Loyalty, E: Empowerment) is the blueprint used by The Atlanta Hawks and Philips Arena in recruitment, selection, training and retention to create remarkable guest service. As reflected in the upgraded arena amenities such as a sensory inclusive space and a nursing room for mothers, the philosophical approach of S.M.I.L.E. 2.0 was designed to establish a culture that focuses on exceptional experiences for customers as well as a rewarding environment for employees.

It’s all about the experience. The sights, the sounds, the excitement. Today’s sports and entertainment events are richer than the game on the court. Audio, visual, and digital capabilities are raising the bar on how fans interact with the event. How can your venue integrate technology to create sensational experiences?

What have we learned about asset activation and where are we headed? Brands demand to stand out and we need to know how to help them. Let’s look back activations that accomplished that goal to illustrate how to continue to raise the bar for future activations.  

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.

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 it can mean for a team and venue. Explored in this session will be the monetization, programming, and marketing of the spaces by the team. Additionally learn how non-game day activation and partnerships within the district create a longer-last engagement. Finally understand the development process and personnel necessary, the overall economic landscape, and what venues looking to create a district should consider.

Is there an inherent lifestyle expected when entering the sports industry or are we yearning for a sports-life balance? Moreover, does your team’s culture suggest you work smarter not harder? Inevitably nights, weekends, and holidays will be part of the gig, but this roundtable will uncover approaches to the sports-life balance that work.

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. 

Gifting requires a strategy, a touch point plan, a surprise and delight attitude. Too often we mail it in – pun intended – without stopping to think about what our clients want and how our gifts can leverage our own brand. Hear who is doing gifting well and what their clients are saying.

ALSD brings you the best and brigtest ideas of the future. The industry is evolving at such a rapid pace, it's hard to keep up. Let's rely on the experts who continue to innovate and change the game. 

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.  

Venues are no longer being designed for stick and ball sports only. Venues are also looking at new ways to excite and engage their fans. Think biometrics, AI, areas where you don't even watch the game, and designs for experiences that don't involve the ball. Can you see into the crystal ball? 

8:30 a.m.
Bagels and Brew
9:00 a.m.
11:00 a.m.
All-Attendee Workshop: Culture: The Incredible Client & 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 spring boarding 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.