THE SOLUTION

VOLUME 1, ISSUE 2

IMG Learfield Ticket Solutions was

named the "Best Organization to Work

for in Sports" by TeamWork Online after

a month-long contest.

The online contest, conducted through

TeamWork Online's website and social

media platforms, launched at the begin-

ning of September. After three weeks of

nominations, IMG Learfield Ticket Solu-

tions was then named one of five finalist

organizations based on the number of

nominations made to TeamWork Online

via Facebook and Twitter. In the finals,

IMG Learfield narrowly beat The Aspire

Group, Bakersfield Condors, San Anto-

nio Spurs and Arizona Diamondbacks.

19 organizations in the sports industry

were nominated via social media by

former and current employees of those

organizations. The final week of the

contest asked former and current em-

ployees of the finalist organizations to

vote via an online poll which concluded

at 5pm EST on Friday, September 27.

IMG Learfield partners with colleges

and universities to create an in-house,

private sales engine to increase revenue

and ticket sales. Some of the company's

partners include the University of Flor-

ida, University of Pittsburgh, University

of South Carolina, and Penn State Uni-

versity among others.

Matt DiFebo, Vice President of IMG

Learfield Ticket Solutions, said his or-

ganization are very humbled and hon-

ored to be recognized as the best or-

ganization to work for in sports.

"We pride ourselves in recruiting and

hiring the absolute best, most career-

minded individuals and providing them

with the resources and opportunity to

grow their careers. IMG Learfield is a

growing company with very high stan-

dards, and to receive this honor is a true

testament to the hard work and dedica-

tion of our entire staff and the excep-

tional company culture that everyone is

helping to create and build," DiFebo said.

This competition was part of TeamWork

Online's contest series to let sports ca-

reer enthusiasts know who are the

sports industry's best employers. Team-

Work Online is an online recruiting net-

work to the sports and live events indus-

try that connects more than 2 million

applicants with the right jobs and more

than 750 employers with the right candi-

dates.

IMG LEARFIELD TICKET SOLUTIONS NAMED BEST ORGANIZATION TO WORK FOR IN SPORTS

IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER FRIDAY, OCTOBER 18, 2013

IMG LEARFIELD TICKET SOLUTIONS IN ACTION!

NEW PROPERTY ANNOUNCEMENTS!

We welcome Boston College to our family of partners. Corey Schwartz will lead the ticket sales operation as

General Manager. He brings a wealth of ticket sales experience from his work with the New York Mets. Brad

Sexton, National Director of Sales says, “We are thrilled to bring someone of Corey's caliber to the IMG Learfield

Ticket Solutions team. He's exhibited tremendous sales success in his past positions and we have no doubt he'll be

an outstanding leader for our BC team.” Under Corey’s leadership, three staff members have been hired to help

drive ticket sales results for Boston College. They are Mackenzie Rainone (Account Executive), Errick West

(Account Executive) and Mollie Mackler (Property Assistant).

IMG Learfield has also signed the Wyoming Cowboys and Cowgirls as a partner. Ticket sales operations for

Wyoming will begin in November and is led by Nate McMullan. Nate was a former Account Executive at Utah State.

“Wyoming has a very passionate fan base that spans the entire state. We are excited to capitalize off the passion

the fans have for Wyoming Athletics and provide them opportunities to support their teams through season and

group tickets,” says Matt Smith, Regional Manager of the West.

VOLUME 1, ISSUE 2 THE SOLUTION PAGE 2

Working as a ticket sales representa-

tive in sports provides you with a

great opportunity to be in front of

thousands, if not hundreds of thou-

sands, of fans on game days. It is one

of the most exciting times for fans –

they are tailgating, playing games,

and excited to be at the game with the

family and friends. Some for the first

time and some never miss a game.

As General Managers and Account

Executives we must put into place

best practices to capitalize this game

day excitement and large crowds and

turn it into revenue opportunities for

us as well as data collection for fu-

ture opportunities. Here are some

tips to make sure you are as effective

as possible:

Our table presentation should

be first class and well pre-

pared. We should have sign-

age, backdrops, table skirts,

etc to make our set up stand

out and look professional.

All materials should be pre-

pared in advance of game day

and professionally done. This

means working with the mar-

keting or creative services

team to create any flyers/

marketing materials we want

to hand out, having colored

copies, enter to win boxes and

professional fliers, etc.

While at the table, you need to

proactively engage people as

they walk by. You should be in

front of the table with a smile

on your face!

You should ask open ended

questions such as:

“”What brings you out to today’s

game?”

“How did you obtain your ticket?”

“What other games are you plan-

ning on attending this season?”

“What other sports do you attend

or like to watch at our

school?”(CROSS SELLING)

“What is your affiliation with the

university?”

After you gather all the data

you need to know (just as in

outbound calls), go for the

close. You must ask for the

sale or they will never pur-

chase on the spot! And don’t

forget about referrals!

Even if they aren’t looking for

information or want to pur-

chase, we must collect their

data. A lot of times season

ticket holders give their tick-

ets to other people to use or

people purchase tickets on the

secondary market. If we don’t

collect their data that day, how

will we ever know who at-

tended and how to follow up

with them? Make sure to let

them know about our “Enter

To Win” and get their name,

number, and email address!

General Managers – a great

way to drive traffic to our sales

tables is by PA reads through-

out the game. Work with your

marketing department to help

drive this traffic and leverage

day of game sales right at our

tables.

Finally make sure you follow

up with everyone whom we

receive data from the follow-

ing week. There is no better

time to have a conversation

about their experience than

while it is fresh in their

minds!

Working at games is one of the best

opportunities to get new prospects

and drive revenue. As General Man-

agers and Account Executives we all

need to be proactive and capitalize

each home game. Through 6 weeks

of the Football Season, we’ve cap-

tured over 9,000 leads and generated

$74,000 in ticket revenue from game

days. Are you doing everything within

your ability to make sure you are con-

tributing to these numbers at each

game?

VOLUME 1, ISSUE 2 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER PAGE 3

GAME DAY SELLING and LEAD GENERATION

by Cory Rowe

Assistant Regional Manager (Northeast)

Kim Parsons is the Director of Fi-

nance and Operations for IMG Col-

lege Business Ventures.

Establishing a mentorship is the

most rewarding career relation-

ship to enhance your current and

future success. Mentoring can be

formally assigned in an organiza-

tion or it can be an informal rela-

tionship that grows into a mentor–

mentee relationship. The most

successful, in my opinion, is the

informal mentorship which natu-

rally develops from a good con-

nection with someone you value

and admire.

There are three types of mentor-

ing:

Peer Mentoring: This is an infor-

mal relationship developed with a

new staff member or peer in

which each of you help the other.

Self-Mentoring: With self-

mentoring, you take action each

day to learn, teach, read, initiate,

and make yourself better tomor-

row than you are today.

Career Mentoring: Find someone

who is willing to be your advocate,

spend time with you to learn your

goals and capabilities, and suc-

cessfully advise you through chal-

lenging career decisions.

I encourage each of you, whether

starting your career or at more of

a mid-level position, to harvest the

benefits of this truly unique rela-

tionship. Additionally, I challenge

each of you to self-mentor by de-

termining ways to further advance

your team, your property, and your

own performance daily.

Kim Parsons

Director of Finance

and Operations for

IMG College

VOLUME 1, ISSUE 2 THE SOLUTION PAGE 4

THE BENEFITS OF MENTORING

Kate Socha

October 12th

Colorado

Account Executive

Jonathan Jick

October 19th

UNI

Account Executive

James Weiner

October 21st

Duke

General Manager

Andrew Willis

October 25th

Duke

Account Executive

Carly Venick

October 3rd

NC State

General Manager

Matt Difebo, Vice President of IMG

Learfield Ticket Solutions has over

15 years of experience in ticket

sales and has been recognized as a

pioneer who has revolutionized the

ticket sales industry.

I would like to thank each member

of our staff for your diligence in

working hard to vote IMG Learfield

as the “Best Organization to Work

for in Sports” in TeamWork

Online’s recent poll. Our business

continues to grow at a very rapid

pace, and we have achieved many

successful milestones in a rela-

tively short amount of time.

Currently, we have twenty-eight

properties and have participated in

generating over $100 million for our

partner schools. While we are very

proud of those accomplishments, we

are most proud of the people on our

team. We appreciate everyone’s con-

tribution to our success and focus on

building a successful company cul-

ture.

Thank you for your dedication and

effort. Congratulations on being rec-

ognized as the Best Organization to

Work for in Sports!

MATT THANKS YOU!

EMPLOYEE SPOTLIGHT!

Nate McMullan

General Manager—Wyoming

for the 2012-13 season. In addition,

Nate generated and processed

$135,000 of new donation revenue

to the Rebel Athletic Fund.

After ten months with UNLV, Nate

joined the Utah State staff to help

launch their ticket sales engine.

While at Utah State, he sold 1,073

football season tickets in five

months along with 749 mini plans.

Nate McMullan is a 2011 gradu-

ate of Florida Gulf Coast Univer-

sity where he majored in Sports

Management. Before joining

IMG Learfield, Nate worked with

the Sacramento Kings where he

was instrumental in selling

groups. Nate finished first in

Group Sales for the Kings.

IMG Learfield first hired Nate as

an Account Executive for UNLV

in June 2012. Nate’s success at

UNLV includes selling over

$130,000 in new sales for foot-

ball and basketball. He sold

2500 basketball season tickets

Recently, Nate was promoted

to the General Manager posi-

tion at our new property, The

University of Wyoming.

Matt Smith, Regional Manager

for the West, says, “Nate is

very passionate about his job

and being the best. He always

has a smile on his face and a

positive attitude to greet

you. His dedication to learning

the sales techniques and ap-

plying them to every call and

appointment is what sets him

apart from others.”

Matt Difebo

Vice President

IMG Learfield

VOLUME 1, ISSUE 2 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER PAGE 5

“Too often, sales reps

simply regurgitate their

presentations and expect

to land the sale. It does-

n’t work.”

-Harvey Mackay

“”I like to think of sales

as the ability to grace-

fully persuade, not ma-

nipulate, a person or

persons into a win-win

situation.”

~Bo Bennett

WELCOME TO THE TEAM!

“The difference between

a successful person and

others is not a lack of

strength, not a lack of

knowledge, but rather a

lack of will”

-Vince Lombardi

Corey Schwartz

General Manager

Boston College

10/21/2013

Errick West

Account Executive

Boston College

10/21/2013

Gregory Dietz

Account Executive

Temple

10/07/13

LaRon Davis

Account Executive

NC State

10/28/13

Mollie Mackler

Property Assistant

Boston College

10/14/2013

Jose Bonilla

Property Assitant

UTSA

10/07/2013

Garrett Schiffman

Property Assistant

Utah State

10/14/2013

Heath Bennett

General Manager

Arkansas

10/14/2013

Mackenzie Rainone

Account Executive

Boston College

10/14/2013

Joseph Jaber

Property Assistant

UTSA

10/07/2013

Brian Brennan

Account Executive

Tennessee

9/26/2013

VOLUME 1, ISSUE 2 IMG LEARFIELD TICKET SOLUTIONS EMPLOYEE NEWSLETTER FRIDAY, OCTOBER 18, 2013

FOOD FOR THOUGHT!