The Sports Event Management and Marketing Playbook (The Wiley Event Management Series 2nd Revised edition)

The Sports Event Management and Marketing Playbook (The Wiley Event Management Series 2nd Revised edition)

By: Frank Supovitz (author)Hardback

1 - 2 weeks availability

Description

As a sporting event planner, how do you keep up with the trends of the ticket buying public, sponsorship and merchandising while at the same time attending to the hundreds of management and operational details required to execute the event? A successful sports event requires a planner that can read signals from their market and plan strategically to maintain sponsors and a fill an arena.

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Contents

Foreword xi Series Editor Foreword xiii Preface xv Acknowledgments xix Introduction 1 The Power of Sports Event Marketing 1 The Evolution of Sports Event Marketing 3 Your Introductory Play Supovitz s Flying Wedge 4 The Sports Event Golden Rule Understanding Stakeholders Objectives (USO) 6 Current Trends in Sports Event Management and Marketing 8 PLAY 1 Defining and Developing Objectives, Strategies, and Tactics 11 Introduction 12 The P-A-P-E-R Test 13 Post-Play Analysis 26 Coach s Clipboard 27 PLAY 2 Identifying Costs 29 Introduction 29 Facility Costs 30 Player- and Game-Related Expenses 36 Event Operations Expenses 38 Marketing and Promotion Expenses 39 Sponsor Fulfillment Expenses 40 Guest Management and Hospitality Expenses 41 Event Presentation Expenses 42 Capital Investment and Amortization 43 Miscellaneous Expenses and Contingency Allowances 45 Reforecasts 45 Post-Play Analysis 46 Coach s Clipboard 46 PLAY 3 Identifying Revenue Streams 47 Introduction 47 Ticket Sales 48 Sponsorship and Advertising 54 Merchandise 57 Concessions and Food and Beverage Sales 59 Broadcasting 60 Tournament and Participation Fees 61 Grants and Donations 61 Miscellaneous Revenues 62 Balancing the Books 62 Reforecasts 65 Post-Play Analysis 66 Coach s Clipboard 67 PLAY 4 Soliciting and Selecting Host Cities and Venues 69 Introduction 69 What Host Cities Really Want from Sports Events 71 What Sports Events Really Want from Host Cities 77 What Event Facilities Really Want from Sports Events 86 What Sports Event Organizers Want from Event Facilities 88 Selecting a Facility 93 Post-Play Analysis 93 Coach s Clipboard 94 PLAY 5 Starting the Clock on the Sports Event Planning Process 95 Introduction 95 Identify and Analyze Management Tasks 96 Build a Support Organization 106 Find the Right People 111 Manage Your Support Organization 116 Post-Play Analysis 118 Coach s Clipboard 118 PLAY 6 Understanding the Sports Event Sponsor Relationship 121 Introduction 121 The Roots of Sports Event Sponsorship 123 What Sports Event Organizers Really Want from Sponsors 125 What Sponsors Really Want from Sports Events 130 Know Your Sponsors 149 Post-Play Analysis 154 Coach s Clipboard 154 PLAY 7 Teaming with Sponsors 157 Introduction 157 Scaling and Pricing Sponsorship Packages 158 The Sales Process 168 How to Design the Sponsorship Program 178 Don t Just Take Our Word for It 189 The Decision-Making Process 189 The Sponsor s Point of View 191 Finalizing the Deal 194 Now, Service Your Sponsors! 196 Post-Play Analysis 196 Coach s Clipboard 196 PLAY 8 Maximizing and Servicing the Media Partnership 199 Introduction 199 The Two Faces of the Media 200 What the Editorial Side Really Wants from Sports Events 202 The Campaign for Attention 212 Servicing the Media at the Event Site 217 Media Center Facilities 221 A Note about Talking to the Media 228 Media Coverage and Media Partners 229 Post-Play Analysis 229 Coach s Clipboard 230 PLAY 9 Activating the Sports Event Marketing Plan 231 Introduction 231 What Media Partners Want from a Sports Event Relationship 232 What Sports Event Organizers Want from a Media Partner 234 Selecting Media Partners 236 Sports Event Promotions 240 Effective Sports Event Advertising 248 Event Marketing 254 Social Media 256 Post-Play Analysis 260 Coach s Clipboard 260 PLAY 10 Engaging the Community 261 Introduction 262 Identifying the Gatekeepers 264 Impacting the Local Environment 272 Focusing and Managing Community Enthusiasm 272 Moving Forward 278 Post-Play Analysis 280 Coach s Clipboard 280 PLAY 11 Accommodating and Managing Guests 281 Introduction 281 Selling Tickets 283 Losing Sleep 101 What to Do if Tickets Are Not Selling 290 Guest Management 293 Hotel Management 299 Post-Play Analysis 307 Coach s Clipboard 308 PLAY 12 Presenting Your Event 309 Introduction 309 Ceremonies and Entertainment Elements 311 Production Planning 315 Scheduling Rehearsals 323 Technical Tools of Sports Event Production 329 Pyrotechnics 337 Supovitz s Theory of Event Flow 338 Post-Play Analysis 339 Coach s Clipboard 340 PLAY 13 Working with Broadcasters 341 Introduction 341 What Broadcasters Want from Sports Events 342 What Sports Events Organizers Want from Broadcasters 347 Broadcaster Sports Event Business Relationships 348 Working with Broadcast Producers 351 One Event One Audience 353 Post-Play Analysis 355 Coach s Clipboard 356 PLAY 14 Managing for the Unexpected 357 Introduction 357 Risk Assessment and Management 358 Analyzing Risk Exposure and Possible Outcomes 358 Safety and Security 360 Remedying and Responding to Risk Exposure 363 Reacting to Emergencies 373 Acknowledging the World Condition 375 Communications 376 Tie Down the Details 378 Post-Play Analysis 379 Coach s Clipboard 379 PLAY 15 Reviewing the Game Tapes 381 Introduction 381 Post-Event Publicity 382 Recognition 384 Settlement 384 Postmortem 385 The Game Ends ... 386 Post-Play Analysis 386 Coach s Clipboard 387 PLAY 16 Planning Your Future in Sports Event Management and Marketing 389 Introduction 389 Communication Skills 390 Gaining Experience 391 Choosing the Right Company 394 A Final Story 396 Post-Play Analysis 396 Coach s Clipboard 397 Appendix 1: Event Expense Budget Worksheet 399 Appendix 2: Event Revenue Budget Worksheet 407 Appendix 3: Sample Host City Request for Proposal 411 Appendix 4: Request for Proposal Evaluation Form 425 Appendix 5: Sample Facility Event License Agreement 429 Appendix 6: Facility Selection Survey Form (simplified) 437 Appendix 7: Sample Sports Event Sponsorship Deck 441 Appendix 8: Sample Sponsorship Agreement 453 Appendix 9: Sports Event Participant Release 457 Appendix 10: Sample Sports Event Rundown (pre-event) 459 Appendix 11: Sport Management Programs: United States 463 Appendix 12: Sports Industry Career Resources 475 Online Appendices Appendix 13: Sample Event Pocket Guide (One-sheet, two-sides) Appendix 14: Simple Accreditation Plan Appendix 15: Checklist of Public Address Announcements Appendix 16: Sample Event Day Checklist Appendix 17: Glossary of Common Terms For Sports Event Management and Marketing www.wiley.com/college/supovitz Index 479

Product Details

  • publication date: 07/03/2014
  • ISBN13: 9781118244111
  • Format: Hardback
  • Number Of Pages: 512
  • ID: 9781118244111
  • weight: 936
  • ISBN10: 1118244117
  • edition: 2nd Revised edition

Delivery Information

  • Saver Delivery: Yes
  • 1st Class Delivery: Yes
  • Courier Delivery: Yes
  • Store Delivery: Yes

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