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Creativity Central

As the holidays approach, society realizes how fortunate we are for the blessings we have in our lives. Many of us volunteer and give our time at shelters, food banks, or helping underprivileged families so that they can enjoy the holidays.

Lehigh University, who I've written about before (they do a phenomenal job giving back and bridging the gap between their athletic department and community), has partnered with Adopt-A-Family for the past 17 years. Students folded and taped wrapping paper around footballs and basketballs, along with other gifts for families during the holidays.

MISPLACED RESOURCES MAKE TICKET SALES TOUGH

This week, a story ran in Sports Business Daily about some college football programs that are having terrific seasons on the field but struggling to sell tickets. You can read it by clicking here

What I'm Thankful For

Wed, 12/02/2015 - 09:37 — ericshainock

Seeing as last week was Thanksgiving, I thought I'd create a list of things in sports I'm thankful for:

1. I'm thankful that every day I get to work in a field where giving back to the community and individuals is the unquestioned number one priority.

2. I'm thankful for the opportunity to write about topics that I love in sports for The Migala Report.

3. I'm thankful for the relationships and friendships I've made over the last 6 year journey in the sports industry; through college, grad school, and out in the real world.

By now everyone has heard and seen what happened with the Missouri Football team. For weeks leading up to the hunger strike and protest, tensions had become increasingly worse on campus.

On October 10, protesters block President Wolfe's car during the Homecoming parade to voice their concerns. Wolfe did nothing to improve the situation or heed the concerns.

On October 20, the student group Concerned Student 1950 made a list of their demands.

THE GROUP SALES SILVER BULLET

Thu, 11/12/2015 - 08:53 — Steve DeLay

A few simple questions leads to a revelation

It was like turning on a bright light in a dark room.

I was helping a team this week on ticket sales strategy and training. They had just hired a new VP of Ticket Sales.

"This is exactly what I needed when I started," the Sales Manager said holding up the Group Salesperson's Handbook that's in The Ultimate Toolkit to Sell the Last Seat in the House

Community outreach in sports tends to happen between a player/team and the surrounding community. It sometimes occurs on a national scale to help specific causes. However, very rarely does community outreach occur across an ocean. Masa Israel, in partnership with The Jewish Agency for Israel, has launched the Israel Baseball Experience (IBE), which is a new sports internship program aimed to bridge the gap between the sport in the country. Just within the past few months, Art Shamsky and Shawn Green have signed on as ambassadors for the program.

NEVER SAY NEVER

Mon, 11/09/2015 - 10:15 — caseyflacks

How often have you heard the phrase "You can't control the product on the field/court," followed by "but you can control what happens off of it." Wins and losses are on the coaching staff, the players, and the team side. The business side can only control the fan experience, fan engagement, and tell the story for fans.

LEARN TO DO WITHOUT

Mon, 11/02/2015 - 09:23 — caseyflacks

MEASURE, BUT STILL SELL

Thu, 10/29/2015 - 08:27 — Steve DeLay

DON'T GET CARRIED AWAY WITH ANALYTICS...YOU STILL HAVE TO SELL

I ran in to a major professional team that has more people in their analytics department then they do in their sales department. Not surprisingly, that team is in the bottom five of their league in attendance.

You need salespeople to sell tickets. I'm all for analytics but don't let analytics distract you from the basic fundamentals of selling.

There was a terrific quote in last week's issue of Sports Business Journal.

Shelly Lazurus, Chairman Emeritus of Olgivy & Mather.

Rise to Win

Wed, 10/28/2015 - 10:50 — ericshainock

Athletes, teams, and leagues are joining forces to help fight racism across the country through RISE To Win, the nonprofit that Stephen Ross started. This is a nationwide campaign that uses the unifying power of sport to advance race relations in the United States. It was launched on Saturday, October 25, 2015.

Don't just assume they know your sales pitch. Test them. Watch them live

"I don't get it." the caller sounded desperate. "We did an outside sales boot camp back in June like you have laid out in The Ultimate Toolkit. We started strong getting appointments and making sales but things have died off. We can't get appointments and the ones we do get, we aren't closing. Our season is starting soon. It should be our busiest time. What do I do?"

Time: The Most Valuable Resource

Wed, 10/21/2015 - 09:08 — ericshainock

The earlier athletes are exposed to service learning and community service, the more likely they are to be supportive of it. For many, it starts in high school as players are mandated to perform a certain number of hours.

Colin Thompson isn’t a professional athlete… in fact, when he befriended John Shulby, Colin was still in middle school. John is a huge football fan, who happens to have been born with Down syndrome. However, his heart and passion for football is unmatched. The two met when they were in the eighth grade, when Colin was assigned to be John’s buddy at a track meet.

Seemingly back-to-back calls, travel to meetings, tight deadlines, deck creation, proposals needing to get out the door – all good ‘problems’ for us sports marketers to have, indications that we are busy and the market has responded favorably to the value in our partnerships.

A respected mentor recently provided unique insight into the concept of ‘time management.’ His comments truly resonated, with obvious applicability to both my personal and professional life. Below I paraphrase the advice slightly:

DO NOT SETTLE

Mon, 10/19/2015 - 08:22 — caseyflacks

GET THE INTERVIEWER TALKING ABOUT THEMSELVES AND YOU'LL STAND OUT

I talk to a lot of young people about how to get a job in sports. I always counsel them that there are a tremendous number of opportunities to get in to ticket sales and they need to ask the right questions to make sure the team is the right place. Usually, I suggest two questions the young person ask when they are interviewing:

Love of the Game

Wed, 10/14/2015 - 08:46 — ericshainock

UMass Lowell students Daniel Schmith, Rachel Silk, and Jessica Dion, are trying to pay it forward to those who don't have as many options for physical activity. As a college student-athlete, these people have classes, practice, meets, games, and exams. However, they are trying to also getLove of the Game, their non-profit, off the ground and running to have college athletes teach sports to individuals with disabilities.

DAILY ROUTINE

Mon, 10/12/2015 - 09:57 — caseyflacks

The process of marketing and selling tickets is changing, and several MiLB teams are adjusting quickly to take advantage of the changing landscape. In today’s digital world, teams now have the opportunity to understand their fans at a far deeper level than ever before, and then use this knowledge to serve highly targeted digital ads.

WHO DO YOU WORK FOR?

Mon, 10/05/2015 - 08:12 — caseyflacks

HOW GOOD ARE YOU?

Thu, 10/01/2015 - 09:07 — Steve DeLay

WHAT SHARE OF YOUR TARGET MARKET ARE YOU ACTUALLY GETTING FOR GROUP SALES?

"Group sales is one area we've got covered," the team executive told me over the phone last week.

"Good to hear," I responded. "What percentage of elementary and junior high schools in your market came out to a game last season," I asked.

The phone was silent. "I don't know," he finally mumbled.

"It's pretty simple," I said. How many schools are there within 20 miles of your building and how many came out?"

He didn't have either number.

Drive to End Hunger

Wed, 09/30/2015 - 08:26 — ericshainock

In NASCAR, the most expensive piece of real estate on a car is on the hood. It is shown for hours on national television as a race occurs. Over the course of a season, these partnerships can run tens of millions of dollars to be a primary sponsor of the car. In addition, these sponsorships are more expensive depending on the race team and driver of the car. This is what makes the partnership between Jeff Gordon, one of the most decorated drivers of all-time, and AARP so special. AARP is a membership organization for people 50 and over that operates as a non-profit advocate for its members.

NEVER STOP NETWORKING

Tue, 09/29/2015 - 08:02 — BenGroneman

I write from Columbus, Ohio with great excitement for the next few days ahead. This will be my first opportunity to attend Minor League Baseball’s Promo Seminar Meetings , a three day meeting of the baseball minds to network, share best practices and exchange the creative and innovative ideas that make MiLB so unique.

CHALLENGE YOURSELF

Mon, 09/28/2015 - 10:35 — caseyflacks

NEW HABITS DON'T FORM IN A TWO DAY SALES TRAINING SESSION

Want to improve your golf game? You can't just go to a clinic or take a couple lessons. You have to practice...for months.

Want to lose weight, get in shape? Don't buy the latest diet book on Amazon and expect miracles. It takes willpower...and months of focus.

Learn the guitar? You don't just watch a video and become the next Jimi Hendrix. You have to practice for years.

IT TAKES 66 DAYS TO CREATE AND INGRAIN A HABIT

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