{"product_id":"the-sports-event-management-and-marketing-playbook-isbn-9781118244111","title":"The Sports Event Management and Marketing Playbook","description":"\u003cp\u003eAs 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 fill an arena.\u003c\/p\u003e  Foreword xi  \u003cp\u003eSeries Editor Foreword xiii\u003c\/p\u003e \u003cp\u003ePreface xv\u003c\/p\u003e \u003cp\u003eAcknowledgments xix\u003c\/p\u003e \u003cp\u003eIntroduction 1\u003c\/p\u003e \u003cp\u003eThe Power of Sports Event Marketing 1\u003c\/p\u003e \u003cp\u003eThe Evolution of Sports Event Marketing 3\u003c\/p\u003e \u003cp\u003eYour Introductory Play—Supovitz’s Flying Wedge 4\u003c\/p\u003e \u003cp\u003eThe Sports Event Golden Rule—Understanding Stakeholders’ Objectives (USO) 6\u003c\/p\u003e \u003cp\u003eCurrent Trends in Sports Event Management and Marketing 8\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 1 Defining and Developing Objectives, Strategies, and Tactics 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 12\u003c\/p\u003e \u003cp\u003eThe P-A-P-E-R Test 13\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 26\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 27\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 2 Identifying Costs 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 29\u003c\/p\u003e \u003cp\u003eFacility Costs 30\u003c\/p\u003e \u003cp\u003ePlayer- and Game-Related Expenses 36\u003c\/p\u003e \u003cp\u003eEvent Operations Expenses 38\u003c\/p\u003e \u003cp\u003eMarketing and Promotion Expenses 39\u003c\/p\u003e \u003cp\u003eSponsor Fulfillment Expenses 40\u003c\/p\u003e \u003cp\u003eGuest Management and Hospitality\u003c\/p\u003e \u003cp\u003eExpenses 41\u003c\/p\u003e \u003cp\u003eEvent Presentation Expenses 42\u003c\/p\u003e \u003cp\u003eCapital Investment and Amortization 43\u003c\/p\u003e \u003cp\u003eMiscellaneous Expenses and Contingency Allowances 45\u003c\/p\u003e \u003cp\u003eReforecasts 45\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 46\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 46\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 3 Identifying Revenue Streams 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 47\u003c\/p\u003e \u003cp\u003eTicket Sales 48\u003c\/p\u003e \u003cp\u003eSponsorship and Advertising 54\u003c\/p\u003e \u003cp\u003eMerchandise 57\u003c\/p\u003e \u003cp\u003eConcessions and Food and Beverage Sales 59\u003c\/p\u003e \u003cp\u003eBroadcasting 60\u003c\/p\u003e \u003cp\u003eTournament and Participation Fees 61\u003c\/p\u003e \u003cp\u003eGrants and Donations 61\u003c\/p\u003e \u003cp\u003eMiscellaneous Revenues 62\u003c\/p\u003e \u003cp\u003eBalancing the Books 62\u003c\/p\u003e \u003cp\u003eReforecasts 65\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 66\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 67\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 4 Soliciting and Selecting Host Cities and Venues 69\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 69\u003c\/p\u003e \u003cp\u003eWhat Host Cities Really Want from Sports Events 71\u003c\/p\u003e \u003cp\u003eWhat Sports Events Really Want from Host Cities 77\u003c\/p\u003e \u003cp\u003eWhat Event Facilities Really Want from Sports Events 86\u003c\/p\u003e \u003cp\u003eWhat Sports Event Organizers Want from Event Facilities 88\u003c\/p\u003e \u003cp\u003eSelecting a Facility 93\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 93\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 94\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 5 Starting the Clock on the Sports Event Planning Process 95\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 95\u003c\/p\u003e \u003cp\u003eIdentify and Analyze Management Tasks 96\u003c\/p\u003e \u003cp\u003eBuild a Support Organization 106\u003c\/p\u003e \u003cp\u003eFind the Right People 111\u003c\/p\u003e \u003cp\u003eManage Your Support Organization 116\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 118\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 118\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 6 Understanding the Sports Event–Sponsor Relationship 121\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 121\u003c\/p\u003e \u003cp\u003eThe Roots of Sports Event Sponsorship 123\u003c\/p\u003e \u003cp\u003eWhat Sports Event Organizers Really Want from Sponsors 125\u003c\/p\u003e \u003cp\u003eWhat Sponsors Really Want from Sports Events 130\u003c\/p\u003e \u003cp\u003eKnow Your Sponsors 149\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 154\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 154\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 7 Teaming with Sponsors 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 157\u003c\/p\u003e \u003cp\u003eScaling and Pricing Sponsorship Packages 158\u003c\/p\u003e \u003cp\u003eThe Sales Process 168\u003c\/p\u003e \u003cp\u003eHow to Design the Sponsorship Program 178\u003c\/p\u003e \u003cp\u003eDon’t Just Take Our Word for It 189\u003c\/p\u003e \u003cp\u003eThe Decision-Making Process 189\u003c\/p\u003e \u003cp\u003eThe Sponsor’s Point of View 191\u003c\/p\u003e \u003cp\u003eFinalizing the Deal 194\u003c\/p\u003e \u003cp\u003eNow, Service Your Sponsors! 196\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 196\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 196\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 8 Maximizing and Servicing the Media Partnership 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 199\u003c\/p\u003e \u003cp\u003eThe Two Faces of the Media 200\u003c\/p\u003e \u003cp\u003eWhat the Editorial Side Really Wants from Sports Events 202\u003c\/p\u003e \u003cp\u003eThe Campaign for Attention 212\u003c\/p\u003e \u003cp\u003eServicing the Media at the Event Site 217\u003c\/p\u003e \u003cp\u003eMedia Center Facilities 221\u003c\/p\u003e \u003cp\u003eA Note about Talking to the Media 228\u003c\/p\u003e \u003cp\u003eMedia Coverage and Media Partners 229\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 229\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 230\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 9 Activating the Sports Event Marketing Plan 231\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 231\u003c\/p\u003e \u003cp\u003eWhat Media Partners Want from a Sports Event Relationship 232\u003c\/p\u003e \u003cp\u003eWhat Sports Event Organizers Want from a Media Partner 234\u003c\/p\u003e \u003cp\u003eSelecting Media Partners 236\u003c\/p\u003e \u003cp\u003eSports Event Promotions 240\u003c\/p\u003e \u003cp\u003eEffective Sports Event Advertising 248\u003c\/p\u003e \u003cp\u003eEvent Marketing 254\u003c\/p\u003e \u003cp\u003eSocial Media 256\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 260\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 260\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 10 Engaging the Community 261\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 262\u003c\/p\u003e \u003cp\u003eIdentifying the Gatekeepers 264\u003c\/p\u003e \u003cp\u003eImpacting the Local Environment 272\u003c\/p\u003e \u003cp\u003eFocusing and Managing Community\u003c\/p\u003e \u003cp\u003eEnthusiasm 272\u003c\/p\u003e \u003cp\u003eMoving Forward 278\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 280\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 280\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 11 Accommodating and Managing Guests 281\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 281\u003c\/p\u003e \u003cp\u003eSelling Tickets 283\u003c\/p\u003e \u003cp\u003eLosing Sleep 101—What to Do if Tickets Are Not Selling 290\u003c\/p\u003e \u003cp\u003eGuest Management 293\u003c\/p\u003e \u003cp\u003eHotel Management 299\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 307\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 308\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 12 Presenting Your Event 309\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 309\u003c\/p\u003e \u003cp\u003eCeremonies and Entertainment Elements 311\u003c\/p\u003e \u003cp\u003eProduction Planning 315\u003c\/p\u003e \u003cp\u003eScheduling Rehearsals 323\u003c\/p\u003e \u003cp\u003eTechnical Tools of Sports Event Production 329\u003c\/p\u003e \u003cp\u003ePyrotechnics 337\u003c\/p\u003e \u003cp\u003eSupovitz’s Theory of Event Flow 338\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 339\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 340\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 13 Working with Broadcasters 341\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 341\u003c\/p\u003e \u003cp\u003eWhat Broadcasters Want from Sports Events 342\u003c\/p\u003e \u003cp\u003eWhat Sports Events Organizers Want from Broadcasters 347\u003c\/p\u003e \u003cp\u003eBroadcaster–Sports Event Business Relationships 348\u003c\/p\u003e \u003cp\u003eWorking with Broadcast Producers 351\u003c\/p\u003e \u003cp\u003e“One Event—One Audience” 353\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 355\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 356\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 14 Managing for the Unexpected 357\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 357\u003c\/p\u003e \u003cp\u003eRisk Assessment and Management 358\u003c\/p\u003e \u003cp\u003eAnalyzing Risk Exposure and Possible Outcomes 358\u003c\/p\u003e \u003cp\u003eSafety and Security 360\u003c\/p\u003e \u003cp\u003eRemedying and Responding to Risk Exposure 363\u003c\/p\u003e \u003cp\u003eReacting to Emergencies 373\u003c\/p\u003e \u003cp\u003eAcknowledging the World Condition 375\u003c\/p\u003e \u003cp\u003eCommunications 376\u003c\/p\u003e \u003cp\u003eTie Down the Details 378\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 379\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 379\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 15 Reviewing the Game Tapes 381\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 381\u003c\/p\u003e \u003cp\u003ePost-Event Publicity 382\u003c\/p\u003e \u003cp\u003eRecognition 384\u003c\/p\u003e \u003cp\u003eSettlement 384\u003c\/p\u003e \u003cp\u003ePostmortem 385\u003c\/p\u003e \u003cp\u003eThe Game Ends . . . 386\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 386\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 387\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 16 Planning Your Future in Sports Event Management and Marketing 389\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 389\u003c\/p\u003e \u003cp\u003eCommunication Skills 390\u003c\/p\u003e \u003cp\u003eGaining Experience 391\u003c\/p\u003e \u003cp\u003eChoosing the Right Company 394\u003c\/p\u003e \u003cp\u003eA Final Story 396\u003c\/p\u003e \u003cp\u003ePost-Play Analysis 396\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 397\u003c\/p\u003e \u003cp\u003eAppendix 1: Event Expense Budget Worksheet 399\u003c\/p\u003e \u003cp\u003eAppendix 2: Event Revenue Budget Worksheet 407\u003c\/p\u003e \u003cp\u003eAppendix 3: Sample Host City Request for Proposal 411\u003c\/p\u003e \u003cp\u003eAppendix 4: Request for Proposal Evaluation Form 425\u003c\/p\u003e \u003cp\u003eAppendix 5: Sample Facility Event License Agreement 429\u003c\/p\u003e \u003cp\u003eAppendix 6: Facility Selection Survey Form (simplified) 437\u003c\/p\u003e \u003cp\u003eAppendix 7: Sample Sports Event Sponsorship Deck 441\u003c\/p\u003e \u003cp\u003eAppendix 8: Sample Sponsorship Agreement 453\u003c\/p\u003e \u003cp\u003eAppendix 9: Sports Event Participant Release 457\u003c\/p\u003e \u003cp\u003eAppendix 10: Sample Sports Event Rundown (pre-event) 459\u003c\/p\u003e \u003cp\u003eAppendix 11: Sport Management Programs: United States 463\u003c\/p\u003e \u003cp\u003eAppendix 12: Sports Industry Career Resources 475\u003c\/p\u003e \u003cp\u003eOnline Appendices\u003c\/p\u003e \u003cp\u003eAppendix 13: Sample Event Pocket Guide (One-sheet, two-sides)\u003c\/p\u003e \u003cp\u003eAppendix 14: Simple Accreditation Plan\u003c\/p\u003e \u003cp\u003eAppendix 15: Checklist of Public Address Announcements\u003c\/p\u003e \u003cp\u003eAppendix 16: Sample Event Day Checklist\u003c\/p\u003e \u003cp\u003eAppendix 17: Glossary of Common Terms For Sports Event Management and Marketing \u003ca href=\"http:\/\/www.wiley.com\/college\/supovitz\"\u003ewww.wiley.com\/college\/supovitz\u003c\/a\u003e\u003c\/p\u003e \u003cp\u003eIndex 479\u003c\/p\u003e  \u003cp\u003eFrank Supovitz is the author of The Sports Event Management and Marketing Playbook, 2nd Edition, published by Wiley.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990346055909,"sku":"NP9781118244111","price":70.5,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118244111.jpg?v=1761787449","url":"https:\/\/k12savings.com\/products\/the-sports-event-management-and-marketing-playbook-isbn-9781118244111","provider":"K12savings","version":"1.0","type":"link"}