{"product_id":"the-sports-event-management-and-marketing-playbook-isbn-9781394220564","title":"The Sports Event Management and Marketing Playbook","description":"\u003cp\u003e\u003cb\u003eAuthoritative and accessible textbook on how to successfully plan and execute live sports events, with helpful learning aids included throughout\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eThis Third Edition of \u003ci\u003eThe Sports Event Management and Marketing Playbook\u003c\/i\u003e is a timely and practical guide on how to successfully plan and deliver live sports events, combining time-proven processes and techniques with the many best practices, tools, and trends that have emerged in every facet of this expanding, highly visible, and ever-innovating industry since the Second Edition was published in 2014. The book is structured as a step-by-step guide on how to begin the development, creation, and planning for a sports event, and continues through management, marketing, production, and ultimately the post-event evaluation processes. \u003c\/p\u003e\u003cp\u003eReal-life illustrative case studies (called \"Sideline Stories\") to elucidate key concepts are included throughout the text. Each chapter concludes with a convenient summary (called \"Post-play Analysis\") to aid in information retention, along with relevant, skill-building questions\/exercises (called \"Coach's Clipboard\") instructors can use as student assignments. \u003c\/p\u003e\u003cp\u003eWritten by two respected and experienced industry practitioners in the sports event business, \u003ci\u003eThe Sports Event Management and Marketing Playbook \u003c\/i\u003eincludes information on: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eRevenue streams, ranging from ticket sales, sponsorship, advertising, and merchandise to participation fees, grants, and donations \u003c\/li\u003e\n\u003cli\u003eThe event-sponsor relationship, covering what event organizers really want from sponsors—and vice versa \u003c\/li\u003e\n\u003cli\u003eGuest management, from selling tickets to hotel management, and what to do if tickets are not selling\u003c\/li\u003e\n\u003cli\u003eUnexpected events, including safety and security concerns, and how to react to emergencies and crises efficiently and effectively\u003c\/li\u003e\n\u003cli\u003eMedia partnerships, covering how to campaign for attention and talk to the media\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eWith accessible and comprehensive coverage of the subject, \u003ci\u003eThe Sports Event Management and Marketing Playbook\u003c\/i\u003e serves as an excellent learning aid for students in advanced undergraduate and Masters courses in Sports Event Management, Sports Marketing, Hospitality Management, and Sports Industry Management. \u003c\/p\u003e\u003cp\u003ePart of \u003ci\u003eThe Wiley Event Management Series\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003eAcknowledgments xv\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\u003eThe Sports Event Golden Rule—Understanding Stakeholders’ Objectives (U.S.O.) 4\u003c\/p\u003e \u003cp\u003eCurrent Trends in Sports Event Management and Marketing 6\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePlay 1 Defining and Developing Objectives, Strategies, and Tactics 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 10\u003c\/p\u003e \u003cp\u003eThe P-A-P-E-R Test 11\u003c\/p\u003e \u003cp\u003eSports Events as Business Solutions 19\u003c\/p\u003e \u003cp\u003ePost-play Analysis 20\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 20\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 2 Identifying Costs 21\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 21\u003c\/p\u003e \u003cp\u003eFacility Costs 22\u003c\/p\u003e \u003cp\u003ePlayer- and Game-Related Expenses 27\u003c\/p\u003e \u003cp\u003eEvent Operations Expenses 28\u003c\/p\u003e \u003cp\u003eMarketing and Promotion Expenses 29\u003c\/p\u003e \u003cp\u003eSponsor Fulfillment Expenses 31\u003c\/p\u003e \u003cp\u003eGuest Management and Hospitality Expenses 32\u003c\/p\u003e \u003cp\u003eEvent Presentation Expenses 32\u003c\/p\u003e \u003cp\u003eCapital Investment and Amortization 33\u003c\/p\u003e \u003cp\u003eMiscellaneous Expenses and Contingency Allowances 34\u003c\/p\u003e \u003cp\u003eReforecasts 35\u003c\/p\u003e \u003cp\u003ePost-play Analysis 35\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 3 Identifying Revenue Streams 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 37\u003c\/p\u003e \u003cp\u003eTicket Sales 38\u003c\/p\u003e \u003cp\u003eSponsorship and Advertising 43\u003c\/p\u003e \u003cp\u003eMerchandise 45\u003c\/p\u003e \u003cp\u003eConcessions and Food and Beverage Sales 47\u003c\/p\u003e \u003cp\u003eBroadcasting 47\u003c\/p\u003e \u003cp\u003eTournament and Participation Fees 48\u003c\/p\u003e \u003cp\u003eGrants and Donations 49\u003c\/p\u003e \u003cp\u003eMiscellaneous Revenues 49\u003c\/p\u003e \u003cp\u003eBalancing the Books 49\u003c\/p\u003e \u003cp\u003eReforecasts 51\u003c\/p\u003e \u003cp\u003ePost-play Analysis 53\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 53\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePlay 4 Soliciting and Selecting Host Cities and Venues 54\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 54\u003c\/p\u003e \u003cp\u003eWhat Host Cities Really Want from Sports Events 55\u003c\/p\u003e \u003cp\u003eEconomic Impact 56\u003c\/p\u003e \u003cp\u003eRoom Nights and Other Factors 59\u003c\/p\u003e \u003cp\u003eWhat Sports Events Really Want from Host Cities 60\u003c\/p\u003e \u003cp\u003eWhat Event Venues Really Want from Sports Events 67\u003c\/p\u003e \u003cp\u003eWhat Sports Event Organizers Want from Event Facilities 69\u003c\/p\u003e \u003cp\u003eSelecting a Facility 73\u003c\/p\u003e \u003cp\u003ePost-play Analysis 73\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 74\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePlay 5 Starting the Clock on the Sports Event Planning Process 75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 75\u003c\/p\u003e \u003cp\u003eIdentify and Analyze Management Tasks 76\u003c\/p\u003e \u003cp\u003eKeeping Your Project on Track 79\u003c\/p\u003e \u003cp\u003eBuild a Support Organization 84\u003c\/p\u003e \u003cp\u003eFind the Right People 88\u003c\/p\u003e \u003cp\u003eManage Your Support Organization 91\u003c\/p\u003e \u003cp\u003ePost-play Analysis 93\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 94\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePlay 6 Understanding the Sports Event–Sponsor Relationship 95\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 95\u003c\/p\u003e \u003cp\u003eThe Evolution of Sports Event Sponsorship 96\u003c\/p\u003e \u003cp\u003eWhat Sports Event Organizers Really Want from Sponsors 98\u003c\/p\u003e \u003cp\u003eWhat Sponsors Really Want from Sports Events 102\u003c\/p\u003e \u003cp\u003eKnow Your Sponsors’ Needs 113\u003c\/p\u003e \u003cp\u003eKnow Your Fans 117\u003c\/p\u003e \u003cp\u003ePost-play Analysis 118\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 118\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 7 Teaming with Sponsors 120\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 120\u003c\/p\u003e \u003cp\u003eScaling and Pricing Sponsorship Packages 120\u003c\/p\u003e \u003cp\u003eThe Sales Process 127\u003c\/p\u003e \u003cp\u003eDynamic Customization 135\u003c\/p\u003e \u003cp\u003eThe Decision-Making Process 144\u003c\/p\u003e \u003cp\u003eThe Sponsor’s Point of View 145\u003c\/p\u003e \u003cp\u003eFinalizing the Deal 147\u003c\/p\u003e \u003cp\u003eNow, Service Your Sponsors! 149\u003c\/p\u003e \u003cp\u003ePost-play Analysis 149\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 149\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePlay 8 Maximizing and Servicing the Media Partnership 151\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 151\u003c\/p\u003e \u003cp\u003eThe Two Faces of the Media 152\u003c\/p\u003e \u003cp\u003eWhat the Editorial Side Really Wants from Sports Events 154\u003c\/p\u003e \u003cp\u003eThe Campaign for Attention 161\u003c\/p\u003e \u003cp\u003eServicing the Media at the Event Site 165\u003c\/p\u003e \u003cp\u003eMedia Center Facilities 168\u003c\/p\u003e \u003cp\u003eA Note about Talking to the Media 173\u003c\/p\u003e \u003cp\u003eMedia Coverage and Media Partners 174\u003c\/p\u003e \u003cp\u003ePost-play Analysis 174\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 175\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePlay 9 Activating the Sports Event Marketing Plan 176\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 176\u003c\/p\u003e \u003cp\u003eWhat Media Partners Want from a Sports Event Relationship 177\u003c\/p\u003e \u003cp\u003eWhat Sports Event Organizers Want from a Media Partner 179\u003c\/p\u003e \u003cp\u003eSelecting Media Partners 181\u003c\/p\u003e \u003cp\u003eSports Event Promotions 184\u003c\/p\u003e \u003cp\u003eEffective Sports Event Advertising 191\u003c\/p\u003e \u003cp\u003eEvent Marketing 195\u003c\/p\u003e \u003cp\u003eSocial Media 196\u003c\/p\u003e \u003cp\u003ePost-play Analysis 197\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 197\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 10 Engaging the Community 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 199\u003c\/p\u003e \u003cp\u003eIdentifying the Gatekeepers 201\u003c\/p\u003e \u003cp\u003eImpacting the Local Environment 208\u003c\/p\u003e \u003cp\u003eFocusing and Managing Community Enthusiasm 209\u003c\/p\u003e \u003cp\u003eMoving Forward 215\u003c\/p\u003e \u003cp\u003ePost-play Analysis 215\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 215\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 11 Accommodating and Managing Guests 217\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 217\u003c\/p\u003e \u003cp\u003eSelling Tickets 218\u003c\/p\u003e \u003cp\u003eLosing Sleep 101—What to Do if Tickets Are Not Selling 224\u003c\/p\u003e \u003cp\u003eGuest Management 227\u003c\/p\u003e \u003cp\u003eHotel Management 232\u003c\/p\u003e \u003cp\u003ePost-play Analysis 238\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 239\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 12 Presenting Your Event 240\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 240\u003c\/p\u003e \u003cp\u003eCeremonies and Entertainment Elements 241\u003c\/p\u003e \u003cp\u003eProduction Planning 245\u003c\/p\u003e \u003cp\u003eScheduling Rehearsals 252\u003c\/p\u003e \u003cp\u003eTechnical Tools of Sports Event Production 258\u003c\/p\u003e \u003cp\u003ePyrotechnics \u0026amp; Flame Effects 263\u003c\/p\u003e \u003cp\u003eSupovitz’s Theory of Event Flow 265\u003c\/p\u003e \u003cp\u003ePost-play Analysis 265\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 266\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 13 Working with Broadcasters 267\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 267\u003c\/p\u003e \u003cp\u003eWhat Broadcasters Want from Sports Events 268\u003c\/p\u003e \u003cp\u003eWhat Sports Events Organizers Want from Broadcasters 272\u003c\/p\u003e \u003cp\u003eBroadcaster–Sports Event Business Relationships 273\u003c\/p\u003e \u003cp\u003eWorking with Broadcast Producers 274\u003c\/p\u003e \u003cp\u003e“One Event—One Audience” 277\u003c\/p\u003e \u003cp\u003ePost-play Analysis 278\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 279\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePLAY 14 Managing for the Unexpected 280\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction 280\u003c\/p\u003e \u003cp\u003eContingency Planning 281\u003c\/p\u003e \u003cp\u003eRisk Assessment and Management 282\u003c\/p\u003e \u003cp\u003eAnalyzing Risk Exposure and Possible Outcomes 282\u003c\/p\u003e \u003cp\u003eHealth, Safety, and Security 282\u003c\/p\u003e \u003cp\u003eRemedying and Responding to Risk Exposure 286\u003c\/p\u003e \u003cp\u003ePreparing for the Unknown 293\u003c\/p\u003e \u003cp\u003eBuilding an Empowered Team 294\u003c\/p\u003e \u003cp\u003eAcknowledging the World Condition 298\u003c\/p\u003e \u003cp\u003eTie Down the Details 298\u003c\/p\u003e \u003cp\u003ePost-Mortems and After-Action Reports 299\u003c\/p\u003e \u003cp\u003ePost-play Analysis 299\u003c\/p\u003e \u003cp\u003eCoach’s Clipboard 299\u003c\/p\u003e \u003cp\u003eAppendix 1: Event Expense Budget Worksheet 301\u003c\/p\u003e \u003cp\u003eAppendix 2: Event Revenue Budget Worksheet 307\u003c\/p\u003e \u003cp\u003eAppendix 3: Sample Host City Request for Proposal 309\u003c\/p\u003e \u003cp\u003eAppendix 4: Request for Proposal Evaluation Form 321\u003c\/p\u003e \u003cp\u003eAppendix 5: Sample Facility Event License Agreement 323\u003c\/p\u003e \u003cp\u003eAppendix 6: Facility Selection Survey Form (Simplified) 329\u003c\/p\u003e \u003cp\u003eAppendix 7: Sample Sports Event Sponsorship Deck 332\u003c\/p\u003e \u003cp\u003eAppendix 8: Sample Sponsorship Agreement 340\u003c\/p\u003e \u003cp\u003eAppendix 9: Sports Event Participant Release 344\u003c\/p\u003e \u003cp\u003eAppendix 10: Sample Sports Event Run of Show (Pre-event) 346\u003c\/p\u003e \u003cp\u003eAppendix 11: Sample Event Pocket Guide (or Link) 349\u003c\/p\u003e \u003cp\u003eAppendix 12: Simple Accreditation Plan 351\u003c\/p\u003e \u003cp\u003eAppendix 13: Checklist of Public Address Announcements 352\u003c\/p\u003e \u003cp\u003eAppendix 14: Sample Event Day Checklist 354\u003c\/p\u003e \u003cp\u003eIndex 357\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eFRANK SUPOVITZ\u003c\/b\u003e has organized hundreds of major international live and televised sports and entertainment events. For more than two decades combined, he was the senior event executive for the National Football League and National Hockey League. He is the founder and president of Fast Traffic Events \u0026amp; Entertainment and an adjunct professor at Adelphi University. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eROBERT GOLDWATER\u003c\/b\u003e has managed and marketed thousands of sports, entertainment and special events during his 24 years at Madison Square Garden, as the first general manager of Staples Center, as the chief executive of the DC Sports and Entertainment Commission and with The Goldwater Group consulting firm. He is on the faculty of Georgetown University's Sports Industry Management master's program.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eAuthoritative and accessible textbook on how to successfully plan and execute live sports events, with helpful learning aids included throughout\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eThis Third Edition of \u003ci\u003eThe Sports Event Management and Marketing Playbook\u003c\/i\u003e is a timely and practical guide on how to successfully plan and deliver live sports events, combining time-proven processes and techniques with the many best practices, tools, and trends that have emerged in every facet of this expanding, highly visible, and ever-innovating industry since the Second Edition was published in 2014. The book is structured as a step-by-step guide on how to begin the development, creation, and planning for a sports event, and continues through management, marketing, production, and ultimately the post-event evaluation processes. \u003c\/p\u003e\u003cp\u003eReal-life illustrative case studies (called \"Sideline Stories\") to elucidate key concepts are included throughout the text. Each chapter concludes with a convenient summary (called \"Post-play Analysis\") to aid in information retention, along with relevant, skill-building questions\/exercises (called \"Coach's Clipboard\") instructors can use as student assignments. \u003c\/p\u003e\u003cp\u003eWritten by two respected and experienced industry practitioners in the sports event business, \u003ci\u003eThe Sports Event Management and Marketing Playbook \u003c\/i\u003eincludes information on: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eRevenue streams, ranging from ticket sales, sponsorship, advertising, and merchandise to participation fees, grants, and donations \u003c\/li\u003e\n\u003cli\u003eThe event-sponsor relationship, covering what event organizers really want from sponsors—and vice versa \u003c\/li\u003e\n\u003cli\u003eGuest management, from selling tickets to hotel management, and what to do if tickets are not selling\u003c\/li\u003e\n\u003cli\u003eUnexpected events, including safety and security concerns, and how to react to emergencies and crises efficiently and effectively\u003c\/li\u003e\n\u003cli\u003eMedia partnerships, covering how to campaign for attention and talk to the media\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eWith accessible and comprehensive coverage of the subject, \u003ci\u003eThe Sports Event Management and Marketing Playbook\u003c\/i\u003e serves as an excellent learning aid for students in advanced undergraduate and Masters courses in Sports Event Management, Sports Marketing, Hospitality Management, and Sports Industry Management. \u003c\/p\u003e\u003cp\u003ePart of \u003ci\u003eThe Wiley Event Management Series\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\u003cb\u003eThe Wiley Event Management Series—Series Editor, Seungwon \"Shawn\" Lee,\u003c\/b\u003e provides professionals with the essential knowledge and cutting-edge tools to excel in one of the most exciting and rapidly growing sectors of the hospitality and tourism industry. Written by recognized experts in the field, the series covers the research, design, planning, coordination, and evaluation methods, as well as specialized areas of event management.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990346023141,"sku":"NP9781394220564","price":68.5,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394220564.jpg?v=1761787449","url":"https:\/\/k12savings.com\/products\/the-sports-event-management-and-marketing-playbook-isbn-9781394220564","provider":"K12savings","version":"1.0","type":"link"}