Jun 29, 2017 - Allison Schueller is the Director of Sales for PSRPX, a sales and management training company located in
2018 NAATSO Convention Agenda June 29 – July 1 Gaylord National Resort – Washington, DC Updated: 4/27/2018
Friday, June 29 10:30 a.m. - 12:00 p.m.
Board of Directors’ Meeting
(Azalea 1)
2:30 – 3:00 p.m.
President’s Welcome (Maryland C) Speaker: Jason Martin, General Manager Bulls Sports Properties, University at Buffalo
3:00 – 4:00 p.m.
AD Q&A Panel (Maryland C) Moderator: Jason Martin, General Manager, University of Buffalo Speakers: Heather Lyke, Director of Athletics, University of Pittsburgh Ryan Ivey, Director of Athletics, Austin Peay State University Dave Hart, retired Athletics Director, East Carolina University, Florida State University and University of Tennessee
4:00-7:30 p.m.
Reception and Exhibit Hall
Saturday, June 30 8:00 – 9:00
Continental Breakfast Speaker: Scott Wetherbee, Vice President and Director of Athletics, Eastern Michigan University Sponsored by DTI Management
(Prince George A-B)
(Maryland C)
9:00 – 10:00 a.m.
Keynote Session (Maryland C) Speaker: Jeff Rubin, CEO, Sidearm Sports Topic: Fan Engagement and Monetization through Website, Mobile, and Ticketing Sponsored by Paciolan
10:15 – 11:15 a.m.
General Session: Pro Sports Panel (Maryland C) Moderator: Justin Kirk, Director of Ticket Sales, University of Arizona Speaker: Kai Murray, Director Premium Sales, Washington Nationals Chris Sheap, Senior Vice President-Ticket Operations, Monumental Sports Sponsored by Ticket Galaxy
11:30 – 1:00 p.m.
NAATSO Luncheon (provided) Sponsored by Toledo Ticket Company
1:15 – 1:45 p.m. 1:50 – 2:20 p.m.
NAATSO/NACMA Joint Breakout: Progression of Digital Media Speakers: Brandon Mellor, Senior Digital Strategist, Paciolan Joe Rood, Director of Marketing, University of Pittsburgh Sponsored by Paciolan NAATSO/NACMA Joint Breakout: Growing the Group Sales Pipeline Speakers: Laura Little, Director of Marketing, University of Arizona Justin Kirk, Director of Ticket Sales, University of Arizona
(Maryland C)
(Potomac 1-2)
(Potomac 3-4)
NAATSO/NACMA Joint Breakout: Revenue for High Profile Olympic Sports (Potomac 5-6) Speakers: Jason Suitt, Assistant AD of Fan Engagement, Louisiana State University Drew Gaschler, Director of Marketing & Fan Experience, University of Oklahoma NAATSO/NACMA Joint Breakout: Working Together as Marketing, Development(Chesapeake 4) Speakers: Mike Castle, Assistant AD for Ticket Sales & Operations, Georgia Tech Markeisha Everett, Director of Marketing, Sales & Fan Experience, Georgia Tech 2:30 – 3:20 p.m. 3:30 – 4:20 p.m.
Round Table A - Building Fans for Life: ‘Once a Fan’ (Chesapeake 8) Speakers: Dave Wakeman, The Revenue Architect, Wakeman Consulting Group Round Table B: TBD Sponsored by Ticket Galaxy
4:35 – 5:05 p.m.
(Chesapeake 9)
General Session: Measuring the ROI on Outbound Ticket Sales Teams: In-House vs Outsource and Number of Sales Reps Hired (Maryland C) Speakers: Nels Popp, Assistant Professor, University of North Carolina
7:00 – 9:00 p.m. Sunday, July 1 8:30 – 9:00
NAATSO Only Reception – Potomac Cruise, National Harbor Sponsored by DTI Management
Continental Breakfast/Coffee Hour
(Maryland C)
9:00 - 11:45 a.m. 9:00 – 10:15 am 10:30-11:45 am
Sales Training (2 sessions) Speaker: Allison Schueller, Director of Sales, PRSPX How to Connect, Engage and Motivate Our New Workforce Speaker: Sam Caucci, Founder, 1HUDDLE
(Maryland C)
9:00 – 11:45 a.m.
Ticket Ops Open Forum (National Harbor 2-3) Speaker: Cody Chaney, Director of Ticket Operations, Auburn University Speaker: Matt Johnson, Associate AD for Ticket Operations, Baylor University Sponsored by Toledo Ticket Company
12:00 - 1:15 p.m.
NAATSO Luncheon (provided)
(National Harbor 4-5)
1:30 – 2:15 p.m.
Round Table A: Pricing to Win Speakers: TBD Sponsored by Ticketmaster
(National Harbor 2)
1:30 – 2:15 p.m.
Round Table B: (National Harbor 3) The Organizational Structure of a Sales, Service and Retention Staff Speakers: Rob Kristiniak, Associate AD for Ticket Sales & Services, University of Washington Mark Cameron, Director of Ticket Sales, Florida State University Chris Wilson, Director of Service and Retention, Florida State University Seth Mullen, Associate Director of Ticket Operations, Liberty University
2:20-3:15 p.m.
Round Table A: Building up to Sales FTE (National Harbor 2) Speakers: Rachel Myers, Group Sales Manager, University of Michigan Chris Baretta, Senior Associate AD Ticket Sales & Operations, North Texas Round Table B - Capitalizing on Success (National Harbor 3) Speakers: Nicole Boyett, Ticket Office Manager, St. Bonaventure University Nathan Bramwell, Director of Ticket Sales and Operations, Bradley University
3:30 - 4:15 p.m.
General Session: Ensuring a Cross Selling Mentality within Your Department Speaker: Amy Venuto, President, Amy Venuto Team Services Sponsored by Toledo Ticket Company
(National Harbor 4-5)
4:15 – 4:30 p.m.
Closing Remarks (National Harbor 4-5) Speaker: Jason Martin, General Manager Bulls Sports Properties, University at Buffalo
6:00 pm
NAATSO Only Reception – Cadillac Ranch Sponsored by Ticket Galaxy
(TBD)
Session Descriptions Round Table A - Building Fans for Life: ‘Once a Fan’ In sports we talk a lot about having fans, not customers, but just calling our guests fans isn’t nearly enough. We have to wage a lifetime battle to make sure that we keep our fans and grow their intensity for our teams and our institutions; we have to move on from just getting a fan in the door to building ‘Fans for Life.’ Pricing to Win Overview of ticket pricing strategies to maximize gate revenue. How much are brokers undercutting efforts, and how to leverage the resale market to your advantage? Session could cover the spectrum of distribution channels – including brokers who impact fan experience and event revenue, data insights that aid decision-making, and programs to optimize price by closing the gap on missed opportunities. Suggested speakers: Could be a panel w/ broker, Ticketmaster analyst who looks at primary and resale data and an Associate AD. Sales Training Session 1 Allison Schueller is the Director of Sales for PSRPX, a sales and management training company located in Ohio. She oversees sales results for PRSPX clients and sets both the short-term planning goals and long-term vision for the company while growing company culture and mentoring sales staff. Sales Training Session 2 Sam is the founder of 1HUDDLE, a training & development company that is using game technology to help organizations better prepare their people for the workforce. He has been featured on Fox News, CNN, The Wall Street Journal, Bloomberg and CNBC. He’s also written two books; Not Our Job: How College has Destroyed a Generation of Workers and How to Fix It, and well as Closing in the Red Zone: 12 Principles to Finish a Sale When it Counts. Ensuring a Cross Selling Mentality Within Your Department Amy Venuto Team Services provides sales training, consulting and customer service training for various sports teams at all levels of the industry. More than anything, Amy’s specialty is building cultures in a scientific manner that focus on reenergizing sales teams to drive higher revenues and create one-of-a-kind customer experiences
