Columbus Blue Jackets program

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1 Columbus Blue Jackets Inside Sales program A Foundation for YOUR Career Growth 1

2 We Want YOU to be Our Next All-Star! Thank you for your interest in the Columbus Blue Jackets. One of the primary objectives of the Blue Jackets Inside Sales Department is to develop future sales professionals and leaders of our organization. We are committed to providing members of our team with a strong foundation upon which you can build a long and prosperous career in the sports industry. As an Inside Sales Representative you will benefit from an on-going training program by members of the Blue Jackets management team as well as some of the best ticket sales trainers in the sports industry. You will learn best practices, sales techniques and valuable communication skills that will serve you well throughout your life and career. We are extremely excited about the future of our organization. On the ice, General Manager Scott Howson and Head Coach Scott Arniel are building an exciting team that plays an aggressive hard core style of hockey that will be very competitive and entertaining for years to come. Off the ice we believe we are also building a championship organization that has a strong commitment from ownership and senior management, tremendous opportunities in front of it and the resources to capitalize on those opportunities. We are constantly looking for the next All-Star to join our team. If you are serious about building a sales career in the sports industry and you are competitive and have a willingness to learn and strong desire to excel, we would welcome the opportunity to talk to you. We are proud to have developed a number of high quality sales professionals and we are confident that we can provide you with a solid foundation upon which to build your career in sports. Your commitment and the level of effort you put into the program will determine how quickly you become a top level executive. Please take a few minutes to review the following pages of information on our organization, the Columbus area, our management team and the opportunity we have to offer. If after reviewing this information you would like to learn more, please feel free to contact me or one of the other members of our sales management team listed in the pages that follow. Thank you again for your time and consideration. We hope to have an opportunity to speak with you soon. Sincerely, 2 John M. Browne Senior Vice President, Chief Marketing Officer

3 Our Philosophy As Blue Jackets Our mission is to provide world class, major league sports entertainment for our fans and corporate partners that delivers a high level of value worthy of their support and investment in us. We are focused on building and maintaining a winning tradition throughout the organization. We will continually develop a reputation of integrity and professionalism through initiatives sensitive and responsive to the community we live in and represent. We behave true to Our Golden Rule We treat our fans, corporate partners, service partners, players, employees, owners, vendors and competitors as we would want to be treated. We believe strongly that our people are our most valuable asset People respond to recognition, opportunity for growth and fair compensation. We are always respectful to each other and each person s role, while maintaining high expectations of ourselves and our fellow associates. We will sustain a positive work environment, and will help each other at every turn. It is not us and them. It is us. We all fight for each other. Our fans are our priority We understand that a business with no customers is no business. Without our fans and their desire for entertainment and passion for the team, we have nothing. We work to earn the support of our corporate partners We endeavor to develop true win-win partnerships with other organizations by providing exposure and promotions that help them achieve their business goals. We are always loyal to our partners, and work to make them part of our team. We are good citizens We practice good citizenship at all levels and conduct our business in a professional and ethical manner at all times. We encourage our people to give back to the community by actively taking part in charitable and worthwhile causes. We believe the Columbus Blue Jackets organization is an asset of the community and our actions will make our community a better place. Everybody has a role to play and without each role, there can be no whole. 3

4 program objective The Columbus Blue Jackets Inside Sales program is designed to provide a strong foundation for young professionals to launch their sales career in the sports industry. Training consists of group and one-onone instruction to teach best practices, develop sales techniques and broaden communication skills. The program is built from the principles and sales techniques that are industry standard in the NHL, NBA, MLB and NFL. Many of the executives working in professional sports began their career in an Inside Sales program. Inside Sales Representatives focus on selling season ticket plans, group outings and premium seating inventory on a game by game basis. The Inside Sales department plays an important role in the Blue Jackets ability to build a winning organization on and off the ice. Our Inside Sales program has produced over 20 senior level promotions including our current Supervisor of Inside Sales. One of our main objectives is your professional development. It is our desire to promote from within and fill all senior level sales positions from our Inside Sales program. 4

5 inside sales job description The Inside Sales Representative s responsibilities under the direction of the Supervisor of Inside Sales, include selling & servicing new accounts, creating new ideas to increase ticket sales and performing various administrative functions as needed. Tasks & Responsibilities: Sell Columbus Blue Jackets ticket products including season ticket plans, group tickets and individual events Build relationships to grow each representative s account base through repeat business and referrals Proactively look for ways to create incremental business opportunities with existing customers Make new business calls to prospects on targeted lead lists provided by the Blue Jackets Handle incoming calls from prospects and existing clients Conduct in-arena appointments/tours to assist in closing new business Meet or exceed weekly and monthly sales goals Actively research and prospect new sales leads Provide superior customer service to clients existing ticket holders, prospects and single game buyers Maintain complete and accurate computerized records of all clients Work games and other events to support ticket sales initiatives Additional responsibilities as assigned by the Supervisor of Inside Sales 5

6 Seating inventory Inside Sales Representatives have the ability to sell a variety of season, group and premium seating products. This provides the representative with the flexibility to match the client s needs with the proper solution for that specific prospect. Our current season ticket inventory includes: Full season ticket plans, including the Time Warner Cable HD Lounge Half & Quarter season packages 6 game packages Flex / Voucher booklets Our current group and premium ticket inventory includes: Groups of 10 or more Loge Boxes & Terrace Tables Suites & Party Towers AAA Sky Terrace Atlas Butler Ice Box Group Experience packages The Columbus Blue Jackets sales team is dedicated to adding value and creating unique experiences for our clients. Benefits include behindthe-scenes tours, meet-and-greets with players and coaches, backstage passes, tunnel of pride, special invites to Q & A s sessions, zamboni rides and much more! 6

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8 nationwide arena overview Nationwide Arena is a multi-purpose facility and home of the Columbus Blue Jackets. The total seating capacity for Blue Jackets games is 18,144. A unique feature is the attached practice facility. Premium amenities include 52 suites, 39 terrace tables, 27 loge boxes and 6 party towers. Nationwide Arena is also host to world-class events such as concerts, family shows, dirt shows and the 2012 Men s NCAA basketball tournament. From time to time. Inside Sales Representatives have the opportunity to sell tickets to concerts and other events at Nationwide Arena. Past events include: Rolling Stones Pearl Jam John Mayer UFC Keith Urban WWE (Raw & Smackdown) Brad Paisley w/ Miranda Lambert Michael Bublé Monster Jam Sugarland NCAA Men s & Women s Basketball Elton John & Billy Joel Tim McGraw & Faith Hill Nickelback Trans-Siberian Orchestra Cirque du Soleil Jonas Brothers Professional Bull Riders Harlem Globetrotters Sesame Street Live 8

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10 Columbus, Ohio Columbus, Ohio s capital, is located in the heart of the Buckeye State and is one of the nation s fastest growing metropolitan areas. The community offers residents a variety of cultural, entertainment, and educational opportunities. Columbus enjoys a very reasonable cost of living and is currently ranked 5 th lowest among the 24 NHL cities in the United States (Source: Career Builder). Columbus offers an exciting mix of sports including: MLS s Columbus Crew; The Columbus Clippers; Triple A affiliate of the Cleveland Indians, and the Columbus Blue Jackets. Add to that list the talented teams representing The Ohio State University and the 15 other area colleges and universities. The arts and cultural amenities of Columbus rival those found in other major cities across the United States. Residents enjoy an abundance of galleries and performance space, exciting downtown festivals, and world-class restaurants. Recently, Columbus has been recognized by a number of publications and websites including: Best Places For Business and Careers - Ranked #24 by Forbes Best Cities for New College Graduates - Ranked #9 by Businessweek 10

11 Arena District As the premier entertainment district in downtown Columbus, Ohio, the Arena District offers an experience unlike any other. With its exceptional dining, accessible parking, live entertainment and affordable hotels, families, couples and singles alike can enjoy the district and all that it has to offer. Dining: BD s Mongolian Barbeque Boston s The Gourmet Pizza Buca di Beppo Chipotle Cotters Restaurant Gordon Biersch Brewery Max & Erma s O Shaughnessy s Sunny Street Café Ted s Montana Grill W.g. Grinders Entertainment/Nightlife: Arena Grand Bistro & Bar Bar Louie The Big Bang (Piano Bar) Brothers Cantina 343 Front Street Tavern & Sports Bar Gaswerks Huntington Park Lifestyle Communities Pavilion Park Street Patio R Bar 11

12 leadership team JOHN BROWNE, Senior Vice President, Chief Marketing Officer John Browne joined the Columbus Blue Jackets as senior vice president, chief marketing officer in July In his role with the Blue Jackets, he oversees the organization s season, group and single game ticket sales as well as all marketing initiatives including advertising, promotions, broadcasting and fan development. Most recently, Browne served as vice president, club consulting and services for the National Hockey League. In that position, Browne worked with League and Club executives on a daily basis promoting the very best business practices in the major revenue generating areas of corporate sponsorship, premium seating & suites and ticket sales. Prior to joining the League office, Browne served as the executive vice president and chief sales officer for the Phoenix Coyotes, National Lacrosse League s Arizona Sting and Jobing.com Arena and was responsible for the company s corporate partnership, premium seating and ticket sales and services departments. Browne was responsible for securing the naming rights agreement for Jobing.com Arena. Prior to his stint in Phoenix, he spent eight years with Major League Baseball s Tampa Bay Rays, including serving as vice president of marketing and broadcasting from He originally joined the organization as director of corporate sales in Before joining the Rays, Browne spent six years with the Chicago White Sox organization, the first three years as general manager of major league spring training operations and their Class A Sarasota Club, where he was named Florida State League Executive of the Year in Browne oversaw spring training operations for the club during the years Bo Jackson made his comeback and Michael Jordan pursued a professional baseball career. Browne moved up to Chicago in 1994 and served as the team s manager of sponsorship sales and broadcast operations. Browne began his career in 1988 when he served as the general manager of the Burlington (NC) Indians, Cleveland s rookie league affiliate. A native of Wayne, New Jersey, Browne is a summa cum laude graduate of St. John s University in Jamaica, New York. He and his wife, Anne, are the parents of sons, John III and Patrick. 12

13 leadership team BOB SIVIK, Vice President of Ticket Sales and Service Bob Sivik joined the Blue Jackets in 2011 as Vice President of Ticket Sales and Service. Sivik is responsible for all areas of ticket sales including, new business development, client service and retention and group sales. Sivik s passion is to grow every team member s career in the sports industry. Most recently, Sivik finished his career with the Cavs as their Director of Business Development and Organizational Sales. In this role, Sivik was responsible for developing sales careers, growing revenues and spreading a positive culture through the organization. He led the Business Development and Inside Sales teams to help sell out 104 consecutive home games from 2009 to He also carried the duties as the Director of Sustainability for Quicken Loans Arena where he helped the entire office greening project. Sivik began his career the Cleveland Cavaliers and Cleveland Rockers (WNBA) in 2002 as a member of their first Inside Sales team. After a successful sales career, he was promoted to their leadership team where he recruited, trained and mentored their sales team for the past 6 years. A native of Mentor, OH, Sivik graduated from Youngstown State University. He and his wife Jackie live in Columbus. 13

14 leadership team CORY ROWE, Manager of Season Sales & Services Cory Rowe, a Sport Management graduate of Ohio University, is entering his 6th season with the Columbus Blue Jackets. Cory began his tenure with the Blue Jackets as a Season Ticket Account Executive. During that time, Cory was responsible for season ticket sales of both the Columbus Blue Jackets and Columbus Destroyers of the AFL. Cory was the top season ticket revenue producer for over two years generating over $1,000,000 in new season ticket sales. Cory was promoted to Inside Sales Manager in During that time, Cory was responsible for the hiring, training, and developing of at least 10 Inside Sales Representatives. Cory was also responsible for the department generating $900,000 in season ticket sales revenue. Cory was then elevated to his current position as Manager of Season Sales & Services. Cory is responsible for all season ticket sales and service initiatives for the Columbus Blue Jackets. Prior to joining the Blue Jackets, Cory served for two seasons as a Ticket Sales Executive with the Toledo Mud Hens, the AAA affiliate of the Detroit Tigers. Cory is a native of Cambridge, Ohio. DREW RIBARCHAK, Supervisor of Inside Sales Drew Ribarchak, a cum laude Sport Management graduate of Robert Morris University, joined the Columbus Blue Jackets in 2007 and was promoted to Supervisor of Inside Sales in July Drew is directly responsible for recruiting, training, developing and managing the Inside Sales staff on a day-to-day basis. Drew has consistently been a top revenue producer during his time with the Blue Jackets. As an Inside Sales Representative, Drew was the top revenue producer for six months, leading to a promotion as a Season Sales Account Executive. In that role Drew led the Season Sales Department in new business development for two consecutive years, generating over $750,000 in new revenue. Prior to joining the Blue Jackets, Drew interned with the Washington Wild Things of the Frontier League and served as a pro shop attendant at Sewickley Heights golf club. Drew is a native of Pittsburgh, Pennsylvania. 14

15 successful professionals The following have advanced through the Columbus Blue Jackets Inside Sales program, as of November, Columbus Blue Jackets Supervisor of Inside Sales Drew Ribarchak (2007-present) Premium Seating Account Executive Mackenzie Crawford (2007-present) Season Sales Account Executive Dave Ambrogi ( ) TJ Brown (2010-present) Rob Cangialosi ( ) Dan Forman (2008-present) Zach Guerrieri ( ) Tom Johnson (2010-present) Connor Kruggel (2010-present) Kevin Masters ( ) Steve Petures ( ) Blake Williams (2010) Season Ticket Service Coordinator Brandon Haas (2007-present) Katie Ronske (2010) Katie Smith ( ) Group Event Specialist Grant Jamieson Amber Krill Sarah Lehman Kevin Wharff (2007-present) (2008-present) (2007-present) (2008-present) 15

16 compensation package Our Inside Sales program offers a competitive compensation package that includes an annual base salary, commission plan and bonus structure. First Year Earning Potential $23,000-$30,000 Benefits: Medical & Dental coverage (after 1 month of employment) 401K (after 12 months of employment) Vacation & Sick time McConnell Heart Health Center gym membership Parking Tickets to events Employee discount at FS Ohio Blue Line team store Contact Information John Browne Senior Vice President, Chief Marketing Officer jbrowne@bluejackets.com Bob Sivik Vice President of Ticket Sales and Service bsivik@bluejackets.com Cory Rowe Manager of Season Sales & Services crowe@bluejackets.com Drew Ribarchak Supervisor of Inside Sales dribarchak@bluejackets.com

17 We Want YOU to be the next great sales executive in the sports industry! Columbus Blue Jackets 200 W. Nationwide Blvd. Columbus, OH

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