Insight

Spectra Selects Prolific 1 as Official Partner for Secondary Market Ticket Sales

 

PHILADELPHIA (July 24th, 2019) – Spectra, an industry leader in venue management, food services & hospitality, and partnerships, today announced a multi-year partnership with Prolific 1 (P1), a leader in ticket distribution and insights for live entertainment rights-holders. As a part of the agreement, P1 will partner with Spectra venues spanning North America as the company’s preferred vendor for secondary market ticketing services.

“Spectra strives to create memorable, consumer-friendly experiences throughout the lifecycle of an event, starting at the moment of a ticket sale,” Jacque Holowaty, Spectra’s Vice President of Client Experience and Ticketing, said. “With Prolific 1 as our partner, the sales process and experience will be simplified and streamlined for not only our guests, but for the teams in our venues as well.”

P1 will be integrated into the Spectra ticketing ecosystem providing real-time, actionable sales data, pricing optimization, inventory management and more.

In addition to ticketing rights, P1 will receive sponsorship assets at Spectra corporate events and bring unique, new content to Spectra venues.

“We’re excited to partner with Spectra to implement a ticketing strategy that delivers results for their venues,” Sean Morse, CEO of Prolific 1, said. “Both organizations have similar goals in growing attendance for live events while ensuring a trusted buying experience.”

About Prolific 1
Prolific 1 partners with entertainment rights-holders, combining industry-leading technology with expert analysis to drive incremental revenue and attendance for live events, on your terms.

With 250+ forward-thinking partnerships across live entertainment and decades of experience, Prolific 1 delivers flexible solutions that provide market strategy, real-time pricing optimization, controlled inventory management, actionable data and analytics, and more. With decades of experience and millions of tickets sold each year, Prolific 1 provides next level insight, seat by seat.

For more information, visit prolific1.com, LinkedIn and Twitter.

About Spectra
Spectra is an industry leader in hosting and entertainment, partnering with clients to create memorable experiences for millions of visitors every year. Spectra’s unmatched blend of integrated services delivers incremental value for clients through several primary areas of expertise: Venue Management, Food Services & Hospitality, and Partnerships. Learn more at SpectraExperiences.com. Follow Spectra on Facebook, Instagram, Twitter and LinkedIn.

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Naismith Memorial Basketball Hall of Fame Announces Partnership Extension with Prolific 1 for Collegiate Events

 

SPRINGFIELD, MA (July 10, 2019) – Today, the Naismith Memorial Basketball Hall of Fame announced a two-year partnership extension with Prolific 1 as a secondary market ticket provider for a number of Naismith Memorial Basketball Hall of Fame collegiate events. The partnership was facilitated by Learfield IMG College, the Basketball Hall of Fame’s sports marketing partner for its collegiate event series.

“As our portfolio of events continues to grow, we’re thankful to have a dedicated partner like Prolific 1 who can offer a streamlined ticketing process for a number of our events,” said John L. Doleva, President and CEO of the Basketball Hall of Fame. “Our goal is to provide wonderful experiences for student-athletes and fans alike, and partners such as Prolific 1 make that possible.”

As a non-profit institution committed to promoting and celebrating the game of basketball at all levels, the Basketball Hall of Fame has continued to elevate its roster of events over the past decade. Through this partnership, Prolific 1’s distribution expertise will continue to raise awareness and drive attendance to new levels.

Events offered by Prolific 1 include the Basketball Hall of Fame Classic at STAPLES Center, the Tip-Off Tournament and Women's Showcase at Mohegan Sun Arena, and two inaugural events in the James Naismith Classic in Toronto and the Basketball Hall of Fame Invitational at Barclays Center.

“We’re excited to partner with an organization that is so invested in providing a memorable experience for fans,” states Sean Morse, CEO of Prolific 1. “We look forward to creating a healthy primary and secondary ticket marketplace that will increase visibility and revenue for each event.”

For a full schedule of events and match-ups, please visit www.hoophall.com/events.

About Prolific 1
Prolific 1 partners with entertainment rights-holders, combining industry-leading technology with expert analysis to drive incremental revenue and attendance for live events, on your terms. With 250+ forward-thinking partnerships across live entertainment and decades of experience, Prolific 1 delivers flexible solutions that provide market strategy, real-time pricing optimization, controlled inventory management, actionable data and analytics, and more.

It’s time for next level insight, seat by seat.

For more information, visit prolific1.com, LinkedIn and Twitter.

About the Naismith Memorial Basketball Hall of Fame
Located in Springfield, Massachusetts, the city where basketball was born, the Naismith Memorial Basketball Hall of Fame is an independent non-profit 501(c)(3) organization dedicated to promoting, preserving and celebrating the game of basketball at every level – men and women, amateur and professional players, coaches and contributors, both domestically and internationally. The Hall of Fame museum is home to more than 400 inductees and over 40,000 square feet of basketball history. Nearly 200,000 people visit the Hall of Fame museum each year to learn about the game, experience the interactive exhibits and test their skills on the Jerry Colangelo "Court of Dreams." Best known for its annual marquee Enshrinement Ceremony honoring the game’s elite, the Hall of Fame also operates over 70 high school and collegiate competitions annually throughout the country and abroad. For more information on the Basketball Hall of Fame organization, its museum and events, visit www.hoophall.com, follow @hoophall or call 1-877-4HOOPLA.

Basketball Hall of Fame Media Contact:
Nicole Taylor, Position Sports, mediarelations@positionsports.com

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Professional Sports Franchises Proactively Shift Ticket Sales and Revenue Strategies in Premium Areas

 
Prolific 1 helps teams create a comprehensive data and analysis driven distribution model which delivers benefits to the primary and secondary ticketing market.

Over the past five years, dynamic and variable pricing of tickets has become standard.  Fans have come to expect ticket prices to shift throughout the season based on basic supply and demand trends.  This pricing structure, however, is not a new concept.

Secondary market distribution leaders have benefited from the ebbs and flows of the sports industry for decades.  Companies like Prolific 1 partner with rights-holders on macro goals of driving attendance and providing secondary market insight on buyers. Through secondary exchanges, teams put more eyes on seats while offering fans a preferred buying experience. This controlled sales process helps teams’ price more effectively on the primary by using dynamic and variable primary pricing models, while supplying new lead information and customer data for teams utilizing mobile transfer technology.

In many mobile ticketing partnerships across the NFL, teams have grown their buyer database by up to 500% due to the amount of volume that occurs through these distribution channels.

Rights holders can create a customized secondary market selling strategy to focus on specific inventory locations where primary demand may be lower, including near-term inventory.

Utilizing a trusted distribution partner allows for an open concept selling strategy.  This strategy positively impacts building optics and produces ancillary revenue where otherwise the seat would have remained spoiled or unsold.  Prolific 1’s distribution process allows prospective customers a chance to sample premium areas on a single game basis, which enters them into the corporate sales funnel.

Last season, Prolific 1 offered a club product through its open distribution network at an affordable single game price with an NHL partner. This primary sales strategy allowed team professionals an opportunity to meet ticket buyers and speak to them directly about the additional benefits that these premium seats offer. As a result, over 100 new premium season seat packages were sold in that minimally marketed, high yield area.

These changes in ticketing strategies have granted teams new insight and benefits that have previously been inaccessible.

If you are looking for a custom distribution model for your organization or premium area, be sure you choose a trusted partner that can assist you in meeting your organizational goals.

Written by Eric Lapointe, Senior Director, Business Partnerships

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Transactional Customer vs. Strategic Partner: Prolific 1 Develops Ideal Distribution Relationship

 

Six questions all teams must ask secondary market consultants before entering partnerships

For many years, the secondary market has been viewed and treated as a back-end channel of underground entrepreneurs gauging the temperature of buyer tendencies and trying to score big by buying low and selling high. Purchases were made through traditional methods of season ticket purchases, group ticket packages, mini plans, and single-game on sales. For far too long, these buyers were “undercover.” Teams and venues had no true idea of who these buyers were and what it was they were trying to accomplish. It was a challenge to identify and weed out “the good ones” vs. “the bad ones.”

Over the course of the last five years, the landscape has changed.

The transactional opacity of traditional secondary market buyers has decreased through the advancement of large secondary consolidators. Teams and venues have begun to change their approach in dealing with these consultant and distribution companies and have demanded a level of transparency in these investments. The days of the rogue reseller trying to purchase under the radar and hide their identity is slowly coming to an end.

Partnerships have blossomed. Teams and venues have since been working directly with vetted, successful, major distribution partners to maximize revenues, attendance, and marketing value. Sales dashboards are shared in real-time; market trends are detailed in daily and weekly calls; presentations and investments are made at a very high level. Establishing market control and maintaining pricing integrity are top priorities of companies such as Prolific 1. The level of transparent interaction between partners is an integral part of making it a success.

For those teams and venues looking to form a true partnership with a distribution consultant, ask these six internal questions before beginning the vetting process:

  1. What are my goals for ticket sales across all my different sports? Can my partner help me achieve these goals for all these programs?
  2. To promote a healthy and robust primary and secondary market, what is the ideal size of my secondary market? Can my potential partner help me access this number and show me why this is beneficial?
  3. What is the distribution plan for the inventory, and where is the inventory sold? What customer service is provided?
  4. How important is sales data to help achieve pricing maximization on a game-by-game basis, and can my partner supply this information in real-time?
  5. Will my partner assist me in distributing tickets for events the athletic department may be required to buy and help me get revenue back for them? (conference tournaments, bowl games, NCAA tournament)
  6. Will my partner supply me good feedback and insight into ticket sales and serve as an extension of my department to make sure all customer needs are met?
  7. Answering these questions will allow your team/venue to begin formulating a plan and selecting a distribution partner. Take time to determine what is best for your particular situation. Poll your peers, ask for referrals and call on them, and meet your prospective partners in person. Understand the technologies your prospects currently have in place and what technologies they are currently developing or investing in to help their business.

Selecting the right strategic distribution partner is major step forward in achieving unit sell-through, revenue maximization, and ticket distribution success!

Published by ALSD

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Converting Secondary-Market Sales to Primary Customers through Distribution Partnerships

 
Recently, I was visiting a National Hockey League (NHL) partner on the west coast. After a quick meeting regarding our business with them he offered me a tour of their arena. I have always been a student of the “Stadium/Arena sales tour game”, and quickly welcomed the chance to see the ins and outs of an Arena I had never been in before. Our partner gave a very informative tour, highlighting the pros and cons of each seating category and accessing my needs as if I were a potential new customer for him. He answered questions professionally and eloquently and was not pushy at all. Now this was probably because my company already distributes seats in his arena or maybe that is just how he has perfected his pitch. Either way, it was a very well put together sales tour.

Working within ticketing, this was definitely a highlight for me as we very rarely get to experience the perks of our purchases. We analyze margins, upside and demand and then combine those factors with our own data and analytics to make a buying decision for the potential resale value on ticketing marketplaces.

I knew the margins that these seats generate and as a past primary market seller I always catch myself thinking about the upsell potential of those buyers who attend and sit in our seats. I view these customers as “fish in a barrel” for the aggressive primary seller. I asked our partner “how many of our “customers” he has converted into full season or package buyers”? I was very surprised when he looked at me with an awkward expression on his face and told me that it was not his practice to “poach” our customers. I told him I certainly respected his ethics, but our business model does not necessarily work like that. As partners, part of our job is to drive traffic to your building. We do this by offering a price that a customer is willing to pay for a specific event or game and then make the buying process as seamless and easy for them as possible. What our primary partner then does with that “free” lead is up to them. I recommended to him to approach these buyers on a game by game basis, let them know they partner with a ticket distribution company and then explain to them the benefits of upgrading into a larger package. This should be an ongoing practice for him. He knows that he will potentially see new customers every game and all should be viewed as great opportunities for him and the organization to capitalize on.

As sellers, we all get caught up in finding that new industry, that new company, making the most outbound calls, setting the most appointments etc. How do we stay on top of the leaderboard? I would argue that capitalizing on in stadium guests that paid a potential premium to go to one game should be close to the top of each primary seller’s target list. The offering of these leads is another example of working together to achieve similar goals and keeping your building full while maximizing every revenue opportunity available!

Written by Eric L., Business Partnerships
Published by ALSD

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