SFC Sports Business reporter Kelty Carpenter shares her experience from this year’s SSAC in Boston:
This past weekend, I attended the Sloan Sports Analytics Conference in Boston. ESPN and MIT joined together to host the one day event devoted to the business of sports.
While much of the day was spent discussing the science of statistics in sports (i.e. how the number of blocked shots in a basketball game directly correlates to the outcome, how to develop consistently good pitchers, etc), the fans were not ignored. The first panel of the day included a wide range of heavy hitters from the industry: President and General Manager of the Toronto Maple Leafs Brian Burke, Managing Partner and Executive Committee Member of the Boston Celtics Stephen Pagliuca, NBA Deputy Commissioner Adam Silver, President of the Tampa Bay Rays Matt Silverman, and President of Game Plan LLC Randy Vataha.
What struck me about this insightful discussion about the best practices of management in the sports industry was not that of the analytical or crunching numbers necessarily. Rather, the message that resonated was the importance of the fan experience.
The first thing any student learns in a sports management program is that selling tickets to a sporting event is just like selling a concert ticket — it is about an entertainment experience. Success on the court/field/ice is not an element of the experience that the management can control. What each team must do is make the experience enjoyable for the fan regardless of a win or loss.
Brian Burke described his managerial style as making the fans’ investment worthwhile. He wants his team to play hard, hit, and score as often as possible. Burke referenced that NFL offenses that let the clock run down almost to zero prior to snapping the ball as a tangible negative. Burke’s contention was that it wasted the fans’ time.
Any fan that pays $100 to see an NFL game should have the benefit of seeing as many plays run as possible. Its a refreshing perspective from a GM who understands fans can spend their hard-earned money on a variety of entertainment options in Toronto, but choose instead to spend it on a Maple Leafs ticket for that live game experience.
The most interesting panel of the day was the discussion amongst David Holland of Cisco, Peter Moore of EA Sports, Tim Romani of ICON Venture, David Samson of the Florida Marlins and Alec Scheiner of the Dallas Cowboys.
The Marlins and Cowboys are at opposite ends of the financial spectrum. Alec Scheiner extolled the virtues of the new Cowboys Stadium, which David Samson explained was the investment equivalent of 3 new Marlins parks.
The bells and whistles of the new stadiums were dramatically different as it relates to the fan experience. Scheiner described the enormity of the new structure in Dallas as a way to accommodate the number of fans who want tickets. Samson explained the reasoning behind the intimacy of the Marlins field as a way to drive up demand for tickets.
While Scheiner believes the technological improvements such as televisions on the backs of seats are clearly fan-friendly, Samson countered that they pull the fan away from the live event they are attending. Samson wants fans to spend as much time watching the product on the field as possible.
At the new Marlins structure, lines for parking, restrooms and ATMs have been designed in the same manner as Disney properties — the fan always feels as though he or she is moving. The debate was healthy and provided proof that every market has different fan demands teams seek to accommodate.
How do sports organizations best attract our money? While winning is the great equalizer, sports is a zero-sum game. Every win means another team has to lose. By putting together a top notch fan experience, teams are able to obtain and retain the fans that will stick with them no matter the final score.
What does one take away from all of this? The bottom line is that these organizations need us to survive. Due to the economic downturn, what was already stiff competition for the fan dollar has become more rampant. It is up to sports fans to organize their efforts to demand results from the sports industry or this fierce competition ends up harming fans rather than helping the group.
[Kelty Carpenter is a graduate of Wake Forest University and soon-to-be graduate of Georgetown University's Sports Industry Management program. She currently serves as Sports Business reporter for SFC & Social Media Assistant for LinkStar PR. She loves Red Sox baseball and Deacon hoops.]