Happy Friday Event & Venue Managers!
My first Streamer post of 2019. I am getting to it a little later than I had hoped, but my energies at the start of the year have been directed internally. I often talk in this post about testing and tinkering with the Stylehawk business concept. Our core value and key competencies have remained unchanged from when Stylehawk was borne back in 2014. The tact and the way that value has been communicated has changed. I think my message and value proposition has gotten muddy over the last few months.
The last half of 2018, I presented venue sourcing as our primary service. The thought was that by establishing a venue sourcing relationship with event promoters, additional service opportunities would develop organically. This did happen, but not as often as I had hoped. The focus on venue sourcing turned our service into a commodity. Our service was looked at as a broker or middle- man model. This minimized our value proposition and left us vulnerable to cost engineering. That model is more reliant on volume. I think that is too shallow and we are not a volume business. My strategy has always been to go deep, not wide. Deep and long term relationships is where we really earn our keep.
Venue sourcing is a huge part of what we do. I have a venue management background and am passionate about sports facilities. We have a number of great clients who rely on our sourcing work and we have become an integral part of their event production team. We will continue to offer venue sourcing as a stand alone service.
2019 will be a return to center. Stylehawk is built around two key elements. People & process.
We employ a unique, process- driven approach to event management.
This approach creates consistency and redundancy. The system is designed to effectively communicate expectations, roles and responsibilities to all stakeholders. We are a conduit of information. Events are dynamic. When planning is systematic, event managers are better able to react on the day of the event.
Our “system” is administered by expert event managers.
Our “insider” experience as sports venue managers allows for a different perspective than most event promoters and this collaboration is powerful. If event promoters are the architects, we are the general contractors that tie it all together. Beyond that, our intent is to provide legendary service. Our key value proposition is to make our client’s job easier. We are accountable for the success of the event so our clients don’t have to worry.
This combination of process and people saves our clients significant time and money, massively increases revenue and allows for amazing event experiences.
We have a 100% repeat business rate with our current book of business. Everybody we have worked with has continued the relationship beyond that initial event. I am proud of that track record and excited to continue to grow it.
Now… for the suggested readings.
Violent exchanges between fans in the stands in nothing new for NFL fans. A number of these exchanges have resulted in critical injury and death. And now, the stadia and teams that host these events are being held liable. Venue managers take their responsibility for fan safety very seriously. As professionals and individuals, nobody wants anybody to get hurt. Beyond the human element, event venues and event operators must also take a risk averse approach to fan safety because of its impact on the bottom line. Fan injury because of perceived negligence could result in costly litigation. Furthermore, if fans do not feel safe at an event, they are less likely to attend. These days, fans have an event security expectation. They are more aware of security protocol but arguably less situationally aware. This puts venues at even greater risk because fans have an unreasonable expectation of safety.
Courtesy: How to Sell (100/20 Rule)
David Meltzer has a long and distinguished career in sports. Working in athlete representation, he has negotiated billions in sports and entertainment contracts. In addition to his work as a sports agent, Dave has established himself as a dynamic and dedicated thought leader and entrepreneur. In this video, Dave introduces the concept of the 100/20 Rule. This is a clever way of looking at a value proposition. He says that we should be giving our clients a $100 value for $20. If we sincerely believe we are providing five times the value, sales should be easy. Real value, passion and sincerity is the key.
Even though event venue operators and event promoters work side by side in the same industry, they are different. Venue operators typically have a more pragmatic approach to events. They see logistics. Processes. Operations and efficiencies. Problems and solutions. Event promoters on the other hand are idealists. Go- getters and risk- takers. Results focused. Effective event execution is the result of these combined approaches.
Entrepreneurship: Has Your Life ever Been Changed By a Seemingly Inconsequential Remark?
This is an origin story of sorts… Many years ago, while working as a venue manager for a public assembly facility we had a really cool event opportunity. I worked hard to make it a reality and was excited about what that event meant to our venue. When circumstance changed and the event never materialized, I was devastated to learn that our director was less than indifferent about the event. His complete disregard for the event left me feeling insignificant in my role but also exposed a unique opportunity.
Featured Venue: Walter Pyramid
The Walter Pyramid in Long Beach, California is a building near and dear to my heart. I spent nearly 8 years in this incredible sports venue. It was built to be the premiere sports facility in the region and more than 20 years later, it is safe to say that the architects succeeded. The unique pyramid shape allows for a maximum floor space of over 40,000 square feet and the 18 story space frame structure creates the perfect nesting space for the one- of- a- kind cantilevered bleacher system.