Global Spectrum Response To Jacksonville RFP P-08-12

TITLE PAGE
Request for Proposals for Facilities Management Services RFP No. P-08-12
EverBank Field Jacksonville Veterans Memorial Arena Baseball Grounds of Jacksonville Times-Union Center for the Performing Arts Equestrian Center And Prime Osborn Convention Center Ritz Theatre and Museum Submitted by: Global Spectrum 3601 S. Broad Street Philadelphia, PA 19148 Ph: 215.389.9587
EverBank Field, Jacksonville Veterans Memorial Arena, Baseball Grounds of Jacksonville, Times-Union Center for the Performing Arts, Equestrian Center, Prime Osborn Convention Center, Ritz Theatre, Museum | Response to Request for Proposals | Global Spectrum
Table of Contents
RFP Response
1. Title Page 2. Table of Contents 3. Cover Letter 4. Required Forms 5. Confirmation of Minimum Requirements
5. Confirmation of Minimum Requirements ................................................................................................................. 1
6. Statement of Qualifications
6.1 Competence.......................................................................................................................................................... 15 Corporate Support .................................................................................................................................................... 15 Similar Venues ............................................................................................................................................................ 26 General Manager Candidate ................................................................................................................................ 29 Proposed Staffing Chart ........................................................................................................................................... 32 Availability of Personnel............................................................................................................................................ 36 Transition of Employees ............................................................................................................................................ 37 Repeat Business ......................................................................................................................................................... 46 Competency to Provide Management Services ................................................................................................. 48 Citys Right to Require Oral Presentations ............................................................................................................. 48 6.1.B Competence (Additions from Addendum #13)............................................................................................... 49
NFL Experience
a.) NFL Stadium Experience ..................................................................................................................................... 49 b.) Lost or Not Renewed NFL Stadiums .................................................................................................................. 49 c.) NFL Best Practices Security Review ................................................................................................................... 49 d.) NFL Fan Conduct Initiative Report .................................................................................................................... 49 e.) NFL Ticketholder Benchmarks Study ................................................................................................................. 50 f.) 2011 Fan Engagement Audit Report ................................................................................................................. 50 g.) Secret Shopper Reports ...................................................................................................................................... 50 h.) Unique Training and Other Programs ............................................................................................................... 55 i.) NFLPA Reports ........................................................................................................................................................ 56
Proposers Operations Staff
a.) Organizational Chart .......................................................................................................................................... 57 b.) Resumes ................................................................................................................................................................ 57 c.) Corporate Organizational Chart ...................................................................................................................... 58 d.) Filling Required Staffing Levels ........................................................................................................................... 58 e.) Minimum Day of Game Requirements ............................................................................................................ 59
EverBank Field
a.) Pro-forma of Anticipated Annual Expenditures ............................................................................................. 63 b.) Annual Budget for EverBank Field for Capital Expenditures ........................................................................ 64
Transition Plan
Smooth and Timely Transition for Staff.................................................................................................................... 65 6.2 Current Workload................................................................................................................................................... 68 6.3 Financial Responsibility ......................................................................................................................................... 73 Financial Capacity .................................................................................................................................................... 77 Audited Financial Statement................................................................................................................................... 78 6.4 Ability to Observe and Advise Whether Plans and Specifications are Being Complied With ........................ 80 Vendor Selection and Relations ............................................................................................................................. 80 Ability to Administer Contracts and Manage Subcontractors .......................................................................... 82 Evaluation of Criterion .............................................................................................................................................. 91
6.5 Past and Present Record of Professional Accomplishments with City Agencies and Others ......................... 92 Similar Completed Projects ...................................................................................................................................... 92 Outstanding Accomplishments .............................................................................................................................. 92 Past Efficiency and Effectiveness of Cost Control ............................................................................................... 94 6.6 Proximity to the Project ....................................................................................................................................... 100 6.7 Past and Present Demonstrated Commitment to Small and Minority Businesses and Contributions Toward a Diverse Market Place .......................................................................................................................... 102 City of Jacksonville Facilities Management Services Economic Inclusion Plan ............................................ 108 6.8 Ability to Design an Approach and Work Plan to Meet the Project Requirements ........................................ 117 Statement of Understanding ................................................................................................................................. 117 Ability to Prepare a Work Plan and Budget ........................................................................................................ 117 Approach to Meeting Needs and Developing Requirements ........................................................................ 122 Scope-of-Services .................................................................................................................................................... 122 Marketing .................................................................................................................................................................. 125 Cordish Companies Development Division .................................................................................... 134 The Comcast NBCUniversal Advantage............................................................................................ 142 Minimizing Operational Funding ........................................................................................................................... 181 Naming and Advertising Rights ............................................................................................................................. 191 6.9 Quotation of Rates, Fees, or Charges & Other Detailed Cost Proposal or Cost Breakdown Information ..... 193 Willingness to Meet Time and Budget Requirements and Proposed Compensation .................................. 193 Recommended Compensation Structure .......................................................................................................... 193 Revenue Allocation................................................................................................................................................. 195 6.10 The Volume of Current and Prior Work Performed for Using Agencies Shall be Considered for a Minus Factor...................................................................................................................................................... 196
7. Pricing Proposal
Compensation Proposal............................................................................................................................................ 197
Appendices
Appendix A ...............................................................................................................................................................Venue Matrix Appendix B ........................................................................................................................................................................ Resumes Appendix C ...............................................................................................................Sample Staffing Matrix for an NFL Game Appendix D ........................................................................................................................ 10-year Capital Improvement Plan Appendix E .............................................................................................................................................................. Transition Plan Appendix F ......................................................................................................................................................................... FanOne
Enclosures
The Globe Newsletters Comcast-Spectacor Company Prospectus Sports Business Journal Article Annual Reports: University of Phoenix Stadium Iowa Events Center
5. Confirmation of Minimum Requirements

5. CONFIRMATION OF MINIUMUM REQUIREMENTS
Responses will ONLY be accepted from companies meeting the minimum requirements in Section 1.2 of the RFP. Manager must confirm and describe how they meet the minimum requirements. Managers are required to provide business references in writing indicating the engagement of the Manager at such facility that meets the minimum requirements in Section 1.2 above. 1.2 Minimum Requirements/Qualifications for Managers. In order to have its Response evaluated, a Manager (or its parent company or affiliates) must demonstrate that it: a) Is a nationally recognized facility management company managing publicly or privately owned public assembly facilities; AND b) Has successfully managed at least: One (1) professional football stadium facility in the past three (3) years or has managed an equivalent professional sports facility outside the United States seating in excess of 50,000 persons with significant premium areas such as suites and clubs (the International Sports Facility) in the past three (3) years. When responding to the NFL questions below, provide/include NFL experience if available, plus any comparable information for the International Sports Facility. Proposers are also directed to, and must meet the requirements set forth in section 12 (particularly section 12.a.) of the Amendment and Restatement of Agreement for 2010-2016, dated September 1, 2010, among the City of Jacksonville, The University Athletic Association, Inc., and The University of Georgia Athletic Association, Inc. (for the Florida vs. Georgia/Georgia vs. Florida Games), relating to the requirements and qualifications of the stadium manager required by the universities set forth in this Agreement.One (1) professional basketball / all-purpose arena with seating capacity of at least 10,000 persons in the past five (5) years OR one (1) professional baseball stadium facility within the past five (5) years; and One (1) performing arts OR one (1) convention center (of comparable size to the Times-Union, Ritz Theatre, and Prime Osborne facilities, respectively), within the past five (5) years.
A Worldwide Leader in Venue Management

Global Spectrum is one of the worlds largest and most respected private venue management companies. We provide comprehensive management, marketing, operations, and event booking services for venues that decide to privatize. We also provide pre-opening operational consulting on design related issues during the construction phase of new venue development projects. Weve become a world leader in our industry by consistently proposing innovative solutions and, more importantly, by delivering top-notch results for our client-owned venues which include arenas, convention centers, and stadiums, as well as multipurpose civic centers, conference centers, theaters, ice rinks, fairgrounds/equestrian entertainment venues and a variety of other venues. Global Spectrums success and thereby our clients success is built on a foundation of vast corporate resources, rock-solid industry relationships, an unmatched team of professional, readily accessible senior management and corporate support, and superior customer service.
Rave Reviews The Arizona Cardinals Football Club recognizes that it takes a large team of well-trained, cohesive, motivated players to manage the day-to-day operations of University of Phoenix Stadium, and Global Spectrum has delivered the critical leadership and expertise each and every day to see it has been done in a world-class manner with worldclass results. Sincerely, Michael J. Bidwill President Arizona Cardinals
Overview
History. In 1994, Global Spectrum began operations in Tampa, FL, as Globe Facility Services. Comcast-Spectacor acquired a majority interest in Globe Facility Services in January 2000, creating one of the industrys leading and best financially resourced private management companies. Venues. Global Spectrum has an unprecedented growth rate in the venues industry, with venues in the United States, Europe, Canada, Southeast Asia, and the Middle East. Our 112 client venues consist of:
40 arenas 33 conference/convention centers 13 stadiums 6 performing arts centers/theaters 20 specialized venues (ice venues, equestrian centers, amphitheatres, retail and entertainment districts)
Our Venue Matrix (Appendix A) provides profiles of venues we manage, including client contact information, market size, and recent accomplishments. Our Business Approach. The central theme of Global Spectrums management philosophy is to maximize event programming for the financial advantage of our clients by:
Attracting more events for our venues, the vast majority of which are in smaller markets. Maintaining a size and structure that gives our clients ready access to senior management at corporate and regional levels. Increasing revenue for our clients, in part thanks to our reputation as the company that best supports promoters, as well as our success in achieving venue-record per capita revenue generation. Providing a formal, company-wide customer service and performance management program, called How You Doin?.
Unparalleled Results. For our last completed fiscal year, we achieved the following results for our clients:
Presented 12,251 events Reached event attendance of more than 20.9 million Generated more than $323 million in gross ticket sales Generated more than $633 million in gross revenue
Success Managing Similar Venues

Global Spectrum successfully manages 112 venues, some of which are professional football, baseball, and soccer stadiums, along with professional basketball arenas, and performing arts and convention centers which are similar in size and scope to the City of Jacksonvilles facilities. We have chosen to highlight the following venues and have provided these venues profiles on the following pages.
University of Phoenix Stadium, Glendale, AZ Wells Fargo Center, Philadelphia, PA Citizens Bank Park, Philadelphia, PA Sandler Center for the Performing Arts, Virginia Beach, VA Overland Park Convention Center, Overland Park, KS Palm Beach County Convention Center, West Palm Beach, FL
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Satisfying the Requirements of the RFP As requested by the RFP, Global Spectrum warrants and represents that we satisfy the requirements of the RFP and have provided references for each of the above mentioned similar venues.
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6. Statement of Qualifications
6.1. COMPETENCE
This portion of the Response will be used to provide information the City needs to evaluate how well the Manager meets the criteria listed in Attachment C Evaluation Criteria. Failure to provide adequate information on any criterion will result in lower scores and could result in rejection of the Response as non-responsive. Please divide this portion of the Response into ten subsections (one subsection for each of the listed criteria).
Corporate Support
Including professional and/or technical education and training; experience in the kind of projects to be undertaken; availability of adequate personnel, equipment and facilities.
What makes a great leader?

A leader is someone with the vision to turn a companys values from words into action. Someone who can listen critically and respond quickly to the varied, ever changing needs of clients and employees. Someone with the nimble imagination and extensive experience it takes to develop and implement innovative ideas. A leader is someone like Global Spectrum COO John Page, who has landed some of the industrys most coveted events for our venues, including the Republican National Convention and the World Cup of Hockey. Like Comcast-Spectacor President and COO Peter Luukko, a 30-plus-year industry veteran who oversees the companys day-to-day interests and is also chairman of Global Spectrum. And, like Global Spectrum Vice President of Operations Michael Ahearn, a 20-plus-year industry veteran who oversees venue consulting. Our senior leadership team includes many of the industrys most recognized and respected names. Theyre innovative thinkers from all aspects of venue management and operations. Theyre knowledgeable veterans with a proven record of successfully integrating management, marketing, operations, and event bookings under a single private-management agreement. And they all share the same goal: to provide the handson corporate support it takes to make your venue successful.
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John Page
John Page Title: Chief Operating Officer Responsible for: All Regional Vice Presidents and Regional Directors; provides support to strengthen bookings, increase synergistic opportunities at Global Spectrum venues, and address all venue operational issues. Career History: Senior Vice President/General Manager, Wells Fargo Center, Philadelphia, PA Senior Vice President, Event Production, Wells Fargo Center, Philadelphia, PA Event Manager, Wells Fargo Center, Philadelphia, PA Event Coordinator, Los Angeles Coliseum, Los Angeles, CA Education: B.S., Public Administration, University of Southern California, Los Angeles, CA; M.S., University of Southern California, Los Angeles, CA Industry Experience: More than 20 years Frank E. Russo, Jr. Title: Senior Vice President Business Development and Client Relations Responsible for: Developing new management contracts for arenas, convention and exposition centers, fairgrounds, stadiums, and other public assembly venues; also responsible for on-going client relations and business retention. Career History: V.P., Sales & Client Services and Vice President International Operations, Ogden Entertainment Executive Director, Jacob Javits Convention Center, NY Executive Director, Target Center, Minneapolis MN President, Monitor Productions - an event promotion company that produced concerts, sporting events, corporately sponsored events & trade shows Executive Director, Hartford Civic and Convention Center, CT President of the Greater Hartford Convention and Visitors Bureau Member of Greater Hartford Convention and Visitors Bureau Executive Committee Assistant to the City Manager, Hartford, CT Past Chairman, IAVM Body of Knowledge Task Force Past Chairman, IAVM Board of Education Member of IAVM Venue Research Institute Recipient of the IAVMs prestigious Joseph J. Anzivino Distinguished Allied Member Award Past Chair of IAVM Foundation Past Chair of IAVM School for Public Assembly Venue Management Adjunct Professor, Department of Sports Studies, University of Massachusetts Education: B.A., St. Michaels College, VT; M.S., Public Administration, University of Connecticut Industry Experience: More than 30 years Todd M. Glickman Title: Vice President of Business Development and Client Relations Responsible for: Developing new business and on-going relationships for Global Spectrum with premier venues in North America. Career History: Vice President of Group Sales, Comcast-Spectacor, Philadelphia, PA Director of Event Services, Comcast-Spectacor, Philadelphia, PA Assistant Group Sales Manager, Comcast-Spectacor, Philadelphia, PA Marketing and Sales Manager, Comcast-Spectacor, Philadelphia, PA Education: B.A., Marketing & Communications, College of Saint Rose, Albany, NY Industry Experience: More than 20 years
Frank E. Russo, Jr.
Todd M. Glickman
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Mike Scanlon Title: Regional Vice President and General Manager, PPL Park, Chester, PA Responsible for: Overseeing day-to-day operations and event bookings of the 18,500seat stadium. Career History: General Manager, Chaifetz Arena Saint Louis University, St. Louis, MO General Manager, Rose Quarter, Portland, OR General Manager, Sovereign Bank Arena, Trenton, NJ Assistant General Manager, Sovereign Bank Arena, Trenton, NJ Director of Operations and Event Services, Colorado Springs World Arena Operations Coordinator, Worcester Centrum, MA (SMG) Event Manager, Whittemore Center Arena, Durham, NH 2006 Venues Today Rose Quarter Hall of Headlines award winner for venue bookings 2005 Venues Today Rose Quarter Hall of Headlines award winner for venue marketing 2006 Oregon Business Magazine 50 Great Leaders in Oregon Global Spectrums General Manager of the Year for 2002 Sector Coordinator, 1996 Olympic Games, Atlanta, GA Member and Vice President, IAVM District One Education: Graduate, International Association of Venue Managers (IAVM) School of Venue Management, Oglebay, VA; B.S., Salem State University; M.S., Sports Management, Northeastern University Industry Experience: Morethan 18 years
Mike Scanlon
Peter C. Sullivan Title: Regional Vice President and General Manager, University of Phoenix Stadium, Glendale, AZ Responsible for: Overseeing the day-to-day management of the multi-purpose venue on behalf of the Arizona Sports and Tourism Authority (owner). Management duties include event booking, marketing, strategic planning, and event coordination. Career History: President/CEO, Lansing Entertainment and Public Facilities Authority, Lansing, MI General Manager, Spectacor Management Group (SMG), Jacksonville Sports, Entertainment and Convention Facilities, Jacksonville, FL Acting General Manager, Sheffield Arena, Sheffield, England General Manager, SMG, Three Rivers Stadium, Pittsburgh, PA General Manager, SMG, Stadio Delle Alpi, Torino, Italy General Manager, SMG, Philadelphia Convention Center Complex, Philadelphia, PA General Manager, SMG, Kellogg Arena, Battle Creek, MI Director of Special Projects, SMG, Philadelphia, PA Director of Event Services, Entertainment Ventures, Inc., Philadelphia, PA Active Member, International Association of Venue Managers (IAVM) Active Member, (SMA) Executive Board Member, Arizona Tourism Alliance Education: B.S. Degree, Economics, Washington and Jefferson College, Washington, PA M.S. Degree, Sports Management, University of Massachusetts, Amherst, MA Industry Experience: 30 years
Peter C. Sullivan
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Thomas M. Mobley, Jr.
Thomas M. Mobley, Jr. Title: Senior Vice President of Convention Centers Responsible for: Leveraging convention and exposition industry relationships to the maximum advantage of Global Spectrum managed facilities. Is also responsible for operational oversight, staff training, CVB relations, and coordinate event bookings consistent with the goals and objectives of each client. Career History: Former General Manager and CEO, Washington D.C. Convention Center - 700,000 sq. ft. of exhibit space, 170,000 square feet of meeting and ballroom space Former General Manager, McCormick Place Convention Complex- 2 million sq. ft. of exhibition space, 350,000 sq. ft. of meeting and ballroom space, and a 4000-seat theater, Chicago, IL Former Director, The Division of Theaters and Arenas, City and County of Denver, CO. Facilities managed: Colorado Convention Center; Currigan Exhibition Hall; McNichols Sports Arena; The Denver Coliseum; The Denver Performing Arts Complex (Boettcher Concert Hall, Auditorium Theater, Temple Hoyne Buell Theater, Red Rocks Amphitheater) Former Executive Director, Jacksonville Convention Complex, Jacksonville, FL Former Executive Director, The Baltimore Convention Center, Baltimore, MD Former Assistant Labor Commissioner, Office of the Labor Commissioner, City of Baltimore, MD Former Director of Classification Division, Civil Service Commission, City of Baltimore Immediate Past Chairman of the Board, Convention Industry Council Member of Board of Trustees, Professional Convention Management Association Education Foundation Member Board of Trustees, Exhibition Industry Foundation Former Chairman of the Board and Treasurer, Center for Exhibition Industry Research CIC Representative, International Association of Venue Managers American Society Of Association Executives Exhibition Services Contractors Association Exhibitor Appointed Contractors Association International Association of Exposition Managers Professional Convention Management Association Tradeshow Exhibitors Association Education: B.A., Johns Hopkins University, Baltimore, MD Industry Experience: More than 25 years
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Shura Lindgren-Garnett, CFE Title: Vice President, Convention Center Sales and Marketing and General Manager, St. Charles Convention Center, St. Charles, MO Responsible for: Overseeing day-to-day operation of the 154,000 sq. ft. facility including achieving and exceeding budgeted revenues and profits, and overseeing development and implementation of marketing and public relations initiatives; builds and maintains positive working relationships with the Convention and Visitors Bureau and hotel community. Career History: Former Vice President of Visitor Development, Midland Chamber of Commerce, Midland, TX Former Director and CEO of the Midland Convention Center, Midland Texas Former Assistant Operations Supervisor of the Amarillo Civic Center, Amarillo, TX Former Director of Sales/Food and Beverage, New Camelot Inn, Amarillo, TX Former Manager with M.J. Smith Management, Amarillo, TX 2009-2010 Chairman of the Board of the International Association of Venue Managers 2008-2009 1st Vice President of the International Association of Venue Managers (IAVM) 2007-2008 2nd Vice President of IAVM 2006-2007 IAVM Chair of the Diversification Committee 2006-2007 IAVM Member of the Board of Governors 2006-2007 IAVM Member of the Industry Affairs Committee 2005-2006 IAVM Member Board of Education 2004-2005 IAVM Chair of the Board of Education 2002-2204 District VP for IAVM District VI 2003/2004 IAVM Senior Officer on the Executive Committee 2003/2004 Vice-Chair of the IAVM Board of Education 2000-2002 Assistant District VP for IAVM District VI 1999-2001 Chairman of the International Association of Venue Managers (IAVM) Convention Center Committee 1999-2003 Elected to the Texas Department of Economic Developments Tourism Advisory Committee Current memberships held in ASAE, IAEM, IAVM, MPI Board of Directors, St. Charles Chamber of Commerce Member, St. Charles Rotary Club 2008 Recipient of St. Charles Zonta Yellow Rose Award 2008 Recipient of Venues Todays Women of Influence Award 2005 IAVM Recipient of the Presidential Citation 1990-1991 Midland Jaycees Outstanding Director of the Year Education: Graduate, IAVM School for Public Assembly Facility Management at Oglebay Industry Experience: More than 20 years
Shura Lindgren-Garnett
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Barry Strafacci
Barry Strafacci Title: Vice President of Special Projects, Convention & Exhibition Centers Responsible for: Providing pre-opening assistance including design review, staffing, purchasing of furniture, fixtures, and equipment (FF&E), labor relations, and day-to-day operations to all Global Spectrum clients. Career History: Provided pre-opening services for the following venues: Tampa Convention Center; Harborview Center; Overland Park Convention Center; Pueblo Convention Center,; Pinellas Expo Center; Greater Richmond Convention Center; Palm Beach County Convention Center; St. Charles Convention Center; Richard M. Borchard Regional Fairgrounds, Chongqing International Convention & Exhibition Center Former General Manager, Harborview Convention Center, Clearwater, FL Former General Manager, Tampa Convention Center (FL), Harborview Center, Clearwater, FL, and Cashman Center, Las Vegas, NV Management Consultant, Putra World Trade Center, Kuala Lumpur, Malaysia, including managing day-to-day operations Former Vice President, Kentucky State Fair Board, COO Kentucky Fair and Expo Center and Commonwealth Convention Center Former Senior Policy & Budget Advisor for the Kentucky Governors Office of Policy & Management Active Member of International Association of Venue Managers (IAVM), International Association of Exhibitions & Events (IAEE), Meeting Planners International (MPI), American Society Association Executives (ASAE), National Association Consumer Shows (NACS) International Convention Center Conference Program Chair 2004, 2005 Chairman IAVM Convention Centers/Exhibition Halls Committee 2005-2007 Director at Large, Convention Centers/Exhibit Halls IAVM Board of Directors 20072009 Chairman IAVM Research and Knowledge Advancement Council 2010-2011 Director Florida Facility Managers Association (FFMA) 2008-2011 Council Member Center for Exhibition Industry Research s Industry Council 20072009 Council Member Convention Industry Council 2009-2010 Education: M.S., Public Service, Western Kentucky University Industry Experience: More than 24 years
Tim Murphy
Tim Murphy Title: Regional Vice President Career History: General Manager, Wells Fargo Complex, Philadelphia, PA General Manager, Comcast-Spectacor Soccer, Philadelphia, PA Vice-President of Operations, Stadiums and Arenas, SMG Regional Vice President/General Manager, Pittsburgh Civic Arena, PA General Manager, Richmond Coliseum, VA Director of Marketing, Richmond Coliseum, VA Marketing Manager, SMI Marketing and Production Manager, Spectrum, Philadelphia, PA Professional Soccer Player, Portland Timbers NASL, Cleveland Force, MISL Education: M.S., Sports Administration, Ohio University Industry Experience: More than 30 years
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Bram Reynolds Title: General Manager, Facilities, Citizens Bank Park, Philadelphia, PA Responsible for: Day-to-day venue management and operations of 43,500 seat Major League ballpark. Career History: Operations Manager, Wells Fargo Center/ Spectrum, Philadelphia, PA Operations Supervisor, Boardwalk Hall Arena, Atlantic City, NJ Member, Stadium Managers Association (2005 - present) Recipient, Gallery of Success Award (2007), Temple University Sport and Recreation Administration Program school of Tourism and Hospitality Management/Sport and Recreation Administration Program Education: M.Ed. Sport and Recreation Administration Program, School of Tourism and Hospitality Management, Temple University, Philadelphia, PA B.S. Education, University of Maryland Eastern Shore, Princess Anne, MD Industry Experience: More than 7 years
Bram Reynolds
Phil Laws Title: General Manager, LIVESTRONG Sporting Park, Kansas City, KS Responsible for: Planning, managing, and implementing all aspects of operations including capital improvement projects. Supervising building trades, changeovers, and venue staff. Creating systems to improve practices of safety and efficiency. Career History: Director of Operations, Wells Fargo Center, Philadelphia, PA General Manager, Nations Park, Washington, DC General Manager, James L. Knight Center, Miami, FL Director of Operations, James L. Knight Center, Miami, FL Director of Operations, Global Stadium Services, Miami, FL Operations Manager, Grier Stadium, Miami, FL Education: B.A. International Affairs, (Economics Minor), University of Maryland, College Park, MD Industry Experience: More than 13 years
Phillip Laws
Mark A. Collins Title: Managing Director, Global Spectrum Asia Responsible for: Identifying and managing opportunities for Global Spectrum and Comcast-Spectacor that require a long-term commitment of resources. Mark Collinss current responsibilities take advantage of his extensive knowledge and background in all aspects of public assembly venue management. Career History: President, M&M Ventures, Inc., Roanoke, VA President/COO, Florida Sports Enterprises, Palm Beach, FL Regional Vice President and General Manager, Globe Facility Services, Tampa, FL Member, Metro Conference Basketball Tournament Organizing Committee Member, International Association of Venue Managers Member, Florida Facility Managers Education: B.S. Degree, Business and Resource Management, University of Maine Industry Experience: More than 29 years
Mark A. Collins
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Benjamin J. Weiss
Benjamin J. Weiss Title: General Manager, Memphis Redbirds Baseball Club and AutoZone Park, Memphis, TN Responsible for: Day-to-day operations of the baseball teams front office and 14,320seat stadium. Career History: General Manager, University of Massachusetts Mullins Center and Mullins Center Ice Rink, Amherst, MA Assistant General Manager, Sovereign Bank Arena, Trenton, NJ Senior Event Manager, Sovereign Bank Arena, Trenton, NJ Sports Manager, Wells Fargo Center, Philadelphia, PA Group Sales Account Executive, Wells Fargo Center, Philadelphia, PA Member, International Association of Venue Managers Named to Billboard Magazines 2007 Top 30 Under 30 list in the music industry Adjunct Professor, Isenberg School of Management, University of Massachusetts Board Member, Mercer County Sports and Entertainment Commission Education: B.S. Marketing, Indiana University of Pennsylvania, Indiana, PA Industry Experience: More than 10 years
Michael Ahearn
Michael Ahearn Title: Vice President of Operations Responsible for: Oversight of the Wells Fargo Center Operations Department; responsible for venue repairs and maintenance, cleaning, event operations telecommunications, and capital improvement project; supervision of Venue Operations Departments at Global Spectrum-managed venues; oversight of Global Spectrums Venue Consulting Division, which offers stand-alone venue planning, operations, and procurement services. Career History: Director of Event Operations, Wells Fargo Center, Philadelphia, PA Sports Complex Director, (Alltel Stadium, Veterans Memorial Coliseum, and Wolfson Baseball Park), Jacksonville, FL Event Manager, Jacksonville Sport & Entertainment Complex (Sports Complex, Prime Osborn Convention Center, & Performing Arts Center), Jacksonville, FL Event Manager, Sheffield Arena, Sheffield, England Ticket Manager, Philadelphia Spectrum, Philadelphia, PA Education: B.S., Widener University, Chester, PA Industry Experience: More than 20 years
Dan Rubino
Dan Rubino Title: Director of Projects Responsible for: Venue support including FF&E purchasing, operation standardization, and new construction consulting for Global Spectrum. Career History: Director of Operations, BI-LO Center, Greenville, SC Director of Operations, Arena at Harbor Yard, Bridgeport, CT Director of Facility Development, Centerplate Member IAVM Author Sports and Entertainment Arena Design, from an Operators Perspective Author - Handbook of Alternative Materials in Residential Construction member of CSI (Construction Specification Institute) Education: A.S., Hartford State Technical College; Certificate, Porter and Chester Institute, Stratford, CT Industry Experience: More than 20 years
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Robert Schwartz Title: Vice President of Marketing Responsible for: All advertising placement, as well as promotions, marketing, publicity, and group sales for Comcast-Spectacor and Global Spectrum. Career History: Vice President of Marketing, Wells Fargo Center, Philadelphia, PA Marketing Director, London Arena, United Kingdom Marketing Director, Los Angeles Coliseum and Sports Arena, Los Angeles, CA Marketing Director, Richmond Coliseum, Richmond, VA Education: B.A., Sports Management, University of Massachusetts Amherst, Amherst, MA Industry Experience: More than 22 years
Robert Schwartz
Ike Richman Title: Vice President of Public Relations Responsible for: All Public Relations for Global Spectrum and Comcast-Spectacor. Career History: Handled Public Relations for World Cup of Hockey, Stanley Cup Finals, NBA AllStar weekend, NBA Finals, NCAA Regionals and Championships, US Figure Skating Championships, and the Republican National Convention Worked in the opening of 14 venues Handled seven ribbon cuttings Producer and Engineer, WIP SportsRadio, Philadelphia, PA B.A., Communications, University of Maryland, College Park, MD Industry Experience: More than 20 years
Ike Richman
Kenneth Wajda, CPA Title: Vice President of Finance Responsible for: Oversight of all financial aspects of Global Spectrum and its affiliated companies as well as management and consulting operations at Global Spectrum venues. Career History: Director of Taxation, Comcast-Spectacor, Philadelphia, PA Senior Staff, Klatzkin and Company, LLP, Hamilton, NJ Member of the American Institute of Certified Public Accountants Member of the New Jersey Society of Certified Public Accountants Member of the International Association of Venue Managers Education: B.S., Accounting, The College of New Jersey, Ewing, NJ Industry Experience: More than 10 years
Kenneth Wajda
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Patricia Condon
Patricia Condon, CPA, CIA Title: Vice President of Internal Audit and Contract Compliance Responsible for: Global Spectrums account audit and contract compliance activities and performs financial analysis of new and prospective venues. Career History: Controller for Global Spectrum Controller for Swire Properties Management Accounting & Audit Manager for Florida CPE Seminars Certified Internal Auditor Certified Public Accountant Member of the Institute of Certified Internal Auditors Member of the American and Florida Institute of CPAs Member of the Association of Certified Fraud Examiners Education: B.S., Accounting, University of South Florida, Tampa, FL Industry Experience: More than 20 years Lewis Bostic Title: Vice President of Risk Management Responsible for: Risk Management functions for Comcast-Spectacor and Global Spectrum, including insuring special events. Career History: Vice President of Risk Management, SMG Developed insurance programs for the sports and entertainment industry Education: graduate and undergraduate degrees in related fields of study Industry Experience: More than 25 years in the risk management field
Lewis Bostic
Brian Rothenberg Title: Vice President and Senior Assistant General Counsel, Comcast-Spectacor Responsible for: Providing legal support and oversight for Comcast-Spectacor and its affiliated entities, including Global Spectrum, Ovations Food Services, and Front Row Marketing. Career History: Associate at Stradley, Ronon, Stevens & Young, LLP, a full service law firm based in Philadelphia Education: B.S., Rutgers College, Rutgers University, New Brunswick, NJ; J.D., Emory University School of Law, Atlanta, GA Industry Experience: More than 8 years
Brian Rothenberg
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Michael Hasson Title: Vice President of Security and Services Responsible for: Physical and event security at the Wells Fargo Center, along with parking operations (18,000 car capacity) in the immediate area; reviews security, life safety, and parking at all Global Spectrum-managed venues. Career History: Retired Member of the Philadelphia Police Department Facilitator / Instructor IAVM Academy For Venue Safety and Security (AVSS) Education: B.A., LaSalle University, Philadelphia, PA Industry Experience: More than 14 years
Michael Hasson
Lane Miller, PHR Title: Vice President of Human Resources Responsible for: All functions of Human Resources including orientation, benefits, and training for Global Spectrum and Comcast-Spectacor; also responsible for all functions of Human Resources for Global Spectrum, including strategic development, employment, compensation and benefits, employee relations, regulatory compliance, and training and development. Career History: Director of Human Resources, Global Spectrum Regional Vice President for Borders Books and Music Accredited Professional in Human Resources Active member of the Society for Human Resources Management and The Sports & Entertainment Human Resources Forum (SEHRF) Industry Experience: More than 15 years
Lane Miller
Bill Savage Title: Director of Information Technology Responsible for: The operation of all Information Technology components at Wells Fargo Center and Global Spectrum including networking, security, web development, technical support, project management, and consulting. Career History: Education: B.A. Degree in Economics, Texas Southern University, Houston, TX; M.S. Information Systems, Penn State University, PA Industry Experience: More than 20 years
Bill Savage
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Similar Venues
List previous projects similar to the one in the RFP, which have been satisfactorily completed.
Synergistic Opportunities Global Spectum is able to offer the City of Jacksonville the unique advantage of access to a regional network of facilities. These arenas and convention centers are geographically located as not to pose a competitive threat to the Citys venues, yet close enough to trade shows. This regional network will also be able to assist the staff of the Jacksonville venues whenever necessary with marketing, promotional opportunities and training. A venues reputation in event management and marketing goes a long way in determining future booking opportunities at the venue. Global Spectrum has developed a reputation as a leader in maximizing the customer experience for event promoters. This is especially true in the Southeast region of the United States. Global Spectrum manages arenas in the Florida cities of Coral Gables, Miami, Tampa, and Orlando. Additionally, we mange theaters in Miami Beach and Orlando and convention centers in Miami, Miami Beach and West Palm Beach. This presents a natural routing pattern for promoters to bring touring shows throughout the state. By adding Jacksonville to
Regional Support. Global Spectrum has several venues in the Southeast that will be able to provide booking and additional support to the Citys venues.
our routing map, promoters will be able to add another show to their tour without having to go geographically out of their way.
Anytime one of these buildings is discussing a potential show with a promoter or agent, they are also selling the other buildings in the network. This creates added leverage for our facilities. Promoters and artists have positive experiences at our facilities and are eager to work with additional Global Spectrum facilities because of the superior customer and event management services they receive. Additionally, unlike any other venue management firm, Global Spectrums on-site marketing teams generate substantial supplemental marketing and public relations results on behalf of the promoter. By booking the same show in several of our regional facilities, Global Spectrums marketing teams are able to share successful marketing plans and adapt them to the unique characteristics of each market to create successful events. . Provided below and on the following page is a list of all Global Spectrum-managed venues throughout the State of Florida: BankUnited Center, Coral Gables 8,000-Seat Arena 205 miles from Jacksonville, FL Original contract in 2002 Contract extended in 2008 Synergies exist in block routing events with Jacksonville Synergies exist in staffing support USF SunDome, Tampa 10,000-Seat Arena 77 miles from Jacksonville, FL Original contract in 2012 for renovated USF SunDome Synergies exist in block routing events with Jacksonville Synergies exist in staffing support
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UCF Arena and The Venue, Orlando 10,000-Seat Arena 1,800-Seat Theater 77 miles from Jacksonville, FL Original contract in 2004 for original UCF Arena New contract in 2007 for new UCF Arena Synergies exist in block routing events with Jacksonville Synergies exist in staffing support James L. Knight International Center and Miami Convention Center, Miami 5,000 Seats 28,000 square feet exhibit space 200 miles from Jacksonville, FL Original contract in 1997 Contract extended in 2007 Synergies exist in block routing events with Jacksonville Synergies exist in staffing support Miami Beach Convention Center and the Colony Theatre, Miami Beach 502,000 square feet exhibit space 430-Seat Theater 207 miles from Jacksonville, FL Original contract in 2008 Contract extended in 2011 Synergies exist in block routing events with Jacksonville Synergies exist in staffing support Palm Beach County Convention Center, West Palm Beach 350,000 square feet exhibit space 170 miles from Jacksonville, FL Original contract in 2005 Synergies exist in block routing events with Jacksonville Synergies exist in staffing support
Experience Managing Similar Facilities As previously stated, our Venue Matrix (Appendix A) contains a description of all Global Spectrum-managed facilities, an outline of the scope of services we provide at each venue, contact information for our clients, and descriptions of the successes each venue has achieved with us. We consider our performance to be exceptional at these venues and encourage you to contact our client references for a testament of the excellent service we provide. We would like to highlight four venues we believe are most comparable to the Jacksonville venues and provide a brief description of those facilities successes: University of Phoenix Stadium, Glendale, AZ A marvel of design, engineering, and technology, the University of Phoenix Stadium has set the standard for multi-purpose sports and entertainment facilities, featuring the only retractable roof and field in North America. The Stadium is home to the Arizona Cardinals NFL Football Club, major College Football events (Annual Tostitos Fiesta Bowl, BCS National Championship Games), as well as other major events including the 2008 and 2015 Super Bowls, 2008 NCAA Regional Basketball Tournament, International Soccer, Concerts, Major Motorsports, Trade/Consumer shows, as well as a host of meetings and banquets functions. Global Spectrum has successfully managed the University of Phoenix Stadium since August 2006, providing pre-opening marketing, operational, capital, and financial services to the Arizona Sports and Tourism Authority since 2004. Under our management the Stadium has consistently hosted over 129 events annually, while achieving financial results averaging approximately $1.4 million better than budget annually.
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Wells Fargo Center, Philadelphia, PA The Wells Fargo Center in Philadelphia is one of the busiest arenas in the world. The Flyers (NHL), 76ers (NBA), Villanova University Mens Basketball (NCAA), Wings (NLL) and Soul (AFL) call the Wells Fargo Center home and that is just the beginning. In addition to these tenants, Global Spectrum books premier concerts, family shows, ride and drives, private events and everything in-between. In fact, over 2.5 million people walked through the Wells Fargo Center turnstiles to attend one of the 242 events in FY 2011. These extraordinary statistics put Global Spectrum and the Wells Fargo Center right at the top of the list in comparison to other arenas around the world. The Global Spectrum flagship saw the likes of Paul McCartney, Lady Gaga, Roger Waters and Bon Jovi take the stage for multiple sold out shows on consecutive nights, and other concert highlights in FY 2011 include: The Dave Matthews Band, Elton John, Lil Wayne, Justin Bieber and Glee Live. The Wells Fargo Center also has a strong history of annual family shows that consistently have success in the market. The family show category is anchored by Disney on Ice, Ringling Bros. and Barnum & Bailey Circus and the Harlem Globetrotters, and other family events, such as Walking with Dinosaurs, continue to provide record-breaking attendances and gross ticket sales even the second time around. The Wells Fargo Center also boasts an unparalleled portfolio of prominent events that constantly keep the arena in the international spotlight. Past highlights include: UFC 101 and 133, United States Gymnastics Olympic Trials, and most recently the 2011 NCAA Division 1 Wrestling Championships, which set a new attendance record for the event after hosting 104,260 fans over a 3-day period. Global Spectrum has already secured future coveted events and will host the 2013 Mens Basketball 1st and 2nd Rounds, as well as the NCAA Frozen Four in 2014. The Wells Fargo Center also hosts a variety of other events, including WWE, Wing Bowl, Cirque du Soleil and Religious Events. Sandler Center for the Performing Arts, Virginia Beach, VA The Sandler Center for the Performing Arts was dedicated in November of 2007 and has become recognized as one of the regions most impressive architectural structures and one of the best-managed performing arts venues in the country. Located in the heart of Town Center of Virginia Beach, the Sandler Center has become a beacon of Virginia Beachs growth as it hosts eight local arts organizations including the Virginia Symphony Orchestra and the Virginia Arts Festival. The Sandler Center also features an annual Great Performance Series that attracts over 18,000 attendees throughout the year. Global Spectrum has managed the Sandler Center for the Performing Arts since its inception in 2007, providing pre-opening marketing, operational capital, and financial services to the City of Virginia Beach. Under Global Spectrum Management, the Sandler Center hosted over 1,750 events and welcomed more than 380,000 people since the building opened. Overland Park Convention Center, Overland Park, KS The Overland Park Convention Center opened in November of 2002 on a 26-acre site in the heart of Overland Park, the largest suburban city in the Kansas City metropolitan area and the second largest city in Kansas. Adorned with over 60 original works of art and equipped with state-of-the-art communications systems, the 254,000 square foot complex features a 60,000 sq. ft. exhibit hall that connects to the 25,000 sq. ft. Edwin C. Eilert Ballroom and 15,000 sq. ft. of meeting room space. Natural light radiates throughout the unusually spacious (44,000 sq. ft.) pre-function and registration areas. With the inclusion of the attached Sheraton Hotel Overland Park, the Complex is one of the finest mid-sized venues in North America. Home to over 400 guest rooms and 125,000 sq. ft. of event space under one roof, the Complex can handle a wide range of state, regional, and national conventions, trade shows, and meetings. The Complex is easily reached from Interstate 435, with abundant free parking and restaurants, shopping, theatre, sports, and entertainment just minutes away. Since opening in 2002, the Overland Park Convention Center has hosted an average of 371 events while maintaining the reputation of consistently operating at a profit.
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Examples of other projects similar to those in the RFP include: Citizens Bank Park, Philadelphia, PA Palm Beach County Convention Center, West Palm Beach, FL Iowa Events Center, Des Moines, IA Richard M. Borchard Regional Fairgrounds, Corpus Christi, TX Full venue profiles of these comparable projects can be found in Appendix A.
General Manager Candidate

Identify the proposed General Manager for each Facility, i.e., the individual who would be the Citys primary point of contact with the Manager. List this individuals credentials and prior experience promoting and managing similar facilities, and provide a detailed resume for this individual.
One of the primary advantages of private management is the access such a company can provide to top industry professionals. Many people in our industry prefer to work for a private management company with multiple facilities because there are more opportunities for rapid advancement and career development than at a single public facility. General Manager Candidate Michael Scanlon, an 18-year veteran of the public assembly facility management industry, is a Regional Vice President for Global Spectrum, and the General Manager of the 18,000-seat PPL Park in Chester, PA, home of the Philadelphia Union of Major League Soccer. Before joining PPL Park, Scanlon served Global Spectrum as General Manager at Chaifetz Arena on the campus of Saint Louis University in St. Louis, MO. Prior to relocating to St. Louis, Scanlon oversaw the Rose Quarter, home of the Portland Trailblazers of the National Basketball Association, when Global Spectrum managed the facility from 2005 through 2009. Under Scanlons leadership, the Rose Quarter became a must-play venue in North America making the facility a consistent Top 10 performer among other arenas of its size in North America. At the Rose Quarter, Scanlon was responsible for booking more than 300 events each year, with attendance of more than 1.6 million. He led the effort to attract NCAA first and second round games to the facilities for 2009. In 2007, he was named the sixth most influential person in Oregon by the Oregonian newspaper. Prior to his four-year tenure in Portland, he was General Manager of the Global Spectrum-managed Sovereign Bank Arena in Trenton, NJ, where he provided the leadership and direction for the facility. Scanlon joined Global Spectrum in l995 as an Event Manager at the Whittemore Center Arena in Durham, NH. He later assisted in the opening and became the first Director of Operations at the World Arena and Ice Hall in Colorado Springs, CO, in l996, and then Assistant General Manager at the Sovereign Bank Arena in l998, overseeing the opening of the facility. Scanlon received a B.S. degree in Physical Education from Salem State College in Salem, MA in l991 and a Masters in Sports Management from Northeastern University in Boston, MA, in l993. He is a graduate of the International Association of Assembly Managers (IAAM) Public Assembly Facility School, and has been an active member of IAAM since 1997. He was named Global Spectrums General Manager of the Year in 2002. He and his wife, Emilia, and their daughter, Alisson, and son, Michael, are relocating to West Chester, PA.
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Proposed Staffing Chart

Provide number of other staff to be assigned to each Facility, including names and resumes of key individuals to be assigned to these services. satisfactorily completed or are currently ongoing by the Manager.
Global Spectrum recommends the following key individuals to be assigned to the scopeof-services described in the RFP. Their credentials and qualifications can be found in Appendix B, Resumes, of this Response. Position Regional Vice President / Chief Operating Officer General Manager Assistant General Manager Jacksonville Veterans Memorial Arena Manager Director of Finance Director of Marketing Director of Operations Director, Prime Osborn Convention Center Director, EverBank Field Director, Times-Union Center for the Performing Arts Director, Ritz Theatre and Museum Director, Equestrian Center Head Groundskeeper Name John Page Michael Scanlon Monty Jones Stacey Church Abey Foster James Cordeiro David Hicks Tim Landis Dave Semon Jason Green Chad Cochenour
The staffing chart below reflects the total number of employees, both part-time and fulltime, that Global Spectrum proposes for the City of Jacksonvilles Facilities. An organizational chart for the Jacksonville Facilities can be found on page 35 of this Response. Position General Manager Administrative Assistant Director Of Finance Parking Manager Box Office Manager Assistant Box Office Manager Senior Box Office Supervisor Box Office Supervisor Box Office Staff Part-Time Controller Accounts Payable/Receivable Clerks Manager Human Resources Human Resources Assistant Payroll Clerk # of Staff 1 1 1 1 1 1 1 2 1 3 1 1 1
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Position Director - Marketing Receptionist Group Sales Manager Manager - Marketing Director - Commercial Rights Manager - Commercial Rights Assistant General Manager / Director - Arena Administrative Assistant Housekeeping Supervisor Housekeeping Lead Housekeeping/Operations Full-Time Operations/Stage Manager Assistant Operations Manager Housekeeping/Operations Part-Time Maintenance Technician Event Manager Director - Stadium Administrative Assistant/Event Coordinator Receptionist Maintenance Supervisor Maintenance Technician Maintenance Coordinator Housekeeping Manager Administrative Assistant Housekeeping/Operations Supervisor Housekeeping/Operations Full-Time Housekeeping/Operations Part-Time Groundskeeper - Manager Groundskeeper - Assistant Groundskeeper - Lead Grounds Maintenance Part-Time Facility Service Manager Baseball Park Operations/Maintenance Coordinator Operations/Maintenance Coordinator Maintenance Technician Director - Equestrian Center Event Manager Operations Manager Operations Lead Housekeeping/Operations Full-Time Housekeeping/Operations Part-Time Maintenance Technician Groundsmen
# of Staff 1 1 2 2 1 1 1 1 1 1 6 1 1 1 1 1 1 1 1 2 1 1 1 2 2 1 1 1 1 1 1 1 1 1 1 1 2 1 2
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Position Assistant General Manager / Director - Convention Center Receptionist Event Service Assistant Operations Manager Operations Supervisor Maintenance Technician Housekeeping/Operations Full-Time Housekeeping/Operations Part-Time Event Manager Sales Manager Director - Times-Union Center for the Perf. Arts / Ritz Theatre Administrative Assistant Operations Manager Housekeeping/Operations Full-Time Housekeeping/Operations Part-Time Production Manager Event Services Manager Director Of Operations Administrative Assistant Chief Engineer Lead Engineer Lead Plumber Maintenance Technician Electrical Manager Electricians IT Manager Assistant IT Manager IT Technician Total Full-Time Positions
# of Staff 1 1 1 1 1 1 5 3 2 1 1 1 2 1 1 1 1 1 2 1 5 1 6 1 1 3 113
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Proposed Organizational Chart In a
General Manager Mike Scanlon
Administrative Assistant Asst. General Manager Convention Center Director David Hicks Director TUCPA/Ritz Theater David Semon
Asst. General Manager Arena Director Monty Jones
Director of Finance Stacey Church
Director of Commercial Rights
Director of Marketing Abey Foster
Director of Operations James Cordeiro
Director of Equestraian Center Jason Green
Stadium Director Tim Landis
Administrative Assistnat
Controller
Commercial Rights Manager
Receptionist
Administrative Assistant Receptionist
Event Manager
Administrative Assisant/ Event Coordinator
Administrative Assistant
Housekeeping Supervisor
Accounts Payable/ Receivable Clerk (3)
Marketing Manager (2)
Chief Engineer Event Service Assisant Lead Engineer (2) Operations Manager Lead Plumber Operations Lead Operations Manager
Receptionist Operations Manager Maintenance Supervisor Housekeeping / Operations FT (2)
Group Sales Manager (2)
Housekeeping Lead
Box Office Manager
Maintenance Technician (2) Housekeeping/ Operations FT (2)
Housekeeping / Operations FT (5)
Assistant Box Office Manager Maintenance Technician (5)
Operations Supervisor
Maintenance Coordinator
Product Manager
Operations/ Stage Manager
Senior Box Office Supervisor Electrical Manager Bcx Office Supervisor (2)
Maintenance Technician
Housekeeping Manager Event Services Manager
Assistant Operations Manager
Housekeeping/ Operations FT (6)
Groundsmen (2)
Administrative Assistant
Electricians (6) HR Manager
Event Manager (3)
Housekeeping/ Operations Supervisor (2)
Sales Manager (2) Event Manager HR Assistant IT Manager
Housekeeping/ Operations FT (2)
Groundskeeper Manager
Payroll Clerk (1)
Assistant IT Manager
Groundskeeper Assistant
Parking Manager
IT Technician (3)
Groundskeeper Lead
Baseball Park Operations / Maintenance Coordinator
Facility Service Manager
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Availability of Personnel
Discuss the availability of adequate personnel to perform these services, and describe the Managers equipment and facilities.
Global Spectrum provides a high level of corporate attention and support to all of our managed venues. This same level of support will be made available to the City of Jacksonville. We have the deepest level of senior, professional corporate support staff all expert operators of any firm in the business. Provided in Section 6.1 Competence, are the bios of key members of Global Spectrums corporate support team that will be involved in the negotiation, oversight, and administration of services for the City of Jacksonville. Global Spectrum offers its clients unprecedented levels of corporate staff support which is included as part of our management fee. Global Spectrums Vice President of Operations, Mike Ahearn, will be our transition coordinator working with the City of Jacksonville, the Jacksonville Jaguars, other prime tenants, and various shows to coordinate the transition to immediately begin focusing on new business opportunities. John Page, Chief Operating Officer for Global Spectrum, will be our Regional Vice President overseeing transition of employees, sales, operations, and will work one-on-one with the City to ensure a seamless transition as outlined in Section 6.8., Ability To Design An Approach And Work Plan To Meet The Project Requirements. Shura Lundgren, Regional Vice President and General Manger of the Saint Charles Convention Center, will visit Jacksonville to develop a booking policy and sales plan in coordination with the Jacksonville CVB and various stakeholders for the Prime Osborn Convention Center. Additional support will include the services of the following:
Thomas Mobley, Senior Vice President of Convention Centers Doug Higgons, Regional Vice President Barry Strafacci, Vice President, Special Projects Convention & Exhibition Centers Bob Schwartz, Vice President, Marketing Clive Matthews, Director of Facility Maintenance Ken Wajda, Vice President of Finance Lane Miller, Vice president of Human Resources Others as described in Corporate Resumes in Section 6.1 Competence
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Transition of Employees
Discuss the procedures to replace personnel, including key personnel (whether by attrition, retirement, or otherwise), and set forth the criteria for finding a suitable replacement (e.g., minimum qualifications and experience); it being understood that once established, such criteria will be the standard by which the City will hold Manager accountable for proper staffing for each Facility and the General Manager of all Facilities.
Human Resources and Employment Policies

Employees: The Core of Our Organization Words and promises dont deliver top-notch service people do. Thats why Global Spectrums human resources team has an unwavering focus on hiring, nurturing, and retaining the industrys best employees for the venues we manage around the world. And its why we work so hard to create a diverse environment thats free from discrimination and harassment an environment that fully reflects the rich individuality of the local communities we serve. What do our efforts in regard to employee education, advancement and diversity mean for your venues? They mean better employees, better service, and better results.
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Benefits for FullTime Employees Benefits for Global Spectrums full-time, salaried employees include the following: Disability Benefits. Employer-paid short-term benefits; fully insured, employer-paid long-term benefits. Retirement. ComcastSpectacor 401(k) plan, which includes a 100% employer match on 1%4% of deferred compensation, and 50% on 5%-6% of deferred compensation. Employee Stock Purchase Plan. Full-time employees eligible for Comcast shares after 90 days of service. Paid Time Off. Two floating days, two personal days, and 12 sick days annually; 15 vacation days in fifth-anniversary year.
HR, Benefits, and Personnel Policies

Human Resources Global Spectrums human resources team, located at our corporate office in Philadelphia, is responsible for the development and administration of human resources policies and programs throughout our organization. This includes employee benefits, compensation, employee relations, training and development, and labor relations. We designate and train a staff member at each venue we manage to serve as that locations HR point person, coordinating personnel record-keeping, and administering employee benefits, policies, and programs. In venues with large employee populations, we have an onsite HR manager to address day-to-day issues. Benefits We offer a comprehensive employee benefits program that includes health, prescription, dental, and vision plans; life insurance and long-term disability; and a generous 401k plan. In addition, tuition reimbursement and an employee assistance program are available. Personnel Policies Global Spectrum has developed detailed and fair personnel policies, all of which are provided to team members via the Global Spectrum Personnel Policy Manual. Safety/Employment Practices Global Spectrum is committed to operating our venues as drug-free workplaces. To ensure a safe and secure environment for employees, patrons, and guests, all employees are subject to a criminal records check. Further, we comply with all local, state, and federal regulations, including, but not limited to, the following:
Age Discrimination in Employment Act American with Disabilities Act Civil Rights Act of 1991 Employee Retirement Income Security Act Fair Credit Reporting Act Fair Labor Standard Act Family and Medical Leave Act Health Insurance Portability & Accountability Act Immigration Reform and Control Act Older Worker Benefit Protection Act Pregnancy Discrimination Act Title XII of the Civil Rights Act of 1964
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Hiring and Employee Engagement

One of the benefits of hiring a private management company such as Global Spectrum is the network of employees we already have, and the access to industry professionals we can provide. Many people in our industry prefer to work for a private management company with multiple venues because there are more opportunities for career development and advancement than at a single, self-operated public venue. Another reason we are so successful in staffing our venues is that we offer our employees rewards, bonuses, and incentive programs based on the results they achieve for our clients. Through these and other proactive efforts, such as community job fairs, Global Spectrum will recruit, organize, and train a superior, customer-service-oriented staff for your venue. Local Employees Although some key managers may be transferred from corporate staff, the vast majority of full and part-time positions are filled from the local community. Performance Management Global Spectrum has a performance management program that provides leadership and management training. The program focuses on:
A Reflection of the Communities We Serve Although our business is international in scope, our strength derives from our connection to the communities we serve. Thats why were proud that our employees are fully woven into the fabric of the communities where we do business. Our employees live, work and raise their families everywhere that we manage venues and their active participation in those communities is an integral part of our success.
Setting expectations Goal setting and alignment Self-appraisal/evaluation Coaching/skill development
Performance management is an ongoing communication process to help all of our employees improve their performance and meet mutually agreed-upon goals. The program helps identify strengths and development areas, and it helps align individual, departmental, and organizational goals. Additional information on Global Spectrums hiring and transition experience can be found in Section 6.8. Ability to Design an Approach and Work Plan to Meet the Project Requirements.
You hire good people, let them do their jobs and thats how you really grow. Peter Luukko Chairman Global Spectrum
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Leadership Development How You Growin? (HYG) is a sustainable leadership development process for our employees a program matched by no other company in the industry, and a counterpart to our successful How You Doin? customer service initiative. The four-stage HYG program prepares high-performing employees to be our future leaders by focusing on their career development from the time they join the organization.
How You Growin? Global Spectrums fourstage sustainable leadership program is designed to help train future leaders within the organization.
1. Internships. Our company-wide internship program provides a meaningful learning experience and lays a firm foundation for successful growth. 2. Orientation. HYG Orientation which emphasizes our culture and vision integrates new employees by providing the tools and resources needed to become a contributing team player. 3. Mentoring. This program pairs less-experienced Global Spectrum team members with seasoned managers. 4. Leadership. The Leadership Institute develops and educates our top performers through individualized programs and hands-on experience that crosses all venue types.
How You Growin? Global Spectrums Chairman, Peter Luukko, welcomes the most recent class of Global Spectrum future leaders to the Leadership Institute.
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A Learning Environment A sizeable percentage of our managers and supervisors have their current positions as a result of training received and career advancement made within our family of venues. One example of our efforts in ongoing education: We encourage active participation in the International Association of Venue Managers (IAVM) and all of the state-of-the art training courses, videos, conferences, tapes, and lectures offered regionally and nationally. We especially encourage our managers to attend the two-year IAVM Venue Management School (VMS) at Oglebay in West Virginia. We also send key personnel to other Global Spectrum venues for direct, on-the-job training with their counterparts. Whats more, our general managers and department heads meet periodically to discuss common problems and opportunities. This way, everyone can benefit from the best practices available throughout our network of venues.
Our Commitment to Education Our senior vice president, Frank E. Russo Jr., is the chair of the IAVM Academic Advancement Committee. He also is the coauthor of the industrys first-ever comprehensive textbook on Public Assembly Facility Management: Principles and Practices (now in its second edition), and he serves on and is a former chair of IAVMs Board of Education, which addresses all phases of the associations education continuum.
Diversity
Global Spectrum is firmly committed to diversity in our employment practices, our vendor relationships, the customers we serve and our community investment. Its a core part of the way we conduct our business, community by community. Diversity Initiative We recognize that the level of representation of minorities and women within the executive ranks of our industry is lower than our goal. Thats why weve taken a leadership role by organizing and sponsoring the IAVM Diversity Initiative. This three-year sponsorship addressed the needs of under-represented groups while embracing and celebrating diversity and inclusion. Diversity Commitment Global Spectrums diversity commitment is organized into four focus areas: supplier diversity, employment and development, community investment, and venue usage. Supplier Diversity. We are committed to equal opportunity and non-discrimination in all aspects of contracting employment. To this end, we have developed a comprehensive program to ensure there is no disparity in employment of workers and in the contracting process for products and services. Our Economic Inclusion and Diversity Plan strengthens our efforts to ensure equal employment opportunity in all contracting activities, and fair participation by minority and women-owned businesses.
[See our Economic Inclusion and Diversity Plan (Section 6.7. Past And Present Demonstrated Commitment To Small And Minority Businesses And Contributions Toward A Diverse Market Place) for more information.]
IAVM is very fortunate to have the commitment of Global Spectrum supporting [the IAVM Diversity Initiative, which] provides a forum for improving the knowledge of how a diverse workplace benefits an organization. Our accomplishments in diversity have been made possible due to Global Spectrums financial support. Dexter King, president/CEO, IAVM Your leadership [and] commitment coupled with the professionalism of the Comcast-Spectacor family of companies, is helping us to set a new standard for the industry.
Employment and Development. All employment-related decisions are made without regard to race, gender, age, marital status, sexual orientation, religion, national origin, citizenship status, disability, or any other protected status. This applies to recruitment, hiring, training, promotion and all other actions/conditions of employment, such as compensation, benefits, reduction-in-force layoffs, and disciplinary actions. We seek the best employees from a wide range of backgrounds. We participate in local diversity recruiting events and develop valuable partnerships with diverse professional and community-based organizations. Currently, we are cultivating diversity within our company while building capacity within our communities. Were building relationships with historically black colleges, Hispanic college organizations, and female colleges and universities to establish internship programs, referral of job applications, skills training, and apprenticeship programs. Community Investment. The success of the venues we manage derives from our
Peter Luukko, Global Spectrum chairman
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Economic Inclusion at the DECC At the Duke Energy Conventon Center in Cincinnati, Ohio, Global Spectrum committed to working with Small Business Enterprises (SBE) for at least 30% of its subcontracted work. Weve consistently surpassed that goal, reaching a 46% SBE inclusion rate in 2009 and a 43% rate in 2010 (through August). [Global Spectrums] commitment to minority and small business inclusion is truly unparalleled in Cincinnati, said Richard O. Coleman, CEO of NextLevel Transportation Services in Cincinnati. Many companies merely pay lip service to inclusion goals, but Global Spectrums management embraced it from day one.
connections to our local communities. We partner with a wide range of established national and local organizations, leveraging their expertise and relationships to meet the needs of our diverse communities. Community programs our venues are involved in include:
Comcast Cares Day Big Brothers and Big Sisters Toys for Tots August Childrens Week Derby Day Arthur Ashe Youth Tennis Education Center Community Assists Playground Rebound La Liga del Barrio
Venue Usage. We seek to provide diversity in the sports, entertainment, and events we host in our venues. Recent events include:
NAACP National Convention Church of Christ Womens Conference PowerHouse Society for Hispanic Engineers Chinese Chamber of Commerce National Urban League Special Olympics League of United Latin American Citizens National Convention Wheelchair Basketball
Our Commitment, Our Family As an industry leader, a local employer and a caring member of all the communities we serve, we have both the opportunity and the obligation to promote diversity across multiple platforms. As a family of companies that integrates so many talented people and operates in so many diverse places, we are in a unique position to encourage and promote diversity and inclusion. The energy and dedication of those who work with us and alongside us are what have made our company a success. Ed Snider, chairman, Comcast-Spectacor
Affirmative Action Global Spectrum is committed to complying with the terms and conditions of the Affirmative Action programs of the venues we manage. We take positive action to ensure fulfillment of the program in all areas, including hiring, placement, promotion, recruitment, employment ads, and training. These steps include the following:
Long-term employment commitments are made, with a specific focus on education and job training. We inform all prospective contractors and employees of the Affirmative Action plan. The statement Affirmative Action/Equal Opportunity Employer is included on all job postings, employment applications, employee handbooks, and other personnel publications. The policy is discussed in new employee orientation and in management training programs. All new supervisory employees are given a thorough orientation concerning the companys Equal Employment Opportunity policy and Affirmative Action plan within 30 days of assuming supervisory responsibilities. Project-specific programs are created to ensure that local minority contractors and residents are aware of the maximum economic benefits of employment opportunities.
EEO Policy Global Spectrums policy is to provide equal employment opportunities to all individuals without regard to race, color, religion, creed, gender, gender identity, age, national origin or ancestry, citizenship, disability, sexual orientation, marital status, veteran status, membership in the uniformed services, genetic information, or any other basis protected by federal, state or local laws.
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Also, to the extent required by law, equal employment opportunities are provided to all individuals regardless of any perception that the individual has a protected characteristic, or associates with a person who has or is perceived as having any protected characteristics. We are committed to compliance with all applicable laws providing equal employment opportunities. This commitment applies to all persons involved in our operations and prohibits unlawful discrimination by any Global Spectrum employee. We also prohibit retaliation against any employee, vendor, contractor or other third-party doing business with us who in good faith reports a violation of this policy or otherwise opposes discrimination or harassment, participates in an investigation of a potential violation of this policy, or otherwise engages in protected activity under the law.
Comcast-Spectacors EEO-1 report for 2010 (all venues). Global Spectrum and its parent company, Comcast-Spectacor, offer equal opportunity to all qualified employees and applicants for employment.
How You Doin?

Everyone promises good customer service. But what does it take to get beyond the platitudes and actually make customer service a company-wide value one thats held by every staff member, at every level, in every location? For Global Spectrum, it all starts with one question: How You Doin? How You Doin?, or HYD, is Global Spectrums customer service program, which we launched in 2004 at the Wells Fargo Center. Despite the programs name, HYD is about more than just asking a simple question. Its about going above and beyond to treat customers the way they wanted to be treated, build relationships that last, and give attendees the ultimate experience. Its about creating a culture that values the way we interact with our customers, coworkers, promoters, vendors, and everyone else we come into contact with during the course of business. And its about truly living up to promise of superior customer service.
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Every one of our customers is our Most Valuable Player in our business, and we will do whatever it takes to make our guests have the best possible experience each and every time they come to our venues or come in contact with our employees. Peter Luukko Chairman Global Spectrum
Program Specifics Whenever customers encounter a Global Spectrum employee, they are greeted with a How You Doin? and a big smile. Besides this universal greeting, the HYD program also includes employee incentives, training for full and part-time staff members, tools to measure company performance, and more. New employees are given an orientation to the program, How You Doin? buttons to wear on their uniforms, a How You Doin? T-shirt and cap, Top 10 Principles cards, brochures, and buttons with the slogan and their venues mission statement. HYD encourages all employees to engage in conversation with customers to not only assist them and make their experience more enjoyable, but also for us to gauge our performance as a company. Employees report back to management any significant comments so they can be acted upon.
Doin Well. Global Spectrums managed-venues each have customized versions of the How You Doin? program including comment cards and company parties to recognize superior service.
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Program Principles Global Spectrum provides continuous reinforcement of the programs principles in a variety of creative ways, including handouts, bulletin board messages, discussions at staff meetings, and employee recognition awards. While each venue we manage implements the program in way that best suits it, HYDs principles are the building blocks of the venues culture blueprints of the expectations for all employees, including subcontractors. HYDs 10 principles are explained in detail below.
The Goals of How You Doin

The programs three goals are: Maximize client retention Raise employee morale Increase profitability
How You Doin? Top 10 Principles

1. Customer First Based on the Comcast corporate initiative Think Customer First. Our employees are our best customers! We provide services to both internal and external customers, and the goal is to meet and surpass their needs and expectations. 2. Golden Rule Do unto others as you would have done unto you. Treat coworkers, vendors and customers with respect, fairness and courtesy. Great relationships yield great results. 3. Listen Be attentive and gain complete understanding of issues and situations that arise. Pay attention to the facts and details, so your plan of action can result in a solution. 4. Think YES Demonstrate a can-do approach and a positive mental attitude! Take an off-the-wall request and come up with an alternative that solves the issue. Work to make things happen instead of instinctively pointing out the reasons why they cant. 5. Be Professional Be a positive representative of Global Spectrum and your venue. Take pride in your appearance and your work. Your interactions with customers create our reputation. 6. Positive Attitude Be optimistic. Encounter issues and situations with solutions. Encounter people with respect. Encounter your work with fresh ideas. 7. 24-Hour Rule All messages must be returned within 24 hours. Create urgency in response to all inquiries. If you dont have an answer for a question, keep in touch and provide status updates for your internal and external customers. 8. Everybody Sells Create new and unique ideas to drive our business. All employees, whether Sales, Service, Finance or Operations, contribute to a customers decision to repeat business with Comcast-Spectacor. 9. Enthusiasm Attack new challenges with passion and embrace existing responsibility! Taking pride in your work enhances your personal growth. 10. Do It Now Put a plan into action. Create solutions. Complete a task. Tackle issues immediately! People dont plan to failthey fail to plan!
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Repeat Business
Describe and document the extent of repeat business the Manager has achieved.
Renewed Clients Since our inception, no Global Spectrum client has cancelled, terminated, or failed to renew their contract with us. In fact, we have renewed 36 accounts through competitive bid process. The table below list each of these renewed clients. Direct client contact information can be found for each venue in Appendix A, Venue Matrix. Facility Aiken Convocation Center University of South Carolina Aiken AutoZone Park BankUnited Center at the University of Miami Budweiser Events Center at the Ranch Century Center Cherokee Strip Conference Center Citizens Bank Park Colonial Life Arena & WilliamBrice Stadium - University of South Carolina Constant Convocation Center & Foreman Field - Old Dominion University Clovis Civic Center Comcast Arena at Everett Events Center, Edward D. Hansen Conference Center, Comcast Community Ice Rink Curry County Events Center Duke Energy Convention Center FARGODOME Glens Falls Civic Center Greater Richmond Convention Center Central Pavilion Arena, Exhibition Complex, Richard M. Borchard Fairgrounds Location Aiken, SC Memphis, TN Coral Gables, FL Loveland, CO South Bend, IN Enid, OK Philadelphia, PA Columbia, SC Norfolk, VA Clovis, NM Client University of South Carolina Memphis Redbirds Baseball Foundation, Inc. University of Miami The Ranch Century Center Board of Manager City of Enid Philadelphia Phillies University of South Carolina Old Dominion University City of Clovis Everett Public Facilities District County of Curry, NM City of Cincinnati Fargodome Authority City of Glens Falls, RMCVB Commissioners Court Administration Venue Type Arena Stadium Arena Arena Convention Center Convention Center Stadium Arena, Stadium Arena, Stadium Convention Center Arena, Convention Center, Ice Facility Arena Convention Center Stadium Arena Convention Center Arena, Convention Center, Fairgrounds
Everett, WA
Clovis, NM Cincinnati, OH Fargo, ND Glens Falls, NY Richmond, VA Robstown (Corpus Christi), TX
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Facility Hy-Vee-Hall, Community Choice Credit Union Convention Center at Veterans Memorial James L. Knight International Center, Miami Convention Center Liacouras Center - Temple University Liberty Bowl Memorial Stadium and Fairgrounds MassMutual Center Miami Beach Convention Center Mullins Center & Mullins Ice Rink - University of Massachusetts Amherst Northwest Georgia Trade & Convention Center Ortiz International Center Overland Park Convention Center Palm Beach County Convention Center Pueblo Convention Center Ryan Center & Bradford R. Boss Arena - University of Rhode Island Sandler Center for the Performing Arts Sun National Bank Center St. Charles Convention Center UCF Arena & The Venue at UCF - University of Central Florida University of Phoenix Stadium Wells Fargo Arena
Location Des Moines, IA
Client Polk County, Iowa
Venue Type Convention Center
Miami, FL Philadelphia, PA Memphis, TN Springfield, MA Miami, FL Amherst, MA Dalton, GA Corpus Christi, TX Overland Park, KS
City of Miami Temple University City of Memphis Massachusetts Convention Center Authority City of Miami Beach University of Massachusetts North West Georgia Trade and Convention Center Authority Port of Corpus Christi City of Overland Park John Nachbar Palm Beach CountyContract Administrator is Deputy County Administrator Urban Renewal Authority of Pueblo University of Rhode Island Department of Museums and Cultural Arts Mercer County St. Charles CVB Hope International of Winter Park Arizona Sports & Tourism Authority Polk County, Iowa
Arena, Convention Center Arena Stadium, Fairgrounds Convention Center Convention Center Arena, Ice Facility Convention Center Convention Center Convention Center
West Palm Beach, FL
Convention Center
Pueblo, CO Kingston, RI Virginia Beach, VA Trenton, NJ St. Charles, MO Orlando, FL Glendale, AZ Des Moines, IA
Convention Center Arena, Ice Facility Theater Arena Convention Center Arena, Theater Stadium Arena
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Former Clients Global Spectrum has not had a venue management contract terminated or not renewed within the past five years. A list of our former clients and the reason for our parting with the client is provided below. Building University of New Hampshire Whittemore Center (2007) American Royal Center Kansas City, MO (2007) San Jose State University Spartan Stadium San Jose, CA (2008) Rose Quarter Portland, OR (2008) Reason for Contract Loss University decided to discontinue use of arena for use of nonuniversity events once the new Verizon Wireless Center in Manchester, NH, opened for business. City incorporated the Kemper Arena into the Management structure of the new Sprint Arena, financed in part by AEG. University decided to discontinue use of stadium for use of nonuniversity events and turned control of stadium over to athletic department Global Spectrum was hired by the ownership/investment group to manage the venue during bankruptcy proceedings by Paul Allen. The dispute was eventually resolved and Paul Allen resumed control of arena management. Contract was intended to self liquidate after two years of Global Spectrum helping to set up the Nationals to manage the stadium on their own. The City decided to close the venue and develop as prime downtown real estate for a higher and more productive use.
Nationals Ball Park, Washington, DC (2008)
Harborview Center Clearwater, FL (April 2010)
Competency to Provide Management Services

Provide any other information which the Manager believes demonstrates its competency to provide the requested facilities management services.
Global Spectrum began operations in January of 2000. Since that time, we have won the right to manage an additional 105 venues for a total of 112 venues representing 63 different clients. We have renewed our contracts with every client when the term expired, which total 36 client contracts. Our record of competent management is evidenced by this fact plus the results we achieve for our clients, as described throughout this RFP Response.
Citys Right to Require Oral Presentations

The City may, in its discretion, require proposers to make an oral presentation as part of the evaluation process. If the City elects interviews, then the oral presentation will be scored as part of this Item 1 and will be allotted no more than five (5) points out of the maximum score for this category.
Global Spectrum acknowledges that the City of Jacksonville has the right to require proposers to make an oral presentation as part of the evaluation process.
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6.1.B COMPETENCE (ADDITIONS FROM ADDENDUM #13)
NFL Experience
a) NFL Stadium Experience
A list of other NFL stadiums that the Proposer serves or has served. Please provide detailed information e.g. facility name, reference contact information for the facility, length of time served, dates served, nature of services provided and estimated number of events served annually.
The Venue Profile for the University of Phoenix Stadium provided detailed information on the stadium, client contacts, Global Spectrums role as the manager/operator and a summary of event activity. The Profile also highlights examples of Global Spectrums many successes at the Stadium.
b.) Lost or Not Renewed NFL Stadiums

Identify all accounts for NFL stadiums lost or not renewed within the last five (5) years for any reason. Please provide detailed information e.g. facility name, contact information, and nature of services provided.
As noted on the previous page of this Response, Global Spectrum has never lost or not renewed a client in the past five (5) years.
c.) NFL Best Practices Security Review

A copy of the NFL Best Practices Security Review for the years for each NFL stadium served by the Proposer.
The NFL provides all teams and venues with the Best Practices for Stadium Security document on an annual basis. The requirements within this document are critical to maintaining a safe environment prior to and during a home football weekend. In addition, the NFL has conducted both announced and unannounced security review of these standards annually since the University of Phoenix Stadiums opening in 2006. The findings contained within the Security Review are very sensitive and are not intended for staff outside of the National Football League. The Arizona Cardinals are pleased to share that University of Phoenix Stadium has performed very well during the six years of these annual audits. While no grade is assigned within the Security Review document, there has been no mention of critical lapses in security standards or calls for immediate improvements of procedures. The Arizona Cardinals have also been very happy with the attention to detail and consistent enforcement of the NFLs Best Practices throughout the years.
d.) NFL Fan Conduct Initiative Report

A copy of the NFL Fan Conduct Initiative Report for the years for each NFL stadium served by the Proposer.
For the past three seasons, the NFL has been collecting data on the impact of negative fan behavior on the game-day experience. By the end of each season, each NFL team was required to submit game-day statistics (including arrests, ejections, and text messages received), take part in a compliance audit of the Best Practices for Fan Conduct and allow Fan Intercept surveys to be conducted on-site to gauge guests perception of the steps taken to provide a safe environment on game days. University of Phoenix Stadium was awarded a Level 1 rating for all three years in which NFL Fan Conduct Initiative Summary Reports were completed. Level 1 is the highest possible rating and indicates excellent levels of compliance with the Fan Conduct Best Practices. Achieving these high marks was due to part to hard work and extensive planning on behalf of all Stadium partners. As the facility manager for University of Phoenix Stadium, Global Spectrum staff played a significant role in attaining this highest possible grade in addition to overseeing the efforts of all game day staff that welcome and assist guests on Cardinals game days.
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e.) NFL Ticketholder Benchmark Study

A copy of the NFL Ticketholder Benchmark Study for the years for each NFL stadium served by the Proposer.
In 2007, a comprehensive study of NFL season ticket holders, club seat holders, and single game buyers was conducted at the University of Phoenix Stadium to understand behavior and satisfaction with their game-day experience. In 2009, the second phase of data collection was completed, continuing to ensure the fan experience at NFL stadiums keeps pace with the changing world. The main objective of this report was to better understand fan satisfaction and renewal drivers as well as satisfaction with the NFL game-day experience. Between 2007 and 2009, overall satisfaction increased amongst season ticket holders and club seat holders. The overall satisfaction of single-game buyers was mostly unchanged between the two-year periods. The mean satisfaction level among all ticket holders across six game-day elements measured increased from 2007 to 2009. Gameday environment, which included stadium cleanliness, courtesy of ushers and professionalism of security staff, was the second most important element rated by guests.
f.) 2011 Fan Engagement Audit Report

A copy of the 2011 Fan Engagement Audit Report for the years for each NFL stadium served by the Proposer.
The goal of this new audit is to continuously improve the in-stadium fan experience and make NFL venues best in class. After conducting an on-site review of game day operations, the audit focuses on five key areas: Parking and Public Transportation Fan Entertainment: Outside Stadium and Pre-Game Fan Entertainment: Inside Stadium In-Game Enhancements and Technology Concessions This audit is geared more to the elements controlled by the team rather than the overall operation of the stadium. The efforts of Global Spectrum to create the game-day experience cannot be minimized, but our impact is not as directly reflected in this audit as compared to the three prior documents. If you need more insight on the Audit Report, we encourage you to contact the Cardinals.
g.) Secret Shopper Reports

Copies of any Secret Shopper Reports for the years for each NFL Stadium served by the Proposer.
The Arizona Cardinals have a contract with SportsCastor Marketing to conduct a game experience analysis for all home games at University of Phoenix Stadium. Through the eyes of a ticket holder, various interactions with staff and other guests are reported back in detailed fashion to understand areas where improvement is possible. The SportsCastor Score Card is a privileged document that is circulated to Cardinals staff only. The Cardinals organization has been very happy with the stated findings tied directly to areas of oversight by Global Spectrum and other vendors that shape the game day experience. Patron Surveys (University of Phoenix Stadium) In addition to surveying our clients for valuable feedback, Global Spectrum utilizes a professional patron survey company to capture customer comments during public events. The University of Phoenix Stadium uses ten (10) PDAs for data collection purposes and the program entails guest services personnel surveying customers, face-to-face, about their experiences while at the Stadium. The questions touch on a variety of guest-related items including safety, building cleanliness, food & beverage, and staff attentiveness. Listed on the following page is a sample of the questions asked of our guests and their combined average responses:
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On a scale of 1 to 5 (5 being excellent) how would you rate the overall experience at this event?
On a scale of 1 to 5 (5 being excellent) how would you rate the greeter's friendliness?
Average = 4.3 On a scale of 1 to 5 (5 being excellent) how clean were the restrooms?
Average = 4.4 On a scale of 1-5 (5 being excellent) how was your overall concessions experience?
Average = 4.4 On a scale of 1-5 (5 being excellent) how would you rate the quality of the food you purchased?
Average = 3.9 Were you satisfied with the concession's variety at the stadium?
Average = 3.8
Yes = 83.8% No = 16.2%
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h.) Unique Training and Other Programs

Please provide a description of any unique training or other programs you have implemented at other NFL stadiums to enhance the Guest Service Experience for the attendees of an NFL game
Global Spectrum seeks to implement its national customer service program, How You Doin? (HYD), at each of its managed venues. We believe that in order for the How You Doin? program to be successful, it must reward employees for providing great customer service to our guests. To do so, each department, on a monthly basis, nominates an employee to be recognized as an HYD Employee of the Month. Departmental Employees of the Month are determined by guest comment cards and supervisor input. Upon tabulation of total department results, an overall HYD Employee of the Month is awarded for the venue. Monthly winners receive awards such as tickets to events, gift certificates, and autographed items for providing great customer service. From these monthly winners an Employee of the Year is selected. The winner receives a grand prize and recognition on an Employee of the Year plaque at the venue. Should Global Spectrum be selected to manage the Jacksonville Facilities, our goal would be to implement the HYD customer service and employee rewards program throughout all venues, including EverBank Field.
Unique & Consistent Training Programs Consistent training is the most important factor in maintaining and enhancing a positive guest experience for our patrons. Our goal for HYD training is to make great customer service second nature to our employees and have that level of service extend to all of our dealings with guests, clients, and vendors. The comprehensive training, which focuses on a Guest First and Think Yes mentality, would include the executive staff, full and parttime employees, and subcontracted event staff. Similar to the successful employee training program executed at the University of Phoenix Stadium, Global Spectrum proposes conducting the following activities to continuously engage employees and encourage excellent customer service at EverBank Field: Initial/New Hire Customer Service Training Initial standard guest service training is provided to all staff including our sub-contractors. It provides an introduction to the HYD program and teaches the proven methods on how to deliver great customer service. We explain, in detail, our Top Ten Principles, how they should be employed when engaging customers, and how to address quickly, with a smile, any needs or challenges our guests have. In addition, our HYD employee rewards program is outlined to encourage and incentivize our employees to practice our Top Ten principles. Finally, we share common guest experiences, and how they should be addressed, to reinforce best practices and educate new team members. Ongoing Customer Service Training & Messaging To keep our Top Ten principles top-of-mind in our employees, Global Spectrum conducts periodic customer service training sessions and addresses HYD initiatives in
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event production meetings and interactions with event producers.This program is an interactive way to test the employees knowledge and retention of the principles. In addition, At the University of Phoenix Stadium, staff known as our You Crew attend pregame briefings with our service/part time team members to update them about the program, keep them enthusiastic, and reward them with guest service promotional items including, sunscreen, hand sanitizer, and water bottle holders to assist them on event days. Annual Pre-Season Staff Rally/Guest Services Event Prior to the start of each NFL season, The University of Phoenix Stadium holds its annual employee rally to prepare and train our event day/service staff for the upcoming season. The rally provides new and existing employees the opportunity to learn more about the stadiums customer service program, any modifications made to it from the prior year, and specifics regarding NFL game day procedures. The event also serves as a vehicle to reward our staff for their hard work and encourages/motivates them to go out of their way to deliver great customer service. This years program featured an encore performance by Arizona Cardinals radio personalities Paul Calvisi and Ron Wolfley who gave an insiders update from the teams training camp in Flagstaff Arizona. In addition, the premiere of the stadiums 5-year anniversary video took place, along with a video message from Head Coach Ken Whisenhunt, to fire up our staff for the year, and an inspirational speech from Team Owner/President Michael Bidwill. The evening was capped off by raffle prize drawings, food and beverage, and a ceremony for the stadium Employees of the Year. The customer service training programs listed above have allowed Global Spectrum to develop a very strong and experienced game-day staff at University of Phoenix Stadium and we consistently place well in NFL guest service metrics. Should we be selected to manage the Jacksonville Facilities, we look forward to working with the City of Jacksonville and the Jacksonville Jaguars to establish similar programs at EverBank Field.
i.) NFLPA Reports

Please provide last 5 years of NFLPA reports grading of the quality of the natural grass fields at all Stadia managed during same time period, including any fields managed by Proposers selected Head Groundskeeper.
After the first full season, the University of Phoenix Stadiums natural grass field was ranked third in the 2006 NFLPA Surface Survey. This was all the more impressive considering only 10 visiting teams played games at University of Phoenix Stadium during this first year. In both the 2008 and 2010 NFLPA Surface Survey, University of Phoenix Stadiums natural grass playing field was ranked number one overall.
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Proposers Operations Staff

a.) Organizational Chart
Complete organization chart detailing all proposed management, identifying full time positions, seasonal full time positions, and hourly positions.
Global Spectrums proposed organizational and staffing charts for the Jacksonville Facilities can be found on pages 32-35 of this Response.
b.) Resumes
Specify and provide the resumes for the General Facilities Manager, General Manager for EverBank Field, and Head Groundskeeper. Such individual will be available for interviews during the RFP process
The resumes of key individuals assigned to the scope-of-services described in the RFP can be found in Appendix B, Resumes, of this Response. We have included the resumes for candidates of the following positions General Manager Assistant General Manager/ Jacksonville Veterans Memorial Arena Manager Director of Finance Director of Marketing Director of Operations Assistant General Manager / Director, Prime Osborn Convention Center Director, EverBank Field Director, Times-Union Center for the Performing Arts / Director, Ritz Theatre and Museum Director, Equestrian Center Global Spectrum will attempt to retain the services of Mark Clay as Head Groundskeeper for EverBank Field. Our Vice President of Operations has previously served as Mr. Clays supervisor and viewed his performance as excellent. This was evident in obtaining toplevel NFLPA ratings for field performance during their time working together in Jacksonville. We believe that Mr. Clay is still performing to high standards and has maintained a positive relationship with the Jaguars and other tenants. We have included a resume of an alternate candidate for the Heads Groundskeeper position in case we are unable to retain the services of Mr. Clay. Chad Cochenour currently serves as Assistant Head Groundskeeper with the Philadelphia Eagles.
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c.) Corporate Organizational Chart

An organization chart of your firm indicating lines of authority for Personnel involved in performance of the Agreement if awarded to you. This chart is to identify the next senior level of management responsible for the administration of the Agreement. Please provide the resume of that individual, and have such individual available for interviews during the RFP process.
Global Spectrums organizational chart showing reporting structure can be found on page 75 of this Response. In addition, the biographies of Global Spectrums corporate support staff can be found on pages 15 -25 of this Response. Corporate resources will be made available from Global Spectrums corporate staff and are included as part of our management fee. As previously mentioned, in addition to intense support from our corporate headquarters, Global Spectrum provides regional support through our regional vice president. We have included a chart below showing organizationally how we will provide support to the City of Jacksonville.
City of Jacksonville
Contract Administrator
Global Spectrum John Page Chief Operating Officer Also serves as Regional Vice President for Jacksonville
General Manager Mike Scanlon
d.) Filling Required Staffing Levels

Specify how your onsite management team will fill the required staffing levels at EverBank Field. The Proposer should address how service employees will be recruited, hired, trained, supervised, and motivated to meet the needs of EverBank Field.
As described in the section on Human Resources and Employment Policies, pages 37-45, Global Spectrums human resources team will be responsible for the hiring, training, and supervision of all appropriate employees at the Jacksonville Facilities, including EverBank Field. Global Spectrum, through our experience at University of Phoenix Stadium and at many other facilities, understands the staffing levels required to successfully host NFL and other major sports events, and the need to recruit strong service employees. In addition, Global Spectrum recognizes the importance of building and retaining a diverse work force that has roots in the community, and knowledge of the venue and teams As such, our HR team will utilize our proven recruitment and retention practices/activities to employ, supervise, and motivate all of the event-day/service employees required to meet the standards of EverBank Field and its tenants. Included in those practices/activities are the following: Development of venue specific human resources policies including employee benefits, compensation, employee relations, training, and labor relations Designate and train onsite staff at each Jacksonville facility to serve as that facilitys HR point person
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Conduct yearly pre-season job fairs to secure the number of employees needed to operate a venue throughout the year Work with local colleges, minority groups, and military organizations to promote facility job opportunities Conduct yearly Staff Rallies/Training sessions to motivate our staff and promote customer service Utilize our HYD employee incentive program to reward team members for a job well done
Additional information on Global Spectrums approach to recruiting, hiring, supervising, and motivating service employees can be found in section Human Resources and Employment Policies.
e.) Minimum Day of Game Requirements

Provide minimum day of game requirements for an NFL Football game at EverBank Field including but not limited to security guards and supervisors, ushers and supervisors, ticket takers and supervisors, housekeeping including managers and supervisors, parking attendants and supervisors, communication center personnel, etc. The proposer should address how the day of game staff will be recruited, hired, trained, supervised, and motivated to meet the expectations of Jacksonville Jaguars, LLC, on game day.
Plan for providing efficient and quality NFL game day services for the Jacksonville Jaguars and EverBank Field Global Spectrum has standard operating policies and procedures in place at all of our managed venues, and, specifically, we have an excellent working template for our NFL game day operation at the University of Phoenix Stadium. Should Global Spectrum be awarded the contract to manage the Jacksonville Facilities, we would customize our standard Operations Manual to fit any and all unique aspects of managing EverBank Field on an NFL game day. Elements of the plan would include: NFL-mandated security procedures Proper patron wanding/search protocols Parking operations Ticket takers and Guest Services operations Emergency evacuation procedures Communications Center operations ADA services Ejection procedures Alcohol awareness and serving protocols Cash/financial control policies Crowd management and communication Incident, communication, and staff report and log writing NFL fan code of conduct procedures and incident Texting To ensure the proper operation of EverBank Field on NFL game days, Global Spectrum will enlist its corporate support team, including our Chief Operating Officer and corporate Vice Presidents, to oversee and monitor the following areas as they relate to operations at EverBank Field: Onsite operations, maintenance, and repairs Adherence to NFL practices & procedure Finance/accounting/payroll Insurance and risk management Internal audit and control Human resources/hiring Legal Security and services These corporate support personnel will interface on a regular basis with their on-site counterparts to provide the City of Jacksonville and the Jacksonville Jaguars with all the resources required to successfully manage EverBank Field during an NFL game. To meet the staffing levels required to execute NFL game day operations, as detailed above, Global Spectrum proposes utilizing its staffing and recruitment plan, as referenced d.) Filling Required Staffing Levels.
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Staffing Plan for NFL Game Days Global Spectrum is pleased to provide, as an example, a sample staffing matrix from the University of Phoenix Stadium (Appendix C), along with an overview of proposed activities which would be implemented during an NFL game at EverBank Field. The plan is based on our experience in operating the University of Phoenix Stadium and the information that was made available to from the City of Jacksonville. We believe the information included below demonstrates our ability to properly address the needs for planning and staffing an NFL game. Below please find a narrative discussing our approach to staffing an event, as well as cleaning, and security requirements. It would be our intent to interview and evaluate the current sub-contractors working at the Jacksonville Facilities to determine their existing capabilities and potential future involvement at the facility. Key personnel that will be used in the planning and supervision of these services include: Mike Ahearn Vice President, Operations, Global Spectrum Mike Hasson Vice President, Security & Parking Services, Global Spectrum Joe Coomer Director of Security, University of Phoenix Stadium Fred Corsi Executive Director of Operations, University of Phoenix Stadium Security & Guest Services Staff Planning Global Spectrum would use a multi-faceted approach, focusing on security staffing, patron flow, customer service, proactive crowd management, and supervision. Additionally when presenting an NFL Jacksonville Jaguars game, the NFLs Best Practices would be taken into consideration and integrated into the overall event plan. At the University of Phoenix Stadium, Global Spectrum has been able to do this successfully during the last four years, receiving a Level 1 grading from the NFL security auditors. Public Safety (Parking Areas) Having safe and secure parking lots is of utmost importance to Global Spectrum. We propose utilizing motorized patrols to monitor parking areas throughout the event to ensure vehicles and patrons are secure and following approved policies. These units would be briefed with the parking staff to ensure that accurate information is conveyed among all the various entities. We have found that advanced/direct communication with the patrons regarding parking policies assists greatly in improving the guest parking experience. Staffing levels would be determined after a survey of the size and scope of the areas. As an example, at the University of Phoenix Stadium, we pair our security staff with police and currently utilize fourteen (14) mobile teams on golf carts to secure 14,000 on-site parking spaces. Perimeter Area & Gate Entry Points When considering the perimeter security, Global Spectrum would endeavor to utilize a 100-foot perimeter, as NFLs Best Practices recommends. The pat down/wanding and bag check would begin at this outer perimeter point. At these locations, security staff will screen patrons and bags for prohibited items. Staffing levels at these entrances would depend on the level of patron flow. Global Spectrum sets the staffing level to ensure the searches are efficient while being cognizant of patron wait times. Police officers at each point of entry would be utilized to provide back up to the security staff. Once the patrons are screened, ticket takers will verify their admission. Ticket taker staffing levels are determined similar to those providing the screening and take into account patron flow, physical space, and type of verification. As part of the plan, managers monitor each of those entry points and make adjustments during the ingress and address any customer or staff related issues. Guest Services At all Global Spectrum venues, patrons are greeted guest services representatives who provide assistance navigating the facility. They would trained to address issues that may
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arise during their visit to EverBank Field and have comment cards for patrons to provide customer service feedback if required. Guest service representatives also would staff any customer service booths to assist with seat relocations, lost children, way finding, etc. Crowd Management & Fan Courtesy Initiatives To maintain the guest experience at NFL games, Global Spectrum recommends that each seating section have a minimum of one usher assigned to it. Larger sections may require additional ushers. This staffing level would be determined after an examination of the various seating sections. At the University of Phoenix Stadium, ushers employ a wait for the whistle program that reduces patron traffic in the aisles while the game is underway. This program is successful in providing the seated patrons with fewer distractions and site line blockage during the game. Global Spectrum believes it is important for the usher staff to walk the aisles of the seating sections in an effort to proactively address crowd issues. Additionally, the ushers would employ communication tools, as discussed in the section on Using Technology to Improve Efficiency and Fan Experience, to assist in reducing response time and help aid our patrons in a timely and efficient manner. Emergency Response To ensure rapid response in an emergency or security situation, Global Spectrum divides the venue into smaller areas/sections. Teams of security are responsible for an assigned area. These teams are comprised of security officers partnered with police. The security officers are typically the first responders to situations and are backed up by the police. Specialty/On-field Staffing The field level and locker rooms are areas that require a specialized staff. This staff tends to be a mix of security officers working with public safety staff. During NFL games, the NFLs Best Practices would be integrated into the job responsibilities for all the staff in these sensitive areas. Public Safety Management & Supervision In regards to supervision, Global Spectrum typically has a supervisor for every 8-10 staff members depending on the area. These supervisors are responsible for the effective communication of all policy and procedures, the monitoring and evaluation of staff, providing assistance to patrons and staff, and documenting any incidents. Additionally, managers are assigned to oversee each operational security aspect. They include:
Parking lots Pat Down and Gate entries Ticket takers Ushers Security Field level, locker rooms, and command center and communications
Housekeeping Global Spectrums housekeeping plan for NFL football games consist of three phases; Pre Game, Game Day, and Post Game. Our goal is to execute each of these phases vigilantly at EverBank Field to meet the expectations of the Jacksonville Jaguars as well as our guests. As a result of our policies at the University of Phoenix Stadium, we consistently receive positive reviews from fans and clients regarding the cleanliness of the facility. Pre-game Operations/Cleaning Typically Global Spectrum pre cleans the University of Phoenix stadiumover thew course of three days prior to our game. This allows us to achieve the required cleaning with the least amount of man hours. Our main focus during the first two days is dusting the seats and railings on the main, club, and upper levels. Additional crews focus on deep cleaning
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the main, club, and loft level floors, common areas, restrooms, and glass. The final day of pre cleaning is focused on touching up all other areas to ensure the stadium is prepared for game day. We also inspect and clean the tailgating lawns, parking lots, plaza, entry gates, and landscaping areas as needed. Game-day Operations/Cleaning Game day operations begin at the employee check in area where our Housekeeping Leads assign all staff members spost throughout the stadium. During this process, our staff members also receive assigned equipment such as keys, two way radios, and uniforms. Our Leads then meet with the staff to educate them as to details of the event. After the briefing, each team member reports to their post to ensure their area is clean and ready for gate opening. During a typical NFL game, our event day housekeeping staff is responsible for the following: Cleanliness of all restrooms Floors mopped/spills maintained The consistent emptying of all trash receptacles Refuse removal from public areas Proper replenishment of paper towels, soap, etc. The cleanliness of parking and tailgate areas To accomplish continuous cleaning of the facility on game days, we split our teams into two shifts. The first call is four hours prior to game time and the second call is three hours prior to maintain an overlap in service. Global Spectrum believes it maintains one of the strongest event day operations plans in the industry and we consistently receive fan/NFL survey results which demonstrate that. As such, Global Spectrum looks forward to applying its proven operational expertise at EverBank Field and providing the Jacksonville Jaguars and their fans with a high quality guest experience at each game.
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EverBank Field
a.) Pro-forma of Anticipated Annual Expenditures
Please provide a pro-forma of the anticipated annual expenditures for the maintenance and repairs at EverBank Field as contemplated under Section 12A of the Lease dated September 7, 1993 between the City of Jacksonville and the Jaguars.
The following Maintenance and Repair Expenses pro-forma was prepared for EverBank Field Stadium. It assumes that an NFL team will be a tenant. It is based upon stadiums managed by Global Spectrum and market information gathered for similar venues. The pro-forma does not include any costs associated with staff, administration, marketing, and other expenses not directly related to the M&R responsibilities as stated in Clause 12A of the Jaguars Lease.
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b.) Annual Budget for EverBank Field for Capital Expenditures

In conjunction with a review of the HOK Facility Assessment dated February 16, 2007, please provide an annual budget for EverBank Field for the capital expenditures contemplated under Amendment 10 of the Lease dated September 7, 1993 between the City and the Jaguars for each year of the anticipated term of the contract; including renewal periods.
Global Spectrum has created a 10-year Capital Improvement Plan for EverBank Field, which can be found in Appendix D of this Response. This plan has been put together based on the information provided by the City, including the HOK Facility Assessment Report and the SMG Capital Plan as presented to the City. The overall categories as listed in both the HOK Assessment and SMG Plan are comprehensive and address the majority of the Capital Planning Requirements. Global Spectrum has reviewed the budgets used in the HOK Assessment and SMG Plan. For planning purposes, we have used the budget costs submitted with these Plans but because of limitations associated with responding to this request, we have been unable to independently verify the costs. Global Spectrum commits to providing a revised 10-year Capital Plan after award of contract. It is standard practice for Global Spectrum to complete a comprehensive facility audit immediately following award of the contract. One of the primary functions of the audit is gather information that will allow us to develop a Capital Plan that considers not only the current building conditions but also the availability of current and future funding. After transitioning the new account, the revised plan will be compiled. It is unclear from our review of the HOK Report and SMG Capital Plan if all of the projects listed in Years 2010-2011 and 2011-2012 have been completed. The following are a few of the proposed expenditures that are of particular interest: Audio Visual A/V Support SystemEast & West Clubs A/V Support SystemGeneral Building A/V Support SystemTerrace Suite & Bud Zone Bowl Seating Fixed Seating Refurbishment General Fixed Seating Refurbish Paint Standards Security Access Control System Installation Sound System Assistive Listening Devices Cables & Terminations Computers & Components Distribution System Vertical Transportation Escalators Code Compliance Upgrades Escalators Refurbishment (Original) Escalators Refurbishment (2003) Freight Elevators Code Compliance Freight Elevators Refurbishment Passenger Elevators Cab Interior Refurbishment Passenger Elevators Code Compliance Passenger Elevators Refurbishment (Original) Passenger Elevators Refurbishment (2003) Waterproofing Bowl Waterproofing Urethane Recoat
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For the purposes of this Report, we have assumed that this work has been funded and completed. If during the facility audit it is discovered that this work has not been completed, then we will include these additions in our revised 10-Year Capital Plan after award and transition of this account.
Transition Plan
Smooth and Timely Transition for Staff
Please provide a Transition Plan to demonstrate smooth and timely transition for staff and transparent change over for the daily operations and game day experience at EverBank Field. The details of this plan should be presented in both narrative form and detailed on a timeline. At a minimum the Transition Plan must cover the following topics: hiring personnel, hiring subcontractors, training of personnel and game day staffing, and execution of major service contracts. Facility Manager must agree contractually to follow the proposed transition plan.
Through competitive bid processes, Global Spectrum has taken over seven SMGmanaged venues. In total we have averaged approximately 88 percent retention of SMG employees. However, unlike Global Spectrum, SMG has a policy that prohibits certain of their key employees from going to work with a competitive venue management company when they lose a management contract. Our intent in Jacksonville would be to interview the existing managers of each venue and hire them if they meet with our requirements, unless they have contracts with SMG that specifically prohibit them from joining our ranks. If this applies to any or all of these key positions, Global Spectrum is prepared to relocate existing and capable Global Spectrum employees to fill these positions. Global Spectrum has created a detailed Transition Plan including start dates for each aspect of taking over an existing account. The dates included in this plan are based on an expected award of contract of June 1, 20012 and a contract start date of July 1, 2012. The dates in the Transition Plan are subject to change based on actual Award and Start Dates. The Transition Plan is based on our previous experience in transitioning SMG accounts. Global Spectrum commits to issuing a revised plan after Contract Award with modified or adjusted dates reflective of any changes necessitated by actual Award and Start Dates. The detailed Transition Plan can be found in Appendix E of this Response. A Staffing Plan for Events Global Spectrum is pleased to submit a sample staffing plan for a Jaguars game. This plan is based on our experience in operating the University of Phoenix Stadium, home arena to the Arizona Cardinals of the NFL. While a specific plan for EverBank Field cannot be developed without having access to the stadiums architectural plans and stadium details. The information included below demonstrates our ability to properly address the needs for planning and staffing an NFL game. Upon award of the management contract at the Jacksonville Facilities, Global Spectrum will immediately begin working on a review of all current event plans. Then we will develop and implement, with the input of all stakeholders, a new and complete staffing plan to address the specific needs of city of Jacksonville. Below please find a narrative discussing our approach to staffing an event, as well as cleaning, and security requirements. It is our intent to interview and evaluate the current sub-contractors working at the Jacksonville Facilities. Key personnel that will be used in the planning and supervision of these services include: Mike Ahearn Vice President, Operations, Global Spectrum Mike Hasson Vice President, Security & Parking Services, Global Spectrum Joe Coomer Director of Security, University of Phoenix Stadium Fred Corsi Executive Director of Operations, University of Phoenix Stadium Security & Event Staff Planning Global Spectrum would use a multi-faceted approach, focusing on security staffing, patron flow, customer service, proactive crowd management, and supervision. Additionally when presenting an NFL Jacksonville Jaguars game, the NFLs Best Practices would be
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taken into consideration and integrated into the overall event plan. At the University of Phoenix Stadium, Global Spectrum has been able to do this successfully during the last four years, receiving a Level 1 grading from the NFL security auditors. Public Safety (Parking Areas) Having safe and secure parking lots is of utmost importance to Global Spectrum. We would utilize motorized patrols whenever possible to monitor parking areas throughout the event to ensure vehicles and patrons are secure and following approved policies. These units would be briefed with the parking staff to ensure that accurate information is conveyed among all the various entities. Communication with the patrons to educate them on these policies and procedures is important in assisting in reducing recurring problem patrons and issues. Staffing levels would be determined after a survey of the size and scope of the areas. As an example, at the University of Phoenix Stadium, we pair our security staff with police and currently utilize fourteen (14) mobile teams on golf carts to secure 14,000 on-site parking spaces. Perimeter Area When considering the perimeter security, Global Spectrum would endeavor to utilize a 100-foot perimeter, as NFLs Best Practices recommends. The limited pat down and bag check would begin at this outer perimeter point. At these locations, security staff will screen patrons and bags for prohibited items. Staffing levels at these entrances would depend on the level of patron flow. Global Spectrum sets the staffing level to ensure the searches are efficient while being cognizant of patron wait times. Police officers at each point of entry would be utilized to provide back up to the security guards should issues arise. Once the patrons are screened, ticket takers will verify their admission. Ticket taker staffing levels are determined similar to those providing the screening and take into account patron flow, physical space, and type of verification. Managers would constantly monitor each of those entry points and make adjustments during the ingress and handle any customer or staff related issues. Guest Services As patrons enter the venue, guest services representatives greet them and provide assistance navigating the facility. They would be trained to address issues that may arise and have comment cards for patrons to provide feedback to the venue in an effort to improve the facilitys customer service. Guest service representatives also staff booths that assist with seat relocations, distributing marketing materials, and handling any other guest services issues that arise during an event. Staffing levels of these guest service representatives would be determined by patron traffic. Crowd Management Every seating section would have a minimum of one usher assigned to it. Larger sections that contain several rows may require additional ushers. This staffing level would be determined after an examination of the various seating sections. The University of Phoenix Stadium ushers employ a wait for the whistle program that reduces patron traffic in the aisles during certain times of a game or performance. This program has been successful in providing the seated patrons with fewer distractions during the playing action. Global Spectrum believes it is important for the usher staff to walk the aisles of the seating sections in an effort to proactively address crowd issues. Additionally, the ushers would employ communication tools, as discussed in the section on Using Technology to Improve Efficiency and Fan Experience, to assist in reducing response time and help aid our patrons in a timely, efficient manner. Emergency Response To ensure rapid response in an emergency or security situation the venue is broken into smaller areas. Teams of security are responsible for an assigned area. These teams are comprised of security officers partnered with police. The security officers are typically the first responders to situations and are backed up by the police.
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Specialty/On-field Staffing The field level and locker rooms are one of those areas that require a specialized staff. This staff tends to be a mix of security officers working with public safety staff. During NFL games, the NFLs Best Practices would be integrated into the job responsibilities all the staff. Public Safety Management & Supervision In regards to supervision, we typically have a supervisor for every 8-10 staff members depending on the area. These supervisors are responsible for the effective communication of all policy and procedure, event day info, the monitoring and evaluation of staff, providing assistance to patrons and staff, and document any incidents. Additionally, managers are assigned to oversee each operational security aspect. These areas of concern include: Parking lots Pat Down and Gate entries Ticket takers Ushers Security Field level, locker rooms, and command center and communications Housekeeping Global Spectrums housekeeping plan for NFL football games consist of three phases; Pre Game, Game Day, and Post Game. It is our goal to execute each of these phases vigilantly, to maintain the high level of standards that we have accomplished while overseeing operations of the stadium. As a result, we have received rave reviews from multiple sources and fans, regarding the cleanliness of our stadium. We have an established Standard Operating Procedure (SOP) with guidelines that direct us to implement our housekeeping procedures. Pre-game Operations/Cleaning Due to the dusty atmosphere in the Arizona desert, we need to pre clean the stadium three days prior to our game. Our main focus during the first two days is dusting 60,000 bowl seats and railings on the main, club, and upper levels. Additional crews focus on deep cleaning the main, club, and loft level floors, common areas, restrooms, and glass. The final day of pre cleaning is focused on the main and upper level floors, while touching up all other areas to ensure the stadium is clean. We also inspect and clean the tailgating lawns, parking lots, plaza, entry gates, and landscaping as needed. Game-day Operations/Cleaning Game day operations begin at the employee check in process where our Housekeeping Leads assign all staff members a post throughout the stadium. During this process, our staff members also receive items needed to perform tasks as assigned. (i.e. keys, two way radios, and uniforms) Our Leads then meet with the staff to educate them as to details of the event. After the briefing, each team member reports to their post to ensure their area is clean and ready for gate opening. Four staff members arrive on site six hours before kickoff. Their task is to complete inspections and detail all areas of the stadium as needed. Game day Leads arrive five hours before kickoff. This call consists of 15 male and 10 female staff members. We allocate one male and one female housekeeper on the east and west sides of the stadium on all levels, while utilizing our more experienced staff as area managers. The Leads arrive one hour earlier than the staff to ensure all products and supplies are adequately stocked for the game. Leads are responsible for all staff members in their area which include the restroom attendants, sweepers, moping crews, and trash runners. Due to the number of part time employees, (one hundred) we have working for us on game day we split them up into two shifts. The first call is four hours prior and the second call is three hours prior to kick off. Staffing includes an attendant for every restroom throughout the
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stadium; the duties consist of monitoring the restroom cleanliness which includes the surrounding concourse area. We have two trash crews that circulate the levels of the stadium at different times to ensure trash cans are emptied as needed throughout the game.
6.2. CURRENT WORKLOAD

Provide the number and size of the projects/assignments currently being performed. Discuss past ability to deliver projects on a timely basis under similar current workload conditions. Provide any other documentation or commentary which the Manager believes demonstrates its ability to successfully provide the requested facilities promotion and management services given its current workload.
Venue Management Experience

Global Spectrum has achieved unprecedented growth, with our client roster now at 112 venues worldwide. Our clients choose us because of our manageable size; the depth and talent of our corporate support team; the ready access they have to our senior management team on both the corporate and regional level; and our stellar track record of financial success for our venues. In addition, Global Spectrum has several private management accounts in the State of Florida, including; the BankUnited Center at the University of Miami, UCF Arena at the University of Central Florida, the Miami Beach Convention Center and Colony Theater in Miami Beach, and the Palm Beach County Convention Center in West Palm Beach. We believe that the Jacksonville market and the Citys venues, in particular, are strategically important to leveraging events at other venues in Florida and further reinforcing Global Spectrums leverage in this regard. We are confident that we can achieve great success for the City of Jacksonville by offering the City our vast resources and corporate support, which is made available to all Global Spectrum-managed venues. Experience Managing Public Assembly Venues Our clients have enjoyed exemplary results from working with Global Spectrum, which is why theyve become our best salespeople and why our client list has grown from seven to 112 in just 10 years. We encourage you to contact any of our clients for feedback about how weve exceeded their expectations. Provided on the following pages is our complete client list.
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Arenas
City
Abbotsford, BC, Canada Aiken, SC Amherst, MA Augusta, GA Bangor, ME Cleveland, OH Clovis, NM Columbia, SC Coral Gables, FL Corpus Christi, TX Dawson Creek, BC, Canada Des Moines, IA Enid, OK Everett, WA Glens Falls, NY Hoffman Estates, IL Indiana, PA Kingston, RI London, ON, Canada Los Angeles, CA Loveland, CO Lowell, MA Miami, FL Norfolk, VA Orlando, FL Oshawa, ON, Canada Penticton, BC, Canada Penticton, BC, Canada Philadelphia, PA Philadelphia, PA Rio Rancho, NM Roanoke, VA Salina, KS Singapore Springeld, MA St. Louis, MO Tampa, FL Toronto, ON Trenton, NJ Windsor, ON, Canada
Venue
Abbotsford Entertainment & Sports Centre Aiken Convocation Center, University of South Carolina Mullins Center, University of Massachusetts Amherst James Brown Arena Bangor Arena* Wolstein Center, Cleveland State University Curry County Events Center Colonial Life Arena, University of South Carolina BankUnited Center, University of Miami Central Pavilion Arena EnCana Events Centre Wells Fargo Arena Enid Event Center* Comcast Arena at Everett Glens Falls Civic Center Sears Centre Arena Kovalchick Convention & Athletic Complex, Indiana Univ. of PA Ryan Center, University of Rhode Island John Labatt Centre Galen Center, University of Southern California Budweiser Events Center at the Ranch Tsongas Center at UMass Lowell, Univ. of Massachusetts Lowell James L. Knight International Center Constant Convocation Center, Old Dominion University UCF Arena, University of Central Florida General Motors Centre Penticton Memorial Arena South Okanagan Event Centre Liacouras Center, Temple University Wells Fargo Center Santa Ana Star Center Roanoke Civic Center Coliseum Salina Bicentennial Center* Singapore Sports Hub MPIA MassMutual Center Chaifetz Arena, Saint Louis University Sun Dome Arena, University of South Florida Mattamy Athletic Centre, Ryerson University* Sun National Bank Center WFCU Centre
Capacity
8,500 4,000 10,000 8,700 8,078 14,000 6,500 18,000 9,830 4,000 6,500 16,980 4,000 10,000 7,000 11,800 5,000 7,700 10,000 10,258 7,200 7,800 5,000 9,500 10,000 6,400 2,500 6,500 10,000 21,000 8,000 10,500 7,583 3,000 6,677 10,600 10,000 3,600 10,500 7,000
Total Arenas Managed: 40
Total Seats: 344,206
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Convention and Exhibition Centers

City
Bangor, ME Cincinnati, OH Cleveland, OH Clovis, NM Cleveland, OH Corpus Christi, TX Corpus Christi, TX Dalton, GA Des Moines, IA Des Moines, IA Durham, NC Enid, OK Everett, WA Glendale, AZ Indiana, PA Las Cruces, NM Loveland, CO Miami, FL Miami Beach, FL Niagara Falls, NY Owensboro, KY Overland Park, KS Penticton, BC, Canada Provo, UT Pueblo, CO Richmond, VA Roanoke, VA Salina, KS Sioux Falls, SD South Bend, IN Springeld, MA St. Charles, MO West Palm Beach, FL
Venue
Bangor Convention Center* Duke Energy Convention Center Gerald H. Gordon Conference Pavilion, Cleveland State Univ. Clovis Civic Center Wolstein Center, Cleveland State University Ortiz International Center Richard M. Borchard Exhibition Complex North West Georgia Trade and Convention Center Hy-Vee Hall Community Choice Credit Union Convention Center at the Veterans Memorial Durham Convention Center Cherokee Strip Conference Center Edward D. Hansen Conference Center University of Phoenix Stadium Exhibit Hall Kovalchick Convention & Athletic Complex, Indiana Univ. of PA Las Cruces Convention Center First National Bank Exhibition Building Miami Convention and Conference Center Miami Beach Convention Center Conference Center Niagara Falls Owensboro Convention Center Overland Park Convention Center Penticton Trade & Convention Centre Utah Valley Convention Center Pueblo Convention Center Greater Richmond Convention Center Roanoke Special Events Center Salina Bicentennial Center* Sioux Falls Convention Center Century Center MassMutual Convention Center Saint Charles Convention Center Palm Beach County Convention Center
Sq. Ft. Exhibit Space

36,365 298,672 10,000 30,000 14,000 35,000 178,077 58,900 223,098 223,875 33,250 22,000 13,700 160,000 37,000 30,000 36,000 76,000 502,000 42,700 60,000 100,000 60,000 47,000 22,000 260,550 46,000 18,360 50,000 61,600 55,000 56,925 148,000
Total Convention Centers Managed: 33
Total Exhibit Space Managed: 3,052,572
Stadiums
City
Abu Dhabi, UAE Abu Dhabi, UAE Chester, PA Columbia, SC Fargo, ND Glendale, AZ Kansas City, KS Memphis, TN Memphis, TN Norfolk, VA Philadelphia, PA Singapore Singapore
Venue
Abu Dhabi International Tennis Complex Zayed Sports City Stadium PPL Park William-Brice Stadium, University of South Carolina** FARGODOME University of Phoenix Stadium LIVESTRONG Sporting Park AutoZone Park Liberty Bowl Memorial Stadium Foreman Field, Old Dominion University Citizens Bank Park Singapore Indoor Stadium Singapore New National Stadium
Capacity
6,000 45,000 25,000 80,000 26,000 63,000 25,000 14,320 62,380 20,000 45,000 13,000 55,000
Total Stadiums Managed: 13

** Non-football events
Total Seats: 479,700
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Performing Arts Centers/Theaters

City
Augusta, GA Miami Beach, FL Orlando, FL Pueblo, CO Roanoke, VA Virginia Beach, VA
Venue
William B. Bell Auditorium Colony Theatre The Venue at UCF, University of Central Florida Memorial Hall* Roanoke Performing Arts Theatre Sandler Center for the Performing Arts
Capacity
2,700 440 1,800 1,600 2,150 1,300
Total Performing Arts Centers/Theatres Managed: 6
Total Seats: 9,990
Ice Facilities
City
Abu Dhabi, UAE Amherst, MA Everett, WA Kingston, RI Oshawa, ON, Canada Penticton, BC, Canada
Venue
Abu Dhabi Ice Rink Mullins Ice Rink, University of Massachusetts Amherst Comcast Community Ice Rink Bradford R. Boss Arena, University of Rhode Island General Motors Centre Community Ice Rink OHS Training Center
Capacity
2,000 350 n/a 2,500 250 400
Total Ice Facilities Managed: 6
Total Seats: 5,500
Specialized Venues
City
Abu Dhabi, UAE
Venue
Zayed Sports City Complex: Zayed Sports City Training Fields Flash Forum Khalifa International Bowling Centre
Capacity
4 Soccer Fields
1,000 seats, 40 lanes 3,500-Seat/71,656 sq. ft. Fairgrounds 1,000-Seat/60,000 sq. ft. Fairgrounds 168 Acres/135,747 sq. ft. Fairgrounds Retail and Entertainment District Retail and Entertainment District 2,500-Seat Amphitheater 6,000 seats, 2 Olympic Pools, Dive Tank
Clovis, NM Corpus Christi, TX Memphis, TN Niagara Falls, NY Philadelphia, PA Saratoga, CA Singapore
Curry County Fairgrounds Richard M. Borchard Fairgrounds Memphis Fairgrounds Complex Old Falls Street at the Conf. Ctr. Niagara Falls XFINITY Live! Philadelphia Mountain Winery (amphitheater) Singapore Sports Hub: Aquatic Centre Leisure Water Park Sports Museum & Exhibition Hall Sports Library Water Sports Centre and 500 Meter Regatta Race Track
Total Specialized Venues Managed: 14
*Awarded management agreement. Contract negotiations underway.
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Current Pre-Opening and Consulting Clients

Pre-Opening, Design/Operational Services, FF&E
Abu Dhabi, UAE Allentown, PA Bangor, ME Brooklyn, NY Kallang, Singapore Lyon, France Niagara Falls, ON, Canada Philadelphia, PA Provo, UT Shenyang, China Sioux Falls, SD Toronto, ON, Canada Winnipeg, MB, Canada Al Ain Stadium Allentown Arena Bangor Arena Barclays Center Singapore Sports Hub Lyon/Villeurbanne Arena (12,000-Seat Arena) Niagara Falls Convention Center XFINITY Live! Philadelphia Utah Valley Convention Center Shenyang Arena (18,000-Seat Arena) Sioux Falls Convention Center Peter Gilgan Events Centre at the Gardens, Ryerson University Winnipeg Stadium
Specialized Services
Bowling Green, OH Columbus, OH Loveland, CO Ottawa, ON, Canada Stroh Center & Ice Arena, Bowling Green State University (5,000-Seat Arena) Operational, Event Booking, and Marketing Services Jerome Schottenstein Center, Ohio State University (21,000-Seat Arena) Operational and Event Booking Services Agreement The Ranch Complex (fairground complex) Operational and Marketing Services, Event Coordination Lansdowne Park Development Team (arena/stadium) Business Plan Analysis/Support
Recently Completed Projects

Pre-Opening, Design/Operational Services, FF&E
Abu Dhabi, UAE Abu Dhabi, UAE Indiana, PA Moscow, Russia Philippines Regina, SK, Canada Washington, DC Zayed Sports City Stadium The New Stadium Kovalchick Convention and Athletic Complex, Indiana University of Pennsylvania Spartak Stadium Philippines Arena and Convention Center Regina Domed Stadium Washington Nationals MLB Stadium
Operational Audits
Dalton, GA Lisbon, Portugal St. Charles, MO North West Georgia Trade and Convention Center Estdio da Luz Foundry Centre for the Arts
Design Plan & Program Review

Bowling Green, OH Singapore Stroh Center, Bowling Green University JEC Ice Rink
Additional Consulting Projects

Bowie, MD Charlotte, NC Eagle, CO Indianapolis, IN McHenry, MD Vancouver, BC, Canada Washington, D.C. Prince Georges Stadium (10,000-seat ballpark/stadium) Management and Event Booking Services & Concourse Analysis Charlotte Bobcats Arena Analysis of Arena Operations Eagle County Fairgrounds Marketing/Event Booking Support Indiana State Fairgrounds Event Revenue Analysis (non-fair events) Garrett County Fair Financial Audit General Motors Place (19,000-seat arena) Concourse/Pedestrian Traffic Analysis Robert F. Kennedy Memorial Stadium (56,000-seat stadium) Operational, Management & Marketing Services
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6.3. FINANCIAL RESPONSIBILITY

Describe form of business, i.e., proprietorship, partnership, corporation; years in business; changes in ownership; bank reference(s); past, present, pending and/or threatened legal proceedings within any forum; and any other information the Manager may wish to supply to demonstrate financial responsibility.
The Comcast Connection As part of the Comcast family, our venues benefit from our national sales and marketing programs, which are proven generators of more leads, ideas, events, revenues and satisfied customers. In markets where Comcast is the cable provider and Global Spectrum manages a venue, several opportunities are available to our clients, as well as the organizers and promoters that rent our venues. For instance, we can include messaging on billing and remittance envelopes sent to Comcast customers regarding upcoming shows, and we can reach out through their third-party connections in the local community to market upcoming events (i.e., Brandsmart, Best Buy, etc.)
Organizational Structure
Global Spectrum is owned by Comcast-Spectator, which in turn is owned by the Comcast Corporation, making us the worlds most dynamic, well-capitalized facility management company. Comcast-Spectacor: Global Spectrums Immediate Parent Company Global Spectrums immediate parent company, Comcast-Spectacor, is a Philadelphiabased sports and entertainment firm. Comcast-Spectacor owns the Philadelphia Flyers of the National Hockey League, the Wells Fargo Center, and Comcast SportsNet, the 24hour regional sports programming TV network. Comcast-Spectacor companies include:
Wells Fargo Center Philadelphia Flyers (NHL) Flyers Skate Zone 3601 Creative Group Comcast SportsNet Paciolan Global Spectrum Ovations Food Services Front Row Marketing Services New Era Tickets
We work closely with other Comcast-Spectacor companies specifically, Front Row Marketing Services, New Era Tickets, Ovations Food Services, and Paciolan to provide additional services to our clients. In many cases, our clients have selected all of these companies to serve their venues. Below is a brief description of our affiliated companies. Front Row Marketing Services (www.frontrow-marketing.com). A subsidiary of Global Spectrum, Front Row Marketing Services (FRMS) is a full-service marketing company specializing in the development and sale of commercial rights for venues. FRMS designs, implements, and manages all aspects of contractually obligated revenue streams such as naming rights, sponsorships, premium seating, advertising signage, branding, pouring rights, and event sponsorships. New Era Tickets (www.neweratickets.com). Powered by Paciolans industry-leading technology, New Era Tickets enables venues to take full control of all facets of their ticket sales, including sales, branding, customer data, and convenience fees. New Era Tickets provides a complete solution that includes hardware, software, Internet ticket sales, database marketing, order fulfillment, online ticket exchange, and more all of which increases venues revenue, on average, by more than 50%. Ovations Food Services (www.ovationsfoodservices.com). Ovations Food Services whose company motto is Everything Is Fresh provides a full range of food, beverage and merchandise management services to create a memorable experience for customers. The companys onsite managers ensure that clients get fresh marketing and merchandising ideas that increase profits, as well as fresh cuisine that generates more revenue per customer. Paciolan (www.paciolan.com). Paciolan provides the self-operating ticketing technology
[Comcast-Spectacor is] the most powerful company in sports, when you look at their total assets and the broadcasting power of Comcast. People dont realize how multifaceted they really are. James Robinson Managing Director Alliance Marketing Partners
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A Partial List of Comcasts Content Networks and Investments AZN Television Bravo CNBC Comcast Interactive E! Entertainment Television Fandango Four regional Comcast SportsNets G4 The Golf Channel MSNBC PBS KIDS Sprout Style Network Syfy TV One NBC Sports The Weather Channel Xfinity
that powers more than 225 of North Americas top venues, generating more than $3.5 billion in annual sales. New Era Tickets relies exclusively on Paciolans ticketing solutions. Our Venue Matrix (Appendix A) contains a complete list of services provided by Global Spectrum and our related Comcast-Spectacor companies. Comcast: Global Spectrums Ultimate Parent Company Our parent company, Comcast-Spectacor, is owned by the Comcast Corporation (NASDAQ: CMCSA, CMCSK) (www.comcast.com), one of the nations leading providers of entertainment, information and communications products and services. Comcast is principally involved in the cable systems through Comcast Cable, and in the development, production and distribution of entertainment, news, sports and other content for global audiences through NBCUniversal. Comcast is the majority owner and manager of NBCUniversal, which owns and operates entities that include entertainment and news cable networks, the NBC and Telemundo broadcast networks, and a major motion picture company.
The Comcast family of companies. Comcast Corporation owns Comcast-Spectator, which in turn owns Global Spectrum and its affiliates, including New Era Tickets and Ovations Food Services.
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The Global Spectrum Organization

Corporate Support: Administrative, Financial, Marketing, and Operations
Chairman Peter Luukko Senior Vice President Business Development & Client Relations Frank E. Russo, Jr.
Chief Operating Officer John Page
Senior Vice President Convention Centers Tom Mobley
Vice President Business Development & Client Relations Todd Glickman
Vice President Human Resources Lane Miller
Vice President Operations Michael Ahearn
Director Business Development & Client Relations Chris Silver
Manager Business Development & Client Relations Monique Brycki
Vice President and Senior General Counsel Brian Rothenberg
Vice President Risk Management Lew Bostic
Director Business Development Northwest Region Kim Bedier
Manager Marketing & Business Development Keely Malone
Vice President Information Technology Bill Savage
Director 3601 Creative Group Peggy Moroz
Director Canadian Business Development Deborah Kime
Regional Vice Presidents: Dave Anderson Dean Dennis Shura Garnett Doug Higgons Rick Hontz Matt Hollander Tim Murphy Brian Ohl Mike Scanlon Peter Sullivan Barry Strafacci
Vice President Public Relations Ike Richman
Vice President Booking Brock Jones
Vice President Marketing Bob Schwartz
Vice President Finance Ken Wajda
Marketing Directors: Canada Tammi Olsen Northwest Dustin Godsey South Abey Coker Western Adam Flack Group Sales Deborah Kime Convention Centers: East Jeff Rugg West Marissa Kibbe Interactive Marketing: Canada Chris Campbell East David Cox West Ryan Young Convention Center Tiffany Fublas
Finance Department: Director, Facility Finance Megan Webb Moore Director, Convention Center Accounting Sue Jordan Manager, Regional Facility Finance Chris Jones Controller John Carboni
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Global Spectrums Current Organization Global Spectrum LP is a Delaware limited partnership. The sole general partner of Global Spectrum LP is Global Spectrum Inc., a Pennsylvania-based corporation. Global Spectrum LPs partners are as follows:
Globe Facility Services Inc. (6.625% limited partnership interest) Global Spectrum Inc. (1% general partnership interest) Comcast Spectacor Ventures LLC (91.375% limited partnership interest)
Corporate Offices Our corporate headquarters are in the highly successful Wells Fargo Center in Philadelphia, PA. The Wells Fargo Center is one of the most active sports and entertainment venues in the world, attracting 3.5 million visitors to nearly 275 events annually. Besides being home to the Philadelphia Flyers of the National Hockey League and the Philadelphia 76ers of the National Basketball Association, the Wells Fargo Center also hosts concerts, family shows, amateur athletic events, large meetings, and private events. Promoters and representatives have a strong desire to book the must-play Wells Fargo Center a desire that we leverage to book Global Spectrums other managed venues, regardless of their market size. Operations Headquarters Wells Fargo Center 3601 South Broad Street Philadelphia, PA 19148 Phone: (215) 389-9587 Fax: (215) 389-9775 Business Development/Client Relations Headquarters 41-B New London Turnpike Glastonbury, CT 06033 Phone: (860) 657-0630 Fax: (860) 657-0761
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Corporate headquarters. Global Spectrum makes its home in Philadelphias Wells Fargo Center, which attracts 3.5 million visitors to nearly 275 events annually.
Financial Capacity
Provide a general description of your companys financial condition and identify any conditions (e.g., bankruptcy, pending litigation, planned office closures, impending merger) that may impede your ability to complete upcoming projects. Identify and describe anticipated problems (if any), the Managers approach to resolving these problems and any special assistance that will be requested from the City.
As previously mentioned, our parent company, Comcast-Spectacor, is owned by the Comcast Corporation, the nations leading provider of cable, entertainment, and communications products and services. Again, this relationship makes Global Spectrum the most dynamic, well-capitalized firm in the business. In fiscal year 2011, Comcast generated $55.8 billion in revenue. Global Spectrum and Comcast-Spectacor are part of Comcast Corporations annual report. Given that Comcasts annual reports are such voluminous documents, in the interest of brevity we have included a highlight sheet below from the most recent report. Annual reports from the past five years, financial ratings and other supportive information indicating the financial condition of Comcast can be downloaded from www.cmcsk.com. These financial statements which were audited by Deloitte & Touche LLP, a major independent CPA firm provide evidence of our combined financial strength and stability. Specific questions pertaining to this audited financial statement should be directed to: Ken Wajda, Vice President of Finance, Global Spectrum (215) 952-5216 or kwajda@global-spectrum.com In addition, Global Spectrum does not have any condition, such as bankruptcy, pending litigation, a planned office closure, or impending mergers that would impede our ability to complete upcoming projects.
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Audited Financial Statement

A Dunn and Bradstreet Credit Report and/or audited financial statement including a balance sheet for the most recently completed Fiscal Year must be submitted in order to score maximum points in this criterion. Failure to provide all listed information and documentation will result in score less than maximum for this criterion.
As required by the RFP, we are providing selection from the audited financial statement and balance sheet from the most recent Comcast Annual Report below and on the following page.
Financial data for Comcast Corporation. This excerpt from Comcast Corporations annual report shows Global Spectrums financial strength and stability.
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6. 4. ABILITY TO OBSERVE AND ADVISE WHETHER PLANS AND SPECIFICATIONS ARE BEING COMPLIED WITH
Vendor Selection and Relations
These services will require the use of subcontractors by the Manager(s) to maintain and repair facilities, provide support services, and accomplish alterations as necessary. Describe the experience and ability of the Manager to observe subcontractors work and determine whether said subcontractors have complied with the plans, specifications and intentions of the owner.
Global Spectrum, on behalf of its clients, strives to operate in a fiscally conservative manner. As a result, we hire a core full-time staff and supplement with part-time staff as workload and event schedule requires. Global Spectrums corporate philosophy is to maintain and manage all services in-house. This philosophy places more demand and responsibility on our managers, but is a critical element in reaching our goal to produce a positive bottom-line while exceeding client expectations, thereby ensuring repeat business. Further, we regularly engage third-party outside contractors for services most cost effectively handled in this manner. This is standard operating procedure in Global Spectrum-managed venues. Services that have been contracted by Global Spectrum at our various venues include one or more of the following: Food & Beverage (Concessions & Landscape maintenance Emergency generator Catering) maintenance Elevator/escalator maintenance Rolling equipment maintenance Fire suppression system maintenance Internet service Computerized energy management Office equipment maintenance system maintenance Exterior window washing Water treatment Gas cylinder maintenance Pest control Sign machine services Building sound system PBX maintenance Waste management system Event staffing Uniform cleaning service Audio/Visual service Life support system Global Spectrum always prefers to hire local vendors in order to get as many people involved in the community and, therefore, provide support for the local business community, whenever possible. Management & Compliance of Services Global Spectrum will develop a comprehensive, on-going maintenance database for the effective management of facilities assets and mechanical systems. This database will serve five major functions. It will: Serve as a valuable resource of information including contract numbers and warranty terms Track inventory and assets (fixed and controlled) of the facility House and monitor the preventative maintenance schedule and produce quarterly maintenance reports Record a maintenance history on all assets and systems Produce and track facility work orders and their costs Global Spectrums system provides formalized maintenance management in a wide variety of areas that include, but are not limited to: Identifying and tracking any asset requiring maintenance Generating work orders automatically according to the manufacturers recommendation or manually from service requests Keeping and maintaining detailed records on all equipment and work procedures.
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Supporting bar code and data input. Tracks multiple warranty records and other service contracts
Our Computerized Maintenance Management System will ensure that all work done by either in-house or sub-contractors is properly monitored, supervised and completed to satisfactory standards. In addition, this system will create a permanent record on all work performed in the maintenance and service of this account which is available to the Owner for review. Global Spectrum will conduct periodic Internal Operational Audits to ensure that local staff and management are following the recommended Policy and Procedures as outlined in our Corporate Operations Manual. Our team of internal experts will perform the audit and compile a detailed report listing acceptable practices, areas of improvement, and deficiencies needing immediate correction. In addition to listing any shortcomings, the report will also provide local managers a road map to correct and improve any deficiencies. The Operational Audit will focus on the following areas: General interiors Major electrical, mechanical, HVAC systems Utilities consumption and equipment efficiency Structural integrity Code compliance Life Safety Technology Capital improvements planning and implementation Efficiency of entry and circulation systems Proper space utilization Vendor & Sub-Contract Management Vendor & Sub-Contract Performance Monitoring Recycling and Sustainability Practices (LEED) Contract Negotiations Our basic approach for negotiating contracts for major services is to first prepare an RFP that clearly delineates a scope of services and, therefore, the likely contract price. When we receive proposals, we evaluate them based on local conditions as well as benchmarks we have for similar services in our other managed facilities. We believe in very clear and detailed documentation so that we can justify the basis on which an award is made so that we can enforce the contract if and when necessary. We have been hugely successful in negotiating contracts on our clients behalf; our success is due in part to our knowledge and practical experience in dealing with thirdparty providers and also due to our experience in the national and international marketplace. Because we deal with many contractors on a national basis, we are often able to negotiate further Global Spectrum discounts that would not be available to our clients on their own. Our average savings include 65 percent for office supplies; shipping services at over 30 percent discount, far better than the five percent discount many other corporations and governments receive. Global Spectrum also has national advertising contracts with Pollstar, Venues Today, and Billboard that have saved our venues five to 30 percent. Global Spectrums Corporate Office is constantly evaluating and collecting cost and contract elements from all of our accounts to create a database of expense and scope of services so that individual buildings can benchmark their performance against other similar venues throughout the country. This information is then used to increase productivity and reduce expenses where appropriate. Global Spectrum is committed to utilizing local SBE, WBE, and MBE companies. We look forward to the opportunity of reaching out these subcontractors/companies.
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Ability to Administer Contracts and Manage Subcontractors

Discuss the Managers ability to administer contracts and manage subcontractors and their performance.
The decision to subcontract other services will depend on a number of factors unique to the market, including the availability of quality part-time labor. In order to manage subcontractors and their performance, Global Spectrum implements the following reporting structure for the following sub-contracted services: Subcontracted Service Food & Beverage (Concessions & Catering) Elevator/escalator maintenance Fire suppression system maintenance Computerized energy management system maintenance Water treatment Pest control Building sound system Waste management system Uniform cleaning service Life support system Landscape maintenance Emergency generator maintenance Rolling equipment maintenance Internet service Office equipment maintenance Exterior window washing Gas cylinder maintenance Sign machine services PBX maintenance Event staffing Audio/Visual service Financial Accountability Reports to Assistant General Manager Operations Manager Chief Engineer Chief Engineer Chief Engineer Operations Manager Tech Services Manager Operations Manager Operations Manager Chief Engineer Operations Manager Chief Engineer Operations Manager Tech Services Manager Director of Finance Operations Manager Operations Manager Operations Manager Operations Manager Assistant General Manager Tech Services Manager Sub Contract Administrator & Director of Finance
Global Spectrum always prefers to hire local vendors in order to get as many people involved in the community and, therefore, provide support for the local business community, whenever possible. Your Venue, Our Responsibility At Global Spectrum, we recognize the significant responsibility we have to protect and maintain the assets that our clients have spent millions of dollars to develop. We understand that each venue we manage must meet its operational life expectancy and, equally important, that we must keep a watchful eye on operating expenses, as well as the buildings bottom-line performance. Thats why we approach every venue we manage as if it were our own, focusing not on short-term profits but on long-term fiscal stability and performance. Its why our partnership with an existing venue begins with an exhaustive audit to fully understand how its being managed and how its operations can be improved. And its why we develop a comprehensive, customized plan that covers even the tiniest details of Jacksonvilles venues day-to-day and long-term operations, allowing your venue to function at the highest levels of operational and fiscal performance. The bottom line? Global Spectrum understands that managing your venue is about more than just improving the bottom line its also about protecting your assets.
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Venue Maintenance and Operations

Our Commitment Global Spectrum believes that the immaculate physical condition of your venue is every bit as important as the level of customer service provided by the staff. Your venues look and condition project an image to attendees and it can be a positive or negative one, depending on the staffs knowledge, dedication, and attention-to-detail when completing their day-to-day responsibilities. Were committed to exceeding industry standards for custodial services. Although we customize our services for each specific venue, Global Spectrum provides the necessary policies and procedures in our operations manual for routine maintenance, cleaning, recycling, trash collection, room set-up, conversions, and related work needed to keep the venue in like-new condition. Our ultimate goal is to have a client walk into the venue, regardless of how many years it has been in operation, and say that it looks just as good as the day it opened. Other companies may share this view but few will commit the staff and resources to actually make it happen. We make it happen. Plan Overview Operations Manual. Detailed information about our approach to venue and event operations is provided in our operations manual, which is a proprietary document that we will begin customizing for your venues within 120 days after contract award. The manuals table of contents is provided on the following pages. Staff Training. The custodial staff members in each Global Spectrum-managed venue are trained to safely and efficiently perform the required tasks described in our operations manual. Each task must be completed as efficiently as possible, minimizing the impact on visitors during events. We also require mandatory staff participation in training, and we document each element of our training program.
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Operations Manual. Detailed information about our approach to venue and event operations is provided in our operations manual, which is a proprietary document that we will begin customizing for the Jacksonville Facilities within 120 days after contract award. The manuals table of contents is provided on the following pages.
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Global Spectrums operations manual. Our operations manual includes detailed policies and procedures for staff transition, hiring, training, and overseeing operations, and maintenance.
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Maintenance Database Well develop a comprehensive, ongoing maintenance database for the effective management of your venues assets and mechanical systems. This database will: Serve as a valuable resource of information, including contract numbers and warranty terms Track your venues inventory and assets (fixed and controlled) House and monitor the preventive maintenance schedule and produce quarterly maintenance reports Record a maintenance history on all assets and systems Produce and track venue work orders and their costs
Preventive Maintenance Global Spectrum understands that preventive maintenance (PM) is the key to avoiding equipment breakdowns, which can be costly and may interfere with the performance of an event. Our detailed PM plan which is task- and frequency-based, and developed within a computerized maintenance management system protects your venue, ensures smooth operations of events, minimizes costly emergency repairs, and helps protect the safety of attendees, show-related personnel, and staff. Our PM program focuses on completing OEM-recommended tasks, such as lubricating moving parts, tightening loose parts, replacing parts, cleaning, and other similar activities at certain intervals of time. A PM program consists of the following:
An inventory of all equipment to be maintained An inventory of spare parts (critical to operation) A list of all required and recommended maintenance tasks A schedule for routine maintenance and servicing A completed record of completion, repair and follow-up Follow-up supervision
Non-Mechanical Equipment. Global Spectrum provides a maintenance program for all non-mechanical equipment. This includes inspecting and repairing all video, sound, lighting, and telecommunications systems. It also includes inspection, cleaning and repairs of all furniture, fixtures and equipment in inventory, including: Staging Seating and risers Cleaning equipment Lifting equipment Maintenance equipment Predictive Maintenance Predictive maintenance involves monitoring equipment to detect deterioration, thus possibly preventing a breakdown. Predictive maintenance methods we use include: Vibration monitoring Thermal imaging Lubricating oil analysis Insulation resistance monitoring Ultrasonic leak detection
Staying on Top of Maintenance. Preventive maintenance is the key to avoiding breakdowns, which can be costly and may interfere with the performance of an event.
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Custodial Maintenance Heres a brief overview of some of the most important custodial maintenance areas we focus on during operations. The Master Custodial Checklist. Every location in the venue is prioritized on a master custodial checklist by how often it needs to be checked or cleaned. Tasks are entered in a computerized maintenance management system, ensuring that cleaning in every part of the venue is addressed in a timely manner, and preventing areas from going an extended period of time without review. This system also allows us to track the costs associated with maintaining the venue on a monthly basis. Hard Floors and Carpets. Flooring is a large capital investment items in a venue, making it imperative that we focus on hard floors and carpets. Detailed cleaning and maintenance methods are provided in the operations manual. Exterior Maintenance and Landscaping. Staff regularly assesses the venues exterior to correct defects, pick up trash, shovel snow, and maintain the landscapings beauty and health before the public arrives. Equipment. Frequently used event equipment such as tables, chairs, pipe and drape, dance floors, and staging are checked and maintained continually to prevent permanent damage, and to ensure that an unacceptable piece of equipment is not used during an event. The FF&E investment in these items can amount to millions of dollars, making regular maintenance and cleaning critical. Capital Improvements Global Spectrum will develop and provide to the client an annual capital replacement plan as part of the budget process. Generally, any items below $5,000 are part of Global Spectrums operating budget, while items over $5,000 are part of our normal reports, which segment capital improvement projects into three classes: 1. Health- and safety-related 2. Cosmetic and replacement-related 3. Revenue-generating and expense-reducing
Keep it Clean. Global Spectrum believes that the immaculate physical condition of your venue is every bit as important as the level of customer service provided by the staff.
Computerized Maintenance Management System Global Spectrum uses a computerized maintenance management system in a wide variety of areas, including: Identifying and tracking any asset requiring maintenance Generating work orders automatically, according to the manufacturers recommendation or manually from service requests Keeping and maintaining detailed records on all equipment and work procedures Supporting bar code and data input Tracking multiple warranty records and other service contracts
Custodial Maintenance Some of the topics covered in the cleaning procedures section of our operations manual include: General cleaning (lobbies, concourses, restrooms) Soil and stain prevention Spot removal Shampoo/upholstery Floors Capital improvement
Cleaning Procedures Cleaning procedures detailed in our operations manual include: General cleaning (lobbies, concourses, restrooms, seating) Building surfaces and furnishings Equipment operation and maintenance Specific cleaning tasks Glass cleaning Hard-surface floor cleaning and maintenance
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Greening and LEED Certification

Environmentally Conscious Operations Global Spectrum recognizes the increasing importance of managing venues that are green, or environmentally friendly. To that end, our company-wide energy conservation program, STEP Up, aims to heighten environmental awareness and the daily actions taken to make the venues we manage more environmentally friendly.
The STEP UP Program. This diagram illustrates the key elements of Global Spectrums program to heighten environmental awareness.
Whats more, all of our venue management teams actively encourage employees to institute a number of energy-saving practices daily, including:

Proud Members of the USGBC We are members of the U.S. Green Building Council (USGBC), a national nonprofit dedicated to sustainable building design and construction. The USGBC oversees Leadership in Energy and Environmental Design (LEED), which, according to their website, helps building owners and operators measure operations, improvements and maintenance on a consistent scale, with the goal of maximizing operational efficiency while minimizing environmental impacts.
Save energy Turn off lights when leaving empty offices, conference rooms and kitchens Put computers in sleep mode or shut them off Unplug electronics, especially computers, and appliances in office kitchens on weekends Use the stairs instead of elevators and escalators Save paper and supplies Use less paper by printing wisely, re-using paper, and requesting to removed from unwanted mailing lists Bring water bottles, mugs, silverware, and Tupperware instead of using disposable supplies
Cost Containment Global Spectrum has a proven track record of aggressively controlling energy costs. One of many initiatives weve implemented, as part of a broader capital improvement plan, is the installation of real-time electric meters and software to view power use. As demand rises, we can shed power in other parts of the venue to reduce the peak load. Where allowed, we can sell reserve demand power back to the electric grid by baselining the building for each type of event; during non-event times, we can determine how much power to sell back. What elevates us above our competition, however, is our responsible approach to cost containment. For instance:
We establish detailed energy consumption baselines for each utility and track at least monthly. We work with energy management consultants to negotiate favorable utility rates for the venues we manage and to develop conservation programs. We budget for necessary maintenance, repair and capital improvements. We test our electrical systems and components annually to ensure theyre operating at peak efficiency. We work with building management software providers, such as Johnson Controls, Honeywell, and Siemens, to improve efficiencies and lower operating costs.
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We also explore alternate energy sources and cost-reduction programs, such as thermal ice storage, open market purchasing of energy, co-generation options, and conservation and recycling programs. How We Doin? Our Other Initiatives Recycling Efforts. We have placed recycling bins for glass, plastic, and aluminum cans in our parking lots, behind all concession stands, and in office kitchens. Theres no need for recycling cans throughout the concourse because all drinks are poured into cups. However, we have added recyclable cans in all of the suites and in some restaurants, as guests have access to bottles and cans in these areas. Where appropriate, Global Spectrum uses a single-stream recycling program in which paper, glass, plastic, and aluminum cans are placed in one bin instead of being separated by material. These bins are placed throughout the building, including offices, kitchens and concessions. Also, after removing hard drives containing private information, our information technology department uses a recycler to dispose of all outdated computer equipment. Energy Conservation Efforts. Global Spectrum and the Wells Fargo Center participate in an energy sellback program. In doing so, unused power is rerouted by our utility grid system to other users throughout the Philadelphia region, which minimizes the use of electricity and financial resources. To reduce energy consumption during peak demand times, the Wells Fargo Center has a thermal ice cooling room, which contains a tank filled with water that is frozen overnight. During the day, cooling coils circulate through this ice and into the ductwork to provide conditioned, ventilated air.
Its Easy Being Green. Global Spectrums newsletter the Globe features articles about greening efforts at our managed venues.
Marketing Efforts. Finally, Going Green was the front-page cover story on an issue of The Globe, our company newsletter, which is printed on recycled paper. All issues of The Globe feature a section dedicated to environmental news. A copy of The Globe is included in the front pocket of this binder and features the initiatives taking place at a number of our managed venues.
Evaluation of Criterion
Evaluation of this criterion will also consider the Managers ability to interpret specifications as evidenced by the preparation of its Response to this RFP.
Global Spectrum fully understands the Citys intent to find a qualified manager for EverBank Field, Jacksonville Veterans Memorial Arena, Baseball Grounds of Jacksonville, Times-Union Center for the Performing Arts, Equestrian Center, Prime Osborn Convention Center, and the Ritz Theatre and Museum. We believe our interpretation of the Citys RFP is clearly reflected in our provided written response.
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6.5. PAST AND PRESENT RECORD OF PROFESSIONAL ACCOMPLISHMENTS WITH CITY AGENCIES AND OTHERS
Similar Completed Projects
Provide a list of completed projects/assignments that are similar in nature and scope to those described in this RFP and include the facility owners contact person and telephone number.
As described in Section 6.1. Competence, Global Spectrum provides venue management services to several facilities that are similar in nature to those in Jacksonville. Venue profiles, which include the venues client reference and contact information, can be found in our Venue Matrix (Appendix A). Examples of similar projects include: University of Phoenix Stadium, Glendale, AZ Wells Fargo Center, Philadelphia, PA Citizens Bank Park, Philadelphia, PA Sandler Center for the Performing Arts, Virginia Beach, VA Overland Park Convention Center, Overland Park, KS Palm Beach County Convention Center, West Palm Beach, FL Iowa Events Center, Des Moines, IA Richard M. Borchard Regional Fairgrounds, Corpus Christi, TX
Detailed descriptions of these projects can be found in our Venue Matrix. In addition, Global Spectrums full client list can be found on pages 69-72 of this Response.
Outstanding Accomplishments
Describe any outstanding accomplishments that relate to specific services being sought. Responding to this evaluation criterion necessitates that Managers include statements of their past and present record of professional accomplishments or performance with any unit of the City, JEA, Duval County School Board, Jacksonville Aviation Authority, Jacksonville Port Authority, and Jacksonville Transportation Authority, if any. Responses should also describe the past and present record of professional accomplishment on projects that are similar in nature to the size and scope of professional services and/or work required under this RFP.
Professional Accomplishments with City Agencies From 1992 through 1997, two current Global Spectrum Vice Presidents (Peter Sullivan and Michael Ahearn) oversaw the operations of the Jacksonville Sports and Entertainment facilities. Commencing in 1992, these two individuals managed the transition from Public to Private management. As part of this transition, they were responsible for numerous achievements, including a $1.4 million reduction in the subsidy from the General Fund for the facilities; the presentation of the first NHL game in the City, featuring the Philadelphia Flyers and Boston Bruins; NBA Exhibition games; and the first ever Gateway Classic College Football Doubleheader, as well as a host of other events. During this time, these individuals oversaw the consolidation of operations of the five facilities (Gator Bowl, Civic Auditorium, Wolfson Park, Jacksonville Coliseum, and Prime Osborn Convention Center) under one management umbrella, reporting first to the Jacksonville Parks and Recreation Department, and ultimately to the Finance Department of the City. Peter and Michael worked closely with the City and the Jacksonville Jaguars in the renovation and initial build-out of what was then called Jacksonville Municipal Stadium. As part of these efforts, Peter and Michael oversaw the hiring, preparations, and execution of the first NFL game played at the Stadium, and remained in these capacities throughout the first three seasons. In addition to their experience managing NFL events, these two individuals also oversaw the operations of major events throughout the Complex, including the Annual Florida/Georgia game, Gator Bowl, Motorsports, Jacksonville University Basketball, FCCJ Broadway Series, Jacksonville Symphony, as well as trade and consumer events. As
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such, they have considerable experience and knowledge of the interworkings of the Sports and Entertainment landscape in Jacksonville. Bios for Peter Sullivan and Michael Ahearn can be found in Section 6.1 Competence, of this Response. Past and Present Record of Professional Accomplishments Global Spectrums roots can be traced back to ownership of SMG. The Chairman of our parent company, Comcast-Spectacor, is Ed Snider, who co-founded SMG in the mid 1980s and sold his interests in 1998. Many SMG employees transitioned to ComcastSpectacor, and later to Global Spectrum, including Peter Sullivan and Michael Ahearn. In many respects, awarding this management contract to Global Spectrum will result in the return of some of the original, and more successful, players in the privatization of the Jacksonville Facilities. Accomplishments at University of Phoenix Stadium, Glendale, AZ Past and Future Events NFL Super Bowl XLII NFL Super Bowl 2015 BCS National Championship game 2007 & 2011 Annual Tostitos Fiesta Bowl game U2 in concert Rolling Stones in concert Kenny Chesney in concert U.S. Mens National Soccer Team vs. Mexico U.S. Womens National Soccer Team vs. Sweden 2008 NCAA Mens West Regional Basketball tournament U.S. Mens National Soccer Team vs. Venezuela Multiple MLS and Mexican League soccer events 19 high School and 4 college graduations in 2011 Cirque du Soleil (KOOZA), 38 performances in 2012 Annual Big Red and Music Festival Awards Voted Best Natural Grass Field for three-years in a row in NFL Players Poll Voted Best NFL Stadium in the NFL two-years in a row by Sports Business Journal readers Voted AZ Centrals Best Sports Venue in 2010 Named Best New Stadium of the 2000s in Sports Illustrated Writers Poll Recent Financial Performance Fiscal Year 2010 improvement over budget: $1,253,393 Fiscal Year 2009 Improvement over budget: $970,332 NFL Public Safety and Fan Code of Conduct Rankings During 2011 the University of Phoenix Stadium once again placed highly in the rankings of the NFLs yearly security audit. In addition, the facility has enjoyed the following recent successes related to our public safety programs: Venue has been used as a model, multiple times, as an example of the NFLs Best Practices initiatives at work Facility continues to be placed in the top five of NFL stadiums for the leagues expanded Designated Driver Program Maintained a #1 in the NFL ranking for providing TEAMS alcohol training to stadium staff Expanded enforcement of the NFLs Fan Code of Conduct rules and updated the facilitys Emergency Action Plan
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Conducted staff CPR and AED unit training Expanded our fan texting and event hotline capabilities
NFL Fan Code of Conduct Ranking Stadium received a Level 1 Ranking (best possible) for 5 years running Management Experience at Iowa Events Center, Des Moines, IA Global Spectrum competed against SMG and was awarded the management of the Iowa Events Center, which includes the 17,000-seat Wells Fargo Arena, which we lease from our client, Polk County, and two other venues that we manage in the County in accordance with IRS guidelines. These other three venues include Hy-Vee Hall and Veterans Memorial Convention Center. A copy of our Annual Report for the Iowa Events Center is included in the front pocked of this RFP Response binder and describes in detail a long list of Global Spectrums accomplishments in the areas of event programming, bottom-line results, customer services, community participation, and client relations.
Past Efficiency and Effectiveness of Cost Control

Please describe in particular the Managers past efficiency and effectiveness of cost control in providing such services.
In FY 2011, Global Spectrum had fiduciary responsibility for over $633 million of gross revenues in our facilities. This is not our money, but we take responsibility to our clients, customers, and communities so seriously that we treat the money as if it were ours. As such, Global Spectrum-managed venues rely on well-tested and efficient systems and procedures for financial management. We view financial management as a critical component of overall venue management. Global Spectrum-managed venues operate in accordance with Generally Accepted Accounting Principals (G.A.A.P.). Using our financial software program, Global Spectrum can easily generate financial reports. We utilize a number of tools to check and crosscheck our financial procedures including annual reports, monthly reports, weekly sales reports, and post-event recaps. Global Spectrum also performs internal audits of each venue and has an annual audit performed by an outside firm. In addition, we provide our finance department employees with a detailed instruction manual as well as considerable instruction and corporate support from Global Spectrums Vice President of Finance, Ken Wajda. An example of our commitment to proper financial management occurs at our annual Global Spectrum Finance Conference. Sessions are held in order to share experiences and discuss proper accounting and budgeting procedures. Since each client has individualized financial management needs, these sessions prove to be a learning experience, providing a forum that allows our Finance Directors to share ideas with each other. Financial Controls As with every service we provide, we will tailor our financial management plan to meet the specific needs of your venues. Each venue operates under a complete system of financial controls including: Annual budget preparation and monthly analysis of financials, reviewing variances and making changes, where appropriate, to attain goals Bank accounts (operations and box office funds) with dual signature requirements Separation of financial duties to ensure internal controls Implementation of cash controls, reporting box office functions, and check receipts Maintaining armored car services
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Performing corporate internal audits to ensure contractual and financial compliance
MAS-200 & FRX Global Spectrum-managed venues utilize a detailed accounting software program, MAS200, that is part of the Sage Group, the largest supplier of PC account software. As a complement to MAS-200, we use FRX Report Writer to generate our custom financial reports. Global Spectrum has customized this program to the public assembly/event business, which enables us to present our clients with detailed profit and loss statements for every event. This event-reporting model enables us to use our financial reports not just to document results, but as a management tool as well. Monthly Financial Reports to Our Clients Actual results (monthly and year-to-date) Current & year-to-date vs. budget and vs. prior year Comments on every variance Implementation of Financial Management Systems Tasks that are generally undertaken with regard to implementing financial systems include the following: Preparation, implementation, and review of the operating budget. Define any special reporting requirements by the client. Offer alternative reports that are easily generated from the accounting system software. Review and evaluate the financial condition as of contract start date. Establish necessary bank accounts. Determine office and communication equipment needs. Conduct mini-audit of cash, receivables, and payables to ensure validity, accuracy, and completeness. Send letter to potential vendors informing them of ordering, purchasing, and payment procedures. Order/create necessary office supplies such as checks, deposit slips, purchase requisition, purchase order, and other accounting system and internal reporting forms. Institute standard accounting operating procedures. Establish cash management procedures, including box office and cash control. Establish event settlement procedures. Review current purveyor contracts and determine if Global Spectrum should have any or all transferred to its name. Evaluate the business risk insurance currently in place and fill in the gaps where necessary.
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Controlling Operating Expenses & Maximizing Revenues

Global Spectrum follows a strict policy of complete transparency with respect to the care and custody of our clients funds. We provide our clients with comprehensive financial reports on a weekly, monthly, and annual basis. These reports are outlined previously in this Section. Perhaps most important, Global Spectrum manages expenses to revenue. We monitor our budgets very closely and we cut back on expenses if our revenue is not tracking up to forecast. Our focus is on achieving the bottom-line results our clients expect as a result of the annual budgets they approve. Our financial reports are prepared by our on-site Director of Finance, signed off on by our General Manager, and then reviewed monthly by the appropriate Global Spectrum Regional Vice President, our corporate Finance Department, and our COO. We focus immediately on significant variances and begin contingency planning to make sure we still hit the targeted bottom line.
Controlling Energy & Other Costs

Utility Expense Benchmarking Global Spectrums network of facilities allows for extensive expense benchmarking and analysis. One example of the value of this ongoing process is our utility expense benchmarking. Our cooperative network of operational professional along with the corporate financial team track utility costs at our convention centers. When a centers square foot costs exceed the normal range of the benchmark, corrective action takes place. Global Spectrums facility operations team will conduct a thorough audit of the Venues physical plan that will focus on operating efficiencies, significant energy conservation opportunities, and possible revenue-generating upgrades to the physical plant.
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Case Study: Saint Charles Convention Center Saint Charles, MO

Original Utility Expenses: $296,000 annual Audit Conclusions: Portions of the building management system were incorrectly programmed during construction The above led to equipment failure and monitoring difficulties Schedules could be programmed more efficiently Newer technologies should be incorporated Notable Actions Taken: A point to point evaluation of all HVAC components (recommissioning) Reconfigured HVAC to stagger chillers/boilers start times Installed power meters to determine energy spikes, control peak consumption and reduce excessive fees Adjusted HVAC schedule per recommendation Adjusted lighting schedule per recommendation Replace incandescent bulbs with fluorescent and LED Added motion sensors in all mechanical, housekeeping and storage areas Staff turns out office lights each time they leave their office New Utility Expense: $165,000 annual Net savings: $131,000 (44%)
Case Study: Duke Energy Convention Center Cincinnati, OH

Original Utility Expenses: $1,454,406 annual Audit Conclusions:
Building Automation System should be maximized to develop trend logging of all HVAC units and monitor usage of electricity, natural gas, chilled water and domestic water Check the calibration and operation of the CO2 sensors located throughout the building Schedules could be programmed more efficiently Newer technologies should be incorporated
Notable Actions Taken:

Modification of chilled water system to increase Delta T at load condition Air Handing Unit Economizer optimization based on enthalpy CO2 control of Air Handling Unit make-up air for IAQ Cleaning of TPO roofing membrane to increase reflection of solar rays Adjusted HVAC schedule per recommendation Adjusted lighting schedule per recommendation Replacement of magnetic ballast applications with electronic ballasts and high efficiency florescent or HID lamps Installation of occupancy sensors for lighting Energy Awareness training for employee
New Utility Expense: $1,172,743 annual Net savings: $281,663 (19%)
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Case Study: Palm Beach County Convention Center West Palm Beach, FL Energy Consumption Reduction Plan without available initial outlay: During fiscal year 2008, building staff questioned electric utility about inconsistant in-coming power readings on one leg being reported by the BAS system. Local utility found one of their meters have been installed incorrectly, giving false readings. This error resulted in the utility back-billing for incorrect statements for the next full fiscal year. Building staff scrambled to execute energy savings to accommodate these unbudgeted increases for FY2009. The decision was made to exhaust every internal effort to reduce energy demand, before applying for additional funding, which may not have available, due to the economy at the time. To accomplish our goal, the building staff took the following actions: Re-set the HVAC start-up response to event needs during Move-In at the exhibit hall; Changed the A/C for Security Office to a stand alone unit; eliminating the need for a 600 ton chiller to operate for late night needs in this small area; Performed Infrared Testing of all power distribution equipment, replacing breakers showing higher temperatures, indicating inefficient, pending failure; Replaced paper media air filtration in all Air Handling Units with more efficient filter media with lower resistance, requiring less energy use; Replaced less efficient drive belts on AHUs with energy efficient belts which reduce wasted energy in start-up and drive; Moved more lighting controls to the Security Office, for activation only during actual need for staff or customer use, saving on unnecessary unoccupied space illumination; Re-wired lighting controls on a variety of circuits for concourse and exterior lighting to have lighting available for cleaning use or dusk/dawn event needs; Moved circuits from mechanical timers to BAS system, for astronomical actuation; Changed a gross of dimmable flood lamps in the Ballroom to lower wattage; Changed six dozen incandecent indirect accent lamps in Ballroom to CFs; Eliminated inefficient exterior lighting fixtures with ones using Compact Flourescents; Upgraded thermostatic controls in the MDF to improve A/C effectiveness; Installed a number of motion detector lighting actuators in a variety of applications;
Results: The efforts cited above contributed to a successful reduction in utility expense for the current fiscal year. The latest electric statement, for period 8 of 12, shows the following success: FY2009 Actual: $419,083.; FY2010 Actual: $374,275, a savings of $44,808 or 10.5%.
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Case Study: Augusta Civic Center Complex Augusta, GA When Global Spectrum took over this account in August 2008, the governing board for the complex approached the new management about cutting down on utilty costs and increasing the efficiency of lighting and mechanical equipment in the complex. With limited funding and resources; here are the steps taken to help reduce the utility cost: Took old dimmer system out of Theater and installed a new Lutron system. New system is programmable and more energy efficient. Changed the A/C in the Front Office from a 30 ton chiller to a 5 ton heat pump. Involved 24 hour Security in keeping lighting use to a minimum when building is not in use. Changed lighting fixtures in Arena and Theater from T-12 lamps to T-8 lamps to reduce on wattage use. Changed sport lighting in Arena from a 1,000 watt incandescent to a 256 watt fluorescent. Changed from 100 watt incandesent to 28 watt dimmable fluorescents in the 7 Meeting Room spaces. Johnson Controls updating their HVAC control software to make units more efficient.
**We will also be replacing a 30 year old, 650 ton chiller and 10 Air Handling units in the next year to help reduce energy use and increase savings. Below are the power costs from the first 10 months of FY 2008-2010 and the cost savings we have shown over those time periods: FY 2008 first 10 months energy cost - $393,601 FY 2009 first 10 months energy cost - $344,305 FY 2010 first 10 months energy cost - $328,167 FY 2008 to FY 2009 Cost savings of - $49,296 (12.5% energy savings from FY 2008) FY 2009 to FY 2010 Cost savings of - $16,138 (5% energy saving from FY2009)
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6.6. PROXIMITY TO THE PROJECT

Document the location of Managers corporate headquarters, which, if located in Jacksonville, Florida, no further information is required under this criterion and maximum points will be awarded. If Managers corporate headquarters are not located in Jacksonville, Florida, please document the location and the nature of business of Managers branch office(s), if any, that are located in and/or that are closest to Jacksonville, Florida, the number of employee assigned thereto and the period of continuous existence thereof. Additionally, Managers are requested to demonstrate, define and provide examples of their ability to provide the services contemplated herein in a manner comparable to having a local office in Jacksonville, Florida or to show that a local office is not necessary to satisfactorily perform the services required for this project, in which event maximum points may be awarded.
As previously mentioned, Global Spectrums corporate headquarters are at the Wells Fargo Center in Philadelphia, PA, and our Business Development and Client Relations Headquarters are located in Glastonbury, CT. Operations Headquarters Wells Fargo Center 3601 South Broad Street Philadelphia, PA 19148 Phone: (215) 389-9587 Fax: (215) 389-9775 Business Development/Client Relations Headquarters 41-B New London Turnpike Glastonbury, CT 06033 Phone: (860) 657-0630 Fax: (860) 657-0761
We also have offices in the State of Florida through our ultimate parent company, Comcast Cable; our parent company, Comcast-Spectacor; and our sister company, Ovations Food Services. Their office locations along with the number of staff at each company is listed below. Company Comcast Cable Office Location/Contact Bill Ferry Vice President, Government Affairs 4600 Touchton Road E Suite 2500 Jacksonville, FL 32246 Number of Employees 8,132 - Comcast 2,071 - NBCUniversal 16,136 - Universal Studios
Comcast-Spectacor
145 - Full-Time Mich Sauers Senior Vice President, Business 888 - Part-Time Development 111 Second Avenue N.E., Suite 517 Saint Petersburg, FL 33701 Cell: 813-240-7900 MSauers@comcast-spectacor.com Todd Wickner Chief Operating Officer 18228 US Highway 41 North Lutz, FL 33549 Phone: 813.948.6900 631- Full-Time
Ovations Food Services
We also have a number of venues and 145 full-time and 888 part-time employees in the South Florida area at our facilities in Miami (BankUnited Center and James L. Knight International Center), West Palm Beach (Palm Beach County Convention Center), Miami Beach (Miami Beach Convention Center), Tampa (University of South Florida SunDome Arena), and Orlando (University of Central Florida Complex). Appropriate support staff team members from these venues will be available and readily accessible to provide our Jacksonville Facilities General Manager with support for events with unusual requirements.
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On-Going Corporate Support

The Jacksonville Facilities will also have access to the following members of Global Spectrums corporate support team. These individuals, although not located in Florida, will have responsibility for the initial transition and on-going management, marketing, operations and reporting. Current Organization Global Spectrums Chairman is Peter Luukko, who also serves as President of our parent company, Comcast-Spectacor. Once Global Spectrum secures an account, our operations team steps in. Our Chief Operating Officer is John Page, who would also act as the Regional Vice President for this account and would be responsible for overseeing the Jacksonville Facilities. Global Spectrum has a number of other operating divisions that provide on-going management, marketing and operational services to our clients. These divisions are managed by the following individuals: Business Development & Client Relations Frank E. Russo, Jr., Sr. Vice President Todd Glickman, Vice President Operations and Pre-Opening Services Michael Ahearn, Vice President Human Resources Lane Miller, Vice President Insurance and Risk Management Lew Bostic, Vice President Security, Services, and Parking Mike Hasson, Vice President Convention & Trade Show Centers Tom Mobley, Senior Vice President Marketing Bob Schwartz, Vice President Public Relations Ike Richman, Vice President Legal Phil Weinberg, General Counsel Brian Rothenberg, Vice President & Senior Assistant General Counsel Information Technology Bill Savage, Vice President
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6.7. PAST AND PRESENT DEMONSTRATED COMMITMENT TO SMALL AND MINORITY BUSINESSES AND CONTRIBUTIONS TOWARD A DIVERSE MARKET PLACE
Responding to this evaluation criterion necessitates that Managers indicate their past and present commitment to minority, womenowned, small and emerging businesses. More specifically, responses to this evaluation criterion should include, without limitation, statements that document the Managers: (i) commitment to diversity among the directors, officers, members and/or employees that make up its firm; (ii) commitment to diversity within its community and beyond; (iii) commitment to and/or utilization of minority, women- owned, small and emerging businesses on past projects; and (iv) commitment to and/or utilization of minority, women-owned, small and emerging businesses, certified JSEBs in particular, for the project solicitation in question.
As an industry leader, a local employer and a caring member of all the communities we serve, we have both the opportunity and the obligation to promote diversity across multiple platforms. As a family of companies that integrates so many talented people and operates in so many diverse places, we are in a unique position to encourage and promote diversity and inclusion. The energy and dedication of those who work with us and alongside us are what have made our company a success. Ed Snider Chairman, ComcastSpectacor
Global Spectrum: A Model for Diversity and Inclusion

Commitment to Diversity At Comcast-Spectacor and Global Spectrum, our awareness and commitment to diversity originates with our founder, Ed Snider, who takes an active leadership role in national and local organizations fostering diversity, including the Anti-Defamation League, one of the nations leading civil rights organizations, and The National Ethnic Coalition of Organizations. To underscore the importance of this commitment, the Comcast-Spectacor Foundation was established to support non-profit organizations that provide resources to underserved citizens of all ethnic backgrounds in the Philadelphia region. In addition, Snider founded the Ed Snider Youth Hockey Foundation, a private foundation that uses the sport of hockey to help educate at risk, inner city youth, on how to succeed in the game of life. Global Spectrums credo emphasizes the importance of diversity. We believe that the talent, creativity and diversity of our people are our greatest resources. We are committed to diversity in our governance and employment practices, our purchasing decisions, our programming and our community investments. Governance: Global Spectrum has developed a Joint Diversity Council to provide guidance on the development and implementation of national and local diversity initiatives. Global Spectrum has created a Vision Statement and Diversity Master Strategic Plan to articulate vision and strategic approach for making Global Spectrum the best facility management company in America for diversity. Global Spectrum has compiled a Benchmark Study to assist in setting a baseline for monitoring future progress on the companys diversity initiatives.
Employment Practices: Diversity Planning Global Spectrum is implementing a multi-year strategy to increase workforce recruitment, retention and promotion through local management plans. Global Spectrums Vice President of Human Resources oversees recruiting, capacity-building programs, and training and development. Global Spectrum is creating cross-company Affinity Groups enhancing our commitment to build a more inclusive and engaged workforce.
Talent Acquisition and Management: Global Spectrum requires diverse slates of candidates for Director-level and above positions.
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Global Spectrums roster of recruitment firms include minority and women-owned businesses Professional and Leadership Development Global Spectrum is developing capacity building programs with national and local educational institutions and organizations and industry associations Global Spectrums internal development programs build a pipeline of diverse talent
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Our company culture is enriched with a diverse environment for employees and suppliers reflecting the individuality of all our local communities. We also believe that a workplace for employees, vendors and customers must be free from discrimination and harassment, and are committed to providing full opportunities for all in order to reach our full potential. John Page Chief Operating Officer Global Spectrum
Purchasing Decisions Global Spectrum is continuing to build a Supplier Diversity Program that creates sustainable relationships with, and economic opportunities for, diverse suppliers Expanding already robust Supplier Diversity Programs Company-wide and local level partnerships with supplier diversity organizations include minority-led/minority-serving Chambers of Commerce and councils representing women, veterans, and disabled workers Expanded goals and metrics for tracking ownership, visibility and partnership progress Enhanced sub-contracting activities through prime supplier outreach Launch of new Global Spectrum diverse supplier registration sites Hosting supplier diversity summits A description of Global Spectrums Human Resources Policies including Respect in the Workplace, incorporating EEO, Anti-Harassment, Discrimination, Retaliation, and
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Accommodations for employees with disabilities, can be found on pages 37-45 of this response. Programming and Community Investment While Global Spectrum has a national footprint, our company develops close connections to the local communities we serve. We are committed to diversity and inclusion not only in our employment practices and with our vendor relationships, but also with the events we present and the community investment we make. This is a core principle for the way we conduct business. Events We provide diversity in the events we host in the venues we manage. Recent examples include: NAACP National Convention Church of Christ Womens Conference Society of Hispanic MBAs National Convention National Baptist Annual Convention Major League Baseball Beacon Awards Civil Rights Weekend Society of Hispanic Engineers Chinese Chamber of Commerce League of United Latin American Citizens National Convention Ancient Egypt Arabic Order Nobles Mystic Shrine National Urban League Minorities in Agriculture Natural Resources Conference Northampton Pride Project Homeless Connect Traditional Indian Wedding Womens Professional Development Conference Senior Events
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Community Outreach One of the things that distinguish Global Spectrum is that our employees are fully woven into the fabric of the communities we serve. Our employees live, work and raise their families everywhere that Global Spectrum manages venues, and being an active part of those communities is an integral part of our success. The following are some of the community programs in which our facilities are involved:
Global Spectrum brings significant background and success in implementing local diversity, inclusion and economic participation programs in the communities we serve. We have proven that minority, women-owned and small and emerging business and local employment inclusion is successful business practice. Where goals are established for diversity and inclusion, Global Spectrum exceeds them on a consistent basis. Economic Inclusion at the Duke Energy Center To show the success of EMS, below is a snapshot of the results for a few projects they worked on in Cincinnati, OH: Project Southern Baptist Church Cincinnati Convention Center Kroger Garage Project Red Bank Development Project Underground Railroad Freedom Center Middletown Public Schools (1st Phase) Project Goal 50% MBE Goal 30% SBE Goal 20% SBE Goal 25% SBE Goal 30% SBE Goal 20% of EDBE Goal Participation 75% 34% 27% 28% 42% 58.6% Result Goal Exceeded! Goal Exceeded! Goal Exceeded! Goal Exceeded! Goal Exceeded! Goal Exceeded!
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Convention Center Operator Exceeds Goal for Business Inclusion (March 25, 2008 The Cincinnati Enquirer (Ohio)
Global Spectrum, the private firm that manages the Duke Energy Center downtown, said Monday it has exceeded city goals for minority and small-business inclusion last year. The firm reported that minority and small business participation was 32 percent in 2007; 2 percentage points higher than the goal set by Cincinnati officials. The city owns the center. Money spent with minority and small businesses also more than doubled to nearly $569,806. The number of minority and small business vendors increased to 11, up from five in 2006.
February 8, 2008 Ric Booth, General Manager Duke Energy Convention Center Global Spectrum 525 Elm Street Cincinnati, OH 45202 Dear Ric, Congratulations on another successful year managing the Duke Energy Convention Center. I am pleased to report that in 2008, the minority and small business inclusion rate at the Duke Energy Convention Center has nearly doubled from 2007. The total dollars spent in 2008 were $911,199.25 which accounted for 55.09% of total purchases. This number exceeds the 30% goal established by the City of Cincinnati. In less than three years of managing the Duke Energy Convention Center, Global Spectrum has exceeded the Citys goal for economic inclusion two years in a row. Ric, you and your staff are to be commended for this achievement and for your commitment to inclusion and diversity. Not only are you helping make Cincinnati a better place by attracting out-of-town guests to experience all of the great things the city has to offer, but you are also helping to make it more open, integrated, and economically inclusive. It has been our extreme pleasure working with you and your staff. The results of our efforts can be used as a model for promoting effective economic inclusion practices in other facilities. We look forward to a long lasting mutually beneficial relationship. If you have any questions please feel free to contact me.
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CITY OF JACKSONVILLE FACILITIES MANAGEMENT SERVICES ECONOMIC INCLUSION PLAN

Global Spectrum realizes that it is critically important that the City of Jacksonvilles (COJ) seven major event facilities contribute to the economic vibrancy of the City. Our proposed Economic Inclusion Plan is designed to assist in meeting this goal. Global Spectrums approach to economic inclusion is based on three main themes: 1) Leadership, 2) Planning/Accountability, and 3) Strategic Partnerships. These themes guide our multipronged methodology of combining local business participation, local employment opportunities, and a commitment to diversity to produce robust local economic impacts. At Global Spectrum, local business inclusion and local workforce development are integral parts of our management approach. Our corporate culture positions these economic inclusionary activities and a commitment to diversity as part of our overall strategy for operating world-class sports, entertainment and arts venues. We are aware of the City of Jacksonvilles leadership in promoting JSEB participation and employment opportunities for local residents, and Global Spectrum is committed to developing and implementing an exceptional menu of services in these areas. Global Spectrum brings significant background and success in implementing local economic participation programs. We have proven that minority, woman-owned, emerging, and small businesses, as well as local employment inclusion, are achievable without negative impacts to the bottom line. Global Spectrum exceeded the local city/owner goals for minority and small business inclusion in 2007, for the Duke Energy Convention Center in Cincinnati, achieving 32 percent of the small business inclusion rate. Money spent with minority and small businesses also doubled, with the actual number of vendors increasing more than 50 percent within one year. By 2008, Global Spectrum was able to grow the minority and small business inclusion rate at the Duke Center to 55.09 percent of total purchases. Following are the main elements of Global Spectrums proposed Economic Inclusion Plan for the City of Jacksonville:
1. Local Economic Inclusion Policy Statement

Global Spectrum has developed the following policy statement to ensure that all internal and external stakeholders to the Jacksonville facilities understand our commitment to economic opportunity for local businesses and residents. Global Spectrum is committed to the goal of enhancing economic opportunities for Jacksonville businesses, particularly diverse and economically disadvantaged firms, throughout the operations of the Jacksonville Facilities. Global Spectrum will adopt a policy of enhanced economic opportunity with respect to its own contracting and purchasing and will seek to convince all of its contractors, subcontractors, and vendors to abide by the spirit and intent of this policy statement. We are committed to a comprehensive program of JSEB development that will result in enhanced opportunities for such firms. Global Spectrum is committed to the goal of ensuring that Jacksonville residents, particularly veterans and young adults, have access to the myriad of employment opportunities generated by the operations of the Jacksonville facilities. Global Spectrum will recruit from the local community to employ Jacksonville residents in its own staffing and request that its contractors, subcontractors and vendors abide by the spirit and intent of this policy.
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Global Spectrum has a corporate-wide commitment to diversity and inclusion and, as such, will establish and implement the Jacksonville Local Economic Inclusionary Program (JLEIP), which is a rigorous, progressive and innovative economic opportunity program.
2. Enhanced JSEB Contracting Initiative

Global Spectrums first step upon notification of award will be to review the levels and breadth of local business utilization and local workforce participation. Our objective will be to establish a baseline of participation from which we can craft an Enhanced JSEB Contracting Initiative. We will ensure that the enhancements put in place will be well integrated with existing arrangements so that there is no interruption of services, and performing local businesses and local resident employees are retained. The objective is to improve the level of JSEB contracting and local resident employment, not to displace existing successful arrangements. Global Spectrum will develop a written plan with targeted goals, procedures for purchasing/inclusion, tracking and benchmarks to denote progress, and a reporting schedule to keep Global Spectrum, COJ, participating vendors/contractors and other stakeholders informed of JFLEIP status and progress. The main elements of the JFLEIP Enhanced JSEB Contracting initiative are spelled out below along with implementation strategies that Global Spectrum has found to promote success. JSEB Goal Setting Process The old adage, what gets measured gets done, certainly applies to supplier diversity and JSEB utilization. The centerpiece of our JSEB Contracting Initiative will be the goal-setting process. Our approach to goal-setting is to develop an annual JFLEIP procurement forecast by commodities/services and develop specific goals for all procurement categories. Once the initial review of existing JSEB participation levels is completed, Global Spectrum will analyze that information along with the forecasts and set an annual Enhancement Goal. That is, we will seek to increase the participation of JSEB beyond current levels while maintaining competitive pricing. Our experience operating other complexes suggests that annual local business goals of 30 percent at minimum are achievable, and in many cases, can be exceeded while simultaneously obtaining competitive pricing for services and commodities. Incorporating JSEB Goals into Performance Evaluations The companion to goal-setting is accountability. We will incorporate the commodity/service specific goals into the performance evaluations of our buyers, commodity managers, and key decision makers. Buyer and Key Manager Training It is essential that all buyers and senior managers be trained on the importance of JSEB utilization and strategies for maximizing participation. We will conduct a briefing for all senior leaders at Jacksonville facilities to share the goals and objectives of the JFLEIP and the role that they must play to ensure success. We will also conduct a more in-depth training session for facilities employees with purchasing responsibilities to understand the program, their role in making the program successful, as well as how to use the tools that are in place to support the program. JSEB Target Market Program Global Spectrum will implement a Target Market Program that will extend additional opportunities for JSEBs to bid on selected contracts set at a dollar threshold accessible to smaller, local firms. These smaller contracts are placed in a target market where JSEBs can bid for the business in competition with one another. This maintains a competitive bidding climate that enables economic pricing while expanding opportunities for JSEBs. MicroVendors Program Global Spectrum will establish a MicroVendors Program in partnership with local
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entrepreneurship organizations to provide opportunities for very small local vendors to sell their products onsite at designated JFLEIP events. Global Spectrum will identify appropriate vending opportunities and match these with participants from existing small business programs. We will make sure that the vendors offer goods or services of high quality that are complementary and add to the array of choices for Jacksonville facilities patrons. We envision opportunities for food concessionaires, service providers and souvenir vendors. Comprehensive JSEB Outreach Program Global Spectrum will develop an insiders understanding of small and emerging businesses in Jacksonville. As a result, our outreach program will speak to the unique needs of our JSEBs. Our outreach program will center around the following target groups: Influencers Stakeholders Beneficiaries Each of these groups has a vested interest in the community, with particular interest in the success of JSEB participation in Jacksonville facilities. The following lists are examples of potential target groups and organizations. We will work with facility managers and COJ leadership to create an inclusive and definitive list before initiating our outreach program. Presently, the COJ is conducting the Jacksonville Multi-Jurisdictional Disparity Study to determine whether goods and services are being equitably awarded to all ready, willing, and able market area contractors. The participating agencies include: the City of Jacksonville, the Jacksonville Transportation Authority, the Jacksonville Port Authority, Jacksonville Electric Authority, and the Duval County Public Schools. The study is designed to evaluate the procurement and contracting practices of government agencies, particularly in their use of disadvantaged, minority-owned, and woman-owned business enterprises. We believe the results of this study will be of value to our outreach efforts and will actively engage with the study group to ensure applied learnings and apply valuable insights to the JSEB program. Influencers Global Spectrum will identify community influencers as those who influence not only small businesses, but also the community at large through their support and advocacy of small businesses. Global Spectrum will develop a database of influencers. This database will range from well-known elected officials to lesser-known, but powerful de facto community leaders. Our outreach efforts will include ongoing communications to influencers, including e-news updates and communications, notifications of Jacksonville facilities employment and business opportunities and when needed, frank and honest discussions with influencers to maximize our efforts for JSEB outreach. Influencers may include active community organizations such as: Neighborhood Associations and Councils Cecil Commerce Westside Business Leaders Association Northside Business Leaders Association Southside Business Leaders Associations Jacksonville Chamber of Commerce Regional Councils Community Banks and Credit Unions Small Business Development Center at UNF City Council Members Congressional Members CPACS Additional Business Associations
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Stakeholders Global Spectrum will engage stakeholders early and often. Stakeholders are identified as community organizations providing business development services and education. Our JSEB Outreach Program will include the Joint Diversity Council (JDC). JDC members will be invited to share their programs and services with Global Spectrum, and to bi-annually advise Global Spectrum on their services. Members: Beaver Street Enterprise Center Jacksonville Womens Business Center Jacksonville Chamber of Commerce SCORE SBA Jacksonville Urban League E3 Entrepreneurial Development Jacksonville Community Council Veteran Re-Integration Center Bureau of Rehabilitation Reemployment Services Small Business Resource Network Community Rehabilitation Center University of North Florida Jacksonville Economic Development Council Florida State College Clara White Mission Fresh Ministries Hispanic Chamber of Commerce African American Chamber of Commerce Asian American Chamber of Commerce Lutheran Social Services Faith Based Organizations/ Churches/Synagogues/ Centers/Mosques Duval County Schools ( Magnet, Charter, Academies, etc) Stakeholders Council of Spanish Speaking Professionals Edward Waters College Hispanic Organizations of North East Florida Jacksonville Jaycees Connect FL ImpactJax Urban League YMCA Colombian Association of Northeast FL Enterprise Florida Jacksonville Asian American Alliance IndoUS Chamber of Commerce Northeast FL Puerto Rican Chamber of Commerce of Northeast Florida Black Pride Jacksonville Jacksonville Hospitality Institute WorkSource Disability Navigator Hope Haven Business & Employment Services Goodwill Good Guides Youth Mentoring Friends of Barnabas Jacksonville Business Exchange Infinity Solutions of North American ComVox Systems Jacksonville Asian American Alliance (JAAA) Wounded Warrior Project Florida SBDC Procurement Technical Assistance Center Program ( PTAC) Women Business Owners of North Florida Small Business Resource Network EPI Vocational
Beneficiaries Global Spectrum understands that the center of a successful program is outreach to beneficiariesJacksonville Small and Emerging Businesses. Our outreach program embraces the goals of the City of Jacksonville Small and Emerging Business program. Working closely with the COJ, we will ensure ongoing communication with COJ managers of diversity programs. The outreach to beneficiaries will embrace the term emerging. We understand that emerging businesses may not have the full understanding of business partnerships, subcontracting or vendor services. Our outreach program will focus on the following phases: Education, Engagement, Empowerment and Employment.
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Education: Oftentimes, the following fundamental questions exist among small businesses: Who is Global Spectrum? What is involved with facilities management? How can I become involved? Global Spectrum educational programs will be implemented within each diverse community of Jacksonville: Northside, Westside, beaches, and business districts of Southside and downtown. Beneficiaries will have a forum to ask important questions, and prepare for the next steps for their businesses. The educational program will be available online, through video segments, and via interactive question formats. Translation services will be available as needed. Engagement: Once the JSEB community is educated, we must keep them engaged. Facilities management has differing needs, at differing times- including often years after the contract is signed. In order to ensure JSEBs remain engaged we will use social media, electronic communication, and local media updates. We will use social media to highlight the status of the JSEB program, provide video tours of facilities, and simply explain our process through YouTube video. Our goal is to ensure the JSEB remains engaged, and to reduce frustration that often occurs with unavoidable delayed timelines and processes. We will manage expectations and continue open dialogue with the JSEB community. Empowerment: Through Education and Engagement, our JSEBs will become empowered to apply for vendor/contract opportunities with Global Spectrum. Ongoing Vendor Opportunity Fairs will be held for JSEBs to present their qualifications to Global Spectrum, and our vendors. These vendor fairs will be held in conjunction with ongoing stakeholder events, such as SBA Vendor Fairs, UNF Small Business Series, and Beaver Street Educational Forums to maximize attendance. Employment: Global Spectrum is committed to exceeding the 25% JSEB participation goal set forth by the COJ. As such we envision full and increased employment opportunities within Jacksonville Facilities. We will report these successes to COJ as required on a monthly basis. Online Registration Process/Website Link/ Social Media Global Spectrum will employ procurement management technology to implement a JSEB online registration process and interactive website to promote communication with JSEBs. This will enable interested JSEBs to notify us of their interest and capabilities while capturing other pertinent data. Social Media Facebook and Twitter -- will also be used to promote opportunities. JSEBs will be encouraged to Like the Jacksonville Facilities JSEB page, and as a reward, will be entered to win a small gift, such as a gift certificate to a local office supply store. Social media will be relevant and current, providing opportunities for daily engagement among JSEBs. Global Spectrum also will mine the databases maintained by public agencies, such as the JAA, JTA, JPA, Jax Housing Authority, DCSB, etc. in order to identify local firms that provide services, supplies, or commodities. Once this target group is identified, Global Spectrum will reach out via email blasts to encourage registration and keep them informed of opportunities on an ongoing basis. Electronic JSEB Database Beyond the registration process, we will maintain an electronic database of all JSEBs either doing business or seeking business opportunities with Jacksonville facilities. This
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database will be the primary tool for buyers and key managers to identify and communicate with JSEBs regarding facilities opportunities. Matching JSEBs with Contracting Opportunities Global Spectrum will go beyond simply posting bids for JSEBs. We will: Provide notice to qualified JSEBs of available procurement opportunities. The notification process will include informing targeted JSEBs of scheduled pre-bid meetings, scopes of work, bid specifications and plan details, bid due date, and other relevant information Follow-up with JSEBs after initial contact to encourage actual participation in the bidding process Inform JSEBs about the actual bidding process, and resources that are available to them to facilitate their participation, such as bonding, technical and financial assistance Monthly JSEB Tracking and Scorecard Global Spectrum will track its JSEB expenditures and develop a monthly scorecard that maintains the summary of the facilities management JSEB expenditures. This tool will be the basis for evaluating our progress toward attainment of our annual enhanced JSEB goals. Annual Facilities Management JSEB Recognition Program Global Spectrum will host an annual recognition program to reward those internal and external stakeholders that have made significant contributions to the program success. We will use the program to reaffirm our commitment to JSEB expansion. JSEB Capacity Building Initiative Most supplier diversity experts agree that capacity building is an essential element of a successful JSEB procurement initiative. As Jacksonvilles seven venues are among the nations leading public assembly facilities, we are confident that an effective capacity building initiative can expand the number of growing JSEB firms that focus on hospitality and convention services. Drawing upon our success at other venues, Global Spectrum will partner with local educational programs, including Clara White Mission Culinary Arts Program, and Florida State College- North Campus, School of Culinary Arts. Jacksonville Services Training Project Seminars/workshops for JSEBs working in the fields of hospitality and convention services. The sessions will be designed to address the needs of growing JSEB firms and cover such topics as Strategic Planning, Marketing, Finance, and Operations. Mentor/Protg Program Implementation of a mentor/protg program that links Global Spectrum professionals, larger facilities management vendors or service contractors with JSEB firms working in hospitality and convention services. The purpose will be to enhance the capabilities of the protg. Our team will assist in developing a comprehensive set of guidelines to assure that the mentor/protg relationships adhere to the objectives of supporting the development of the JSEB firms through training and assistance in various areas. The following are some of these guidelines: A written agreement setting forth the protgs needs and describing the assistance the mentor is committed to provide to address those needs. These are likely to include management, financial and/or technical assistance, loans and/or equity investments, cooperation on joint venture projects, or subcontracts under prime contracts being performed by the mentor Agreement by all parties to participate in periodic reviews Responsibilities of the protg on the contract to be correlated with the firms existing size and expertise
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3. Workforce Development Program

Expanding employment opportunities for Jacksonville residents is the second part of Global Spectrums JFLEIP. Global Spectrum will address its commitment to local hiring at two levels: within its management team and through its vendors and service contractors. As with JSEB contracting, the first step will be to conduct a review of existing local employment participation levels. Once the review is completed, Global Spectrum will prepare an annual workforce forecast for all hiring opportunities, both for its management team and for vendors and service contractors. We will determine where the upcoming hiring opportunities exist and set a Jacksonville workforce-hiring goal. In addition, Global Spectrum joins with other public and private sector organizations committed to addressing the employment needs of veterans, particularly those returning from active duty in the Middle East. As well as those retiring or separating from the US Navy at local naval bases. Therefore, Global Spectrum will incorporate a recruitment program targeted to veterans into its local hiring efforts. The hiring goals will serve as the basis for a Local Hiring Plan. The Plan will spell out the strategies for achieving the goals, a tracking mechanism, benchmarks for assessing progress, and a reporting schedule to keep all parties informed of achievements. The following are the main strategies Global Spectrum will utilize to achieve results in extending employment opportunities to Jacksonville residents: Local Outreach & Recruitment To facilitate achievement of local and veteran hiring goals, Global Spectrum will place job notification and referral procedures to include: Online posting of job announcements on Global Spectrums website that encourage Jacksonville residents of diverse backgrounds to apply for positions Distribution of notifications of employment opportunities to Jacksonville employment and community organizations Participation in local job fairs to recruit residents for open and upcoming positions (or hosting a job fair if demand is sufficient) Compilation of job applications received from local residents and veterans in a database that will be made available to Global Spectrum staff, subcontractors, vendors and service contractors to facilitate potential matching with job openings Global Spectrum will actively seek out and engage Jacksonvilles Recruitment organizations and Outreach associations. We will be vigilant in extending employment opportunities for the unemployed as well as exceed the 25 percent JSEB participation goal. Listed below are just some of the agencies Global Spectrum looks forward to working with. WorkSource: First Coast Workforce Development is a publicly funded agency that provides extensive workforce-related services to six counties on Florida's First Coast Baker, Clay, Duval, Nassau, Putnam and St. Johns counties. We strive to open the door to improved employment opportunities through education, training and career services for workers Congress Woman Corrine Brown, Annual Jacksonville Job and Resource Fair Women Business Owners of North Florida Small Business Resource Network (SBRN) Management Level Training All too frequently local employment initiatives focus solely on entry-level positions and omit management level opportunities. Global Spectrum is committed to increasing the diversity of its management staffing, as reflected in the lead position it took on the Diversity Committee of the International Association of Venue Managers (IAVM). For the Jacksonville Facilities Management Services, Global Spectrum will partner with the National Urban Fellows Program (NUF), a nationally recognized program that has been
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instrumental in developing management level professionals of all ethnic and racial backgrounds, particularly people of color and women. In working with NUF, Global Spectrum will identify a position on its management team for a Jacksonville National Urban Fellow. In accordance with the NUF program, the position will consist of a ninemonth, on-the-job mentorship during which the Fellow is pursuing a masters degree. Upon successful completion of the program, Global Spectrum will seek to either retain the Fellow on the team or refer them to other potential employment opportunities within Global Spectrum. This partnership with NUF will provide industry training to a local resident and prepare him or her to be competitive nationally in the facility and/or event management industry. Global Spectrum has attained the cooperation of Miguel Garcia, NUF Program Director. Upon award, NUF is prepared to move ahead with Global Spectrum on this program. Internship Programs Global Spectrum regularly incorporates student internship opportunities into its management operations. Through these efforts, students participating in hospitalityfocused programs can gain extremely valuable experience in the various aspects of hospitality and convention center management. Global Spectrum has reached out to the Hospitality Department and Business Department and Construction Management Programs of University of North Florida, Jacksonville University, Edward Waters College, and Florida State College. Upon award, local colleges are prepared to move ahead with establishing an internship program with Global Spectrum at local facilities. Likewise, Global Spectrum believes that extending internship and employment opportunities, especially to local disadvantaged young adults, is important. Using the support of influencers and stakeholders we will engage local disadvantaged young adults. Workforce Development Job Fairs Global Spectrum is committed to participating in Jacksonvilles career fairs to expand the employment opportunities for the unemployed in the local community. Global Spectrum will have a strong presence at Jacksonvilles career fairs, we look forward to embracing job seekers with our premier booth space, clear signage and diverse staff available to meet and interview local residents and military veterans seeking employment. Listed below and on the following page are just a few of the community partners that host career fairs throughout the year in Jacksonville, FL. Global Spectrum is committed to working with these community partners and to doing what we can to get the residents in Jacksonville back to work. Agency for Workforce Innovation Job Fair 11000 Beach Blvd., Jacksonville, FL Kelly Services 4168 Southpoint Pkwy, Suite 201, Jacksonville, FL 32216 Florida State College at Jacksonville, Kent Campus Career Development Center Kent Campus Library Courtyard 3939 Roosevelt Blvd., Jacksonville, FL 32205 MAU Workforce Solutions 6802 Commonwealth Ave., Jacksonville, FL WorkSource - Virtual Job Fair JobNewsJax.com and Vystar Credit Union. Everbank Field East Club Navy Tri-Base Job Fair Morocco Shrine Center, 3800 St. Johns Bluff Road S. Jobs Direct USA Jacksonville Career Expo Jacksonville Marriott
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RecruitMilitary Job Fair EverBank Field One EverBank Field Drive Jacksonville, FL 32202 National Job Fair
Capital Improvement Program - Apprenticeship Program In line with Jacksonvilles local hiring programs for construction work, Global Spectrum will incorporate local hiring goals into its Capital Improvement Program (CIP) contracting. The requisite local infrastructure and industry relationships already exist to facilitate referral of local apprentices to CIP contractors. Global Spectrum will work with educational programs at DCPS career academies, local colleges, and various union locals to assist CIP contractors and subcontractors to identify Jacksonville veterans and residents for skilled trades opportunities. Global Spectrum is confident that a well-thought-out and coordinated approach to economic inclusion will produce robust results for local businesses and residents. We look forward to working with the City of Jacksonville in this important undertaking.
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6.8. ABILITY TO DESIGN AN APPROACH AND WORK PLAN TO MEET THE PROJECT REQUIREMENTS
Statement of Understanding
Describe the Managers understanding of the requirements of this solicitation, and its ability, approach and/or plan to satisfy the same in complete compliance with all applicable federal, state and local laws, statutes, ordinances, rules and regulations. Managers response should address the extensive list of the scope of services set forth in section II of the RFP.
Global Spectrum fully understands the requirements set forth in the RFP for facilities management services in the City of Jacksonville. We are compliant with all applicable federal, state, and local laws, statutes, ordinances, rules, and regulations.
Ability to Prepare a Work Plan and Budget

The selected Manager(s) will be required to prepare and submit a detailed, comprehensive work plan and budget proposal very soon after being selected and awarded the contract for these services. Please discuss the Managers ability to submit such a comprehensive, detailed plan in a timely manner after award.
Your Rights and Privileges Under full or contract management, the venue owner retains all rights and privileges of ownership, while Global Spectrum performs assigned management functions. The owner sets the policies we establish procedures to implement these policies.
When Global Spectrum assumes management responsibilities for you, were not just working with new venues; were working with new people your people. We understand that the transition phase can be an unsettling time for your current employees. Global Spectrum has extensive experience in transitioning employees from the public sector and other private management firms. In every transition, our first priority is simple: putting current employees at ease. We treat all current employees with fairness, honesty, and empathy, easing them through the transition process by providing thorough explanations and complete transparency each step of the way. We also ensure that a Global Spectrum human resources representative is on site throughout the entire transition, further helping create a smooth process for everyone involved. While each new account is unique, Global Spectrum has historically retained an average of 85% of current staff and weve maintained their prevailing terms of employment. The Transition Process Global Spectrums goal is always to retain the vast majority of current employees. With that objective in mind, our human resources team will meet with each current employee at your venue to review benefit plans, policies and procedures. Our team also will conduct group meetings with full-time employees to explain our benefits program and provide general information about our company, our culture and operating philosophy. Next, our team will conduct onsite one-on-one meetings with current employees. Those interested in joining Global Spectrum will be asked to complete an employment application and submit a current job description. Our management staff for each respective function will conduct interviews with every applicant for every position, from operations and maintenance to management. Management staff members who join Global Spectrum may hire and/or retain full-time employees of their respective departments. Part-time staff may be hired without an interview, subject to a three-month review. They will be required to complete an employment application. When job offers are extended, employees will be subject to preemployment background checks and drug testing. Part-time staff who complete an application and background check, may be hired without an interview, subject to a threemonth review. Finally, our human resources team will meet with hired full-time employees in a group setting for benefits enrollment, completion of new-hire paperwork and orientation. Our team also will:
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Implement a transition status report Finalize the management organization chart/staffing plan Revise job descriptions, as needed Assist Global Spectrum managers in filling appropriate job vacancies Develop effective labor relations with existing bargaining units as appropriate
Sample Timeline A sample transition timeline is provided below and on the following pages.
(Lane Miller, Vice President, Human Resources) Task 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. Evaluate existing employees and offer employment Hire a General Manager and new employees, if any, as approved by the Client Review Global Spectrum benefits Put part-time employees on payroll Review and implement Affirmative Action Plan Develop staff evaluations Undertake salary reviews (full and part-time existing employees) Develop part-time event staffing levels Develop a system for processing job applications Fill appropriate full-time vacancies Develop effective labor relations with existing bargaining units Enroll employees in Global Spectrums benefits package Implement Performance Management Program Implement Customer Service Program (How You Doin?) Timeline 7 days prior to contract start; if not possible, day 1 GM hire prior to contract start; Other new employees within 15 days 7 days prior to contract start; if not possible, Day 1 Within 10 day of contract start Immediately adopt existing AAP Within first 90 days of contract start Within 30 days of contract start Within 30 days of contract start Within 10 days of contract start Within 30 days of contract start Within 30 days of contract start Day 2 of contract start Within 30 days of contract start Within 30 days of contract start
Human Resources
1. 2. 3. 4. 5. 6. 7. 8. 9.
(Ken Wajda, Vice President, Finance) Task Evaluate and select bank for deposit of Operating Funds Set up cash accounts Purchase accounting software Set up chart of accounts Order manual checks Order purchase orders Order invoices Establish accounting policies and procedures Establish cash management procedures
Finance & Administration

Timeline Within 1st week of contract start Within 1st week of contract start Within 1st week of contract start Within 30 days of contract start Within 1st week of contract start Within 1st week of contract start Within 1st week of contract start Within 30 days of contract start Within 30 days of contract start Within 30 days of contract start Within 45 days of contract start Within 30 days of contract start Within 30 days of contract start
10. Input vendor listing 11. Format financial statements 12. Establish event settlement forms and policies 13. Update all administrative forms, letterhead, and business cards
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(Ken Wajda, Vice President, Finance) 1. 2. 3. 4. 5. 6. 7. 8. Task Be ready for payroll transmission to Global Spectrums Corporate Office Purchase computer(s) Order all forms needed for new hires Input all current employee information Design time sheet Purchase and install all necessary software, (i.e. MAS-200) Establish payroll accounting codes Install phone line for transmittal Timeline Within 1st week of contract start Within 30 days of contract start Within 1st week of contract start Within 1st week of contract start Within 1st week of contract start Within 30 days of contract start Within 1st week of contract start Within 1st week of contract start
Payroll
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22.
(Michael Ahern, Vice President of Operation, Assisted by Dan Rubino, Director of Projects) Task Timeline Validate floor plan(s) for all events Immediately Develop an overall customized operations plan Develop an emergency manual Obtain Master Plans for the venue Review Capital Improvement Fund and 5-Year Plan Set schedules for part-time employee training and re-training sessions Develop written policies for all operations departments Develop a positive relationship with Paramedics Train all part-time supervisors Inventory all existing equipment Develop all daily and weekly clean-up activities Survey all electrical panels and outlets Inventory and distribute building keys/develop key distribution system Establish necessary ADA & Safety Committees/appoint in-house ADA and Safety Coordinator Develop a pest control program Develop a safety program and disaster committee Develop a positive relationship with police and fire Review and revise admissions and crowd control procedures Review exit capacity/potential problems and solutions Implementation of computerized venue maintenance plan Conduct complete inventory of all fixed assets Review, update, implement and enforce an Emergency Response Plan Within 90 days of contract start Immediately Within 30 day of contract start On-going Within 30 days of contract start Within 90 days of contract start Within 30 days of contract start Within 30 days of contract start Immediately Immediately Within 60 days of contract start Immediately Within 60 days of contract start Within 60 days of contract start Within 90 days of contract start Ongoing Within 30 days of contract start Within 60 days of contract start Within 90 days of contract start Within 90 days of contract start Within 60 days of contract start
Operations
1. 2. 3. 4.
(Frank E. Russo, Jr., Senior Vice President, Business Development & Client Relations) Task Timeline Establish an immediate and direct line of frequent communication with the Client and Immediately any other stakeholders Develop an approval system for major decisions and regular reports to the Client During contract negotiations Designation by the Clients Administrator for Global Spectrum Agreement During contract negotiations Establish measurable goals for Global Spectrum performances, i.e., key performance During contract negotiations indicators
Client Relations
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1. 2. 3. 4. 5.
(Bob Schwartz, Vice President, Marketing and Ike Richman, Vice President, Public Relations) Task Timeline Develop a marketing plan including an advertising sales coordination plan Within 90 days of contract start Conduct market research and customer surveys Review national publications and prepare a media-buying plan Develop a public relations plan announcement Create press announcement Within 30 days of contract start and ongoing Within 30 days of contract start Implementation of plan within 30 days of contract start Within 1st week of contract start
Marketing/Public Relations
1. 2. 3. 4. 5. 6.
(Bob Schwartz, Vice President, Marketing and Ike Richman, Vice President, Public Relations) Task Timeline Meet with existing advertisers and sponsors Within 30 days of contract start Attempt to standardize inventory Prepare advertising signage, sponsorship, pouring and branding rights and premium seat rate schedule Agree on plan to pool unsold inventory and develop revenue sharing allocation system Develop an in-house advertising agency Identify new sources of advertising revenue (e.g., parking lot, outdoor marquees, reader boards, restrooms, etc.) Within 90 days of contract start Within 90 days of contract start Within 90 days of contract start Within 60 days of contract start Within 60 days of contract start
Advertising
(Regional Vice President) 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Task Develop and review Calendar of Events Confirm all events/holds Review current and proposed contract (Event License Agreement) forms Review event files and confirm executed license agreements Establish positive and cooperative relations with promoters Review all event revenue streams (i.e., concessions, ticketing, sponsorships, merchandise, etc.) to increase revenues Maintain /improve upon current relationships with established Arena Users Attempt to open up the Arena to as many outside promoters as possible Focus on booking concerts, performing arts events, family shows, conferences, meetings, banquets, parties, light tradeshows and other special events Review Meeting Planner Guide with the CVB Timeline Immediately Immediately Within 60 days of contract start Immediately Immediately Immediately review - gradual results Immediately Immediately Immediately Immediately
Events
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Success Stories Major venues where we successfully transitioned management to Global Spectrum include the Duke Energy Convention Center (DECC) and the Miami Beach Convention Center (MBCC). DECC. DECC had always been managed by the city of Cincinnati as a city agency. We retained over 85% of the employees and, by working closely with the citys human resources department, led a seamless transition that met all of the needs of the city and its employees. MBCC. After being under SMG management for more than 15 years, the management of the MBCC was awarded to Global Spectrum. We only had two and a half weeks to transition staff and operations. Even with this extremely tight turnaround window and in the midst of a heavy fall event schedule we smoothly transitioned from SMG to Global Spectrum management while retaining 95% of the full-time staff who applied for employment. Kay Hollander, MBCCs director of sales and marketing, had this to say about the transition: All of us on staff were apprehensive about the transition process. Our concerns were quickly put to rest as the highly professional Global corporate team welcomed us into the family through a smooth, effortless and compassionate transition process. I can speak for everyone at the MBCC when I say it was a remarkably refreshing and extremely positive experience. Recent Transitions: The following Global Spectrum-managed venues were managed by our various competitors prior to an RFP process, similar to the one that the City of Jacksonville is conducting for the Citys venues. Cleveland State University Wolstein Center & Gordon Conference Pavilion, Cleveland, OH Tsongas Center at UMass Lowell, Lowell, MA Sears Centre Arena, Hoffman Estates (Chicago), IL Santa Ana Star Center, Rio Rancho, NM Durham Convention Center, Durham, NC Miami Beach Convention Center, Miami Beach, FL Roanoke Civic Facilities, Roanoke, VA Conference Center Niagara Falls, Niagara Falls, NY Liberty Bowl Memorial Stadium, Memphis, TN University of South Florida, SunDome Arena, Tampa, FL
Great Work, Great Benefits Generally, current employees are committed to the venues they serve because they enjoy their work and are committed to their job. As employees of Global Spectrum, theyll be provided a work environment that recognizes their contributions, fosters teamwork and offers opportunities for career advancement. In addition, theyll enjoy a generous benefits plan and competitive compensation.
Since our inception, no Global Spectrum client has cancelled, terminated or failed to renew their contract with us.
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Rave Reviews Global Spectrum has made a positive difference in the overall operation of Liacouras Center. They hired an excellent general manager and provided a highly qualified team that made a smooth and effective transition. They get it. In the first five years as our private management firm, they increased our event bookings, increased our revenue, and increased the overall efficiency of the operation; theyve taken the operation from a deficit to operating surpluses. Rich Rumer, Associate Vice President, Business Services, Temple University
Approach to Meeting Needs and Developing Requirements

Please state Managers approach to meeting changing needs and developing requirements in a flexible and effective fashion.
Global Spectrum has succeeded as a private venue management company because we place service to our clients above all else. We maintain frequent corporate contact with our clients through our Chief Operating Officer, client relations team, our Regional Vice Presidents and Directors, and other members of our corporate team that have regular contact with our on-site staff. We are a streamlined organizations that responds quickly and flexibly to the changing needs of our clients, their venues, and market conditions in general. We encourage the City to contact any of Global Spectrums client to verify this claim.
Scope-of-Services
Please state Managers ability to fully deliver a wide spectrum of services from facilities operations and maintenance, facilities marketing, and event day operations; to daily support services.
For one base management fee, Global Spectrum provides a comprehensive and complete scope of management, marketing, and operational service, either for existing venues or for projects in the design and development phase. The base management fee quoted within this Response includes all of the services outlined below. Detailed information about our approach to venue and event operations is provided in our operations manual. The manuals table of contents is provided on pages 85-87 of this Response. Administration and Finance Accounting Accounts payable/receivable Budgeting Capital improvement programming Cash management, rolling forecasts, and flash (event) reports Event settlements Fixed asset inventory and control Financial controls and reporting General administration Human resources Information technology (IT) Internal audits Investments and banking relations Labor negotiations/relations Payroll Purchasing Risk management/insurance Event Booking and Scheduling Tradeshow booth and cooperative participation by venues at industry shows Comprehensive national booking and routing services Biweekly booking calls Monthly director of sales calls Monthly marketing calls Personal meetings with event producers and meeting organizers Aggressive event booking corporately and at each facility
Our fan surveys were off the charts in terms of customer satisfaction. They knocked it out of the park. Nick Sakiewicz, CEO, Philadelphia Union
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Attendance at national industry meetings to represent each facility Cooperative industry advertising and collateral pieces representing all venues Co-promotion and in-house promotion of events Creative event development Securing corporate and media event sponsors Aggressive event marketing and promotion
Ticketing Services and Box Office Management Supervision of ticketing service contractor Daily sales reports and controls Event settlements VIP services Event information to the ticket buying public Services to disabled customers Sales and Marketing Advertising signage sales Barter/trade agreements Community and media relations/outreach Creation of brochures and collaterals Database marketing Development of key media relationships Electronic media production Event marketing and promotions Event sponsorships Facility advertising and marketing Graphic services Grassroots marketing Group sales Marketing surveys and research Media buying Photo opportunities Planning of major client functions PR campaign development Premium seating sales Print, radio and television production Revenue creation Sale of naming and beverage pouring rights, premium seats (suites and club seats), advertising signage, sponsorships, memorial gifts, branding relationships, and other commercial rights Tenant relations Ticket sales Venue awareness and exposure Website development and management Operations and Engineering (back-of-the-house) ADA compliance Building signage Capital improvement programs (FF&E) Changeovers Electromechanical maintenance (preventive and repairs) Events management Exterior landscaping Housekeeping and janitorial maintenance HVAC/utility management Labor management OSHA compliance Green building (environmentally friendly, energy efficient) Parking
Our Philosophy Global Spectrums operating philosophy is based on the following principals: Book the maximum number of viable events. Advertise, promote and market to sell the most tickets possible to each event. Provide great customer service to encourage ticket buyers to actively attend and willingly buy food and beverage, merchandise, and other amenities.
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Recycling and conservation Repairs and maintenance Security/emergency planning and evacuation procedures Snow and trash removal Stage, lighting, sound, technology Warranty management of FF&E
Management of Ancillary Services (includes supervision of third-party contractors) Business services/rentals to tenants Food and beverage (catering and concessions) Guest services Merchandising/novelties Parking Premium seat/suite management and service Management of material third-party contracts
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MARKETING
Please describe the Managers marketing plan for the Facilities, including all means of advertising and promotion, and the marketing plan for regional, national, and international markets.
Bringing It All Together

It all seems straightforward enough: A venues ultimate purpose is to bring people together, so an effective marketing plan simply means selling more tickets. Of course, if it were really that easy, everyone would be doing it and the truth is, no one in the industry comes close to matching the exceptional support Global Spectrum provides for marketing, advertising, promotions and sales. We place the highest priority on creating awareness about venues and their events, selling tickets to those events, and ensuring that we bring attendees to our managed venues. Achieving these goals requires developing a customized, comprehensive, sales and marketing plan specific to each venues unique needs. It means providing industryleading solutions for integrated marketing, group sales, and new sources of revenue. It means building a top-notch team of more than 40 marketing, sales, and public relations experts at the corporate level, as well as, a network of professional venue marketers around the world, all working together with a one marketing department mentality. And it means maintaining a relentless, company-wide, focus on one primary goal: booking events & selling tickets And that, simply enough, is how we bring it all together and how we bring people together.
Sales & Marketing for the Jacksonville Facilities

Overall Goals & Objectives As the acknowledged industry leader in facility sales and marketing, we develop a customized plan for every venue, or complex of venues, we manage worldwide. This allows us to focus clearly on our clients goals and how well achieve them. For the Jacksonville Facilities, our team will work diligently to meet the goals and objectives as set forth by the City of Jacksonville. They are referenced below:
Actively and continuously advertise, market, and promote the facilities and the City of Jacksonville through all available paid and in-kind media. Develop and furnish a written marketing plan and booking schedule. Develop and implement public relations activities for the combined facilities. Propose and implement community initiatives to increase goodwill and support for local events. Develop and recommend non-traditional/revenue generating uses of the facilities.
Plan for Executing the Sales and Marketing Goals at Jacksonville Facilities Global Spectrum is proposing the implementation of a comprehensive event attraction, marketing, and promotional plan, for each Jacksonville facility, to achieve the above mentioned goals. Listed below are the components of our plan which is detailed in this response: Global Spectrum Corporate Support (All Jacksonville Facilities) Our Approach to Booking (Sports & Entertainment) Creation of the In-house Advertising Agency (All Jacksonville Facilities) Event Marketing & Public Relations (All Jacksonville Facilities) The Comcast Advantage (All Jacksonville Facilities) Creative Revenue and Event Generation (All Jacksonville Facilities) Commercial Rights/Sponsorship Enhancement Program (All Jacksonville
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Facilities) Sales & Marketing Strategies Veterans Memorial Arena EverBank Field Prime Osborn Convention Center Times Union Center for the Performing Arts Baseball Grounds of Jacksonville Jacksonville Equestrian Center Ritz Theatre & La Villa Museum
The following pages describe, in detail, how Global Spectrum will create and execute the sales and marketing initiatives required to drive revenue at the Jacksonville Facilities:
Global Spectrum Corporate Support

Global Spectrum Corporate Support and Services Global Spectrum provides an unmatched level of sales and marketing support, thanks to ongoing dialogue, idea sharing and information exchange among our corporate marketing executives, regional marketing directors, regional interactive marketing directors, and onsite marketing directors. Onsite marketing directors at all Global Spectrum-managed venues communicate regularly with regional and corporate executives, including bi-weekly conference calls with regional marketing directors and regional interactive marketing directors. During these calls, they share best practices and resources, discuss new initiatives, monitor the performance of onsite marketing directors, and help each other overcome marketing challenges. Monthly one-on-one calls at the regional level, as well as annual marketing meetings including workshops and conferences further help each onsite marketer increase revenue and improve the bottom line. Specific sales and marketing services we provide from the corporate level include: Complete in-house advertising, event marketing, and promotional services A sophisticated, systematic, and effective plan for selling group tickets Industry awareness campaigns Public, media and community relations services Expert assistance and support for website development, design, maintenance, and search engine optimization Database marketing to generate show attendance and ticket sales Event promotional tie-ins and sponsorships Sale of advertising signage, sponsorships, and other revenue-generating commercial rights Graphic design services
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Corporate Marketing Team Resources

As a marketing-driven company, we have more than 40 professionals on our corporate marketing team who provide the following services to our on-site facility marketing teams:
Marketing
Marketing Event Sponsorships Group Sales Ad Sales Media Buying Premium Seating Sales Graphic Services Promotions Print, Radio & TV Production Electronic Media Production Tenant Relations Community Outreach & Planning Website Development Ticket Sales Revenue Creation Database Marketing Grassroots Marketing Venue Awareness & Exposure
Public Relations
Create PR Campaigns Establish Key Media Relationships Create Brochures & Collaterals Generate High Level Media Interest Stage Media Generating Opportunities Grand Openings Crisis Management Communications
Proven Leadership
Global Spectrums corporate marketing executives maintain regular contact with every marketing leader at every venue we manage. This mentoring system has developed homegrown marketing personnel who head marketing, public relations, and group sales activities throughout our venue network. Three Global Spectrum executives most responsible for the companys industry-leading marketing efforts are Bob Schwartz, Ike Richman and Mark DiMaurizio.
Bob Schwartz, Vice President of Marketing. Bob Schwartz, a 25-year veteran in event and
arena marketing, has led the charge in making Global Spectrum a marketing powerhouse in the venue management industry. Schwartz oversees more than 85 marketing employees in all Global Spectrum-managed venues.
By implementing a curriculum of bi-weekly regional conference calls for marketing staff, daily correspondence with buildings, and annual weeklong marketing meetings, he has established a one marketing department mentality at all Global Spectrum-managed venues. The result is an open forum where all employees communicate, support each other, and share ideas on a daily basis. This unique network propels the marketing efforts at Global Spectrum-managed venues to an unequaled level of success in generating ideas, developing customized sales and marketing plans and, ultimately, in driving revenue.
Ike Richman, Vice President of Public Relations. Ike Richman known throughout the event
and arena marketing industry as the King of Public Relations has more than 20 years of expertise, allowing him to provide the tools that give Global Spectrum venues an edge in generating buzz among local, regional and national media.
Richman conducts a weekly PR call with Global Marketing employees, and requires all press releases to be shared among all Global Spectrum-managed venues, ensuring the success of all employees in conducting their PR responsibilities.
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Mark DiMaurizio, Vice President of Technology Solutions. With more than 15 years of experience in the media and entertainment industry, DiMaurizio oversees ComcastSpectacors sales and marketing technologies, including the CRM, database marketing and customer insight functions, ensuring alignment with business objectives.
Under his guidance, venues use tools such as Salesforce.com, marketing automation, and consumer and business profile analysis to ensure that marketing, sales and customer services functions are working as smartly and efficiently as possible. Monthly interactive marketing meetings help ensure that all sales and marketing efforts are using technology to its fullest, while aligning with business goals and processes.
Public Relations
An effective public relations campaign is an important, low-cost marketing tool for venue and event promotion. Under the direction of Ike Richman, Global Spectrum creates successful PR plans for grand openings, ribbon cuttings, anniversary events, special occasion events, crisis situations, media relations and daily operations. Throughout his career with Global Spectrum and parent company Comcast-Spectacor, Richman has overseen the grand opening of 14 venues throughout North America. He has publicized numerous large-scale events that have generated major national and regional media coverage. Working closely with all Global Spectrum venues, Richman an inductee of the Philadelphia Public Relations Associations Hall of Fame and his staff members consistently design outstanding local, regional and national PR campaigns. The Globe. One of the unique public relations tools used by Global Spectrum is its newsletter, The Globe. Known throughout the industry as a professional, first-class publication, The Globe keeps employees, promoters, vendors and clients informed and educated about the companys people, venues and success stories.
Internal Training
We are strongly committed to ongoing professional development in the essential areas of sales and marketing, ensuring that we have a critical mass of creative talent on our team. Sales and Marketing Conferences Our interactive conferences feature speakers who are experts in hospitality, marketing, sales, research, and other relevant topics. Throughout the conference, these national, regional, and local speakers lead sessions in formats ranging from panel discussions to complex interactive challenges similar to reality TV shows The Apprentice and The Amazing Race. Global Spectrum holds three annual meetings dedicated to the integration of sales and marketing: 1. Global Spectrums International Sales and Marketing Conference Sales representatives and marketers from convention centers, arenas, theatres, and stadiums throughout North America attend this conference. We host the event at a different facility each year to expose participants to other types of facilities and destinations, and we present them with challenges and opportunities specific to the locale. Topics covered at the conference include: Marketing plan creation and implementation Event Attraction Marketing Management training Interactive media and social networking Public Relations Ad creation Group sales Sponsorship sales
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Relationship building Communications
2. Global Spectrums Convention Center Sales and Marketing Conference Each fall we have a conference specifically for our convention centers sales and marketing teams. This conference revolves around current challenges facing convention centers, as well as, reviewing relevant industry topics. Like the International Conference, this conference rotates among Global Spectrummanaged facilities. Topics covered include: Miller-Heiman sales training review Reporting updates Integration of marketing into sales process Creative proposals and site visits Relationships with partner hotels, attractions, and Tourism Bureau/CVB North American sales and marketing plan and tactics 3. Global Spectrum Regional Arena and Stadium Marketing Meeting Each spring, Global Spectrum hosts a 1.5 day meeting for the facilitys Marketing Directors that lie within each region. The conference is a work session based off of the monthly calls that each region has throughout the year and focuses on topics specific to the training needs discussed on these calls. Topics covered include: Interactive Marketing Management of staff Media buying Venue Public Relations Revenue Generators Creative promotions
External Training, Conferences, and Continuing Education

1. Miller Heiman Sales Training for Convention Centers Global Spectrum has developed a partnership with Miller-Heiman, The Sales Performance Company, for training our sales and marketing teams. Miller-Heiman provides more than your typical rah-rah sales training it digs deeply into the methodologies involved in working through a convention centers multi-tiered sales process. Miller-Heiman is a leader in sales training and has worked with numerous Fortune 500 companies, including Marriott, Sprint, and Apple. Global Spectrum and Miller-Heiman have established a long-term plan for implementing the methodologies and integrating them into our sales culture. We are currently in the process of developing a level two advanced training. This plan includes: A trained internal Trainer in charge of the Program with mandatory recertification required Initial training for all directors of sales and sales managers Coach training for directors of sales Methodology review on monthly sales conference calls Individual account review in weekly sales meetings Continuing training at annual sales and marketing meetings One-on-one support from Miller-Heiman consultants dates, reviews and white papers provided by Miller-Heiman 2. PACnet Ticketing Conference The annual PacNet conference is a gathering that brings together hundreds of peers, organizations, and partners within the Paciolan ticketing community to inspire ideas, collaborate, and network for professional growth.
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Global Spectrum encourages some of its key marketing and ticketing representatives to attend the conference to foster communication with box office personnel and learn how to utilize advances in ticketing systems to increase revenue. Some of the specific topics covered at the conference include: Product enhancements Social Media promotions and Revenue Streams Retargeting campaigns Mobile Marketing Connecting with your Fans Email, SEM, and SEO Marketing 3. International Association of Venue Managers Global Spectrum has been a strong supporter of IAVM since the inception of our company. Each year we are sponsors of the Annual Conference which attracts as many as 2000 people for education, networking and viewing the latest in industry equipment and technology. Most of our General Managers attend this conference as well as staff from various operations and events departments. We also sponsor the IAVM specialty conferences for Convention Centers, Arenas, Performing Arts Centers and Stadiums. In addition to our financial support of the organization, Global has encouraged leadership in the organization on various councils, boards and committees. Most recently Shura Garnett, CFE served as Chairman of the Board. 4. Stadium Managers Association Global Spectrum participates, and has taken leadership roles, in the Stadium Managers Association (SMA) for a number of years. The organization is dedicated exclusively to stadium operations and promotes/applies professional, efficient, and state-of-the-art principles to the management of stadiums around the world. Its members are administrators and operations personnel from professional teams, colleges/universities, facility managers, and public sports authorities. Through participation in the organization, Global Spectrum managers are able to collaborate on issues and solutions that enhance the safety, profitability, and services at Global Spectrum managed facilities including University of Phoenix Stadium, PPL Park, LIVESTRONG Park, and others.
Our Approach To Booking (Sports & Entertainment)

Global Spectrum actively and aggressively pursues talent, shows, and special events from a broad array of international, North American, regional, and local promoters. Our performance stage for sports and entertainment superstars figuratively extends across North America. Onsite General Managers are empowered to book as many events as they can, given the parameters established by each facility owner. Corporate Event Booking & Networking Services Our venue managers often enlist the support and leverage of our corporate event booking teams, which includes: Arenas, Stadiums & Theaters John Page Chief Operating Officer, Director of Booking Brock Jones Vice President of Booking Mike Scanlon Regional Vice President and General Manager, PPL Park; Director of Booking Doug Higgons Regional Vice President and General Manager, Constant Convocation Center; Director of University Booking
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Brian Ohl Regional Vice President and General Manager, John Labatt Centre; Director of Canadian Booking
Convention and Exhibition Centers Tom Mobley Senior Vice President, Convention Centers Shura Lindgren-Garnett Vice President, Convention Center Sales and Marketing
Booking and Scheduling Policy

Generating event bookings and operating revenue is a top priority for Global Spectrum. A recommended booking and scheduling policy is part of our operations manual for every facility we manage. At the outset, we will recommend a target event mix by category that takes into account the following: The clients own stated booking priorities Diversity of targeted business sectors and cultural diversity of the community for the purpose of targeted ethnic events Economic impact Improve marketing and sales of tickets to existing events Opportunity for other events to occur simultaneously Ancillary income potential Repeat business potential Ensure the prime scheduling dates for the Primary Tenant(s) Ultimately, we believe our primary responsibility to our clients is to book a full and diversified schedule of events and to sell as many tickets to these events as the market can possibly accommodate.
Relations with Event Promoters

We do not typically align ourselves exclusively with one promoter in a market; we serve as the agent (landlord) for our clients by maintaining an open venue to all qualified promoters. We believe this policy not only generates more business for our clients but also creates higher levels of net income as well with no conflict of interest. Examples of our success in booking events for our client venues are demonstrated throughout this response. In addition to working with promoters, Global Spectrum could also invest resources in various entertainment products and productions that could be booked into companymanaged venues. And, with our clients pre-approval, we do periodically promote or copromote select events we believe have a strong potential to generate revenue. Concerts and Special Event Bookings Our Vice President of Booking, Brock Jones, will further enhance Global Spectrums position as a company that manages and operates open buildings to all viable promoters. Brock has over two decades of experience acquiring, scheduling, and overseeing events at arenas and he has been instrumental in the growth and success of entertainment opportunities at these venues. Brock began his career booking acts throughout the Western United States as an independent promoter before becoming involved in venue management. Brock has outstanding relationships throughout the arena and theatre industries with artists, managers, and promoters. In addition, he serves on the Nashville Music Business Council, the Advisory Board for the Nashville Chapter of Musicians On Call, the Board of Directors for the T.J. Martell Foundation, and is an active Alumni of Leadership Music. Given his experience at entertainment centers in smaller markets, Brocks expertise will
Though I have been a concert promoter for many years, and have promoted headline entertainment throughout North America, there is still nothing as valuable as working closely with the local marketing team at the host venue. They alone have knowledge of their market and relationships with local media partners that an outside party just cannot cultivate from long distance. The team at John Labatt Centre is proof in point of that very position. Their efforts and personal attention to all aspects of advertising, promotion and marketing assure the best possible local and regional campaigns for your entertainment product.
Mary Gellott AEGLive
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translate well into the booking needs required at the Jacksonville Facilities. Brock has the industry experience to raise the profile of Global Spectrum managed-venues and ensure productive relationships with as many independent promoters as possible including those listed below. Regional and National Concert Promoters Regional and national concert promoters working with Global Spectrums venues include: Live Nation Outback Concerts AEG Live The Messina Group Jam Productions Varnell Enterprises Concerts West Police Productions NiteLite Litman Presents Jade Presents Pepper Entertainment NS2 Frank Productions Knitting Factory AC Entertainment Red Mountain Blue Deuce Family Show Promoters All family show promoters and producers book Global Spectrum venues. These promoters and producers include: Feld Entertainment Ringling Brothers Barnum & Bailey Circus Disney on Ice Disney Live Winnie the Pooh Feld Motorsports Vee Corporation Barney, Sesame Street Live Hit Entertainment The Wiggles Harlem Globetrotters World Wrestling Entertainment AEG Events AVP Indoor Volleyball Thomas the Tank Engine MMA Fighting Professional Bull Riders (PBR) Cirque du Soleil IMG Stars on Ice Regional and National Sporting Event Producers Listed below are some of the sporting event producers Global Spectrum works with at our managed venues: United States Soccer Federation
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The NCAA The Fiesta Bowl MLS Soccer League (Multiple teams & venues) Soccer United Marketing Red Bull USA USA SEVENS (Rugby Tournament)
Global Spectrums relationship with every one of these organizations is strong and active. Business and personal relationships are of the highest priority to Global Spectrum and account for most of the success we have in keeping our venues very active with events. Our network of industry contacts and relationships are second to none. Our key personnel have decades of experience in the event industry and have structured many deals with all the listed promoters and producers. The Philadelphia Connection Global Spectrum derives most of its event booking leverage as a result of the fact that we own and operate the Wells Fargo Center in Philadelphia, one of the Nations Premier Sports and Entertainment Markets. The Wells Fargo Center is one of the most active sports and entertainment venues in the world, hosting more than 275 annual events, and attracting nearly 3-million visitors. In addition to hosting the Philadelphia Flyers of the National Hockey League and the Philadelphia 76ers of the National Basketball Association, the Wells Fargo Center also hosts numerous concerts, family shows, amateur athletic events, large-size meetings, and private events. Repeat business is at the core of the Wells Fargo Centers success. Because we speak to event promoters and representatives every day about their strong desire and need to play the Wells Fargo Center, we are able to leverage their agreement to play Global Spectrums other managed venues. This is a business of relationships and we have the best relationships in the industry. Global Spectrum has the expertise to produce similar results at our managed venues. Through our contacts and venues in North America, we have established strong relationships nationally, provincially and locally. In each market developing and working with local radio, television, print, and grassroots partners are priorities.
Other Significant Relationships

Artist Agencies In addition to the event producer relationships referenced earlier, Global Spectrum has established excellent relationships with talent agents in the United States and Canada. The benefits of having these relationships in place include: Global Spectrum engages in consistent dialogue with agencies focusing on continued awareness of our clients venues as potential event locations. Agents are comfortable with Global Spectrums staff and the level of service we provide their artists. This level of trust leads to enhanced event opportunities. Some of the excellent relationships Global Spectrum has with Agencies include: William Morris Endeavors (WME) S.L Feldman and Associates The Agency Group Cressman Sakamoto Agency Creative Artists Agency (CAA) Artist Group International Paradigm ICM Music Labels Global Spectrum marketers have established relationships with major music representatives. These relationships allow our marketing departments to maximize public
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relations efforts, provide assistance to concert promoters, and include unique elements and Music Label assets in their marketing and promotional efforts. Global Spectrum also works collaboratively to promote the artists music, product, and to provide content to its fan base. Cordish Companies Global Spectrums recently launched Development Division helps our clients develop retail, bar, and restaurant projects that generate more revenue, enhance new or existing venues, and serve as exciting, year-round destinations for visitors of all ages. The Development Division is a partnership between Global Spectrum and The Cordish Companies, one of the worlds largest and most respected developers. The Cordish Companies has extensive expertise in almost every discipline of real estate, including entertainment and mixed-use, gaming and lodging, sports-anchored developments, retail, office, and residential. Through the expertise and successes of both Global Spectrum and The Cordish Companies, the Development Division can create world-class destination developments in areas that were once considered troubled or impossible to develop, or had failed in the hands of other developers. Independently, The Cordish Companies has a stellar track record of successful developments that have revitalized numerous distressed urban areas, yielding millions of dollars of direct economic benefits, and substantially more in spin-off benefits. The Baltimore-based company has received international recognition and award for its revitalization efforts. Were Ready to Begin Now Global Spectrum and The Cordish Companies are ready to begin negotiating the terms of our involvement immediately, as well as the possible ways the City of Jacksonville can be involved as a partner. Case Study: XFINITY Live! Philadelphia The Development Divisions latest endeavor is XFINITY Live! Philadelphia, a 60,000square foot dining and entertainment destination in the heart of the South Philadelphia Sports Complex, the former site of the legendary Spectrum arena. The new Philadelphia landmark is the only mixed-use venue in the country that shares its location with four major professional sports teams, situated within walking distance of the Wells Fargo Center (Flyers, 76ers), Citizens Bank Park (Phillies), and Lincoln Financial Field (Eagles). XFINITY Live! Philadelphia serves as a gathering place for Philadelphia residents and sports fans, as well a regional draw, hosting a variety of year-round concerts, events and attractions. XFINITY Live! contains over a dozen restaurant and entertainment choices, including the first-ever NBC Sports Arena featuring one of the largest and most spectacular indoor television screens in the nation a 32-ft. diagonal, 6mm Sony LED display. Additionally, the Philly MarketPlace, the heart of XFINITY Live!, showcases many local dining institutions including The Original Philadelphia Cheesesteak Co., and features a VIP lounge, custom draft tables and a raw bar. XFINITY Live! Philadelphia was built on time, on budget, and is generating revenues beyond expectations. In addition to XFINITY Live! Philadelphia achieving robust food and beverage revenue, the adjacent Wells Fargo Center is also experiencing increased revenues on event days. Boasting a one-of-a-kind sports viewing experience, XFINITY Live! Philadelphia has become the go-to destination for Philadelphia sports fans for preand post-game entertainment and the home base for away games, as well as a yearround attraction for Philadelphia residents, families, and visitors.
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A testament to the strength of our partnerships, in December 2011 the Development Division announced a long-term sponsorship with the Comcast Corporation, including naming rights to the entertainment district, bringing the originally-planned concept to new heights and bolstering financial backing. While XFINITY Live! Philadelphia has been open since March 30, 2012, our partner, Cordish, has been developing similar projects including:
Power Plant Live! Baltimore, MD Power Plant Baltimore, MD Fourth Street Live! Louisville, KY Kansas City Power & Light District Kansas City, MO Bayou Place Houston, TX Charleston Place Charleston, SC Atlantic City Outlets The Walk Atlantic City, NJ Seminole Hard Rock Hotel & Casino Hollywood, FL
All of these projects have not only been stable in revenue generation but continue to grow and have positive spin-off effects on the cities in which they reside. Perhaps most importantly, this exciting and highly successful concept serves as an example of what the Development Division can create in Jacksonville around the sports Complex.
XFINITY LIVE! Philadelphia Project Description XFINITY Live! Philadelphia (xfinitylive.com) is a dining and entertainment district centered in the heart of the South Philadelphia Sports Complex. XFINITY Live! Philadelphia contains over a dozen restaurant and entertainment choices, including six main venues: Broad Street Bullies Pub, NBC Sports Arena. PBR Bar & Grill (Professional Bull Riders), Philly MarketPlace, Spectrum Grill, and Victory Beer Hall. At a cost of $31 million, XFINITY Live! Philadelphia is joint partnership between Philadelphia-based Comcast-Spectacor and Baltimorebased The Cordish Companies. All businesses are owned and operated by this partnership.
PHILLY MARKETPLACE The heart of XFINITY Live! Philadelphia that serves as a central gathering place for groups and grant guests access to each of the venues. The Philly MarketPlace at XFINITY Live! Philadelphia showcases many local institutions including The Original Philadelphia Cheesesteak Co., Chickies & Petes and Old Original Nicks Roast Beef. The largest open area inside XFINITY Live! Philadelphia, the Philly MarketPlace features a VIP lounge, custom draft tables, a raw bar, and world-class sports viewing. SPECTRUM GRILL Created in the essence of the Spectrum itself, this sleek venue provides a sophisticated, intimate atmosphere and an extraordinary dining experience. The Spectrum Grill, the crown jewel of XFINITY Live! Philadelphia, features prime steaks, chops, and seafood, and hosts one of Philadelphias finest cocktail parties nightly. BROAD STREET BULLIES PUB A timeless neighborhood pub featuring authentic memorabilia from the legendary Broad Street Bullies team of the 1970s. Classic tavern meets gastro pub, Broad Street Bullies Pub specializes in gourmet burgers and classic pub fare as well as an expansive variety of beer including 48 drafts on tap. Bullies Pub serves lunch and dinner and often feature live acoustic entertainment at night. NBC SPORTS ARENA The NBC Sports Arena offers fans a one-of-a-kind sports viewing experience, featuring a 32-foot diagonal, 6mm, Sony LED HD television, high impact LED Rings displaying the CSN Sports Ticker, and in-game promotions that rival any live sports experience in the world, making for a true fourth stadium experience at the Philadelphia Sports Complex. PBR BAR & GRILL (PROFESSIONAL BULL RIDERS ASSOCIATION) Country cool meets urban chic in the most stunning western themed venue to be unleashed to Philadelphia. Born from the toughest sport on dirt, Professional Bull Riders restaurant duplicates this powerhouse concept that has proven wildly successful in other markets, including Las Vegas, Houston, Baltimore, and Kansas City. With authentic Tex-Mex cuisine served during the day and a country and southern rock party at night also featuring a mechanical bull. VICTORY BEER HALL In partnership with Philadelphias Victory Brewing Company, the Victory Beer Hall is an unrivaled social experience, featuring elongated, beer hall style tables, a stage for live indoor entertainment, and a 2,000 square-foot patio complete with a fire pit. The Victory Beer Hall's signature is its celebration of craft beer, featuring an eclectic selection of regional Philadelphia brews as well as national brands.
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XFINITY Live! Launches at Sports Complex

Reed Cordish had metaphors on his mind during Friday afternoons official opening of Xfinity Live! Philadelphia, 1100 Pattison Ave., a $60 million entertainment district more than four years in the making. Look around, and you will see incredible stadiums and a great arena, the vice president of Baltimores The Cordish Companies said in referring to Citizens Bank Park, 1 Citizens Bank Way; Lincoln Financial Field, 1101 Pattison Ave.; and the Wells Fargo Center, 3601 S. Broad St., as attendees anticipated enjoying the 55,000-square-foot mix of interior and exterior establishments and diversions. They are your cathedrals. Xfinity Live! is thrilled to become your living room. Cordish, whose business ranks as the countrys largest entertainment entity developer, commemorated his familys first stadium-area project with partnering personnel from Comcast-Spectacor and Mayor Michael Nutter. Their commitment to furthering Philadelphias reputation as a prime sports center and leisure location helped work to end ahead of schedule and to make last weekend a sensory symbol of the sports complexs possibilities. It has exceeded my wildest expectations, Comcast-Spectacor Chairman Ed Snider, who had foreseen opening today yet asked Cordish to have efforts finished for last weeks two Bruce Springsteen shows at the Wells Fargo Center, said. The 16-year-old facility, home to the Sixers and Flyers, for whom he serves as chairmen, enabled Snider to aid the Citys quest for a connector to spur economic growth. He found that link in 2007, uniting with the Maryland corporation responsible for similar spots in Atlantic City, Baltimore, Houston and St. Louis. This is the realization of the vision of so many great people, Cordish said before deferring to Nutter, a jobs advocate sure to rejoice over Xfinity Lives! creation of 800 full-time positions. Feet from the beginning of the Walk of Champions, a path that leads to the new enclosure and that includes statues of Flyers Hall of Fame center Bobby Clarke and Sixers Hall of Fame forward Julius Irving, Nutter praised Philadelphia as the only city whose four major athletic teams play within a half-mile radius of one another. There has been so much progress in the area over the last 16 years, he said. Lets go celebrate the latest example. Nutter joined the moguls, including Comcast-Spectacor President Peter Luukko, to flip an oversized Live! switch that signaled their brainchilds official status, with all peering at a fireworks display. Everything turned out far better than the renderings, Luukko said of the initiative, whose leaders he noted will explore adding a hotel in their next planning phase. I am so eager for all to enjoy. He dubbed The Broad Street Bullies Pub, complete with the memorabilia from the Flyers top period, which yielded Stanley Cup championships in 1974 and 75, his top destination, as did Mitchell Nichols of the 2800 block of Morris Street. I think theyll win the Cup this year, too, but its great to see some old stuff, the Grays Ferry resident said as he inspected samples of the franchises lore, including a cartoon depiction of the 76 exhibition victory over the Soviet Red Army Team. The atmosphere here is relaxed and should draw nice crowds for music, beer and food. Nichols favorite haunt is situated among Chickies & Petes, Nicks Roast Beef and The Original Philadelphia Cheesesteak Co., the components of The Philly Marketplace, Xfinity Lives! centerpiece. They enjoyed a steady stream of patrons and seem destined to sate the cravings of the 5,000 consumers who can occupy the total space. When mouths were not busy chewing food, they were spewing praise on how impressively the internal and external amenities struck them. No location lacked action, with the Spectrum Grille earning plaudits from seafood and steak lovers and the Victory Beer Hall receiving kudos from eager imbibers. The latters selection, live entertainment and 2,000-square-foot patio featuring a fire pit led Stacy Vargas to declare the other areas pretenders to the halls crown. Its brilliant here, the resident of the 500 block of Carpenter Street said. Im going to make this whole weekend a celebration of this new vibe in my hometown. The Queen Village dweller planned to let the afternoon slip into the evening by sampling something from each space and winding down by watching the nights free concert with the alternative rock band Third Eye Blind, a late 90s hit maker. Her passion for the grounds bears the same sort of intensity that Snider had hoped to have apparent by asking Cordish to speed up preparations. They are great partners, Cordish said of Snider and Luukko after giving his family a tour of the district, which held a music festival and entertained viewers of the Flyers loss to the Ottawa Senators, the Sixers win over the Atlanta Hawks and the NCAA Mens College Basketball Tournaments semifinal tilts Saturday. What we have helped to create is a model for development around stadiums that will be looked at all across the country and maybe internationally. It will put Philadelphia very much on the forefront. Cordish then dined with his clan in the interior section of the NBC Sports Arena. The space offers a 32-foot diagonal LED HD television, with LED Rings displaying a sports ticker. The exteriors On Demand Theater calls on a 24-foot-wide LED videoboard to show family-oriented movies and sports duels. Fridays attendees also enjoyed assorted games on a 100-yard artificial turf field. South Philly Review - April 5, 2012
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Creation of the Jacksonville Facilities In-house Advertising Agency

A strong sales approach achieves significantly greater results when supported by creative marketing professionals. Thats why we place highly qualified marketing professionals in each of our managed facilities and develop an in-house advertising agency to execute media buys, create proposals, develop collateral, and assist in the sales process. As such, our advertising departments execute targeted marketing and public relations campaigns on behalf of our managed venues and event producers. The benefits the Jacksonville Facilities and their event promoters will realize from having an in-house ad agency are contained below: Media buying Volume based discounts created by combined media buys for the Jacksonville Facilities and their events Potential agency commission revenue from media placement services Potential media-buy discounts for facility users Leveraging a yearly event schedule to develop partnerships with local media groups including media sponsored events, trade, promotions and bonus advertising schedules Electronic marketing and new media exploitation Access to Market Research Global Spectrum develops and maintains an intricate knowledge of the local, regional, and national events market and can provide detailed information for event producers considering Jacksonville as a host location Through our national network, Global Spectrum can determine the successes of touring events and the feasibility of routing them through Jacksonville We maintain a knowledge of competing venues within the market and develop a competitive advantage by building a reputation for cost effectiveness, client satisfaction, and customer service
Event Marketing and Public Relations (All Jacksonville Facilities)

Although each managed Jacksonville Facility and its events will require specific marketing needs, as referenced later in this proposal, some initiatives remain consistent in how Global Spectrum approaches the promotion of events. Once an event is booked, Global Spectrums marketing department ensures that the event is properly marketed throughout the community. When the event is promoted or co-promoted by Global Spectrum, the facilitys marketing department is directly responsible for all marketing, advertising, public relations and group sales. When an outside promoter markets the event, the facilitys marketing department works with the promoter to ensure appropriate levels of exposure in the market by leveraging existing partnerships with retail/trade partners as well as executing a grassroots strategy to complement the media plan. Event Specific Marketing Global Spectrum, through its in-house advertising agency, will develop and negotiate a paid and in-kind (trade) event advertising plan that may include the following: Network & Cable Television Radio Print (newspaper) Outdoor (billboards & transit) Internet/email and viral based marketing initiatives Social media (Facebook, Twitter, etc) Direct Mail based marketing
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Grassroots marketing (flyers, posters, hand bills) Coordinating advertising, public relations, promotions, and group sales Soliciting sponsorships Coordinating community involvement, including charitable efforts with such entities as: Make-A-Wish Foundation Ronald McDonald House Big Brothers and Big Sisters Childrens Aid Foundation Developing an in-house newsletter for each facility Developing an Interactive Marketing Campaign by incorporating Google Adwords, Retargeting, and the marketing tools provided by your ticketing system Providing access to Global Spectrums Intranet site, which contains templates for marketing plans, press releases and other best practices materials developed from years of promoting events
Promotional Plan Promotional support will be a required element in all paid advertising/media buys. Due to the typically limited event advertising dollars available, promotions must be used to create maximum awareness and interest in a particular event. All media outlets will be expected to provide promotional support for the specific event. A media buy will not be completed without a guarantee of promotional support on the part of the outlet. There is an infinite number of event promotions including, but not limited to, ticket promotions, meet and greets, behind the scenes tours, sound check parties, and social media tie-ins. The promotions will be unique, and dictated by each media outlet and event, but they will share the common goal of driving incremental ticket sales. Public Relations Plan Global Spectrum will take advantage of every opportunity to generate free exposure, awareness, and interest for all events. In an effort to garner the maximum amount of exposure and recognition for the event, the following public relations tools will be utilized: Pitch letters inviting the press to cover events and receive special access to event participants, artists and athletes Media drops inclusive of premium items, tickets, backstage passes etc. to motivate press representatives to attend/cover event Media releases detailing Who, What, Where, When concerning a specific event Media alerts that inform media outlets of specific events that are occurring in and around stadium events Press conferences conducted to introduce the media to the event, invite them to the venue, and give them the opportunity to ask questions, get a photo, or conduct live television shoots for inclusion in a report/article Photo opportunities that will allow the press to receive pre or post publicity photos and/or television shots Celebrity/artist visits to press outlets for interviews and or scheduled live shots at station sponsored events Non-profit or charity involvement that ties the event in with a specific cause garnering exposure for the event and raising funds and awareness for the organization Building tours that allow the press to get exclusive access to behind-the-scenes activities for a specific event Distribution of selected complimentary tickets in an effort to create a word-ofmouth buzz about the event and potentially garner exposure through charitable donations All press releases/media alerts would also be posted on all the Individual Jacksonville Facilities and participating medias, social media outlets (Facebook, Twitter, etc)
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These efforts will make use of all publicity and other non-paid forms of marketing to create a positive image of the Jacksonville Facilities and their events. Positive media coverage will encourage the community to attend events and compliment other marketing initiatives such as advertising, promotion and sponsorship sales. Group Sales Program By having an established, corporate based, Group Sales Director, Global Spectrum can assist appropriate events with group sales efforts. Our efforts will typically focus on large corporations, travel and tour groups, schools, and youth organizations. Based on the event, group sales can be an essential component of a successful marketing plan. Use of the group sales program will be dictated by the type of the event and the ability/willingness of the promoter to discount tickets. Generally, group sales activities conducted by the venue involve the following: Determining group sales discount and minimum number of tickets required to achieve discount Determining/creating any group packages involving food and beverage, meeting room space, and premium items Creating a group flyer, posters, and online order form Developing website advertising and email/HTML notification piece Send out, and post, online/social media and printed materials to all groups included in venue database or group sales list Develop a Group Leader Incentive Program to encourage group organizers to purchase a greater amount of tickets The potential distribution of complimentary tickets to group leaders and organizations to illicit sales Collect all ticket revenue and orchestrate all group related event day activities In-kind Advertising Program As part of a continuing effort to market the Jacksonville Facilities and assist in the promotion of events, Global Spectrum will develop The Jacksonville Facilities In-kind Advertising Program. By utilizing venue sponsors, existing programs, ticket trades, possible tenant in-game elements, and other mediums, the program will seek to provide an efficient and cost effective means to advertise events that take place at Jacksonville Facilities. The program will be accessible to outside show promoters, for a fee, and/or used as a tool to attract events in a competitive bid situation. Additional components will continually be sought to add value to the program, but initially the following initiatives/elements are proposed for inclusion in the In-kind Ad Program: Newspaper - Periodic upcoming event ads in Jacksonville daily newspapers Radio - Sponsorship of appropriate programming to promote upcoming events Television (Cable TV) Production of an upcoming events 30-second spot to run on local networks Internet Use of the Jacksonville Facilities website, www.jaxevents.com, as the primary event information tool inclusive of event schedule, featured events, and sponsor/partner messages CyberClub Email Blasts Produce one (1) email blast to CyberClub members each week along with additional homepage enter-to-win promotions Jacksonville Jaguars Email Blast - Produce one (1) email blast to the Jacksonville Jaguars databases each quarter (*would require the cooperation of the Jacksonville Jaguars) Social Media - Along with other forms of traditional media, Global Spectrum would create a comprehensive social media platform upon which to promote to promote Jacksonville Facilities and events
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Combined Facilities Website, Social Media, and Online Marketing The changing world of technology is part of Global Spectrums marketing strategy for venue and event recognition. The companys IT specialists plan and prepare website/social media and customer relationship management (CRM) applications that support the Marketing Departments objectives for achieving maximum ticket sales and venue recognition. In addition, the importance of the Internet as a research tool for many event planners will be designed into the system. Jacksonvilles Facilities website, currently www.jaxevents.com, will be used as a primary point of contact for the public regarding all events and rental options. As such, Global Spectrum would undertake a complete review of the site, social media vehicles, and CRM systems and determine potential upgrades to maximize effectiveness. The site and social media vehicles will be mentioned in all venue collateral materials and used to promote ticket sales and other marketing initiatives. Specific online/social media initiatives will involve the following: Home/webpage advertising of events Potential creation of mobile friendly versions of the www.jaxevents.com website Email & HTML event notices to venue database Pre-sale offers to venue and event database Consolidating CRM data from all customer touch points into a centralized marketing data warehouse Links to/from retail & event sponsor websites Contests & tie-ins with online and electronic media sponsors and partners Facebook contests and daily twitter updates Google Adwords campaigns Platforms used as a vehicle to create & build database for future years events Pop-up ads and enter-to-win online contests and promotions
Cooperative Marketing with the Jacksonville CVB and its Sports Marketing Division Global Spectrum understands the value in working with the organizations that bring conventions, trade shows, sports/entertainment events, and ultimately, economic impact to a community. We intend to work closely with Jacksonville CVB, and its sports marketing division, to attract these events to the Jacksonville Facilities. Listed below are the joint efforts and activities we anticipate will occur with the CVB: Combined Marketing Efforts Develop a cross-promotional relationship whereby the CVB assists in advertising rental options at all Jacksonville Facilities through both local and out-of-market sales vehicles Coordinate monthly meetings to review and develop proposals for prospective booking opportunities, competitive bids, and promoting existing events Identify shoulder/soft dates which require stronger sales & marketing efforts to book In addition to the marketing efforts mentioned above, initiatives specific to trade, consumer, and convention events are referenced later in the strategies proposed for the Prime Osborn Center. Cooperative Advertising/Public Relations with Jacksonville CVB Global Spectrum would seek to develop a jointly funded advertising and PR campaign with the Jacksonville CVB focused on event attraction and reaching prime feeder markets for the Jacksonville area.
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The Comcast NBCUniversal Advantage

Direct Support to Jacksonville Facilities If Global Spectrum is awarded the Management Contract for the Jacksonville Facilities, our ultimate parent company, Comcast, will offer the following: Significant support towards advertising, promotion, and sponsorship to promote the facilities and the region as a whole. 500 thirty-second (:30) commercials per month on available cable time slots for advertising and promotion of the Jacksonville Facilities and/or use through our inhouse ad agency to place cable advertising buys for users of the facilities. This will not only generate in-house ad agency commission fees as a revenue source to the Jacksonville Facilities, but it will also help sell tickets and generate repeat business. This offer is worth a minimum of two hundred twenty-five thousand dollars ($225,000) per month, which can be used in a variety of ways to benefit the City and its facilities including: Promotion of the Jacksonville Facilities in the local and regional market area Promotion of an upgraded Concert Club Enhanced cost effectiveness of in-house promotions by significantly reducing the cost of advertising such events Public service announcements Comcasts Jacksonville Community Involvement In addition to the above-mentioned benefits, Comcast will continue its significant support of Jacksonville community programs. The Comcast Community Investment Grants Since 2003, Comcast has awarded over $1.5 million to local Jacksonville community organizations. Grants have been given to ICARE, Helping Hands, Community Connections, MOSH, KIPP, Police Athletic League, Jacksonville Public Education Fund, Monique Burr Foundation, MaliVai Washington Kids Foundation, Northeast Florida Medical-Legal Partnership, Take Stock In Children, the Bridge of Northeast Florida, Sanctuary on 8th Street, the Cathedral Arts Foundation, BEAM, Michahs Place, City Kids Art Factory, The Womens Center, Habitat for Humanity, and scholarships to MOSH summer camp. The Comcast High School Sports Programming Comcast produces local high school sports programming that is both televised on the local channeland available OnDemand. The series provides comprehensive coverage of selected high school sports, complete with play-by-play commentary, instant replay and multi-camera shots. Comcast Cares Day Every year, Comcast Cares Day brings together tens of thousands of Comcast employees, their families, and friends to make a positive impact in neighborhoods across the country every year. Last year, Comcast celebrated Comcast Cares Days 10th Anniversary. In Jacksonville, 250 volunteers engaged in a campus beautification project of the three-acre Childrens Home Society by tree trimming; planting shrubs and flowers; restoring the storage building; and organizing donated items. This year, 300 Comcast volunteers came to the Lee Boys and Girls Club in Springfield to paint the inside of the building and clean up the outside. Internet Essentials Internet Essentials is the first program to address three of the primary barriers to broadband adoption and is available to low-income families in Jacksonville with children who are eligible to receive free or reduced lunches under the National School Lunch
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Program (NSLP). Its goal is to help close the digital divide and ensure more Americans benefit from all the Internet has to offer. Comcast has been working closely with the Duval County School Board, the Childrens Commission, Community Connections, the Bridge of N.E. Florida, and Helping Hands to distribute materials about the program and hold parent workshops. The Comcast Foundation The Comcast Foundation has given more than $77 million to non-profit organizations serving the communities we serve nationwide since 1999. The Foundations provides financial support to organizations that match our dedication to expanding digital literacy, promoting community service and building tomorrows leaders. In the past three years, $142,000 has gone to the Boys and Girls Club on NE Florida, the Jacksonville Urban League, KIPP, St. Vincents Outreach Healthcare Program, and Communities in Schools. Comcast Leaders and Achievers Scholarship Program Comcast has recognized over 100 students for their academic achievements and civic engagement. Over $100,000 in scholarship money has been distributed in the North East Florida area since 2003. Beyond School Walls In 2010, Comcast began a major initiative called Beyond School Walls. This program, in partnership with Big Brothers Big Sisters and Sandalwood High School, matches 10th and 11th graders with Comcast employees for one-on-one mentoring at the Comcast campus on Touchton Road. Since its start, three other companies in Jacksonville have launched similar programs and three more will follow next year. Comcast has made a three-year, $90,000 financial commitment to the local Big Brothers Big Sisters Organization to manage the program. Local Programming PEG Channel 99 Comcast gives production assistance to over 80 local television producers for half-hour shows on Jacksonvilles PEG Channel 99. Shows include services from thirty-four churches, local not-for-profits, the sheriff, the State Attorney, Duval County School Board meetings, and Jacksonville City Council meetings. Comcast maintains a studio and small production truck in Jacksonville. Military Veterans Hiring and Support Universal Orlando Resorts partnership with Wounded Warriors Family Support that provides assistance to the families of veterans and enlisted men and women that were wounded, injured or killed in action. Since January 2011, Universal Orlando has hosted more than 50 families at both of its theme parks and donated 230 complimentary tickets to the organization. For the sixth consecutive year, Comcast Corporation, has been honored as one of the top 10 U.S. corporations for doing business with companies owned by military veterans. The National Veteran-Owned Business Association (NaVOBA) recognizes large corporations that most successfully engage the nations three million veteran-owned businesses as suppliers. In addition to including veteran-owned businesses in their supplier diversity initiatives, Comcast and NBCUniversal have been standing up for veterans for years, including them in their hiring practices and community investments, honoring them in their programming and valuing them as consultants and advisors. The two companies spent a combined $60 million with veteran-owned businesses in 2011 and have trained countless VOBs on how to do business with both companies over the past few years. Comcast and NBCUniversal pledged to hire 1,000 U.S. veterans over the next three years as part of NBC News Hiring Our Heroes initiative, in which the network has partnered with United States Chamber of Commerce to help get veterans back to work.The announcement by Comcast CEO, Brian Roberts, coincided with a nationwide hiring fair, Hiring Our Heroes Today, that connected thousands of veterans and military family
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members with more than 100 prospective employers in person and online. Other veterans initiatives at Comcast and NBCUniversal include:
Veteran representation on Comcast and NBCUniversals Joint External Diversity Council, an external advisory group that counsels both companies on their diversity initiatives. A commitment by Comcast Spotlight, the advertising sales division of Comcast Cable, to air a Hiring Our Heroes public service announcement campaign featuring NBCs Ann Curry. NBC News yearlong series, Making a Difference on the Homefront, that was announced last June. The monthly stories continue NBC News efforts to shine a light on veterans, military families, and the issues affecting them across the country. Comcasts Xfinity TV services lineup of special programming on Xfinity On Demand and XfinityTV.com that explores veteran lifestyles and touches specifically on their employment issues. Comcasts national sponsorship of the 2011 National Veterans Wheelchair Games last August in Pittsburgh.
Comcast Cable - Discounted Advertising, Marketing Opportunities and Potential Event Sponsorship Global Spectrum is owned by Comcast-Spectacor, which, in turn, is owned by the Comcast Corporation, one of the nations leading providers of entertainment, information and communications products and services. Comcast is principally involved in the cable systems through Comcast Cable, and in the development, production and distribution of entertainment, news, sports and other content for global audiences through NBCUniversal. Comcast is the majority owner and manager of NBCUniversal, which owns and operates entities that include entertainment and news cable networks, the NBC and Telemundo broadcast networks, and a major motion picture company. Because of our relationship, Comcast can offer a unique package of benefits in markets where both Comcast is the cable provider and Global Spectrum manages a venue. These opportunities are available to Global Spectrums clients as well as the tenants and promoters that rent these venues. This value-added component of our bid cannot be understated. Just a few of the possible benefits Comcast can offer: Marketing and Advertising Benefits Favored spot rate 2 to 1 ratio Discount inventory allocation Run of Spot (ROS) cross-channel support of 30-second commercial air-time to include opportunities to promote the venue and events Newsmaker interviews (CNN Headline News) Spot production Digital scheduling Website production Radio simulcast Marketing to Comcast Subscribers Comcast subscriber benefits: Promotion of special concerts (e.g. Martina McBride in Everett, WA) exclusively at a reduced price Exclusive pre-sale of ticket offers to Comcast Cable and online subscribers prior to general public sale Discount offers, special VIP seating Monthly offers for premium Comcast customers Direct mail of subscriber discount coupons for family shows, etc. Direct mail/bill stuffers Autofill Assistance printing and distributing materials via tech drops
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E-mail messaging E-newsletter/ Newsletter offers Video on Demand (VOD) - suggestions of dedicated 2-5 minute video brochure/infomercial feature on Comcast Cable On Demand promoting venue and events Featured programming Commercial airtime Potential of adding venue or events to Comcast local on hold message, which could be tied to a promotional discount for Comcast customers
Sponsorship/Involvement at Jacksonville Facilities Potential video display/in-house television systems WiFi service Third-party promotional tie-ins: create unique programming to promote events Potential official media partner for certain shows Local hospitality partners featured for certain programming Creating and promoting potential new events on Comcast-covered channels Partnering with charities to promote fund-raising events Comcast Corporate meetings held at the facilities Special Comcast concert series Naming rights and sponsorships: Venue/sections within the venue Sponsorship of Comcast family area Ticketing system (i.e. ComcastTix) Comcast High-Tech Center (Comcast customer products with interactive kiosks) Purchase premium seating combination to be mutually agreed Purchase of advertising signage/Comcast signage on in-house TVs
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Creative Revenue and Event Generation (All Jacksonville Facilities)

Global Spectrum has found substantial success in generating incremental revenue for its clients by utilizing all of its resources and creative ideas when managing a facility. This includes identifying rooms and areas within the facilities that can be used to essentially create an event within an event. Global Spectrum also generates revenue by self-promoting signature events, which fill gaps in a venues calendar, and enhance its event mix. The goal of which is to produce financially successful recurring events. Global Spectrums Promoted Concerts It often becomes incumbent on Global Spectrum to initiate, with the prior approval of our client(s), key events necessary to stimulate promoter interest in certain markets. Examples of events Global Spectrum has self-promoted include: Elton John Billy Joel Neil Diamond Jimmy Buffet Kenny Chesney (Stadium date) Motley Crue Harlem Globetrotters USA Gymnastics Disson Skating The Stadium Shootout College Basketball Tournament Summer Concert Series At the Sandler Center for the Performing Arts Global Spectrum created an outdoor summer concert series presented on the plaza of the facility. This Concert Series was originally created to provide exposure to the Sandler Center during the summer months, but in three years has grown into a Virginia Beach summer tradition. The event provides an outlet for local and regional talent and attracts families, tourists and professionals to the venue every week throughout the summer. Attendance has continued to grow each year and the event has become financially successful for the facility. Pre-Show Parties Global Spectrum has created themed parties before concerts which offer the opportunity to arrive early at the facility and enjoy food, drinks, and entertainment. In many cases we provide a memento gift included in a premium price VIP package along with a ticket to the show, admission to the pre-show party and food & beverages. The package is offered as an up-sell opportunity to enhance ancillary revenue from the event. Local Non-Profit and Corporately Sponsored Events As part of an overall strategy for creating event opportunities, Global Spectrum understands the need to develop relationships with local corporate and non-profit organizations who may look to promote or partner on various events which benefit the community. Although these types of events do not typically generate substantial rental fees, the service income and food & beverage revenue ads to a facilities bottom line and the events promote good will within the community.
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Commercial Rights/Sponsorship Enhancement Program (All Facilities)

Front Row Marketing Services (FRMS), and by extension Global Spectrum, is one of the leading sponsorship procurement companies for public assembly venues nationwide, and specifically, for facilities in mid range markets like the Jacksonville metro area. Based on an initial review of the commercial rights afforded to the City of Jacksonville/its operator of facilities, we believe there exists a number of sponsorship assets which are not currently being monetized at the Jacksonville facilities. As part of our commercial rights enhancement program, Global Spectrum and FRMS can offer a combination of the following services to assess commercial assets, recommend potential upgrades, and drive bottom line sponsorship revenue: Naming Rights Planning & Procurement FRMS is a leader in valuing, soliciting, and negotiating naming rights. Our experience and expertise on different levels positions us favorably to assist in developing potential additional revenue for our clients. Naming Rights Services Research and comparative analysis Evaluate value and term versus market conditions Development of activity timeline Creation of comprehensive proposal of on site/off site benefits for sponsor Development of financial and value analysis of potential arrangement Development and creation of all presentation materials Creation of local, regional, and national target account list Creation of RFP for sponsor (if desired) Solicitation of accounts- depending on arrangement Consultation and negotiation of final transaction including review and analysis of offer(s) Development of contract Assist in development of joint sponsor/venue logo Development of public relations plan Consultation on servicing and activation of naming rights sponsor Sub-Naming Rights FRMS has also successfully completed several sub-naming rights deals, where the naming rights to a section of an asset such as a restaurant, suite level, or ticketing system are sold. This type of creativity opens up further streams of revenue by going beyond the traditional naming rights of a main venue and into subsections. Recent Naming Rights Successes Androscoggin Bank Colisee Lewiston, Maine Campbells Field Camden, New Jersey City National Grove of Anaheim Anaheim, California Community Choice Credit Union Convention Center Des Moines, Iowa Essar Centre Sault Ste. Marie, Ontario, Canada Gate City Bank Theater Fargo, North Dakota Giant Center Hershey, Pennsylvania Investors Group Field Winnipeg, Manitoba, Canada John Labatt Centre London, Ontario, Canada PNC Park Pittsburgh, Pennsylvania RBC Theatre London, Ontario, Canada Sovereign Bank Arena Trenton, New Jersey Sun National Bank Center Trenton, New Jersey XFINITY Live! Philadelphia Philadelphia, Pennsylvania
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Premium Seating Services FRMS team members have formed innovative sales strategies and implementation plans/designs for premium seating sales in numerous arenas and stadiums. Using these sales approaches, FRMS has been able to exceed premium seating goals for its premium seating clients and anticipates it could do the same at appropriate Jacksonville Facilities. A list of potential services is listed below:
Research and comparative analysis Assess value and term versus market condition Develop activity timeline Develop marketing plan Develop budget Develop financial analysis/pro-forma Develop department amenity and services package Create and develop presentation sales and marketing collateral materials Create club seat and suite leases Solicit accounts/prospects Consult on inclusive packages Consult/design premium seating services department (job descriptions, policies and procedures, and renewal interest program) Manage sales staff
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Advertising Sales and Technical Upgrades For over a decade FRMS has played a key role in the growth of the multi-billion dollar advertising and sponsorship industry. Our companys innovative approach has resulted in increased revenues and improved advertising inventories for numerous clients worldwide. Through our extensive corporate contacts at the local, regional, and national levels, FRMS has developed incremental revenues using cutting edge advancements, such as rotational signs, LED video, and themed areas. In addition, there exists multiple new, inexpensive, illuminated, signage/digital platforms which FRMS believes could be utilized at the Jacksonville Facilities. FRMS team members have coordinated all sales activities and signage installation for more than 150 venues and sponsorship activities for over 100 events. We feel a combination of some updated inventory and stronger product integration will make sponsorship more appealing and create new awareness of Jacksonville Facilities advertising packages. Enclosed below are some visual examples of what upgraded/new signage could potentially look like at some of the Jacksonville Facilities:
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Front Row Analytics Front Row Analytics, the sponsorship evalutation division of FRMS, specializes in conducting analyses for corporate sponsors, professional sports teams, venues, and events. We are a leading analysis provider for:
Sponsorship Evaluation Corporate Consulting Inventory Design Municipal Marketing Product Integration
The Front Row Analytics Sponsorship Evaluation Report provides a valuable benchmark for advertising campaigns, title/event sponsorships, and naming rights programs. These reports have been used as an important tool for our clients to validate sponsorship investments and determine return-on-investment (ROI). During the entire analysis process, Front Row Analytics acts as a third party evaluator to ensure the most objective results. Front Row Analytics develops a customized report that provides clients with a comprehensive evaluation analysis of selected sponsorship assets. The evaluations identify and quantify all of the exposure received by the desired marketing partnerships in the following areas: Newsprint Television Radio Online (including social networking) On-site Ancillary Sponsorship Recommendations Front Row Analytics proven methods of analysis ensure that all partnership exposure is identified and analyzed. Front Row Analytics can evaluate televised brand exposure in the most accurate and verifiable way available. Our evaluations go beyond television broadcast exposure and also determine value received through on-site exposure, media buys, newsprint, internet, and other ancillary exposure. By utilizing these services we will be able to accurately quantify the assets afforded to the City of Jacksonville to create targeted and effective sponsorship sales proposals.
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Sales & Marketing Strategies (Veterans Memorial Arena)
Veterans Memorial Arena

As one of the busiest venues in Jacksonvilles portfolio of Facilities, Global Spectrum realizes the need to capitalize on the financial opportunities provided by the arena and its events. For that reason, we will place a special focus on booking, marketing, and monetizing major concerts, sporting events, and family shows which occur at the facility. Included below are the initiatives and activities our experienced onsite staff and corporate support team will execute to drive revenue and service clients at Veterans Memorial Arena: Sales & Event Booking To assist in the booking of revenue generating events at the Veterans Memorial Arena, Global Spectrum proposes that a combination of consultative sales and targeted marketing activities be carried out at the facility. They include:
Conduct personal meetings with all existing event producers to establish their needs and address any desires and/or concerns related to hosting their events at the facility Develop, in conjunction with our in-house sales & booking personnel, a list of booking goals and events types that will be targeted The creation of appropriate sales and marketing collateral including printed & online brochures, HTML/email deployments, and electronic presentations Immediately develop cooperative relationships with the tenant teams to collectively work on mutually beneficial revenue opportunities Incorporate use of other Jacksonville Facilities assets (meeting space, hospitality areas, etc.) to create value-added rental programs for team and/or venue corporate sponsors Encourage regional promoters, though pricing incentives, to program events at the facility. Develop multi-use booking and marketing packages to assist in lowering event production costs and stimulate repeat business Develop, with facility stakeholders, i.e. caterer, hotel partners, production company, etc, an event rehearsal program that provides touring acts incentives to commit to multi-date bookings of the arena for production/sound rehearsals
Potential Event Opportunities In conjunction with the efforts mentioned above, Global Spectrum will explore a wide variety of new and/or expanded event possibilities for Veterans Memorial Arena, some of which include the following: Pre-season NBA and NHL games Olympic qualifying events Boxing/MMA events Cirque du Soleil arena shows Figure Skating Indoor Lacrosse Cheerleading Competitions Amateur and high school events and tournaments Religious and Political Gatherings Corporate & Social Functions Suite & Club Seat Sales Enhancement Program As part of Global Spectrums overall efforts to monetize assets at the Veterans Memorial Arena, we believe enhanced premium seat options and sales activities will drive incremental revenue at the facility. As such, Global Spectrum proposes executing a
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combination of the following to expand and upgrade the current program: Complete a comprehensive audit of existing suite & club seat commitments, current inventory, program entitlements, pricing, and sales materials/efforts Research and identify any potential new program elements/entitlements which may stimulate sales and renewals Prepare a plan of recommended improvements, policies, and pricing Develop enhanced/updated premium seat sales packages. New packages could include additional food & beverage options/all inclusive plans), additional parking rights, sales incentives/ discounts, and backstage/VIP access for select events Revise and update all sales materials including online/printed brochures, website presence, facility signage, and social media interaction Develop and execute a comprehensive sales program to market new/improved premium seat inventory to new and existing clients Venue Specific Marketing & Public Relations Event Marketing As with the other facilities referenced in this proposal, Global Spectrum would execute marketing and public relations activities based on the size and scope of events taking place at the facility. In the case of the arena, we anticipate that our in-house marketing and advertising department would play a significant role in the promotion of family shows, concerts, and select sporting events. As such, our team would engage all event producers to determine their need for our services and provide any or all of the marketing activities (referenced under Event Marketing & Public Relations, All Jacksonville Facilities) to assist in producing financially successful events at the venue. Event Attraction Marketing & Advertising Based on our experiences in managing similar size arenas throughout North America, we believe that a combination of the following advertising and promotional activities can assist in booking new and unique events at the Veterans Memorial Arena:
Periodically running advertising in industry trade publications including the Sports Business Journal (professional and minor league sports events), Pollstar Magazine (concerts), and Venues Today (family shows) to attract profit making events Consider running periodic advertising in local publications including the Jacksonville Times-Union newspaper, Meeting Planners International local newsletter, The Jacksonville Business Journal, and local Chamber of Commerce newsletters to affect bookings in the corporate and social event categories. Maintain direct interaction on a regional and national level with marketing representatives from major touring events to promote the venues scope of marketing opportunities/cost savings Utilize in-house advertising vehicles including video scoreboard, public address announcements, temporary signage, posters, flyers, and venue listing ads to promote discounted rental programs.
The following page contains sample advertisements from Global Spectrum facilities.
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Participation in the Jacksonville Facilities In- Kind Advertising Program As referenced earlier in this response, Global Spectrum would look to have all Jacksonville venues, including Veterans Memorial Arena, participate in the proposed Jacksonville Facilities In-kind Advertising Program. In doing so, the facility and its events would benefit from the collective promotional value generated by the program to drive ticket and ancillary revenue. Cooperative Marketing with Facility Tenants & Events Listed below are activities which could benefit ticket sales, and ancillary revenue generation, but may require cooperation and support from Veterans Memorial Arena tenants (Jacksonville Sharks & JU Dolphins). Video Board ads The production of a 30-second upcoming events spot to run on center hung scoreboard during approved games/arena events Public Address Announcements The creation of a scripted spot to be read live during approved games/arena events In-Arena Collateral The distribution of upcoming event collateral materials at Box Office, Guest Services booths, and Marketing Kiosks Social Media Promotions Establish a cross-promotional relationship whereby the venue, teams, and events execute social media promotions with/for each other to create incremental exposure for each
Sales & Marketing Strategies (EverBank Field)
EverBank Field
As part of its management of the University of Phoenix Stadium (NFL venue, Glendale Arizona), Global Spectrum has executed a strong sales and marketing program at the facility making it one of the busiest stadiums in the country. While there exists considerable differences between the properties, we believe we can apply many of the same principles to attract and execute successful non-football events at EverBank Field. Based on an analysis of the Jacksonville event market, and current marketing/public relations activities conducted at the stadium, we have identified opportunities to grow revenue through enhanced marketing, promotional activities, and premium seat sales for select events. Similar to some of the initiatives referenced earlier in this response, our plan for EverBank Field encompasses a multi-tiered approach to attract events, successfully promote them, and drive incremental revenues. Listed below are the sales and marketing strategies proposed for EverBank Field. Sales & Event Booking Global Spectrum will conduct sales and event booking initiatives, specific to EverBank Field, to attract local, regional, and national event producers to the facility. While booking and marketing stadium events differs in size and scope from arenas, we believe our strong contacts in the industry, and proven methods to sell tickets, will increase the number of events and overall attendance at the facility. To assist in the booking of revenue generating events at EverBank Field, Global Spectrum proposes executing the following initiatives: Meeting with existing tenants (Jacksonville Jaguars, Gator Bowl, and Florida Georgia Classic football game) to determine if any potential booking/sales synergies exist The creation of appropriate sales and marketing collateral including printed & online brochures, HTML/email deployments, and electronic presentations Contacting and providing new sales/marketing collateral to existing Global Spectrum clients (USA Soccer, MLS, Soccer United Marketing, USA Sevens, etc) to showcase new event capabilities and increased venue marketing support
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Develop cross-promotional marketing relationships (if appropriate) with the tenant teams/events Encourage regional promoters, though rental pricing incentives, to program new events at the facility. Develop event specific marketing packages to assist in lowering event promotion costs and to stimulate repeat business
Potential Event Opportunities Based on our knowledge of the stadium event landscape, we anticipate that hosting the following traditional and non-traditional events at EverBank Field may be possible: Sporting events (International Soccer, Rugby, College & High School football) Concerts Community events (graduations, non-profit functions) Special occasions (weddings, proms, reunions, bar/bat mitzvahs, etc.) Corporate events (receptions, kick offs, product launches, meetings, etc.) Parking lot/other event types (ride & drive events, outdoor festivals & carnivals, and car & recreational vehicle sales) New Signature Events In addition to the potential events referenced above, at EverBank Field, Global Spectrum would research the feasibility of planning and producing some of our own signature events, such as a Rib & Music festival, or a Wing and/or Taco Festival. Currently Global Spectrum is involved with producing the Big Red Rib & Music Festival at the University of Phoenix Stadium, and will be hosting its first ever Wing Festival at the facility in March of 2013. Images from both events are listed below:
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Venue Specific Marketing & Public Relations Event Marketing As stated earlier in this response, Global Spectrum develops tailored event marketing plans for each appropriate event at its facilities. For events at EverBank Field, it will be imperative that marketing efforts be far reaching and able to deliver ticket sales typically in excess of 20,000. As such, our team would engage all event producers to determine their need for our services and provide any or all of the marketing activities (referenced under Event Marketing & Public Relations, All Jacksonville Facilities) to assist in producing financially successful events at the venue. Participation in the Jacksonville Facilities In- Kind Advertising Program As referenced earlier in this response, Global Spectrum would look to have all Jacksonville venues, including EverBank Field, participate in the proposed Jacksonville Facilities In-kind Advertising Program. In doing so, the facility and its events would benefit from the collective promotional value generated by the program to drive ticket and ancillary revenue. Event Attraction Marketing & Advertising Global Spectrum prides itself on keeping its managed venues promoted correctly to our target users and believes that a consistent event attraction/advertising plan is key to maintaining a strong event calendar. As such, we are proposing a combination of the following advertising and promotional activities be executed on behalf of EverBank Field: Actively and continuously run event attraction advertising in industry trade publications including Pollstar (concerts), Venues Today (carnivals/traveling shows), and Sports Business Journal (sports) to attract profit making events to the stadium Subscribe to and run periodic advertising in local publications including the Jacksonville Times-Union newspaper, MPIs local newsletter, The Jacksonville Business journal, and local Chamber of Commerce newsletters. Consider running advertising in appropriate sporting event trade publications to attract specific event types/tournaments (soccer, college football, rugby, etc) Utilize in-house advertising vehicles including video scoreboard, public address announcements, temporary signage, posters, flyers, and venue listing ads to promote the EverBank Field rental programs and potential premium seat packages. Conduct website advertising to appropriate in-house and purchased data bases, online ticket purchaser lists, and event/building sponsor lists to affect sales of special offer hospitality/rental packages. The following pages contain sample advertisements from the University of Phoenix Stadium designed to drive ticket sales and promote facility rentals at the venue.
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Added Value Options for EverBank Field Event Producers Development of In-House Themed/Event Packages This would assist the facility in booking corporate events and off-site conference events from destination management companies (DMCS). EverBank Field could also offer signature themed events such as a tailgate party that includes entertainment and dcor for an additional fee. Preferred Provider Program Global Spectrum would select a diverse group of preferred providers to work with us throughout the year in the areas of decorators, entertainers, event planners etc. including women and minority-owned businesses. Global Spectrum would refer business to the companies and establish a reciprocal agreement with these businesses to generate referrals back to EverBank field. These providers would receive exposure on the venue website (www.jaxevents.com) and be included in appropriate collateral materials. Stadium Tours attached to an event For an additional fee, offer private stadium and/or arena tours that can be attached as an option for corporate and social event attendees. Miscellaneous opportunities that may require cooperation and support from Jacksonville Jaguars and other EverBank Field events: Video Board ads The production of a 30-second upcoming events spot to run on stadium scoreboards during approved games/event Public Address Announcements The creation of a scripted spot to be read live during approved games/ events In-Stadium Collateral The distribution of upcoming event collateral materials at box office, guest services booths, and marketing kiosks Social Media Promotions Establish a cross-promotional relationship whereby the venue, teams, and events execute social media promotions with/for each other to create incremental exposure for each Stadium Signage Secure, through cross-promotional arrangement with Jaguars, semi-permanent signage within stadium to promote other Jacksonville Facilities events
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Sales & Marketing Strategies (Prime Osborn Convention Center)
Prime Osborn Convention Center

Attracting events and attendees to convention centers takes more than just opening the doors and waiting for people to arrive. It takes a creative sales and marketing approach built around objectives which take in to consideration the strengths of a facility and needs of a client/community. To accomplish the goals set forth for the successful management of the Prime Osborn Center, Global Spectrum proposes implementing a far reaching sales and marketing strategy inclusive of the following: Strong local/Industry Partnerships Jacksonville CVB Strategic Sales Approach Global Spectrum firmly believes the Prime Osborn Convention Center should strengthen complementary sales efforts with the Jacksonville CVB and other hospitality partners. By enhancing a single integrated sales and marketing strategy, that benefits all groups, we will optimize the effectiveness of the destination as a whole. These relationships can enhance the customer experience, maximize the impact of the facility on the local economy, and strengthen the Jacksonville CVB and City of Jacksonville brands. Critical to our marketing efforts will be an effective working relationship with the CVB. Our primary focus will be to create the most efficient utilization of resources to secure the highest volume of usage of the facility. Our plan would involve a review of existing sales and marketing efforts and the development of a joint destination sales and marketing campaign inclusive of integrated advertising and public relations. Said sales and marketing plan could include: Combined Sales, Marketing, and Public Relations Efforts with the Jacksonville CVB Joint marketing efforts, including tradeshow attendance, sales blitzes and calls, FAM tours, and print advertising Targeted solicitation efforts Coordinated branding and messaging about the destination and the Prime Osborn Convention Center More efficient media buys, inclusive of both entities, resulting in less redundancies in promotional efforts Enhanced quality of service, which translates into increased bookings, attendance, and revenue Alignment of booking goals and maximization of results Potential involvement of the Jacksonville CVB in the Global Spectrum National Marketing Campaign Local Stakeholder/Hotel Relationships Global Spectrum and its senior management team have extensive experience in working closely with the hotel industry in general and on-site headquarter hotels in particular. Listed below are some specific ways that we cooperate with our hotel partners: Jointly make sales calls on prospective clients Submit unified proposals, contracts and invoices for the convention center and hotel(s) to streamline the client experience Keep all parties informed of upcoming events and opportunities by issuing event calendars inclusive of: Events and dates
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Anticipated attendance Nature of the event and attendees along with special needs Convention Center Industry Network Participation Global Spectrum has proven itself as a leader in the convention and exhibition industry through its extensive employee network of industry experts. Having access to these professionals allows for increased awareness and additional opportunities, ultimately creating a considerable marketing advantage for Global Spectrum. Industry Leadership and Participation We encourage our employees to be very active and involved with various industry associations, such as the International Association of Venue Managers (IAVM), the American Society of Association Executives (ASAE), the Professional Convention Management Association (PCMA), the Convention Industry Council (CIC) and the International Association for Exhibitions and Events (IAEE). Our leadership activity includes. Leadership and participation on association boards, committees and task forces Support and sponsorship of industry-wide functions Participation in major and regional industry events Our corporate and building staffs have an extensive and impressive resume of national industry leadership by having served as chairs of numerous associations including IAVM and CIC. We believe that our staffs are our most valuable asset and by continually investing in their learning experiences we are investing in the success of our clients venues. Global Spectrums National Convention Center Marketing & Advertising Plan Global Spectrum has developed a North American marketing plan that promotes our brand, and the facilities we manage, throughout the industry. This allows us to create more opportunities to add new North American and regional business at all of our facilities. Our Vice President of Sales and Marketing oversees the National Marketing Plan with participation from team members at our various venues. Specific committees ensure that all elements of this plan are implemented. Our robust plan offers every facility the opportunity to promote itself to a market larger than it could do alone. The plan aggressively promotes Global Spectrum facilities through direct sales, public relations, paid advertising, and direct outreach to community organizations. The North American marketing plan includes: Targeted Advertising Campaigns in publications including: EXPO magazine Trade Show Executive Convene magazine Meetings and Conventions Small Market Meetings MPI Professional ONE+ Facilities & Destinations Database/Email Marketing/Communications Direct mail campaigns to leads generated at sales events we attend Global E-News newsletter mailed monthly to a database of over 3000 subscribers Global corporate convention center brochure, unique landing pages, QR codes and e-promotions Attendance at Tradeshows and Events Travel, Events & Management in Sports (TEAMS): Conference & Expo International Association of Exhibitions and Events (IAEE) Expo! Expo! Destination Showcase ASAE The Center for Association Leadership
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Springtime Exhibition Annual Meeting and Exposition The Experient Envision Conference Hospitality Sales and Marketing Association International (HSMAI) Affordable Meetings Exposition and Conference Rejuvenate Marketplace National Association of Consumer Shows (NACS): Annual Convention/Expo Professional Convention Management Association (PCMA) Annual Meeting Meeting Professionals International (MPI) Annual Meetings
Global Prospecting System Our sales professionals exchange and cultivate meaningful, qualified business leads by using our Global Prospecting System (GPS). This program provides a North American team that will assist all Jacksonville Facilities with referrals from other venues and by leveraging events at multiple Global Spectrum-managed convention centers. Elements of the program include: Database housed in EBMS offering access to all Global Venues Database of over 8000 event contacts Incentive program for lead referral National Sales Director for centralized referral One step access 1-888-456-2599 Our effective approach to lead sharing sets us apart. Research shows that convention center business does not route like arena touring events. Our system allows us to analyze a meeting planners needs and match those needs to Global Spectrum facilities fitting their requirements. A Tailored and Specific Approach to Sales at the Prime Osborn Convention Center As a general practice, Global Spectrum operates under a prescribed set of proven sales techniques that focus on the principles listed below. Successful Yield Management Yield management is a pricing strategy that allows flexibility in room rental rates to maximize revenue during high-traffic periods and traditionally low-revenue periods in the industry. Many factors are also taken into consideration when developing pricing for each piece of business, such as overall economic impact, room night generation and anticipated revenue. By focusing on booking the right piece of business, at the right time, we can maximize the overall success of the venue. One Contact, One Contract, One Invoice We believe in combining, whenever possible, multiple facility contracts and sub-contracts into a single license agreement that encompasses all aspects of the event. This alleviates a common frustration that meeting planners often have with convention centers: dealing separately with multiple contacts, contracts, and invoices for a single event. The result is an immediate and long-term savings in administrative costs. The much larger benefit, however, comes from our enhanced quality of service scores, which translate into a dramatic boost in revenue through increased and repeat bookings. Aggressive, Proactive, Direct Selling Direct and proactive sales techniques are critical for driving new business. Our aggressive approach to develop relationships with new customers will lead to incremental business for the facility. We believe the following event categories represent the strongest potential for the Prime Osborn Convention Center:
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Corporate Events & Meetings With over 60 corporate headquarters located in the Jacksonville area, one of our fist steps would be to meet and develop relationships with the meeting and event planners within these companies and related business sectors. Based on initial research conducted on the Jacksonville event market, we believe we can stimulate immediate sales leads in the following business categories: Aviation and Aerospace This industry sustains over 200 conventions and tradeshow events annually AeroCon South SAFE Symposium Aircraft Electronics Association Financial Institutions Securities Industry and Financial Markets Association Equipment Leasing and Finance Association Mortgage Bankers Association Insurance Services Independent Insurance Agents and Brokers of America National Association of Mutual Insurance Companies Information Technology Assistive Technology Industry Association Advanced Manufacturing National Council for Advanced Manufacturing Institute for Advanced Manufacturing Life Science BioFlorida Southeast BIO Transportation CSX Corporate Headquarters Conventions Typically, joint efforts with the CVB are responsible for the lead generation, development and booking for this segment of convention center business. Largely this type of business is driven by corporate and professional association markets. These events offer a significant economic impact for the area and therefore will be a focus of Global Spectrums booking efforts. Tradeshows While typically not having the overall economic impact of convention business, tradeshows still represent considerable business opportunities for convention centers and the area hotel community as a whole. As such, Global Spectrum will pursue tradeshows through direct sales calls, industry participation, and researching our competition. Well also work closely with the CVB and local hotel sales staffs to target state and regional events. Consumer Shows Consumer shows are largely attended by locally based patrons and participants interested in a particular market or product, i.e., a home show, arts and crafts, and Hunting/fishing shows. Primarily, consumer shows generate revenue from room rental, equipment and services, and concession sales. While consumer shows often provide filler business, opportunities still exist for hotel occupancy and economic impact for the surrounding area as they typically take place for multiple days at a time. Therefore, after identifying local markets, we will target the larger shows that have performed well in similar communities.
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Our database of promoters will allow us to identify those within our network who might be interested in expanding to the Jacksonville area. Social Functions From a local standpoint, there is great potential in the SMERF market for ethnic weddings, seminars, faith based conferences/services, and retreats. As such, we will aggressively market the Prime Osborn Convention Center to these markets via local publications, social media, and individual ethnic publications including Desh Videsh, a magazine promoting the Indian sub-continent and culture, as well as Good News Florida, a faith based publication with a target audience including influential Christians and Community decision makers. In addition we will utilize advertising and public relations opportunities in Jacksonville Bride, a top resource for brides and wedding planners in the Jacksonville area.
International Business Global Spectrum believes that opportunities exist to position Jacksonville, and the Prime Osborn Convention Center, as a more economical option for international clients searching for locations in Florida. Geographically and financially, the Jacksonville region could serve as a new entry point for international businesses. With reasonable air travel, lower cost hotel rooms, and area attractions, Global Spectrum would look to promote those facts to international convention center meeting planners. Scheduling Policies and Booking Goals Our responsibility is to book a full, diversified, schedule of events and to sell as many tickets to these events as possible. Thats why we aggressively pursue programming from a broad spectrum of international, national, regional and local promoters. Although a recommended policy for booking and scheduling will be part of our operations manual for each Jacksonville Facility, we anticipate that it will take into consideration the following: A determination of the City of Jacksonvilles booking priorities Determining the best use of the individual venues and combined venues Cultural diversity of the community and the targeted business sectors for desired ethnic events Economic impact Opportunities for multiple events to occur simultaneously Ancillary income potential Repeat business potential Booking Goals In general, Global Spectrum maintains the following goals and/or priorities when booking events:
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A clear understanding of a venues needs, capabilities, potential, and saturation point Selecting strong professional producers who can maintain longevity of their events at the facility Avoiding booking similar events too closely together creating cannibalization Deliver great customer service to affect repeat business
Venue Specific Marketing & Public Relations Event Marketing As stated earlier in this response, Global Spectrum develops tailored event marketing plans for each appropriate event at its facilities. For events at the Prime Osborn Convention Center, marketing efforts will primarily involve the promotion of consumer events and assisting third party producers in selling events/driving attendance. As such, our team would engage all event producers to determine their need for our services and provide any or all of the marketing activities (referenced under Event Marketing & Public Relations, All Jacksonville Facilities) to assist in producing financially successful events at the venue. Participation in the Jacksonville Facilities In- Kind Advertising Program As referenced earlier, Global Spectrum would look to have all Jacksonville Facilities, including the Prime Osborn Convention Center, participate in the proposed Jacksonville Facilities In-kind Advertising Program. In doing so, the facility and its events would benefit from the collective promotional value generated by the program to drive ticket and ancillary revenue. Event Attraction Marketing & Advertising In addition to the substantial exposure the Prime Osborn Center will receive through Global Spectrums National Convention Center Advertising Plan, we are proposing considerable venue/market specific advertising to promote the venue and Jacksonville as a destination for conventions and meetings. The specific elements of the plan are listed below: Periodically run event attraction advertising in industry trade publications including Expo Magazine, Trade Show Magazine, and Meetings & Conventions Magazine and Jacksonville Brides Magazine Run quarterly advertising in local publications including the Jacksonville TimesUnion newspaper, MPIs local newsletter, and the The Jacksonville Business journal, to attract local corporate and social function business Utilize in-house advertising vehicles including outdoor marquee, temporary signage, flyers, and Jacksonville Facilities event listing ads to promote Prime Osborn Center rental. Conduct website and direct mail advertising to appropriate in-house and purchased data bases, past facility users, and local corporations.
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Sales & Marketing Strategies (the Baseball Grounds of Jacksonville)
Baseball Grounds of Jacksonville

Global Spectrum is excited about the prospect of managing another baseball facility. Currently Global Spectrum manages AutoZone Park in Memphis, TN, home of the triple A affiliate of the St. Louis Cardinals, the Memphis Redbirds, and handles back-ofhouse/maintenance operations at Citizens Bank Park (MLB) in Philadelphia. Under Global Spectrums management, AutoZone Park has undergone a considerable turnaround in terms of financial performance and number of non-baseball events ((highlights of these successes can be found on pages 182-190) As such, we look forward to implementing a similar event attraction and marketing plan to attract non-baseball events and assist in selling tickets. Based on the rights granted to the City/its Facilities Operator, it would be Global Spectrums intent to work closely with the Jacksonville Suns to increase the variety of non-baseball events while at the same time assisting the team with any appropriate crosspromotions. As part of these efforts, Global Spectrum proposes executing many of the same marketing initiatives and event attraction activities outlined for the other venues in this response. Said marketing and event attraction activities would be dictated by the size and scope of the event and commensurate with those required to successfully secure and promote it. Sales/Event Booking After an analysis of the Jacksonville event market, and based on our management experience with minor league ballparks, Global Spectrum believes that a variety of new and expanded events should be pursued for the Baseball Grounds of Jacksonville. They include the following: Food and/or Beer & Wine festivals Corporate team building events Charity walks/runs Parking lot/vehicle sales events Baseball and non-baseball sports tournaments Ancillary events and hospitality functions associated with other Jacksonville Facilities events Venue Specific Marketing & Public Relations Event Marketing If appropriate, Global Spectrum would execute marketing and public relations activities based on the type of event and our level of involvement with it. Based on an event producers need for services, our in-house marketing department could provide any or all of the marketing activities referenced earlier to assist in producing financially successful events at the venue. Event Attraction Marketing & Advertising Based on our experiences in managing other baseball facilities, we believe that a combination of the following advertising and promotional activities can assist in booking new events and selling tickets at the Baseball Grounds of Jacksonville: Participation at the annual Minor League Baseball Promotional Seminar, professional baseballs winter and spring meetings, and annual facility General managers meetings.
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Periodically running advertising in industry trade publications including the Sports Business Journal (professional and minor league sports events) and Sports Travel Magazine (sports tournaments) to attract profit making events Consider running periodic advertising in local publications including the Jacksonville Times-Union newspaper, The Jacksonville Business Journal, and local Chamber of Commerce newsletters to effect bookings in the corporate and social event, or team building, categories. Utilize in-house advertising vehicles including video scoreboard, public address announcements, temporary signage, posters, flyers, and venue listing ads to promote discounted rental and team building event programs.
Sales & Marketing Strategies (Times Union Center for Performing Arts)
Times-Union Center for Performing Arts

Global Spectrum has significant experience managing performing arts venues and has developed a proven strategy of policies and procedures to provide sound management and present high-profile programming. Our managed venues include both stand alone venues, and some that are part of a complex, such as the Roanoke Performing Arts Theatre in Roanoke, VA; Sandler Center for the Performing Arts in Virginia Beach, VA; and William B. Bell Auditorium in Augusta, GA. While we understand there exists a booking agreement with Florida State College at Jacksonville to present Broadway, and other entertainment events at the venue, we still believe our marketing, sales, and booking capabilities can create incremental event opportunities and revenue at the Times Union Center for Performing Arts. Event Booking One of the highest priorities of the Global Spectrum Theatre Operations Department will be to assist in presenting major music/comedic artists, theatre, and dance events at the facility. To accomplish this, Global Spectrums booking initiatives would include: Develop and/or improve relationships with local arts and theatre organizations to potentially partner on creating new events Create a strong and mutually beneficial relationship with the Jacksonville Symphony Orchestra to maximize symphony event offerings Develop specific sales, social media, digital, and public relations strategies to promote the facilitys availability for rental Focus on group sales cross-promotions with tour bus companies and senior citizen organizations to drive ticket sales/event bookings Maximize non-traditional spaces for revenue generating opportunities including pre or post-show receptions and dinners, weddings, and corporate events Solicit commercial producers/ad agencies to rent the facility for production of television commercials Work closely with music labels and media outlets to create additional programming for the facility Some examples of successful Global Spectrum Performing Arts Center booking and ticket sales programs include: Student Education Programs One of Global Spectrums booking approaches is to program yearly educational offerings in our theatres. Global Spectrum seeks to build relationships with local school systems to create field trip opportunities in conjunction with classroom learning. Additionally, Global
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Spectrum offers exclusive student discount rates for select events. Kids Arts Palooza is an event unique to Global Spectrum. This annual event promotes arts education to kids and families. This event is typically free and open to the public, with event expenses/rent paid by schools, and includes an instrument petting zoo, face painting, costume characters, culinary art activities, and live entertainment and make-n-take crafts. Spring Break and Summer camps These week-long camps would allow children ages 6-12 to have a hands-on experience in fine and performing arts, and provide children the opportunity to receive a behind-thescenes view of the facility. The camps would typically involve partnering with a local summer camp provider who would pay to rent the facility as part of their summer programming. Dedication to Local Arts Groups and Resident Groups Global Spectrum works to support our local and regional arts organizations by creating a tiered rent structure with special pricing for 501-C-3 organizations and Resident Companies. One of Global Spectrums first actions will be to work within the City of Jacksonvilles to rent relief program to provide performance space for all local and regional arts organizations that cannot afford the non-profit rental rates. Venue Specific Marketing & Public Relations Event Marketing As with the other facilities referenced in this proposal, Global Spectrum would execute marketing and public relations activities commensurate with the size and scope of Performing Arts Center events and our involvement with them. Based on an event producers need services, our in-house marketing department could provide any and all of the services mentioned earlier to assist in producing financially successful events at the Times Union Center for Performing Arts. Participation in the Jacksonville Facilities In- Kind Advertising Program As referenced earlier, Global Spectrum would look to have all Jacksonville Facilities, including the Times Union Center for Performing Arts, participate in the proposed Jacksonville Facilities In-kind Advertising Program. In doing so, the facility and its events would benefit from the collective promotional value generated by the program to drive ticket and ancillary revenue. Event Attraction Marketing and Advertising Similar to the specific event attraction and advertising referenced earlier for other venues, Global Spectrum would create a tailored plan to promote event rentals and usage of the Times Union Performing Arts Center. Included in the plan would be a combination of the following: Periodically run event attraction advertising in industry trade publications/websites including Broadway Magazine, www.playtbill.com, and Venues Today (family/traveling shows), Sports Business Journal (sports) to attract profit making events to the venue Run periodic advertising in local publications including the Jacksonville TimesUnion newspaper, MPIs local newsletter, The Jacksonville Business journal, and local Chamber of Commerce newsletters to promote bookings in the corporate and social event categories Utilize in-house advertising vehicles including outdoor marquee, public address announcements, temporary signage in venue lobby, play bills, flyers, and venue listing ads to promote rental programs and potential premium seat packages.
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Sales & Marketing Strategies (Jacksonville Equestrian Center)
Jacksonville Equestrian Center

Global Spectrum sees a great deal of opportunity to increase event traffic to each of the venues named in this RFP, including the Jacksonville Equestrian Center. Global Spectrum has proven experience managing and promoting equestrian venues and we look forward to applying them in Jacksonville. Our venue managers are trained to see unique venues such as this not as just an equestrian facility, but much more. This thought process allows our managers to maximize the revenue opportunities the venue will provide by booking non-traditional equestrian center business. Global Spectrums currently has facility management relationships with the Curry County Events Center in Clovis New Mexico and the Richard M. Borchard Regional Fairgrounds in Robstown Texas which gives us a clear understanding of how to manage venues such as the Jacksonville Equestrian Center. More importantly, it gives us the ability to make an immediate impact on the facilities bottom line. Our in-house event development and marketing services set us apart from our competitors and allow our clients to enjoy a much more diverse mix of events and attendees to their venues. This will be no different in Jacksonville. Initial steps taken at the Jacksonville Equestrian Center would include the following: Meet with all stakeholders from equestrian and equine clubs and organizations to discuss their needs and ideas for the future success of the complex as well as their events. Complete review of the Equestrian Center as it relates to quality of infrastructure, ability to do non-traditional equestrian events, current PR and branding, past and future client bases and customer satisfaction service levels. Develop cross marketing opportunities with the other Global Spectrum venues nationally as well as the numerous facilities within the state of Florida. Scheduling a meeting with the Global Spectrum Palm Beach County Convention Center staff concerning their relationship with Wellington, Florida equestrian community and how the two might work together. Meeting with Jacksonville CVB to discuss strategies to increase state, regional, and national equine events at the center as well as non-traditional revenue type events. Event Booking Global Spectrum prides itself on taking existing facility event mixes and retooling them so the venue is getting the best possible shows of its type available. We also feel we can bring a fresh set of events to the Equestrian Center that will draw a new audience to the venue. Examples of new and/or non-traditional events that would be considered include the following: Tractor Pulls Ranch Sorting Competitions Arenacross and BMX events Circus Type Events Equine Industry Tradeshows Weddings Pet Shows Antique or Wine Festivals Bull Riding competitions High End Horse Auction events
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Livestock Sales Youth Rodeo Polo events Lawn Mower Racing Dual Competitive Show Jumping Competitions
To make these events possible, it will require our strong ability to promote and drive attendance. At Global Spectrum, our marketers are hands-on types who will understand where Equestrian Center events would need to be publicized for success. Global Spectrums ability to do this when taking over existing venues allows even the longest term clients to realize an increase in their business on an annually basis. Venue Specific Marketing & Public Relations Event Marketing As stated earlier, Global Spectrum would execute marketing and public relations activities commensurate with the size and scope of events taking place at the facility. Our initial research indicates that there exists multiple Equestrian Center events that could benefit from Global Spectrum marketing services. As such, we would meet with all perspective event producers to determine their needs and consult with them on how best to make their events successful. Participation in the Jacksonville Facilities In- Kind Advertising Program As referenced earlier, Global Spectrum would look to have all Jacksonville Facilities, including the Jacksonville Equestrian Center, participate in the proposed Jacksonville Facilities In-kind Advertising Program. In doing so, the facility and its events would benefit from the collective promotional value generated by all the appropriate Jacksonville Facilities to drive ticket and ancillary revenue. Event Attraction Marketing and Advertising Run periodic event attraction advertising in industry trade publications and Equine Flair, and websites including Elite Equestrian, www.equineenthusiast.com to attract profit making events to the venue Utilize in-house advertising vehicles including public address announcements, temporary signage, posters, flyers, and venue listing ads to promote the Jacksonville Equestrian Center rental programs
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Sales & Marketing Strategies (Ritz Theatre and LaVilla Museum)
Ritz Theatre and Museum

While Global Spectrum understands it would have somewhat limited responsibilities at this facility, we believe we can maximize the use of the venue, apply some of our theatre management expertise, and assist in fundraising efforts at the venue. The Ritz Theatre and LaVilla Museum have a rich culture and history in the city and our goal at the facility would be to assist and oversee City of Jacksonville staff in event attraction, supportive marketing, and public relations activities. Some of the booking and marketing initiatives/ideas we have for the complex are listed below:
Assist City staff to increase the usage of the theatre and museum for multicultural events and services Utilize Global Spectrums contacts in the music industry to research potential jazz and blues events which may be a fit for the facility. Maximize non-traditional rental opportunities for the facility including fundraising events, political functions, and art exhibits
Venue Specific Marketing & Public Relations Should Global spectrum be asked, or required to, assist and/or manage any marketing efforts at the facility, our intention would be to utilize our experience in small theatre marketing and work in conjunction with the Ritz Theatre and LaVilla Museum staff to execute said activities. As part of those collaborative efforts, we would propose to the Ritz Theatre and LaVilla Museum staff that they consider participating in some of the Global Spectrum sales & marketing initiatives enclosed below: Participation in the Jacksonville Facilities In- Kind Advertising Program As referenced earlier, Global Spectrum would look to have all Jacksonville Facilities, including the Ritz Theatre and LaVilla Museum, participate in the proposed Jacksonville Facilities In-kind Advertising Program. In doing so, the facility and its events would benefit from the collective promotional value generated by all the appropriate Jacksonville Facilities to drive ticket and ancillary revenue. Cooperative Advertising and Grass Roots Activities Inclusion of Ritz Theatre events on www.jaxevents.com website The cross-promotion of appropriate Jacksonville Facilities events with those occurring at the Ritz Theatre and LaVilla Museum The utilization of any shared database lists to promote events at all Jacksonville Facilities Testimonial letters from community organizations and Convention and Visitor Bureaus in markets where Global Spectrum manages venues can be found on the following pages:
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In Regards to Global Spectrum Management Greater Des Moines keeps getting greater, thanks in part to an economic engine in the heart of Downtown Des Moines - the Iowa Events Center. The Global Spectrum/Iowa Events Center team has played a huge role in impacting events weve secured and events were currently pursuing. Together our teams sell Greater Des Moines as the perfect meeting and event destination.
Having the Iowa Events Center in Greater Des Moines has allowed us to reach for new goals, solicit and book new business and make an impact on the entire Greater Des Moines community. In the last year alone, this great facility has allowed us to: Secure 91 leads that would utilize the Iowa Events Center Book a potential 245,577 new room nights Identify 37 new prospects that could bring an additional 114,983 rooms nights Host the American Quilters Society Quilt Expo and 30,000 attendees Host State High School Tournaments Host the Iowa Power Farming Show (to name just a few) Each booked event and room night brings money into Greater Des Moines. Meaning, the more successful our Iowa Events Center continues to be, the greater the economic impact on our community. The partnership with Iowa Events Center extends outside of Greater Des Moines. We take our pitch for Greater Des Moines on the road by participating in conferences and tradeshows, including: Religious Conference Management Association (RCMA) American Society of Association Executives (ASAE) Direct Selling Association (DSA) Amateur Athletic Union (AAU)
Our collaboration with the Iowa Events Center team has proven to be a valuable part of our success. We are proud to have the Iowa Events Center in Des Moines, Iowa!
Sincerely, Greg Edwards President & CEO
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Ric Booth 525 Elm Street Cincinnati, OH 45202
Dear Ric, 2008 was a year of momentum, growth, and progress for Cincinnati USA. The energy and excitement of the landmark NAACP and National Baptist Conventions along with the unprecedented support from local corporations, foundations, and our valued partners that include Global Spectrum served as catalysts for this momentum and success. Cincinnati USA had a strong year in 2008 with meetings and conventions that represented 148,205 hotel room nights and $44 million in estimated visitor spending. The NAACP and National Baptist Convention combined brought in $6 million in new spending. Furthermore, Smith Travel Research figures for 2008 show that Hamilton County and the City of Cincinnati outpaced its competitive set as well as the national average in its growth rate in hotel occupancy, average daily room rate, demand, and hotel revenue. In terms of future bookings, Cincinnati USA finished 2008 with contracts representing 187,887 future room nights and $56 million in estimated visitor spending. This is an increase of 6.7 percent over rooms booked in 2007 and an increase of 25 percent over the last four years. All of this goes to show that Cincinnati USA is back as a major convention destination. Many factors contributed to this success not the least of which is the professional management of the Duke Energy Convention Center by Global Spectrum. Our joint efforts in sales and marketing that include trade show attendance, FAM trips, and sales missions have been highly effective and we look forward to continuing this partnership.
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Minimizing Operational Funding

Please describe the Managers strategy for higher utilization of each Facility and the means to achieve a self-sustaining budget for the Citys Facilities (individually and in the aggregate).
Global Spectrum has successfully transitioned seven accounts from SMG to Global Spectrum management, and we have done the same from other private management companies, most notably the Rose Quarter in Portland, OR, home to the NBA Trailblazers. In every case we have reduced expenses, increased events, and significantly improved the overall financial position of each venue/complex. While we do not have the level of financial detail on the Jacksonville Facilities to be specific, our system for transitioning management accounts includes the following: We offer lower, more fair-market management fees in incentive formulas We control expenses and keep them in proper relationship to revenue, which we monitor on a weekly basis We book more events We generate more event-related revenue We focus on the sale of commercial rights which includes naming and beverage rights, advertising signage, sponsorships, premium seating, and the like We conduct in-depth energy audits and typically save our clients up to 20 percent of utility consumption expenses We institute our award-winning customer service program, How You Doin?, which results in greater attendance and more event revenues We make the F&B (concessions and catering) contractor(s) our partner and part of our management team focusing on the sale of short term food-concentrated events that generate considerable new net revenue We also work closely with the ticketing contractor and we are able to enhance their effectiveness through our unique FanOne Program that allows us to segment data on ticket buyers and their buying habits, and thereby, increase their average spend at an event (see Appendix F) for more information on FanOne). In markets where Comcast is the cable provider, we are able to leverage several economically quantifiable benefits for our client venues and the event promoters and producers that utilize them. A detailed list of the benefits Comcast can provide Global Spectrum clients in markets where Comcast is the cable provider can be found in the section on Marketing. We provide in-depth corporate support at all levels of management, finance, marketing, and operations to ensure that we implement Global Spectrums Best Practices as quickly as possible.
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Case Studies Some case studies highlighting Global Spectrums ability to maximize revenue and minimize expenses can be found below and on the following pages. Miami Beach Convention Center Global Spectrum has been awarded several management contracts for existing convention centers. For example, Global Spectrum was awarded the management of the one million square foot Miami Beach Convention Center on September 1, 2008. The venue consists of: Miami Beach Convention Center 502,000 sq. ft. of exhibition space 4 Exhibit Halls 127,000 sq. ft. of meeting space 70 meeting rooms 21,000 sq. ft. multipurpose room 100,000 sq. ft. pre-function space
Accomplishment Highlights:
In its first year of operation, Global Spectrum was able to achieve the following improvements over the performance of the previous manager: Reduced the prior year operating loss by over $600,000 Improved the budgeted loss by $450,000 Reduced overall expenses by $1 M Reduced electrical consumption resulting in savings of nearly $200,000 Booked over $600,000 in short-term new business
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Global Spectrum Responsible for Resurgence of Augusta, GA, Entertainment Venues Difficult times had fallen upon the Augusta Entertainment Complex in Augusta, GA, Cautious because of problematic management attempts in the past, event promoters and producers did not perceive the Complex as a viable sports and entertainment facility. After failed attempts by several private management companies (LMI and SMG) and seven General Managers, who reported directly to the Augusta Coliseum Authority, the Authority engaged the services of Global Spectrum on August 1, 2008, to manage the complex, which includes these facilities: 8500-seat James Brown Arena 14,570 sq. ft. Exhibition Hall 2700-seat William B. Bell Auditorium 6,365 sq. ft. of Meeting Space (7 Meeting Rooms) Global Spectrum literally and figuratively saved the day in Augusta. Here is what we accomplished in just our first year: Instituted professional management, marketing, and operations of the entire Complex. Used our regional and national corporate leverage to significantly increase the schedule of events with shows that had by-passed Augusta in prior years. These shows include: Avenged Sevenfold & Buckcherry, Mike Epps, Cirque du Soleil, Anthony Hamilton, Lynyrd Skynyrd, Jason Aldean, Mamma Mia!, Charlie Wilson, Larry the Cable Guy, Shinedown, and Bill Gaithers Increased operating revenues by $487,882 (24%) despite the unanticipated loss of prime tenants ECHL (Lynx Hockey) and AIFA (Colts Football). Decreased operating expenses by $989,103 (47%) Decreased operating subsidies by $357,358 (39%) Increased event days from 104 to 137 (32%) despite the loss of 46 Lynx and Colts games. Increased attendance from 207,218 to 316,450 (53%) despite the loss of 97,032 Lynx and Colts fans. Rebranded the two facilities and Complex with new logos and an enhanced website. Provided extensive corporate support in the areas of Human Resources, Booking, Corporate Sales, Operations, Marketing, Public Relations, Finance, and Box Office Management. Leveraged promoter and booking agent relationships with AEG, Live Nation, CAA, William Morris, FELD Entertainment, VEE Corporation, and Outback Concerts to bring more events to a more diverse audience. Created e-mail databases of 15,000 ticket purchasers. Resurrected Broadway in August theater series with a 27% increase in season ticket sales. Increased food and beverage sales by $466,342 with the addition of Ovations Food Services. Increased ticket-related income by $19,081 with the addition of New Era Tickets ( (five months with New Era). Increased the sale of commercial rights by almost five fold to $248,600 (from the previous mark of $50,000) with the addition of Front Row Marketing Services. Actively engaged Comcast Cable in the following areas: arena sponsorship, event sponsorship, pre-show party sponsorship, advertising discounts, employee discounts, marketing support, governmental support and community involvement. Significantly increased positive public relations and community pride in the Complex through stories in the local media.
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Global Spectrums Performance at AutoZone Park and the Memphis Redbirds Paying Dividends In July 2009, Global Spectrum began managing AutoZone Park in Memphis, home to the Memphis Redbirds of the Pacific Coast League. In the year since Global Spectrum started managing the team and building, Global Spectrum has found new and creative ways to generate revenue and cut costs, all while enhancing the customer experience. In addition, Global Spectrum has implemented an accounting system and financial procedures that now make it possible to track results and measure success. The Memphis Redbirds and AutoZone Park are owned by the Memphis Redbirds Foundation, a non-profit 501(c)(3) charitable organization which was the first to own a professional baseball franchise and its stadium. The Foundation uses its funds to enable children to participate in sports across the Memphis region. The Foundation provides many things above and beyond sports instruction. Although some emphasis is placed on baseball and softball skills, the primary function at each site is to teach young people teamwork, how to achieve goals, the importance of an education and how to become productive citizens of the city. Prior to Global Spectrums arrival in Memphis, the operations performance had been on the decline for several years, and the team missed its loan payment for the first time in its history. This caused the senior bank lenders to seek a change in management, and the lenders, therefore, recommended Global Spectrum to take over. The lenders and the Foundation both felt that the best course of action was to seek a buyer for the team and stadium. However, it was very difficult to attract bidders with unreliable and old financial data. Global Spectrum successfully organized the books and implemented systems to issue timely financial and management reports. As a result, interested buyers are taking a look at the operation and are able to do their due diligence in a relatively short period of time. In addition, the new records and reports make the asset more attractive to buyers, and will hopefully help to maximize the eventual sales price. When Global Spectrum arrived in Memphis, numerous vendors with past due balances were calling the stadium every day, which overwhelmed the finance staff. Through working with the lenders, analyzing the cash flow, and negotiating with vendors, Global Spectrum has been able to maintain strong relationships with all service providers and stop the daily calls. Global Spectrum has done more than just organize the financial matters. Global Spectrum has helped to make the financial results better. Because expenses had been rising prior to Global Spectrums arrival, the company immediately implemented a purchase order system to make sure that no unnecessary expenses were being incurred. Department heads were made responsible and accountable for their departmental expenses, and staff responsibilities were evaluated. As a result, total operating expenses were projected to be 17 percent less in the 2010 fiscal year than they were in the 2009 fiscal year. On the other side of the ledger, Global has sought new ways of generating more revenue. It has looked for new advertising partnerships like the TruGreen, the general admission lawn seating area located in left field, and has implemented several non-baseball and baseball-related events that not only generated revenue but increased the fans experience. These events have contributed to Global Spectrums overall success since taking over management of AutoZone Park and the Memphis Redbirds. A brief summary of these successes are listed on the following page:
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AutoZone Park Events:
Served as host for the 2010 & 2011 AutoZone Liberty Bowls Team Welcome Party. Played host the last three years to AutoZones corporate employee/family event using stadium and playing surface. The event grosses $80k for the facility annually. Hosted the American Heart Walk 5K. Venue served as finish line for the 5 kilometer walk (Gross $3,500) Hosted sold out St. Jude Marathon; venue served as finish line. This events contract will be extend for three more years due to its success and tremendous participant experience (Gross $9,000 per year). Partnered with the Alzheimers Association to serve as host of its annual Memory Walk. Hosted the US Foodservice Food Show event. Partnered with Smith & Nephew to host company Team Building event on field. 2012 will mark the return of the Memphis International BrewFest. This event has generated a remarkable buzz in the market since its first year in 2010. Last year the event sold out with a portion of the proceeds going to charity. In 2011 AutoZone Park played host to major professional wrestling when IMPACT Wrestling made a stop in Memphis on its summer tour.
Memphis Redbirds Baseball Highlights:
The 2011 Memphis Redbirds season featured the greatest increase in per game attendance in the Pacific Coast League In 2011 the Memphis Redbirds showed an increase of 22% in Group Ticket Sales over 2010 This is a result of our aggressive approach to Groups Sales and utilizing proven strategies to sell group tickets such as: community nights, little league opportunities to play on field, fundraising opportunities, corporate super groups, non-profit nights, and coordinating with our marketing department to sell theme nights.
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The Commercial Appeal (Memphis, TN) July 9, 2010 Friday Final Edition
Fans talk, 'Birds listen; AutoZone Park is awash in changes BYLINE: James Dowd dowd@commercialappeal.com Boasting a new management team and a retooled marketing playbook, the Memphis Redbirds are hoping to hit a home run with fans and advertisers. More visible advertising - with varied pricing structures that make stadium signage more affordable for small businesses - is one example. Boosting the number of ballpark activities and promotions is another. "Last year, the new management company, Global Spectrum , realized that we were working with an outdated business model and we've been working hard to address that," said Valerie Hight, ticket sales executive for the team. "We held focus groups of season ticket holders and we took their suggestions to heart. The fans spoke and we listened." Hight discussed the organization's strategy shift during her keynote address at a Memphis Business Alliance luncheon Thursday at the Crescent Club .Recent changes at AutoZone Park have included lowering concession prices - now there's a $5 bargain deal - along with upping the number of games that feature fireworks and creating new theme nights. In addition, more advertising is now allowed throughout the stadium, a move that the new management team felt was in keeping with the spirit of the minor leagues. "It adds revenue, it allows for more flexible pricing and greater opportunities for exposure for businesses of all sizes," Hight said. "On a community level, it's great for fans to see the local companies that are supporting the team." And that's also good for the advertisers. "Perception is key, and it's of enormous value when fans go to see a team they love and notice businesses that publicly support them," said Michael Smith, vice president at Wunderlich Securities . "It's a fantastic marketing opportunity to get your business recognized in a way that shows your investment in the community." While Hight acknowledged that the organization has experienced difficulties in the past - including a couple of years of low ticket sales and defaulting on a bond payment last year - things are looking up. Attendance levels have steadily grown, placing the Redbirds among the top minor league teams in the nation. And last year the stadium was heralded by Baseball America magazine as the top facility in the minor leagues. Emphasizing local attractions such as AutoZone Park and promoting Redbirds games is in the best interest of companies of all sizes, said travel consultant Patty Calvert. "The stadium is beautiful, and there's a great feeling when you're there, which is a big plus for Memphis," Calvert said. "I think it's a smart move for businesses to link up with the Redbirds. It can be mutually beneficial."
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Global Spectrum Leading the Tsongas Center at UMass Lowell Back to Prominence in New England UMass Lowell acquired the former Tsongas Arena in February 2010 from the City of Lowell and renamed it the Tsongas Center at UMass Lowell with the mission of creating the regions premier venue for entertainment and sports. Soon after acquiring the venue the University put the venue management contract out to bid with goal of hiring a firm which could efficiently and effectively help UMass Lowell reach its goals of returning the Tsongas Center to prominence in the region. Global Spectrum was awarded the contract for facility and officially took over management on July 1, 2010 from SMG, who had managed the facility since 2001. Upon acquisition of the Tsongas Center, the University immediately launched a $5 Million renovation to the $24 million building, both inside and out. The changes include a new video scoreboard and two LED ribbon boards; Outdoor Digital Marquee with two LED display boards; the spectacular club and premium seating of the Lowell Cooperative Bank Pavilion; the new Talon Club and a new luxurious Corporate Suite with a capacity to entertain 30-50 people; a new, 60-speaker sound system; all-new concessions; new signs and other visual enhancements; interactive tributes to outstanding former UMass Lowell athletes; and a permanent exhibit honoring the late U.S. Sen. Paul Tsongas, a Lowell native. A new ice system and dasher board system were installed as well as a new fallarrest protection system. The Tsongas Center at UMass Lowell includes the following facilities and amenities: 7,500-seat arena 6,000 sq. ft. lobby space 4,800 sq. ft. Lowell Bank Pavilion Premium Area (Opened October 2010) 2,800 sq. ft. Talon Club Premium Area (Opened October 2010) 1,100 sq. ft. Premium Suite (Opened October 2010) Daktronics LED Video Scoreboard with Four 9x12 HD Video Panels (Installed October 2010) Two 3x200 LED Ribbon Boards (Installed February 2010) Outdoor Marquee with Two 7 x17 LED Displays (Installed October 2010) Global Spectrum made incredible strides in just our first year managing the Tsongas Center: Instituted new professional management, marketing, and operations structure to the facility. Used our regional and national corporate leverage to significantly increase the schedule of events and overall venue attendance for the year. Some shows include: Drake; Godsmack; Bob Dylan; Disney Live; Avenged Sevenfold; Dropkick Murphys; Mixed Martial Arts; Wiz Khalifa; and World Wrestling Entertainment. Sold Out shows at the Tsongas Center in 2010-11 include: Drake, Kiss 108 Jingle Ball, Avenged Sevenfold, and Dropkick Murphys. With Global Spectrum on board as the new Management Company, UMass Lowell saw a decrease in the building operating budget from $1.1 Million (Estimated FY10) to $304,825 (Year-end as of May, 2011). Increased event days from 35 to 135 (385%) Figures include UMass Lowell Hockey, but exclude the Lowell Devils AHL hockey team which did not play at the Tsongas Center in 2010-11. Increased attendance from 130,661 to 184,408 (41%) - Figures include UMass Lowell Hockey, but exclude the Lowell Devils AHL hockey team which did not play at the Tsongas Center in 2010-11.
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Increased the venues profile on a local and national level through public relations efforts including its inclusion in the Venues Today Magazine Top 20 international venues rankings for the first time in the history of the arena. Completed a full website redesign in line with the rebranding of the facility, which also enhanced customer services through easier navigation, clear direction on purchasing tickets, full search engine optimization to help increase traffic from organic searches, the addition of 360 degree virtual tours of the venues premium areas, and the creation of sellable advertising space for the first time. Provided extensive corporate support in the areas of Human Resources, Booking, Corporate Sales, Operations, Marketing, Public Relations, Finance, and Box Office Management. Established a newly created marketing and sales staff in order to sell more tickets to events, sell Premium Areas, and sell meeting/party space to the community. The newly appointed Sales and Marketing team also assists UML Athletics in UML Hockey ticket sales, Premium sales, Group Sales, and Marketing. Developed and strengthened relationships with the City of Lowell and area business leaders through staff participation in community organizations such as Chambers of Commerce, Rotary, BNI, Young Professionals, CVB, and Planning committee involvement for city cultural events and festivals. Created new relationships with local promoters, including Live Nation and Mass Concerts. Created two new in-house promoter avenues, including Student Activities bringing in Drake and Snoop Dog, and Global Spectrum bringing in Wiz Khalifa. Created the new Tsongas Center Backyard Music Series: six outdoor concerts showcasing the beautiful 100,000 square-foot back yard area along the Merrimack River behind the Tsongas Center. The series has been very popular with the local community, and well attended.
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UMLs Tsongas Center in Nations Top 20 Venues Lowell Sun 7/18/2011 Drake, the Dropkick Murphys and Godsmack have thrilled sold-out crowds at the Tsongas Center in the last year. Veteran performers like Bob Dylan and Snoop Dog also have generated large gatherings at the UMass Lowell-owned facility. The growing number of events and lofty attendance figures have recently helped the Tsongas Center garner recognition in the same company as Radio City Music Hall, the theater at Madison Square Garden and Mohegan Sun Arena. For the first time in its history, the Tsongas Center was named in the top 20 in the world for venues with a capacity between 5,001 and 10,000 by Venues Today Magazine. The facility entered Venues Today's mid-year rankings at No. 20. The ranking is evidence that the $5 million the university has spent to improve the facility since taking it over in February 2010 has paid immediate dividends, said UMass Lowell Chancellor Marty Meehan. The university has installed a new scoreboard, club and premium seating, a new 60-speaker sound system and all-new concessions, among other changes. "The renovations we have done have made it a state-of-the art building," Meehan said. "The fan experience is much better. I think we have made the right decisions for the building so far." The facility also has benefited from the loss of the American Hockey League's Lowell Devils, which has opened up many Friday and Saturday night dates for popular concerts and events. The Devils, which are now in Albany, N.Y., finished last in attendance in the AHL this year. Meehan said he expects the Center to host many more sold-out concerts in the coming year as the facility's reputation continues to improve. "The building will continue to be even more of a destination center for events in the region," he said. Venues Today's rankings are based on the number of paid ticket purchasers over 12 reportable concert and nonsport events from Oct. 16, 2010 to May 15 of this year. The Tsongas Center had 45,885 paid ticket purchasers at the events that were considered for the ranking. Some of the events included were Disney Live Mickey's Magic Show, Wiz Khalifa and Kiss 108's Jingle Ball. Changing the facility's name from the Tsongas Arena to the Tsongas Center also played a role in helping the university attract more events to the complex, said Peter Casey, the director of athletics business enterprises who oversees the Tsongas Center for the university. The name change indicated that the facility was interested in hosting more than just sports events. "Our ranking has a lot do with the type of events we are going after," Casey said. "We have had a lot of great sold-out shows." Casey said UMass Lowell plans to aggressively court big-name events to the Tsongas Center and has already secured some for the coming year, although he could not yet divulge who they will be. "This is just the beginning for us," Casey said. "We are thrilled with the ranking, but the more shows we book the higher the ranking will go." The venue will be quiet until October because a new ice system and dasher-board system are being installed. Meehan said attendance at UMass Lowell hockey games was 16th in the nation this year and he wants to improve upon that. The Tsongas Center is hosting an outdoor backyard summer music series and may be home to a new non-hockey sport, though Meehan declined to disclose which sport that might be.
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Naming and Advertising Rights

Describe Managers ability to provide naming and advertising rights services to generate revenue streams, and secure sponsorships for events to defray costs and generate revenues.
Strategic Approach Global Spectrums subsidiary, Front Row Marketing Services, will customize a marketing and sales approach to maximize the revenue for each of Jacksonvilles venues. Front Row will deliver results by offering:
Speed and efficiency with regards to the sales effort for each special event A staff that is consistently in tune with industry trends and a leader in establishing industry specific best-practices Senior leadership that demonstrates passion and a get-it-done approach to representing the client Extensive event, venue, and team sponsorship sales experience A desire to push the limit with the addition of new inventory Cost saving measures such as maximizing budget relieving trade to reduce expenses A network of sales professionals throughout the US and Canada A firm that can mobilize a sales force immediately: quicker sales = more sales A firm dedicated to client relations for long term sustainability on behalf of each client A passionate group of industry professionals that truly believe in the product and are driven by success
Synergized Mission Front Row believes that the first step in creating a viable set of marketing packages is to gain a comprehensive understanding of the events goals, assets, and individual personality. No two events are alike, and an extensive knowledge of personalities and culture must be gained in order to achieve success. Once this process is complete, Front Row will conduct a thorough asset assessment using our Front Row Analytics methodology to price the events inventory properly. This is a critical step as price-points can either deter potential customers if priced too high or leave money behind if priced too low. A balance needs to be created and the key inventory items must be leveraged to gain maximum returns. Establishment of an Organized and Targeted Sales Plan Front Row will then work with the event promoter, venue, and constituents to create a target list for commercial rights sales. This list will be cross referenced by identifying key relationships that exist and ensuring that we use all available resources to drive revenue. This list will be a combination of local, regional, and national companies, as well as a thorough list of targeted partners that we currently do business with at other current projects and similar type events. Front Rows sales plan will have a collection of strategic goals, timetables, and creative ideas, coupled with the energy and determination to drive revenue for the event. Consultative Sales Process Front Row will then embark on the sales process after the above mentioned steps. They will follow their event sales plan and ensure that they are maximizing their sales efforts on a daily basis. Their sales philosophy is to be consultative. Their role is to talk to corporations, understand their marketing needs and goals, and then implement a plan, using the various event assets, to create marketing solutions. This is much different than just selling a product. Rather, this is the process used to develop long-lasting and sustainable corporate partnerships and to bring a high level of sophistication to the various events. Front Row will provide consultative marketing expertise to prospective clients based on their knowledge of the latest and most cutting edge industry trends.
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More Revenue Because of Front Rows ability to work both within and outside the venue marketplace, their ability to consultatively approach corporations and deliver marketing strategies that will help those partner companies, their confidence with this focused mission, plan and process will deliver maximum revenue. Front Row works closely with each project and looks to establish a collective approach to the sales process.
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6.9. QUOTATION OF RATES, FEES OR CHARGES AND OTHER DETAILED COST PROPOSAL OR COST BREAKDOWN INFORMATION
Willingness to Meet Time and Budget Requirements and Proposed Compensation
Describe the Managers overall willingness to meet both time and budget requirements for the project, proposed total compensation or unit price quotations, including, without limitation, hourly rates, fees, or other charges that will ultimately be used during, contract negotiations to calculate or determine total compensation.
Global Spectrum is willing to meet both time and budget requirements for the project. Our recommended compensation structure can be found below and on the following page.
Recommended Compensation Structure

Please propose a recommended compensation structure for this work scope, maximizing the Managers ability to compete and fix-price the various aspects of the work (e.g., grounds maintenance, security guard services, pest control, etc.). Also, indicate your anticipated maximum Fixed Fee and Incentive Fees (as described in the contract in Attachment D), to be in compliance with Internal Revenue Procedure 97-13.
Term:
Four (4) years and nine (9) months commencing on July 1, 2012, with the Citys right to terminate after two (2) years and nine (9) months. Additionally, there are two renewal options thereafter (three (3) and two (2) years).
Fixed Fee: Three Hundred Thousand Dollars ($300,000) Effective July 1, 2013 and on each July 1st thereafter the Fixed Fee will be subject to an annual CPI adjustment not to exceed three percent (3%). Incentive Fee Capped at fifty percent (50%) of Global Spectrums Total Annual Compensation (e.g. $300,000 Fixed Fee equals 50% of Total Annual Compensation of $600,000 thereby capping Incentive Fees at $300,000, except as adjusted annually by CPI). Financial Incentive (50% of Total Possible Incentive Fees) Global Spectrum to receive 20% of the improvement in Jacksonville Facilties revenues over a mutually agreed historical average. This benchmark will be adjusted annually by CPI. Non-Financial Incentives (50% of Total Possible Annual Incentive Fees) Global Spectrum earns the remaining 50% of its Total Possible Annual Incentive Fees by a fair and reasonable evaluation by the City of Global Spectrums performance in the following areas: Performance Criteria Customer satisfaction Cooperative marketing with prime tenant teams Cooperation with CVB and Convention Center stakeholders Overall financial results Facilities maintenance and repairs Maximum Percentage (of Fixed Fee) 10% 10% 10% 10% 10%
Maximum Fees For the period of July 1, 2012 through September 30, 2012, Global Spectrums maximum fees will be Seventy-Five Thousand Dollars ($75,000).
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For the first full fiscal year commencing October 1, 2012 through September 30, 2013, Global Spectrums maximum fees will be Three Hundred Thousand Dollars ($300,000). Any incentive fees earned for FY2012-2013 would only be paid in 2013/2014 after completion of the Annual Audit. Depending on the Citys accounting system, our total fees for the period of October 1, 2012 through September 30, 2013 could be as high as $600,000 if we earn our full incentive fee potential. Other Compensation Related Issues Capital Investment Global Spectrum will invest $1.5 million, upon contract signing, for revenue generating improvements to the Jacksonville Facilities. This investment does not require repayment; however, Global Spectrum will amortize this investment at the rate of $12,820 per month over the initial term plus renewal periods (i.e. nine (9) years and nine (9) months). If the contract is terminated for any reason before the investment is fully amortized, then a repayment of the unamortized portion will be required. Development Role Global Spectrum, in partnership with the Cordish Companies, is willing to pursue plans, subject to the Citys approval for developing a Jacksonville Live! concept similar to our own recently opened, Xfinity Live! Philadelphia. No Corporate Mark-ups Global Spectrum does not and will not mark-up any corporate services we provide to the venues we manage for our clients. We do charge to the annual operating budget, a fair and pro-rated allocation of the actual cost we incur for payroll services, various insurance coverages, computerized event booking systems, preventative maintenance software, financial management systems, and software hosted by our IT Department.
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Revenue Allocation
The Facilities are anticipated to generate revenues from various national and local events the Manager is able to market and attract. Please discuss how the Manager envisions these revenues being allocated to event expenses, to the Manager, to the City, and/or to a maintenance/repair escrow account.
Global Spectrums only compensation will be from the fees outlined in our Recommended Compensation Structure above. If Global Spectrum is involved in co-promoted or in-house promoted events, it will be as the Citys agent/manager and all such event income will be considered operating revenue. We will work closely with the City and take the Citys direction on if and how much event revenue should be set aside to a maintenance/repair escrow account.
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6. 10. THE VOLUME OF CURRENT AND PRIOR WORK PERFORMED FOR USING AGENCIES SHALL BE CONSIDERED A MINUS FACTOR (5 POINTS MAXIMUM SCORE).
Provide a list of all local government projects on which Manager has been awarded fees during the past five (5) years. Include only those projects on which Manager was the Prime Manager (do not delete fees paid to subcontractors or others). Such list shall include all work for the City of Jacksonville and the agencies listed in Criteria #5 above. If the Manager has not performed work for any of these entities during the past five (5) years, the Response should so clearly state. Failure to provide complete and accurate information will result in lower score on evaluation. Failure to list amounts of all fees may result in rejection of proposal as non-responsive.
Global Spectrum has not been awarded fees during the past five years from any local government projects.
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7. Pricing Proposal
COMPENSATION PROPOSAL
Proposers shall submit pricing proposals to City in such format as would be compliant with the requirements of the IRS, including but not limited to, the pricing comply with all requirements for a qualified management contract pursuant to Internal Revenue Service Revenue Procedure 97-13 for a 10 year term management agreement. Proposers pricing proposal may also be subject to review and approval from the Citys bond counsel.
Global Spectrum acknowledges the IRS compliance requirements as set forth in the RFP. Please see Section 6.9. Quotation of Rates, Fees or Charges and Other Detailed Cost Proposal or Cost Breakdown Information for our detailed compensation structure.
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Global Spectrum Response To Jacksonville RFP P-08-12

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TITLE PAGE

5. Confirmation of Minimum Requirements

A Worldwide Leader in Venue Management

Success Managing Similar Venues

What makes a great leader?

Frank E. Russo, Jr.

Thomas M. Mobley, Jr.

General Manager Candidate

Proposed Staffing Chart

Proposed Organizational Chart In a

General Manager Mike Scanlon

Asst. General Manager Arena Director Monty Jones

Director of Finance Stacey Church

Director of Commercial Rights

Director of Marketing Abey Foster

Director of Operations James Cordeiro

Director of Equestraian Center Jason Green

Stadium Director Tim Landis

Commercial Rights Manager

Administrative Assistant Receptionist

Administrative Assisant/ Event Coordinator

Accounts Payable/ Receivable Clerk (3)

Marketing Manager (2)

Receptionist Operations Manager Maintenance Supervisor Housekeeping / Operations FT (2)

Group Sales Manager (2)

Box Office Manager

Maintenance Technician (2) Housekeeping/ Operations FT (2)

Housekeeping / Operations FT (5)

Assistant Box Office Manager Maintenance Technician (5)

Operations/ Stage Manager

Housekeeping Manager Event Services Manager

Assistant Operations Manager

Housekeeping/ Operations FT (6)

Electricians (6) HR Manager

Event Manager (3)

Housekeeping/ Operations Supervisor (2)

Sales Manager (2) Event Manager HR Assistant IT Manager

Housekeeping/ Operations FT (2)

Payroll Clerk (1)

Baseball Park Operations / Maintenance Coordinator

Facility Service Manager

Human Resources and Employment Policies

HR, Benefits, and Personnel Policies

Hiring and Employee Engagement

Setting expectations Goal setting and alignment Self-appraisal/evaluation Coaching/skill development

Peter Luukko, Global Spectrum chairman

How You Doin?

The Goals of How You Doin

How You Doin? Top 10 Principles

Clovis, NM Cincinnati, OH Fargo, ND Glens Falls, NY Richmond, VA Robstown (Corpus Christi), TX

Location Des Moines, IA

Client Polk County, Iowa

Venue Type Convention Center

West Palm Beach, FL

Nationals Ball Park, Washington, DC (2008)

Harborview Center Clearwater, FL (April 2010)

Competency to Provide Management Services

Citys Right to Require Oral Presentations

6.1.B COMPETENCE (ADDITIONS FROM ADDENDUM #13)