Indians' all-star sales staff makes million-dollar gain

April 7, 2011
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Early last month, Indianapolis Indians General Manager Cal Burleson told me sponsorship sales for this season were running 10 percent above last season, and could spike even higher with two major sponsorship deals expected to be announced this month.

As a journalist, I’m paid to be skeptical. And I can’t tell you how many times I’ve been told about pending, even imminent, sponsorship deals that never come to fruition.

And in this economy, it’s always best to take a wait-and-see approach with such proclamations. But the Indians have made a living out of beating the odds, and since it’s a publicly traded company, I don’t have to take their word for it. I get to see the financial results each November.

So when Burleson called me early this week to tell me he wanted to talk about the two new deals and specific sponsorship revenue numbers for 2011, I knew he wasn’t just blowing smoke.

Burleson sat me down in his office inside Victory Field and explained that sponsorship revenue for 2010 was $1.6 million, and that the “stretch goal” for this season was $1.8 million. So when he plunked down a piece of paper showing me sponsorship revenue has hit $2 million, I could see this season is going to be a winner even before the first batter comes to the plate in tonight’s home opener.

And true to his word, Burleson unveiled two new sponsors; PNC Bank and Indiana Farm Bureau. Burleson called both deals among the biggest the AAA minor league baseball team has on the books. And they’re multi-year deals.

The five-year deal with PNC includes sponsorship of PNC Plaza inside the main entrance to Victory Field at the corner of West and Maryland Streets. It also includes sponsorship of four interactive games within the plaza, signage throughout the centerfield concourse, on picnic tables and on directional signage inside the venue.

Indiana Farm Bureau signed a multi-year deal that makes the insurance company the “Official Insurance Provider of the Indianapolis Indians.” The partnership is part of the rollout of Indiana Farm Bureau’s new advertising campaign, and will aim to teach people more about the types of insurance coverage the company offers, said Farm Bureau Senior Vice President Thomas J. Faulconer.

The Indians organization has doubled its sponsorship revenue since 2007, Burleson said. A $1 million revenue gain is not insignificant for a franchise with operating revenue between $8 million and $9.5 million in recent years.

During the same four-year period, which included the worst economy this nation had seen in decades, many professional sports teams struggled to maintain sponsorships.

“We’ve succeeded by listening to the client, determining their needs and constructing a sponsorship package that meets those needs,” Burleson said. “With each success, it seems the door opens wider with other potential clients.”

It takes players to make big plays. And Burleson and Indians Chairman Max Schumacher have put together an all-star sales cast.

During our conversation, Burleson mentioned a few staffers who have helped fuel the revenue run-up.

Joel Zawacki, Indians director of corporate partnerships, not so coincidentally joined the Indians’ staff in 2007, just as the run began. Zawacki, a 2006 University of Indianapolis graduate, cut his teeth working internships for the Indiana Pacers and Brevard County Manatees, a single A farm club in Melbourne, Fla.

Zawacki downplays his role. “This has been a total team effort,” he said.

The numbers seem to bear that out. Long-time Indians staffer Howard Kellman, Burleson said, has achieved his best year ever in sponsorship sales. Indians fans probably know Kellman better as the team’s play-by-play broadcaster, but he devotes a fair amount of his workday to sales. Burleson said Kellman has been selling sponsorships for the Indians for more than 30 years.

In recent months, Randy Lewandowski has taken over the Indians’ corporate partnership department, and Burleson said he’s “provided excellent direction and focus.”

Burleson also credits Keri Oberting, the corporate sponsorship service coordinator, and said the department has been energized by newcomers Amanda Murray and Christina Toler.
 

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  • Play ball!
    Congratulations to the Indians. It's hard to believe Victory Field opened 15 years ago. In that time the Indians have provided good value for fans and continued to put money back into the place.

    And while I'm sorry to see my favorite seats in the left field corner disappear, I can't wait to enjoy a cold Sun King in the new Captain Morgan's Cove and root, root, root for the home team.
  • Minor League Ball in a Major League City
    While I'm happy that the Indians are flourishing by providing fun and affordable entertainment, I don't believe the task they've achieved is anything extraordinary.

    Indianapolis has a minor league team in a city that should be supporting major league ball. There are at least 19 MAJOR LEAGUE teams who play in less populous areas than the Indians.

    A nice stadium in a great downtown location that has a huge fan base for promotions...it doesn't take a genius to make that succeed.
  • Wow
    The Pacers just made their first playoff berth in 5 seasons & this is more news worthy? Granted this pertains to business more, but seriously give notice where it's due. Thank you & GO PACERS!
  • huh?
    Can you even name 1 player on the Indians. Sorry, but I follow sports because of the players. I know people go to the games because of the atmosphere, but you could put in high school teams and no one would notice the difference. Minor league is minor league. Not for me.
  • Indy's Size
    While Eric makes a point that Indianapolis could possibly support a major league franchise, I don't know where he gets his data. According to a list of mean statistical areas (MSA) by size, Indianapolis is only larger than the Milwaukee area in population when you look at cities that have major league teams.

    I fully support the expansion into Indy, but let's keep in mind that we would be not just a small market team, but a micro-market as far as MLB markets are concerned.

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  1. With Pence running the ship good luck with a new government building on the site. He does everything on the cheap except unnecessary roads line a new beltway( like we need that). Things like state of the art office buildings and light rail will never be seen as an asset to these types. They don't get that these are the things that help a city prosper.

  2. Does the $100,000,000,000 include salaries for members of Congress?

  3. "But that doesn't change how the piece plays to most of the people who will see it." If it stands out so little during the day as you seem to suggest maybe most of the people who actually see it will be those present when it is dark enough to experience its full effects.

  4. That's the mentality of most retail marketers. In this case Leo was asked to build the brand. HHG then had a bad sales quarter and rather than stay the course, now want to go back to the schlock that Zimmerman provides (at a considerable cut in price.) And while HHG salesmen are, by far, the pushiest salesmen I have ever experienced, I believe they are NOT paid on commission. But that doesn't mean they aren't trained to be aggressive.

  5. The reason HHG's sales team hits you from the moment you walk through the door is the same reason car salesmen do the same thing: Commission. HHG's folks are paid by commission they and need to hit sales targets or get cut, while BB does not. The sales figures are aggressive, so turnover rate is high. Electronics are the largest commission earners along with non-needed warranties, service plans etc, known in the industry as 'cheese'. The wholesale base price is listed on the cryptic price tag in the string of numbers near the bar code. Know how to decipher it and you get things at cost, with little to no commission to the sales persons. Whether or not this is fair, is more of a moral question than a financial one.

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