Archive for the ‘Sport Consulting Trip’ Category

2012Dec 6

SPAD is Sold on How Important Sales are to a Successful Career in the Sports Industry

By SPAD Blogger Brianne Pankoff

Welcome, SPAD Blog readers! I would like to start off by thanking you for your support of the SPAD program by staying updated in its ongoings through this website. The purpose of this post is to go over this past semester’s third year course “Championship Selling” and last-week’s wrap-up “GAME DAY™”, run by Tom Blake, SPAD Grad and CEO of Optimé International and Sprout. First, I will go into the background of the “Championship Selling” program, then talk about what our class worked on these past few months, and finally, how we applied our knowledge during the capstone GAME DAY™ experience.

Tom Blake (humbly referred to as Tom by his peers), has been teaching the specialized Championship Selling class for SPAD students for four years now, and it is the only class in North America of its kind.  Typically, Sales in the Sport Industry has been a fourth year course and this was the first year it was moved to third-year, as this solution gave third-year students the benefits of being better prepared for their internships and 4th year Consulting Trip presentations.

Now, how the class works is several weeks in a semester Tom travels back up to Laurentian for six-hour sessions with students to teach students three simple things:

– How to get a better job

– How to be better at the job

– And how to be better at life

Of course, these three things entail much more. Tom has taught us basic tools from using basic manners and opening with a purpose and an agenda, to his company’s trademarked “Playing Catch™” method of asking questions, to his 7-Step Sales Process, used by companies all over the world.

Finally, all our efforts this semester, led up to the ultimate sales test: GAME DAY™. On Friday November 30th, ten teams faced off in a real-life simulation of sales calls in which actual executives from prominent organizations such as Procter & Gamble, the CFL, PepsiCo, Molson-Coors, the Toronto Blue Jays, The Dominion Insurance, Sprout, the Canadian Paralympic Committee, Smart Technology, and Optime, came to GAME DAY™ where the SPAD students act as the company and present a solution, as they act as their own company’s customer.  The teams are in contact with their “customers” leading up to GAME DAY™, where the students must apply what they’ve learned and are evaluated on their ability to Play Catch™ with their customers, and if they can execute the sales plan by offering them the best solution that both parties mutually confirm on.

Team Revised Class Inc. consisting of Mark Wiersma, Nick Andrews, Josh Dreith, Jon Ross, and Alonso Gutierrez, who sold to The Dominion were declared the Sales Champions of the day. Student Bryce Newton, who worked with P&G, assessed the event as “an experience that cannot be taught through textbooks. It is the closest to real life we will get in a school setting. We used our sharpened skills that we learned all year from Tom and proved that we had what it takes to sell like a champion.”

A huge thank you goes out to Tom, his assistant Jennifer for all of their hard work this semester, and to all of the customers and companies that came out to help run a successful GAME DAY™. From day one, every single person in that class improved themselves by becoming a better presenter, to being able to ask the right questions at the right time. Everything we practiced during the class was further emphasized, as we were able to transition our newfound knowledge into the game, and we can now move forward and succeed in our internships and future careers, based on what we have learned and demonstrated.

Now, that you have read about our classes’ experience with the Championship Selling and GAME DAY™ program, can you agree that these SPAD students have a better advantage to get better jobs, do better at these jobs, and be better at life?

EDITOR’S NOTE: Brianne wrote this article using Tom’s Seven-Step Sales Process. Hopefully you have now bought in to what an incredible experience and opportunity this is for our students.


2012Oct 30

SPAD Professor Profile: Dana Ellis

By SPAD Blogger Cameron Brooks

This year the SPAD program welcomes its newest professor, Dana Ellis.  Dana is from Shelburne, Ontario, and has an undergraduate degree in Kinesiology (Western), masters in Human Kinetics (Ottawa), and is a big Manchester United fan. For her masters, Dana completed an internship with the Carleton University’s athletic department where she worked on sport marketing projects, and her PhD dissertation is on the topic of ambush marketing in the Olympic movement. I got the opportunity to catch up with Dana to talk to her about her time in SPAD so far.

Q: What caused you to want to be a university professor? What other careers did you want to pursue after you graduated?

A: I wanted to be a university professor because I enjoy all sides of a professor’s job. I enjoy teaching and being in the classroom interacting with students who have an interest in the same things as I do and who have as much to teach me as I do them. I also enjoy the whole research process from data collection and analysis, to writing. A career as a university professor which lets me combine these two things has always been my ideal profession, however, before beginning my PhD I did think about pursuing jobs in the area of sports marketing and sponsorship, particularly within mega-events.

Q: What do you think makes SPAD so unique from other programs, both at Laurentian and in Ontario?

A: The first reason I think SPAD is so unique is the nature of the program as the only sport management program which offers a business degree in Canada. I really like the opportunities offered to students through such elements as the consulting trip, the practical events course, and internships. The quality of faculty and students in the program is also a draw. The nature of the program as a pure sport management program ensures that the students who are coming into the program really want to be there, and have an interest in sport and sport management, just like I do. I also think SPAD is unique in the way it creates an atmosphere of family among the students and nurtures and values the long-term relationship it creates with alumni. Finally I appreciate SPAD’s professional approach to all aspects of a business education that starts from the first year. Focusing on details such as email etiquette, presentation skills, networking skills, dressing appropriately, and interacting with the corporate community in a professional manner. These things are too often overlooked and I love the fact that SPAD works so hard to ensure they are recognized as important.

Q: Which SPAD classes most interest you and represent the ones you would enjoy teaching?

A: I have been lucky enough that I am able to teach courses in some of my favourite subjects already this year, so that is great. In the future I would love to be involved in the field trip as it seems like a great experience. I am also interested in courses on event theory and maybe a course which focuses on sport brands or sponsorship if such courses were to be developed. I would also like to have more involvement in the ISM.

Q: How have you enjoyed your first two months as part of the SPAD family and how have you been received by students?

A: I have really enjoyed my time in SPAD so far. It really does feel like being part of a family. The students have all been great. They are extremely polite, helpful and enthusiastic. I enjoy when they just stop by to introduce themselves even if I’m not teaching them this term as I’ll likely be seeing them at some time throughout their career in SPAD.

Dana is currently teaching Sport Media and Communication to the third year SPAD students, among others later in the year.  Dana brings a lot of energy and enthusiasm to the classroom, and her attitude towards the SPAD brand is exactly what the students and professors want from her. We appreciate the time Professor Ellis took to speak with us and we look forward to watching her career with SPAD.

2012Mar 15

SPAD 2012 4th Year Consulting Trip: We are off to Denver!!

SPAD Heads to Denver!

By SPAD Blogger Andrew Berlingieri

Ladies and Gentlemen, it is that time of year again; the Sports Administration program is taking its talents to Denver, Colorado. The Sport Consulting class is one of the most anticipated things to reach in SPAD program. When Field Trip is first mentioned in first year it seems mythical, like one will never get there. For the graduating class of 2012 that week has finally come. The fourth year students will be leaving this coming Friday for the annual SPAD Sport Consulting Trip.

This year’s trip to the Mile High City will feature SPAD fourth year students delivering presentations to major sports teams in the Denver area. These teams include the Denver Broncos, Denver Nuggets, Colorado Avalanche, Colorado Rapids, Colorado Mammoth, and the Colorado Rockies. The students are asked to put their knowledge together and develop strategies, or plans that focus on solving specific real issues facing the organizations. A lot of hard work, and long nights have been put into these presentations so that SPAD’s true aptitude can be put on display. Once the presentations are complete the group will have the chance to relax, take in a Denver Nuggets and Colorado Avalanche game and see what other adventures Denver has to offer.

As much as the trip is meant for the fourth years to apply their knowledge and consult in a professional, real world environment, it is just as much about celebrating their four years of hard work. The class of 2012 has earned this trip as a reward of four successful years in the SPAD program. SPAD wishes you a safe, and fun-filled trip and show the Mile High City what SPAD has to offer.