OCTOBER 1988 – SEPTEMBER 1990 (Originally published Oct 1990)
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ARTICLE INDEX
COMMUNITY PROMOTIONS
Chicago Bears players are popular at luncheons in Chicago. Nov 88
Denver Broncos and NFL Properties test SpringFest fan festival. Sep 90
Denver Nuggets‘ exhibit at a children’s museum lets fans measure up to players. Aug 89
Univ of Detroit publicizes move to new arena with run around city. Nov 89
Florida State Univ creates cheering section for senior citizens. Mar 90
Houston Astros teach sports marketing class at local university. Jan 90
Univ of Iowa plans series of events to celebrate its 100th anniversary of football. Oct 89
Kansas City Royals hope its Opening Day celebration becomes a K.C. tradition. Feb 89
Univ of Minnesota reaches new fans with “Hometown Days” promotions. Nov 89
North Dakota State Univ offers youth basketball clinics to educate, attract kids. Oct 88
Pittsburgh Steelers strengthen ties to community via 500 player appearances. Oct 88
Univ of Portland promotes soccer through youth groups. Nov 88
Purdue Univ creates club to promote fan interest in women’s sports. Jan 89
Riverside Red Wave educates fans about fire safety and raises money for local fire departments. Sep 90
San Francisco Giants give CPR lessons before game. Dec 88
Spokane Chiefs deliver for a local charity through promotion with Domino’s Pizza. Feb 90
Tampa Bay Buccaneers participate in model business village that educates local students. Feb 90
Univ of Southern California uses year-long centennial celebration to promote its teams. Nov 88
CORPORATE SPONSORED PROMOTIONS
Albany Patroons’ Bombs for Bucks promotion is a fan favorite and helps sell team programs. Feb 89
American Univ promotes basketball tickets with two local restaurants. Jan 89
Ameritech Mobile Communications sponsors “Mobile Minute” at Columbus Horizon games. Nov 89
Univ of Arizona promotes basketball and generates traffic for local grocery stores. Jul 89
Arizona State Univ and Kiwanis distribute player cards in community. Nov 88
Buffalo Bisons and Bells Supermarkets sponsor “Friday Night Bashes”. Oct 88
California Angels hold ‘instant’ photo contest sponsored by Polaroid. Sep 89
California Angels issue Angels’ all-star baseball trading cards. Sep 89
Canisius College entertains fans with a demonstration of laser tag. Jan 90
Chicago Bulls and the Illinois State Lottery team up to promote Bulls Fever lottery game. Mar 89
Colorado State Univ and Univ of Pacific sell corporate sponsors on women’s volleyball. Oct 88
Dallas Sidekicks stage a halftime soccer game featuring company mascots. Jan 89
Denny’s Restaurants tie-in with the San Diego Padres for a high-redemption promotion. Apr 90
East Carolina Univ plans parties to promote spring football game. Oct 88
Univ of Georgia stages women’s slam dunk contest, sponsored by Coca-Cola. Feb 89
Houston Astros and Houston Cellular offer fans free cellular phone service at Astros games. Mar 90
Indiana Pacers upgrade tickets for lucky winners of promotion. Dec 89
Univ of Iowa generates over $50,000 with Hawkeye Fever promotion. Dec 88
Louisiana St Univ uses a pre-season game to generate traffic for sponsors. Nov 89
Miami Dolphins and Publix Grocery Stores run season-long “Dolphins Mania” contest. Dec 88
Milwaukee Wave throws a beach party featuring stars of “Gilligan’s Island”. Jul 89
Minnesota Twins and Miller Lite sponsor a laser show and ticket give-away. Jan 89
Nestle aims at Hershey with two promotions with AHL teams. Nov 89
Univ of New Orleans revenues take off with halftime promotion. Apr 89
Oakland A’s give-away flashlights at “Eveready / Bud Light Flashlight Night”. May 89
Univ of Oklahoma and Post Cereals enroll youths in “Junior Sooner” club. Oct 88
Orlando Magic gives away a new home with a promotion with a home builder. Jan 90
Pillsbury launches promotion with the Atlanta Hawks. Dec 89
Portland Trail Blazers help bank add $13 million in new deposits. Oct 88
RJR Nabisco joins the Atlanta Hawks as a new sponsor. Dec 89
Smartfoods Inc. reaches an important target group through promotion with George Washington Univ. Nov 89
Texas A & M and McDonald’s promote free tickets to women’s games. Nov 88
The Weather Channel sponsors a forecast-the-score contest with the Atlanta Attack. Mar 90
Toronto Blue Jays and Nabisco give away 25,000 educational activity books for children. Aug 90
U.S. Military Academy and Fuji give-away cameras and sponsor a photo contest. Dec 88
USA Today shoots to increase subscription sales with event sponsorship at Marquette Univ. Feb 90
Univ of Utah sets women’s gymnastics attendance record with help from promotion sponsor McDonald’s. Jul 89
West Virginia Univ and Key Centurion sponsor sports fantasy contest. Nov 88
Western Michigan Univ increases hockey attendance by 26%. Jan 89
Wheaties sponsors contest and gives away product at St. Louis Storm games. Feb 90
Univ of Wyoming beer case stacking contest is popular halftime activity. May 89
GUEST COLUMNS
How a schedule card promotion netted $13 million in new business for a sponsor. Jon Spoelstra, Senior VP, Portland Trail Blazers. Oct 88
Sports cards promotion benefits community and school. Mike Parkinson, Director of Marketing, Arizona State University. Nov 88
Season ticket sales are the key to successful ope!rations. Mark Pajak, General Manager, Everett Giants. Dec 88
Providing entertainment for fans in part of the plan for the Rochester Americans. Randy Scott, Director of Operations, Rochester Americans. Jan 89
Rutgers uses promotions, telemarketing to create awareness for women’s basketball. Jeanne Taylor, Rutgers Univ. Feb 89
Consumer research can be a valuable tool for sports marketers. Newton Frank, Director Sports Marketing Research, R. H. Bruskin Associates. Mar 89
New bylaws give colleges more latitude for promotions. Dan Dutcher, Legislative Assistant, NCAA. Apr 89
CBA growth is fueled by strong team marketing. Bob King, VP-Marketing, CBA. May 89
Clemson benefits all sports with sponsorship package. Len Gough, Associate AD, Clemson Univ. Jun 89
Oakland A’s use ‘1ego” strategy to piece together sponsorships. Andy Dolich, VP-Business Operations, Oakland A’s. Jul 89
Kansas City Chiefs stretch advertising budget with sponsored inserts. Mitch Wheeler, Director of Sales/Promotions, Kansas City Chiefs. Aug 89
Stanford Univ explains its approach to trade-outs for athletic departments. Cheryl Levick/Terry Welder, Stanford Univ. Sep 89
Marketing hockey in Los Angeles has some unique challenges. Mike Gilbert, Director of Promotions, Los Angeles Kings. Oct 89
Maintaining momentum is the goal for a second-year NBA team. Tom Ward, VP-Marketing, Charlotte Hornets. Nov 89
Treat clients as friends is a key for success in sponsorship sales and renewals. John Hays, Senior VP-Marketing, California Angels. Dec 89
Phoenix Suns rely on product, packaging and personal involvement to sell the Suns. Harvey Shank, VP-Marketing, Phoenix Suns. Jan 90
Creating in-house television network takes time and planning. Joe Castiglione, Director of Marketing, Univ of Missouri. Feb 90
Temporary sales staff can generate profits with proper planning. John Steinmiller, VP-Business Operations, Milwaukee Bucks. Mar 90
Major League Baseball sells sponsors by building equity, protecting sponsors’ rights. Steve McKelvey, Manager-Corporate Sponsorships, Major League Baseball. Apr 90
Self-service radio network pays off for Temple Univ. Bruce McCutcheon, Associate Athletic Director, Temple Univ. May 90
Immediate remedies are key to boosting fan satisfaction. Dr. William Sutton, Ohio State Univ. Jun 90
Univ of Miami plans strategy for corporate sponsorship sales. Neal Bendesky, Associate Athletic Director, Univ of Miami. Jul 90
Vertical integration is key to Miller’s sponsorship strategy. Kevin Wulff, Manager-Sports Marketing, Miller Brewing Co. Aug 90
Focused marketing plans will help sports properties boost sales. Del Wilber, CEO, DelWilber + Associates. Sep 90
INSIDE ISSUES™
Sports teams find that bringing broadcast rights in-house pays off with increased revenues. Jan 90
Boosting attendance and interest in early season games is a marketing challenge for sports teams. Mar 90
Sports teams are looking to advertising agencies for marketing expertise. May 90
With the rapid growth of the Hispanic population, many sports teams are beginning to discover the benefits of marketing to Hispanics. Jul 90
Rent-a-tent packages are a growing source of revenue for sports teams. Sep 90
RESEARCH
How important are promotional events in influencing fans lo attend games? Oct 88
Which factors influence consumers to attend more sporting events? Nov 88
When do fans make the decision to attend a sporting event? Dec 88
When do fans usually buy tickets for a sporting event? Jan 89
What impact does the broadcast of a live game have on fans’ attendance? Feb 89
What is the most effective way to influence fans to attend sporting events? Mar 89
Consumer research can be a valuable tool to help improve team marketing. Mar 89
What other entertainment activities are fans involved with when they’re not attending sporting events? Apr 89
Who do fans attend sporting events with? May 89
USF&G gains $3.6 million in exposure from title sponsorship of 1989 Sugar Bowl. Jun 89
Moves to new cities help minor league teams increase attendance. Jul 89
Telecast of Eagle Aloha Bowl generates $3.1 million in exposure for bowl sponsors. Aug 89
Does sponsorship of sports teams change the attitudes of fans towards the sponsoring company? Sep 89
Why do consumers attend sporting events? Oct 89
The appeal of opposing team has great influence on fans’ decision to attend NBA games. Nov 89
The Promotion Progression Planning Model for increasing ticket sales is examined. Dec 89
In-stadium signage ls highly visible to fans watching games at home. Jan 90
Signage at sporting event creates favorable attitude for sponsors among majority of fans. Feb 90
Corporate survey indicates image building is greatest asset of sports marketing. Mar 90
Media executives question cost effectiveness of sports advertising versus traditional advertising. Apr 90
Fireworks Night and price discounts most popular promotions for Pittsburgh Pirates fans. May 90
Research study uncovers two potential new markets for ticket sales. Jun 90
Consumers give high ratings to athletes as endorsers. Jul 90
Drug problems of professional athletes affect Americans’ interest in sports. Aug 90
CFA study indicates substance abuse is fans’ biggest concern about college football. Sep 90
REVENUE-GENERATING IDEAS
ALPO licenses college trademarks for its College Pack dog food promotion. Aug 90
Baltimore Orioles produce annual yearbook on videotape. Apr 89
Baylor Univ generates revenue when fans make long-distance phone calls. Jul 90
Bethune-Cookman relinquishes home field advantage to increase funding for athletic programs. Apr 89
Buffalo Bisons give newborns and their mothers a “Bison Baby Welcome Pack”. Jul 90
Chicago Cubs promote care packages with local pizza restaurant for out-of-town fans. Jun 90
Chicago White Sox turn back clock to recreate atmosphere of 1917 baseball game. Aug 90
Clemson signs Nike to comprehensive corporate sponsorship package involving equipment for all teams. Aug 90
Clinton Giants sell beer pitcher that’s good for refills at a local bar. Apr 90
Dallas Mavericks create new scoreboard for defensive statistics. Sep 90
Green Bay Packers open Pro Shop inside Lambeau Field. Sep 89
Univ of Idaho milks revenues from “Steer-A-Year” program. May 90
Los Angeles Dodgers and a local newspaper circulate 145,000 copies of Dodger Blue. Nov 88
New Jersey Nets host high school tournament as part of a basketball tripleheader. May 89
New Orleans Saints host a convention for members of the team’s fan club. Jun 89
NFL Properties boosts benefits of its Citibank/NFL VISA credit card program. Aug 90
Univ of Notre Dame tests sponsorship with deals with Pizza Hut and Cellular One. Feb 90
Penn State is marketing ‘Lionvision’ satellite television network for PSU football. Aug 89
Phoenix Roadrunners to revive hockey franchise after 10 year absence. Aug 89
Pittsburgh Penguins moves training to home arena to create more opportunities for fans to see team. Sep 90
Pittsburgh Pirates expect $1M in sales from displays at grocery stores. Oct 89
Pittsburgh Pirates open merchandise displays in grocery stores. Jun 89
Portland Trail Blazers attract 20,000 fans to mid-summer Slam ‘N Jam event. Aug 90
Purdue Univ hires DelWilber + Associates to develop a strategic sports marketing plan for the school. Jun 90
Quad City Thunder and Quad City Angels team up to promote each other. Jan 90
Rent-a-tent sponsorship packages are a growing business for sports teams. Sep 90
Rental of the Boston Garden is available in the Winston Sports Connection catalog. Apr 89
San Francisco Giants offer fans chance to star in a baseball fantasy video. Jun 90
St. Louis Cardinals provide concession stand and special area for younger fans. Feb 90
Univ of Southern California generates $20,000 from sales of game jerseys. Jun 89
Univ of Southern Mississippi generates new revenue by erecting and selling on-campus billboards. Feb 90
Syracuse Univ’s Backcourt Area increases revenues for the school. Feb 89
Tampa Bay Buccaneers screen special highlight film at local theaters. May 89
Tampa Bay Buccaneers’ highlight film viewed by over 3M people as part of promotion with movie chain. Oct 89
U.S. Military Academy celebrates 100th anniversary of Army football with affinity bank checks. Sep 90
Univ of Wisconsin’s football coach and his wife host their own radio-shows. Jul 89
Utah Jazz uses clever direct mail pieces to promote players for post-season awards. Jun 89
SPONSOR ACTIVITIES
ABCO Grocery Stores increase store traffic with promotion with Univ of Arizona. Jul 89
AMC Theaters gets exclusive rights to the Tampa Bay Buccaneers highlight film for preview in its theaters. May 89
AT&T is very satisfied with its league sponsorship with the CBA. Aug 89
Brunswick markets bowling balls with NFL team logos. Aug 89
Bud Light ties advertising theme with sponsorship of Oakland A’s Flashlight Night. May 89
Canadian Airlines International becomes NHL official sponsor. Oct 89
Citibank Visa is sponsor of Denver Broncos’ SpringFest fan festival. Sep 90
Coca-Cola signs as official sponsor of the NHL. Oct 89
Coca-Cola’s new PowerAde drink might use sports marketing as part of introductory marketing plans. Apr 90
Coors Light sponsors “Stack’ N Challenge” halftime event at Univ of Wyoming basketball games. May 89
The Dial Corporation turns to amateur sports for its sports marketing involvement. Jan 90
Denny’s sponsors scratch-off card promotion with San Diego Padres. Apr 90
Eveready tests flashlight give-away promotion with Chicago Cubs. Sep 90
Eveready uses its sponsorship of the Oakland A’s Flashlight Night to improve its position with a major retail account. May 89
Homers Baseball cookies signs promotion deals with major and minor league baseball clubs. May 90
Kellogg Co. becomes Official Sponsor of Major League Baseball. Apr 90
Kodak ties in with the NFL for a new sales promotion in NFL cities. Sep 89
Leaf Inc. samples its products as part of sponsorship/advertising package with the Shreveport Captains. Apr 89
McDonald’s helps out with women’s basketball promotion at Texas A & M. Nov 88
McDonald’s promotion helps Univ of Utah set women’s gymnastics attendance record. Jul 89
MCI Telecommunications signs $5 million deal with Major League Baseball. Apr 90
Miller Brewing Co. looks for vertical integration of its sponsorship packages. Aug 90
Miller Brewing Co. sponsors Minnesota Timberwolves’ Draft Day Party. Sep 89
Minolta uses CBA sponsorship to merchandise company at regional level. Aug 89
Molson Brewing joins NHL as an official sponsor. Oct 89
Mountain Dew Sport will use sports marketing to compete in the isotonic beverage category. Apr 90
Nabisco Brands sponsors give-away of children’s educational books at Toronto Blue Jays’ game. Aug 90
Nestle tests local marketing program using New England sports teams. Nov 89
Nike signs comprehensive deal with Clemson to provide equipment for all Clemson teams. Aug 90
Nissan sponsors Denver Nuggets exhibit at Denver’s Children’s Museum. Aug 89
Peter Pan signs one of minor league baseball’s largest sponsorship deals. Mar 90
Pizza Hut promotes massive regional promotion tied to NCAA basketball. Mar 90
Pizza Inn sponsors Dallas Mavericks’ new scoreboard that tracks defensive statistics. Sep 90
Polaroid hosts ‘instant’ photo contest with the California Angels. Sep 89
Popeyes sponsors Washington Redskins’ children’s activity book. Aug 90
Post Cereals sponsors the Univ of Oklahoma’s Junior Sooners program. Oct 88
Southwest Airlines offers discount airfare deal for Houston Astros fans. Jun 90
Sponsors of Major League Baseball teams listed. Mar 90
Sports Illustrated for Kids keeps kids reading with promotions with several MLB teams. Jul 90
Stroh Brewing Co.’s Sundance Sparkler reaches target audience with women’s college athletics sponsorship. Aug 89
TCBY, as part of its one-year deal with the NFL, looks to expand in-arena sales. May 90
True Value Hardware signs deal for give-away events with 30 minor league teams. Mar 90
The Weather Channel boosts local presence with deal with the Atlanta Attack. Mar 90
Wheaties looking for more local and regional sports sponsorship activities. Feb 90
Winston Cigarettes offers sports fantasy items in Sports Connection catalog. Apr 89
SPONSORSHIP PACKAGES
Univ of Akron sells game sponsorships to colleges within the University. May 90
Atlanta Hawks put sponsors sales objectives first when developing packages. Dec 89
Baltimore Skipjacks vie for sponsors in a competitive sports market. Sep 89
Binghamton Whalers redesign sales package and increase revenues 20%. Oct 88
Univ of California adds $50,000 in new revenues from women’s athletic sponsorship package. Aug 89
CBA delivers for current sponsors; looks to expand roster of sponsors. Aug 89
Charlotte Knights increase inventory of sponsorship opportunities with new stadium. Feb 90
Cleveland Cavaliers get mixed results from placing advertising seeking sponsors. Nov 88
Columbus Horizon is successful in attracting sponsors to new team. Nov 89
Univ of Denver’s sponsorship package adds $80,000 in revenues to the school. Dec 88
Fiesta Bowl generates $3.5M from sponsors. Oct 89
Fresno State Univ builds attendance through creative corporate sponsored promotions. Mar 90
Georgia Southern College handles the problem of too many sponsors. Apr 90
Kansas City Comets use video capabilities of its scoreboard to attract new sponsors. Jul 89
Madison Square Garden Network pitches joint sponsorships packages for the New York Rangers and New York Knicks. Nov 89
Memphis State Univ solicits bids for corporate sponsorships. Mar 89
Milwaukee Wave base sponsorship sale on quality, not quantity of fans. Apr 89
Minnesota Timberwolves will issue promotion activity reports for its sponsors. Sep 89
New Haven Nighthawks sell sponsorship package that includes ad space on game pucks. Sep 90
Northern Illinois Univ pieces together sponsorship package using the best elements of other programs. Jun 90
Ohio State Univ’s scoreboard research study helps OSU generate $800,000 in scoreboard advertising revenues. Jul 89
Oregon State Univ improves sponsorship package; hopes to increase revenues. May 89
Reading Phillies boost attendance and sponsorship revenues. Nov 88
Rockford Lightning use discount card to bring fans to team sponsors. Aug 90
Shreveport Captains sign Leaf Inc. to a sponsorship, advertising package. Apr 89
Sponsorship package aligns companies with women’s college athletics. Aug 89
Sponsorships grow for high school athletics. Jun 89
Stanford Univ adds new signage and value to its corporate sponsorship package. Jul 90
Univ of Toledo generates $300,000 in new revenues by bringing broadcast sales in-house. Apr 89
Wichita State Univ adds new signage and increases revenues. Feb 89
World Basketball League signs three sponsors for its Total Penetration Packages. Jun 90
World League of American Football begins its push for charter corporate sponsors. Jul 90
SPORTS MARKETING AGENCIES
Barnes Management Company is matching corporations with women’s college athletics. Aug 89
Collegiate Licensing Co. creates College Pack dog food pro for Alpo. Aug 90
Communications Diversified is hired by CBA to solicit league sponsorships. Aug 89
DelWilber + Associates handles Dodge’s continued involvement with the NHL. Oct 89
DelWilber + Associates hired to develop sponsorship plans for Purdue Univ. Jul 90
Detroit Pistons’ in-house marketing arm, Glass Palace Productions, is hired by Detroit Lions to help market the NFL team. Jul 90
Fantastic Sports Promotions brings Peter Pan peanut butter to minor league baseball. Mar 90
Focused marketing plans will help sports properties boost sales, according to Del Wilber, DelWilber + Associates. Sep 90
Glendinning Company works with Miami Dolphins to stage Dolphins Mania contest. Dec 88
Greenwood Performance Systems produces sports guides for radio stations. Dec 89
Hill & Knowlton’s proprietary research system helps sponsors find the right sponsorship event. May 90
Host Communications buys Univ of Alabama’s radio, TV rights for $3.65M. May 90
L&R Productions markets pre-game audio show for minor league baseball. Feb 90
Marketing and Promotion Group arranges Eveready’s sponsorship deal with the Chicago Cubs. Sep 90
Pamela Willingham Holt & Associates coordinates women’s basketball tourneys for The Dial Corporation. Jan 90
Promotional Marketing Inc. compiles Sports Connection catalog for Winston cigarettes. Apr 89
Prova Marketing Group arranges deal for Pillsbury with the Atlanta Hawks. Dec 89
Rogers Merchandising puts together Miller Lite’s sponsorship of a laser show for the Minnesota Twins. Jan 89
Spectator Collegiate Marketing is hired to represent the college football sponsorship consortium. Jun 89
Sportslink arranges sponsorship deal for Leaf Inc with the Shreveport Captains. Apr 89
The Dyson Group works to bring sponsors to minor league baseball. Oct 89
Vant & Associates works with Bethune-Cookman, Florida A&M. Apr 89
Williams & Associates implements successful promotion for Univ of Arizona and local grocery store chain. Jul 89
Wirz & Associates brings client Rolaids to minor league baseball. Oct 89
SPORTS SPONSOR PROFILE™
Chiquita Brands Inc. Jan 90
Fuji Photo Film USA Inc. Oct 89
Olive Garden Restaurants Aug 90
Royal Crown Cola Co. Jun 90
Smokey Bear Wildfire Prevention Program Jul 90
True Value Hardware Nov 89
TELEVISION / RADIO MARKETING
Univ of Alabama sells football, basketball broadcast rights to Host Communications for $3.65M. May 90
Chicago Bulls expand radio network as result of lottery promotion. Oct 89
Cleveland Browns move production, sales in-house for pre-season games. May 90
Dayton Dynamo increase exposure by producing its own weekly television show. Dec 88
Huntsville Stars uses trade-out arrangements to gain $100,000 of free TV exposure. Feb 89
San Diego Chargers produce two television programs in-house. Dec 89
Sports teams find that bringing broadcast rights in-house pays off with increased revenues. Jan 90
TICKET SALE PROMOTIONS
Baltimore Orioles use 1989 success to sell next year’s season tickets. Oct 89
Baylor Univ tries to boost ticket sales and awareness by creating in-house mini-basketball tournaments for local companies. Dec 89
Blind Date Night attracts amorous fans to a Orlando Sun Rays game. May 90
Boston College takes high-tech approach to pushing tickets. Jan 90
Calgary Cannons use continuity promotions to sustain four years of attendance growth. Jan 89
Univ of Cal-Irvine attracts students with several new promotions. Jan 89
Charlotte Knights get new ticket sale and sponsorship opportunities with new stadium. Feb 90
Chicago Bulls court season ticket holders with an unique premium item. Nov 89
Chicago White Sox host sports memorabilia show at Comiskey Park. Jul 89
Columbus Clippers improve season ticket renewals by promoting two special games. Mar 89
El Paso Diablos will eliminate free ticket promotions with move to new stadium. Dec 89
Everett Giants indicate season ticket sales are key to success. Dec 88
George Washington Univ plans post-game comedy shows for several basketball games. Sep 89
Grand Valley State Univ uses different promotion to sell tickets to fans and businesses. Feb 89
Houston Astros make additions for the second year of its successful mobile ticket van. Jan 90
Houston Astros tie-in with Southwest Airlines for a discount game/plane ticket package. Jun 90
Indianapolis Ice successfully create new image for Its team and attracts new fans. Mar 89
Indianapolis Ice uses a high exposure vehicle — a city bus painted in team colors — to promote the team. Jul 90
Univ of Kansas brings the beach to the football stadium to help sell tickets. Dec 89
Univ of Kansas lowers price of some football tickets to attract new fans. Jan 89
LaCrosse Catbirds hire Customer Service Coordinator to handle needs of season ticket buyers. Apr 90
Los Angeles Cobras use direct mail to create awareness for new team. Jan 89
Univ of Miami attracts fans with “Mystery Trip” contest. Oct 88
Milwaukee Brewers makes late season push for ticket sales. Oct 89
Milwaukee Wave reaches children via advertisements in the comic pages. Mar 90
Minnesota North Stars draw new fans with Family Nights promotions. Apr 89
Mississippi State Univ creates Outfield Terrace area and increases attendance. Feb 89
Nashville Sounds add new two packages to attract new season ticket buyers. Dec 88
New Jersey Nets experiment with data base marketing and direct mail to develop repeat ticket buyers. Apr 90
New Jersey Nets organize “Working Women Night” to bring working women to basketball games. May 89
Old Dominion Univ forms student group to publicize sporting events. Nov 88
Orlando Sun Rays stage a Power Lunch Day. May 90
Orlando Twins give-away a college scholarship and triple attendance. Oct 88
Peoria Chiefs hope new incentive packages will boost group sales. May 89
Philadelphia Flyers fine-tune its sales strategy through extensive market research. Feb 89
Philadelphia Phillies’ Year of the Fan includes a series of fan oriented events. May 90
Phoenix Firebirds cool off fans with a watering system that sprays fans. Jun 90
Pittsburgh Penguins’ tickethon sells $60,000 of tickets during off-season. Nov 88
Portland St. Univ generates publicity by sending plastic mascots on the road. Jun 90
Quad Qty Thunder attract fans with a Couch Potato Day. Apr 90
Univ of Richmond uses targeted marketing to attract fans for basketball games. Mar 89
Rochester Americans realize entertainment is why fans attend games. Jan 89
Rockford Lightning attract fans, increase revenues with post-game boxing. May 89
Rockford Lightning season ticket buyers get special discounts from team sponsors. Aug 90
Rutgers Univ uses promotions and telemarketing to attract fans for women’s basketball. Feb 89
San Antonio Spurs get sales results from pre-season marketing blitz including a telethon-type tv show. Mar 90
San Antonio Spurs increase attendance by women with a new type of Ladies’ Nights. Jan 89
San Jose State Univ delivers pizza to the most boisterous section of fans. Apr 90
Tacoma Stars market tickets through programs with local bars. Dec 89
Texas Tech issues Fan Game Plans to get fans more involved in games. Oct 89
The rights choice of songs lends to atmosphere at sporting events. Jul 90
Tulsa Fast Breakers plan “Hoop-La Week” to re-introduce Tulsa fans to pro sports. Oct 88
Vanderbilt Univ markets its football team to area junior colleges and technical schools. Sep 89
Villanova Univ uses a focused direct mail campaign to sell football season tickets. Apr 89
Univ of Virginia uses integrated marketing program to increase season ticket sales. Nov 89
Western Illinois Univ adds pre-game entertainment to its Family Fun Zone ticket package. Sep 90
Univ of Wisconsin creates “Bleacher Creatures” section for students. Dec 88
Xavier Univ co-ops with cookie company, local department store to stage appearance of Teenage Mutant Ninja Turtles. May 90
Youngstown Pride bring in large crowd.with “Super Give-Away promotion. Dec 88
Youngstown Pride utilizes several direct marketing tactics to sell season tickets. Jan 90
TEAM INDEX
Univ of Akron May 90
Univ of Alabama May 90
Albany Patroons Feb 89
American Univ Jan 89
Univ of Arizona Jul 89
Arizona State Univ Nov 88
Atlanta Attack Mar 90
Baltimore Orioles Apr 89, Oct 89, Jul 90
Baltimore Skipjacks Sep 89
Bethune-Cookman College Apr 89
Binghamton Whalers Oct 88
Boston Celtics Jan 90
Boston College Jan 90
Calgary Cannons Jan 89
California Angels Sep 89, Dec 89, Mar 90
Univ of California-Berkeley Aug 89
Univ of California-Irvine Jan 89
Canisius College Jan 90
Charlotte Hornets Nov 89
Charlotte Knights Feb 90
Chicago Bears Nov 88
Chicago Bulls Feb 89, Mar 89, Oct 89, Nov 89
Chicago White Sox Jul 89, Jul 90, Aug 90
Clemson Univ Jun 89, May 90, Aug 90
Cleveland Browns May 90
Cleveland Cavaliers Nov 88
Clinton Giants Apr 90
Colorado State Univ Oct 88
Columbus Clippers Mar 89
Columbus Horizon Nov 89
Dallas Mavericks Sep 90
Dallas Sidekicks Jan 89
Dayton Dynamo Dec 88
Denver Broncos Sep 90
Univ of Denver Dec 88
Detroit Lions Jul 90
Univ of Detroit Nov 89
Detroit Pistons Jul 90
East Carolina Univ Oct 88
El Paso Diablos Dec 89
Everett Giants Dec 88
Florida A&M Apr 89
Florida State Univ Mar 90
Fresno State Univ Mar 90
George Washington Univ Sep 89, Nov 89
Univ of Georgia Feb 89
Georgia Southern College Apr 90
Grand Valley State Univ Feb 89
Green Bay Packers Sep 89
Houston Astros Jan 90, Mar 90, Jun 90, Jul 90
Huntsville Stars Feb 89
Univ of Idaho Mar 90
Indiana Pacers Dec 89
Indianapolis Ice Mar 89, May 90, Jul 90
Iowa State Univ Sep 90
Kansas City Chiefs Aug 89, May 90
Kansas City Comets Jul 89
Kansas City Royals Feb 89
Kansas City Royals Feb 89, Mar 90
La Crosse Catbirds Apr 90
Los Angeles Cobras Jan 90
Los Angeles Dodgers Nov 88, Jul 90
Los Angeles Kings Oct 89, Mar 90
Louisiana State University (LSU) Nov 89
Maine Mariners Nov 89
Marquette Univ Feb 90
Memphis State Univ Mar 89
Miami Dolphins Dec 88
Miami Heat Jul 90
Milwaukee Brewers Oct 89
Milwaukee Bucks Mar 90
Milwaukee Wave Apr 89, Jul 89, Mar 90
Minnesota North Stars Apr 89
Univ of Minnesota Nov 89
Minnesota Timberwolves Sep 89
Minnesota Twins Jan 89
Mississippi State Univ Feb 89
Univ of Missouri Feb 90
Nashville Sounds Dec 88
New England Patriots Sep 90
New Haven Nighthawks Nov 89, Sep 90
New Jersey Nets May 89, Apr 90
Univ of New Orleans Aug 89
New Orleans Saints Jun 89
New York Knicks Nov 89
New York Rangers Nov 89
North Dakota State Univ Oct 88
Northern Illinois Univ Jun 90, Sep 90
Univ of Notre Dame Feb 90
Oakland Athletics May 89, Jul 89
Ohio State Univ Jul 89, Jun 90
Univ of Oklahoma Oct 88
Old Dominion Univ Nov 88
Oregon State Univ May 89
Orlando Sun Rays May 90
Orlando Twins Oct 88
Univ of Pacific Oct 88
Penn State Univ Aug 89
Peoria Chiefs May 89
Philadelphia Flyers Feb 89
Philadelphia Phillies May 90
Phoenix Firebirds Jun 90
Phoenix Roadrunners Aug 89
Phoenix Suns Jan 90
Pittsburgh Penguins Nov 88, Sep 90
Pittsburgh Pirates Jun 89, Oct 89, Jan 90, May 90
Pittsburgh Steelers Dec 88
Univ of Portland Nov 88
Portland State Univ Jun 90
Portland Trail Blazers Oct 88, Mar 90, Aug 90
Quad City Angels Jan 90
Quad City Thunder Jan 90, Apr 90
Reading Phillies Nov 88
Univ of Richmond Mar 89
Riverside Red Wave Sep 90
Rochester Americans Jan 89
Rockford Lightning May 89, Aug 90
Rutgers Univ Feb 89
San Antonio Spurs Jan 89, Mar 90
San Diego Chargers Dec 89
San Diego Padres Mar 90, Apr 90
San Francisco Giants Dec 88, Jun 90
San Jose St. Univ Apr 90
Seattle Supersonics May 90
Shreveport Captains Apr 89
Univ of Southern California Nov 88, Jun 89
Univ of Southern Mississippi Feb 90
St. Louis Cardinals Feb 90, Mar 90
St. Louis Storm Feb 90
Stanford Univ Sep 89, Jul 90, Sep 90
Syracuse Univ Feb 89
Tacoma Stars Dec 89
Tampa Bay Buccaneers May 89, Oct 89, Feb 90
Temple Univ May 90
Texas A & M Univ Nov 88
Texas Tech Univ Oct 89
Univ of Toledo Apr 89
Toronto Blue Jays Aug 90
Tulsa Fast Breakers Oct 88
U.S. Military Academy Dec 88, Sep 90
Utah Jazz Jun 89
Univ of Utah Jul 89
Vanderbilt Univ Sep 89
Villanova Univ Apr 89
Univ of Virginia Nov 89
Washington Redskins Aug 90
Univ of West Virginia Jan 90
West Virginia Univ Nov 88
Western Illinois Univ Sep 90
Western Michigan Univ Jan 89
Univ of Wisconsin Dec 88, Jul 89
Wichita State Univ Feb 89
Univ of Wyoming May 89
Xavier Univ May 90
Youngstown Pride Dec 88, Jan 90
COMPANY INDEX
ABCO Grocery Stores Jul 89
ALPO Aug 90
AMC Theaters May 89
American Promotions Apr 90
Ameritech Mobile Communications Nov 89
Amtrak Nov 89
ATC/ClayDesta Jul 90
Barkley & Evergreen May 90
Baylor Bear Club Jul 90
Bells Supermarkets Oct 88
Blockbuster Video Apr 90
Blue Cross & Blue Shield Oct 89
Breyers Ice Cream Sep 90
Brunswick Aug 89
Bud Light May 89
Burger King Nov 89
Campbell Soup Co. Dec 89
Canadian Airlines International Oct 89
Carl’s Jr. Mar 90
Carter Radio Network Jul 90
Cellular One Feb 90
Chiquita Brands Inc. Jan 90
Chrysler Corp. (Dodge) Oct 89
Citibank Aug 90, Sep 90
ClayMagic Productions Nov 89
CNBC Jun 90
Coca-Cola Feb 89, Oct 89, Nov 89, Dec 89, Apr 90
Collegiate Licensing Co. Aug 90
Communications Diversified Aug 89
Concepts Marketing Group May 90, Jul 90
Cool Mist Jun 90
Coors Light May 89
Daktronics Jun 90
Delicious Cookie Co. May 90
DelWilber + Associates Oct 89, Jun 90, Sep 90
Denny’s Restaurants Apr 90
The Dial Soap Corporation Jun 90
Discover Card Feb 90
Dr. Pepper Dec 89
The Dyson Group Oct 89
E & M Sales Co. Apr 90
Eagle Snacks Jan 90
Erwin-Penland May 90
Eveready Battery Co. May 89, Sep 90
Evian Nov 89
Fantastic Sports Promotions Mar 90
Federal Express Apr 90
Fiesta Bowl Oct 89
Foot Locker Nov 89
Fuji Film Dec 88, Oct 89, Jun 90
G. Heileman Brewery Co. Apr 89
Glass Palace Productions Jul 90
Glendinning Company Dec 88
Good Humor Ice Cream Jun 90
Greenwood Performance System Dec 89
Gulf Oil Nov 89
H-E-B Jan 89
Hardee’s Food Systems Sep 89
Hill & Knowlton May 90
Homer’s Baseball Cookies May 90
Host Communications May 90
Houston Cellular Mar 90
Illinois State Lottery Mar 89
Inkwell Promotions Apr 90
Jiffy Lube, Inc. May 89, Aug 89
Kellogg Apr 90
L&R Productions Feb 90
Laser Fantasy Jan 89
Leaf Inc. Apr 89
Legend Food Products May 90
Lou Malnati’s Jun 90
LPGA May 90
Madison Square Garden Nov 89
Marine Midland Bank Nov 89, Sep 90
Marketing & Promotion Group Sep 90
Mass Mutual Insurance Oct 89
Mazda Nov 89
MCI Apr 90
Metropolitan Life Nov 89
Miller Brewing Co. Sep 89, Aug 90
Miller Lite Jan 89
Millsport Sep 90
Mobil Oil Nov 89
Mountain Dew Sport Apr 90
Nabisco Brands Ltd. Aug 90
Nestle Nov 89
New York State Lottery Feb 89
Nike Aug 90
Nissan Apr 89
Olive Garden Restaurants Aug 90
Pamela Willingham Holt & Associates Jan 90
Peter Pan Peanut Butter Mar 90
Pillsbury Dec 89
Pittsburgh Civic Arena Corp. Jan 90
Pizza Hut May 89, Dec 89, Feb 90, Mar 90
Pizza Inn Sep 90
Polaroid Sep 89
Popeyes Aug 90
Post Cereals Oct 88
PowerAde Apr 90
Promotional Marketing Inc. Apr 89
Prova Marketing Group Dec 89
Publix Grocery Stores Dec 88
Rawlings Sporting Goods Aug 90
R. H. Bruskin Associates Mar 89
Rogers Merchandising Jan 89
Rolaids Oct 89
Royal Crown Cola Co. Jun 90
Ryan Homes Jan 90
Seiko Nov 89
Sharp Electronics Nov 89
Shell Oil Dec 89
Shur-Good Cookie Co. May 90
Smartfoods Inc. Nov 89
Smokey Bear Wildfire Prevention Jul 90
Southwest Airlines Jun 90
Spectator Collegiate Marketing Jun 89
Sports illustrated for Kids Jul 90
Sportslink Apr 89
Stroh Brewing Company Apr 89, Aug 89
Taco Bell Mar 90
TCBY May 90
Texaco Mar 90
Thriftway ATP Championship May 90
True Value Hardware Nov 89, Mar 90
U.S. Army Dec 89
USF&G Jun 89
US West Oct 89
USA Today Feb 90
Valvoline Mar 89
Vant & Assoc. Apr 89
Video Post Cards Jun 90
Voit Nov 89
Volvo Nov 89
The Weather Channel Mar 90
Wheaties Feb 90
Williams & Associates Jul 89, Apr 90
Winston Cigarettes Apr 89
Wirz & Associates Oct 89
World Basketball League Jun 90
World League of American Football Jul 90
Yaquinto Printers Apr 90
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