>> My name is Evan Flagg, I'm the assistant athletic director
of sales and service for UCLA athletics.
Previously they had a development team that really focused on the top 5% of our accounts,
our season seat holders and donors, but they never proactively reached out to those fans
that came out to one or two games a year or were already season seat holders
at just a lower level of donations.
So what they really wanted to do was grow their season-ticket base and reach out to some
of those buyers that they knew were fans and certainly had potential.
You just kind of had to look a little bit deeper.
They weren't necessarily volunteering to give their money to us quite yet.
But it was designed to essentially grow our season-ticket base
and grow some incremental revenue streams from even some of our existing fans already.
But really the day-to-day work comes into us taking that single-game buyer
who might've logged on through UCLAbruins.com or went to Ticketmaster directly,
bought a ticket for a game and us turning around and calling them and saying hey John,
this is Kevin Flagg with UCLA Athletics want to see what we can do to keep you coming back
out to the Rose Bowl and having a great time with us.
And from there the conversation can go a multitude of directions,
but a good sales rep will ask some great questions, listen and then find the right way
to align their interests with the product that we have to offer.