I have seen numerous Arena Football League games over the past 12 seasons in arenas across the country.  And, I can tell you with complete conviction that teams would love to have what we had at last Sunday’s game: a crowd who did not quit on their team.  Moreover, a crowd who, in the fourth quarter with the game all but out-of-reach, cheered as though it was a playoff game. 

Our players, coaches and owner were still talking about this on Tuesday.  You made an impact.

As disappointing as Sunday’s game was, there was no lack of effort on the field or off it.  Now, it is the team’s responsibility (beginning with me) to bring the level of play on the field to the level you are at off it.

Speaking of home games, I try to make myself as accessible as possible after every game and I appreciate each of you who visit with me.  Whether it is to offer support, suggestions, or even criticism, your comments are appreciated. 

See you next Friday.

Scott

Last week I traveled to Detroit to spend the day with Herman. During our time together we reviewed the Rampage salary cap in great detail. In addition, we discussed budgeting, revenue streams and marketing strategies. 

Herman’s role with us is in the area of business development. We are counting on him to help increase the awareness and esteem for the Rampage statewide. In order to accomplish this, Herman’s current focus is learning our business. For lack of better words, he is really in a training period right now.

In addition to his role with the Rampage, Herman runs a communication software development company in Troy. His company utilizes the latest internet technologies to help companies streamline their communications. In addition, Herman’s company provides e-learning utilities for firms of all sizes. He is definitely on the cutting-edge of internet technology and I am always impressed when he discusses his company’s projects.

Herman’s next scheduled visit to Grand Rapids is March 14. He will attend our corporate partnership luncheon in the afternoon and the Rampage game in the evening. In the meantime, we have collaborated with a local radio station to develop a new product that will be introduced next week.

On a long-term basis I am extremely excited to see where Herman’s involvement with the Rampage will lead. My objective is to continue increasing the prominence of his role. He is extremely hungry to learn, grow and help the Rampage succeed. Herman has a sincere affinity for the Arena Football League and enjoys the association with the Rampage. With his business acumen, passion and influence, I have no doubt Herman will give the Rampage a huge boost. 

In December, I received an e-mail from a Season Ticket Holder who requested an updated blog on the business side of our franchise. Thank you for the request!

Season Tickets
Last season we were able to increase our season ticket sales year-on-year for the first time since the 2003 season. An impressive accomplishment given the local economy and poor team record in 2006!

This year will not be so kind. A lagging renewal rate coupled with slower new sales will put us slightly behind last year. We had nearly 2,200 season tickets in 2007. I anticipate we will start the 2008 season with 2,000. This is not entirely unexpected given yet another disappointing season in 2007, our fourth consecutive poor season.

As I have stated in a previous blog, Season Ticket Holders are the most important customers we have. The revenue generated from season ticket sales is much greater than revenue from group customers and single-game buyers. Beyond the revenue, Season Ticket Holders make games more enjoyable. As a group, they are more knowledgeable, passionate and loyal than non-Season Ticket Holders. Season Ticket Holders help create a more dynamic atmosphere. Moreover, our players, coaches and staff enjoy building relationships with people they see at each game, and at events like our annual Season Ticket Holder party. 

For that reason, each Season Ticket Holder lost causes us great pain both financially and emotionally. We are fortunate to experience only a modest decline in 2008.

Group Tickets
There is very good news here. Not only did group tickets increase from 2006 to 2007, but the number of group tickets sold by the end of last week was already above what was sold by early March of last year. This is very encouraging! 

Single-Game Tickets
With our first home game still eight weeks away, it is much too early to forecast single-game tickets. I anticipate single-game ticket sales to be slow during the first half of the season based primarily on a home schedule that features one Monday, three Sundays and one Friday. However, the March 14 game against Chicago will give this number a huge boost.

Corporate Partnerships (Sponsorships)
Corporate partnership investment has increased in each of the past four seasons. In addition, our numbers for 2008 look terrific as new partners such as Blue Cross Blue Shield of Michigan, Wendy’s, Belle Tire, Sport Clips, Valvoline Instant Oil Change, myway Mobile Storage and others have joined a corporate roster that includes blue-chip companies like Huntington, West Side Beer Distributing, Comcast, Centennial Wireless, Jack Link’s, UPS and others.

As I stated last season, corporate investment has a huge payoff for fans. First, corporate partners help to keep ticket prices low. Second, corporate partners can enhance the entertainment at the game by offering giveaways and promotions (remember the car giveaway last season courtesy of West Side Beer Distributing?).

How have we increased corporate investment when the team has struggled? The answer is that AFL partnerships provide a tremendous return for companies wishing to make a connection with a young, upwardly-mobile fan base. Rampage fans as a whole are more educated, earn higher incomes, and are more active in the community than fans of other sports leagues. As the AFL continues to grow attendance, television ratings and esteem across the country, sponsor investment follows.

In closing, I want to invite fans – particularly Season Ticket Holders – to stop in our office anytime. We consider our office to be your office and you are always welcome. 

All my best,

Scott

Last month I was speaking to one of the more prominent GMs in the Arena Football League. We both knew that Timon Marshall’s signing with another team was eminent.

“That sucks,” my colleague boldly stated.

He was referring to the fact that the Rampage had enabled Timon to sign with the Bears back in June by releasing him from his AFL contract. Had we not agreed to do so, Timon would have been forbidden from playing in the NFL. There were two negative ramifications of our agreeing to release Timon: first, he would not be finishing the 2007 season with us. Second, in the event that Timon did not stick in the NFL and rejoined the AFL, he would do so as a free agent; his 2008 contract with the Rampage would be void and he could sign with any team he wanted. 

As much as I admire my friend the GM, I disagreed with him. If we are confronted with this same situation in the future, I assured him, we will handle it exactly the same way. We are never going to hold anyone back from pursuing a situation that is better for them.  This philosophy translates to coaches, front office staff and players.

Not only is this the right way to treat people, it also makes good business sense. Sure, you will lose a valuable person here and there. But, for every person you lose you gain multiple more. Success breeds success. If people see others having success in your program they will be much more inclined to want to be a part of it. In this respect it is much like a college football program where seniors leave your team each year yet the machine rolls on.

Another person who just left the family on good (great) terms is Chad Salisbury. It is great to see good things happen to good people. Chad had a terrific opportunity presented to him by Byron Center High School and we couldn’t be happier for him. Although he will be greatly missed, he has our full support.

Here is a quick note of irony about Chad: early in the 2004 season (the debacle of all debacles) the Rampage agreed to a trade with the Chicago Rush that sent receiver/kick-returner Steve Smith to the Rush in exchange for Salisbury. The deal made sense for both parties: the Rush looked like an ArenaBowl team but were missing the speedy wideout who could stretch defenses. Smith would give them that dimension. Salisbury, who was backing-up Raymond Philyaw in Chicago, would be a perfect fit for a Rampage team struggling at quarterback (Jeff Loots, Robert Hall, Michael Bishop and Anthony Buich all spent time under center for Grand Rapids that season).

However, the trade was rescinded when Smith refused to go to Chicago. One month later, Smith made headlines for reasons we would prefer to forget and the debacle grew.

Okay, let’s move on to something more positive.

Timon is gone but Anthony Hines is back after a season in Kansas City. Although Anthony lacks Timon’s explosiveness, he is the true primary receiver the Rampage lacked last season. Hines is a polished router runner with terrific hands and athletic ability. His presence in the lineup will be a huge boost for the offense.

Hines became recognized as one of the League’s most exciting receivers during his rookie season (also in 2004) with the Indiana Firebirds. During his rookie year he caught 77 passes for 1,018 yards and 20 touchdowns. In a final note of irony, Anthony’s quarterback that season was Adrian McPherson.

"I don't care if we only win two games this season," he said with a wad of chew clenched firmly in his lower lip, " as long as we beat Arizona and Grand Rapids."

It was March 1998 and I was entering my second season in the Arena Football League as a corporate marketing manager - a fancy title for "ticket salesperson" - for the Portland Forest Dragons.

The speaker was Stan Brock, head coach of the Forest Dragons. Coach Brock was delivering his "state-of-the-team" address to a group of us ticket sales folk. "Why Grand Rapids?" I pondered. After all, the Rampage were an expansion team from a city nobody in the room had ever heard of. They sure seemed innocuous enough.

Coach Brock went on to explain that he had a feud with Arizona head coach Danny White that dated back to their playing days in the NFL. He than went on to explain that he wanted to beat Grand Rapids because he was angry at Coach Michael Trigg for running the score up on us the previous season when Trigg was the head coach in Milwaukee. (To be fair, every team ran up the score on the 1997 Forest Dragons.)

Nevertheless, I could not help but be influenced by Stan's impassioned speech. Having no other basis from which to judge Michael Trigg, I figured he was a guy who would run the score up on you.

Ironically, five months later I accepted a job offer with the Rampage. Shortly after arriving in West Michigan I met Coach Trigg.

We immediately clicked.

During the next five seasons I worked closely with Michael and enjoyed every minute of it. I found that he has a mind like a steel trap, and one of the great minds for Arena Football. Moreover, I found that Coach Trigg "gets it." He was always accessible -- with fans, staff and the media. Some of my fondest memories of Coach Trigg are from the championship season of 2001 when he would stop by my office for a casual chat. Many of those chats would last an hour or more, covering everything from football to family life and current events.

I will never forget a young man's face lighting-up with surprise and delight when Michael stopped to talk with him prior to a home game that season. The young man had been stricken with polio as an infant in India and was forced to use crutches and braces to walk. Michael helped the young man feel empowered.

The day Michael came to our house to tell Sarah and I he was leaving the Rampage to take the job in Philadelphia was bittersweet. I was happy for the opportunity he was receiving but realized that an era was ending.

Through the next few years our friendship remained strong. From his years in Philadelphia to my season in Chicago and subsequent move back to Grand Rapids, we stayed in contact. I am proud to call him a friend.

This past October, I invited Michael and his family to attend our 2007 home opener. The rationale was simple: we are celebrating our 10th Anniversary Season and Michael is a big part of our history and heritage. He should be there.

I am honored and humbled that Michael Trigg and his family accepted our invitation and will join us March 8. His contributions to the AFL -- and the Grand Rapids Rampage -- will be felt for a long time.

Scott