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>> My name is Evan Flagg, I'm
the assistant athletic director

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of sales and service for UCLA athletics.

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Previously they had a development team that
really focused on the top 5% of our accounts,

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our season seat holders and donors, but they
never proactively reached out to those fans

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that came out to one or two games a
year or were already season seat holders

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at just a lower level of donations.

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So what they really wanted to do was grow
their season-ticket base and reach out to some

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of those buyers that they knew were
fans and certainly had potential.

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You just kind of had to look
a little bit deeper.

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They weren't necessarily volunteering
to give their money to us quite yet.

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But it was designed to essentially
grow our season-ticket base

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and grow some incremental revenue streams
from even some of our existing fans already.

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But really the day-to-day work comes
into us taking that single-game buyer

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who might've logged on through UCLAbruins.com
or went to Ticketmaster directly,

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bought a ticket for a game and us turning
around and calling them and saying hey John,

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this is Kevin Flagg with UCLA Athletics want
to see what we can do to keep you coming back

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out to the Rose Bowl and
having a great time with us.

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And from there the conversation
can go a multitude of directions,

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but a good sales rep will ask some great
questions, listen and then find the right way

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to align their interests with the
product that we have to offer.