#PACnet15#PACnet15

StubHub & Ticket Sales Strategies

#PACnet15#PACnet15

Moderator Kim Damron » Paciolan

Presenters

Greg Ivry » StubHub

Connor Kruggel » US Air Force Academy

#PACnet15

Currently 37 integrated partners – 34 College clients and 3 Pro clients

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StubHub Integrated Partners

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Partnership Integration

Fan Integration Benefits

• Offers buyers and sellers a seamless digital experience

• Reduces shipping costs for your fans• Enables StubHub to validate barcodes

and proactively troubleshoot potential issues.

• Streamlines listing process for the Season Ticket Holder

Ticketing integration offers buyers and sellers a streamlined experience through a barcode cancel and reissue process.

Partner Integration Benefits

• Ability to Maximize Revenue

• Real time Transaction Visibility

• Grow your database with opt-In buyer data

• Mobile integration

• Incremental Primary Ticket Sales Opportunities

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Greg IvryStubHub

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StubHub Evolution

1999

MLB Partnership: E-tickets, shipping guidance, individual seat information,

and customer service

Paciolan Partnership:

E-Tickets, Customer

Satisfaction

2000

2013StubHub founded:

Legitimate secondary source for tickets with our

FanProtectTM Guarantee

Offline, unsafe secondary market

eBay Acquisition: StubHub secondary

market industry leader

2007

2008

2010

Mobile – buying, selling, and fulfillment

International Expansion

2012

How will StubHub evolve in 2015 and beyond?

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An Additional Distribution Channel

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Keys to Success

StubHub provides a complete end to end solution to maximize the success of your business.

» Brand Strength» World-Class Marketing» Top-Tier Technology» Passionate Fans

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The StubHub Fan

49% 51%

AverageUNIQUEVISITORS

20 millionAVG.

MINUTESPER VISITOR

8.5

77%Age 18-54

ANNUALHOUSEHOLD

INCOME OF $100K+

46%

GRADUATEDCOLLEGE

38%

TOTALPAGES

VIEWED

67 millionMONTHLY

MONTHLY

Sources: comScore, Plan Metrix Key Measures March 2014.

AVG. MI

9 million

Email Distribution To

Fans

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StubHub Dominates the Secondary Market

Stub-Hub54

%Ticketmas-ter Resale

12%

Ticket Network

13%

Vivid Seats 9%

eBay 1%Other 11%

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StubHub Makes it Easy

Transparent or Opaque Options– Clients choice! Available for ALL Paciolan Clients – Not just current StubHub partners Operations:

» Listing Phase 1: Client’s list and manage inventory on StubHub » Listing Phase 2: Paciolan/StubHub provides a multi-channel automated solution» Fulfillment: Fulfill your tickets how you want, or let your customers decide; we

support mobile entry via native Apps and Passbook, or let them print their ticket at home

» Partner Services: ▫ StubHub dedicated Account Manager

Buyer Customer Service » StubHub Manages buyer customer support

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StubHub Customers Are Happy Customers

8886

84 84 83 83 83 83 83 82 82 82 82

808284868890

Fo

reS

ee

Cu

sto

mer

Sati

sfa

cti

on

S

co

re

StubHub Sports League / Team Ticket Exchange

TicketsNow Craigslist eBay6% 5% 7%

21% 11%

75% 67% 66% 69%55%

69%62% 59% 48%

44%

Net Promoter Score(Among those who have used brand in last 6 mos.)

NPS Promoters (T2B) Detractors (B6B)

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You set your price…» Reduced sell fee – StubHub credit card processing fees only – 2%» StubHub may add on and retain a buy fee

Your customers, your data! » We share all customer and transactional data on the tickets you sell

directly Additional benefits

» Marketing of your event on StubHub» Multi-channel listing (Phase 2)

▫ Same tickets available on multiple sites

Control your ticketing decisions and expand your reach

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Your Tickets. Your Way.

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Seamless buyer experience No “Will-Call” fulfillment requirement No buyer checklists No checking IDs No lines at the Box Office to fulfill coupons

Selling tickets NOT coupons or codes

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Additional Operational Benefits: Box Office

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Paid & Organic Search» Proprietary technology allows us

to build and manage millions of keywords

» Industry leader in search coverage with a click-through rate roughly double of our peer set*

Direct Response» Utilize retargeting dynamic ads

that convert (based on the shopper’s visit history) window-shoppers into StubHub buyers

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World-Class Marketing

* Source: Google Internal Data

2 of top 4 Search placements

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Site Merchandising» We'll showcase events to fans at the moment

they're actively shopping StubHub Email Marketing

» We'll target 9MM highly qualified buyers (for YOUR events) in our email database*

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World-Class Marketing

* targeting based on 1st and 3rd party data

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Target and engage with our current and potential customers, artist/team fans across all of the social networks with paid and organic activations.

Social Media (Paid & Organic)

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World-Class Marketing

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StubHub is creating new personalized experiences that will enable customers to easily discover and research events that they’ll love to attend.

StubHub MUSIC is just the start. We’re re-imagining our complete web experience and innovating our mobile app platforms.

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Building for the Future

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StubHub puts your brand in front of fans. 

We look forward to working with you.

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Conclusion

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Connor KruggelUS Air Force Academy

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Tickets posted on StubHub directly by Air Force Athletics allowed the team to:» Price Competitively» Expand Reach

Existing StubHub integration allowed for simple implementation of new sales strategy

Opaque StubHub Listings

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Leveraging Existing Partnerships

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1,800 Incremental Buyers Added to Marketing Database

Ability to market season tickets and other offers to StubHub segment in PACmail

Team Listings Generate over $28,000 incrementally

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Opaque Listings on StubHub

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Please complete either the session evaluation form on your chair or online at http://pacnet.paciolan.com/schedule.

Thank you!Questions