VIDEO: A Conversation with ALSD International Keynote, Marshall Glickman

Marshall Glickman, formerly President of the Portland Trail Blazers, now CEO of G2 Strategic, sat down with the Association of Luxury Suite Director’s Jared Frank after his ALSD International 2019 Keynote Speech to further address how U.S.-inspired best practices are successfully adopted in Europe, while adapting to the continent’s cultural and economic realities.


Glickman references his consultancy’s current flagship clients, EuroLeague Basketball and LaLiga, to illustrate the increased business professionalism emerging in sports leagues and club front offices, the upside potential of premium experiences, and the change agents leading the maturation of the sports and entertainment industry in Europe.


In relation to his 70:30 philosophy, Glickman advised:

70% of gate receipts ought to come from only 30% of the capacity of seats…If venues can get more yield out of a premium experience, only 30% of the inventory, something like that roughly, that will allow them to keep the balance of prices moderate and low…


People that can afford premium will pay for premium; status matters and having certain conveniences matters. So I think premium is underpriced in Europe generally and that there’s therefore great upside potential.






ALSD International – Europe’s one & only event dedicated to the Premium Seat & Hospitality sector – took place at Croke Park Stadium last month, where some 50+ speakers from across Europe and North America provided insights on how to increase revenues through new builds, renovations and service expansions, as well as via the latest F&B and technology offerings. The event welcomed 270+ high-ranking industry executives from across Europe, North & South America, the Middle East and Russia, including 3Arena, Altice Arena, Arena Riga, Brighton & Hove Albion, Connacht Rugby, Estádio Mineirão, EURO 2020 Hospitality, Everton FC, Madison Square Garden, Marylebone Cricket Club, The SSE Arena Belfast, Stockholm Live, YTL Arena Bristol, Cricket Ireland, FC Bayern München Basketball, EuroLeague Basketball, STAPLES Center and ABB FIA Formula E, to name but a few.



#ALSDInternational – Europe’s leading event dedicated to the Premium/VIP/Club Seat & Hospitality sector




#sportsvenuebusiness – the world’s leading platform for sector news views & developments

Share This Article

This website uses cookies and asks your personal data to enhance your browsing experience.