MINUTES OF THE MARKETING & OPERATIONS COMMITTEE MEETING OF THE

CONVENTION CENTER AUTHORITY OF THE METROPOLITAN GOVERNMENT OF NASHVILLE &

DAVIDSON COUNTY

The Marketing & Operations Committee Meeting of the Convention Center Authority of the Metropolitan Government of Nashville and Davidson County (CCA) was held on February 28, 2017 at 11:04 a.m. in the Administrative Conference Room of the Administrative Offices at the Music City Center, Nashville, Tennessee.

MARKETING & OPERATIONS COMMITTEE MEMBERS PRESENT: Irwin Fisher, Willie McDonald, Randy Rayburn, Luke Simons and Renata Soto

OTHERS PRESENT: Charles Starks, Charles Robert Bone, Heidi Runion, Brian Ivey, Mary Brette Wylly, Erin Hampton, Donna Gray, and Andrew Sarta

Committee Chair Irwin Fisher opened the meeting and noted there was a quorum present.

ACTION: Willie McDonald made a motion to approve the Marketing & Operations Committee minutes of August 23, 2016. The motion was seconded by Randy Rayburn and approved unanimously by the committee.

*Denotes the arrival of Renata Soto

Charles Starks discussed proposed changes to the Social Media Policy (Attachment #2), and there was discussion.

ACTION: Luke Simons made a motion to approve the revisions and additions to the Social Media Policy as considered this day. The motion was seconded by Renata Soto and approved unanimously by the committee.

Charles Starks presented the Weapons in the Workplace Policy (Attachment #3), and there was discussion.

ACTION: Luke Simons made a motion to approve the Weapons in the Workplace Policy as considered this day. The motion was seconded by Renata Soto and approved unanimously by the committee.

DRAFT MINUTES: Subject to change prior to approval by Authority or Committee at its next regular meeting

With no additional business a motion was made to adjourn and with no objection the

Marketing & Operations Committee of the CCA adjourned at 1:24 p.m.

Approved:

Irwin Fisher, ctmmittee Chair CCA Marketing & Operations Committee Meeting Minutes of August 23, 2016

Respectfully submitted,

Charles L. Starks President & CEO Convention Center Authority

Attachment #1 CCA Marketing & Operations Committee Meeting

8/23/2016

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Marketing and Operations Committee August 23, 2016

Methodology

• FY 17’ Goals are based on the 2 year average of Actual Sales from FY 15 & 16.

• Actual sales are comprised of Building Rent and F&B revenues, broken down by individuals and the team as a whole.

• FY 17’ goals reflect the expected trend based on current booking pace for the next five years.

$6,324,102 $8,534,228 $7,429,165 $7,300,000

$14,707,489

$19,291,451

$16,999,470 $17,800,000

$21,031,591

$27,825,679

$24,428,635 $25,100,000

$0

$5,000,000

$10,000,000

$15,000,000

$20,000,000

$25,000,000

$30,000,000

15' 16' Average 17'

Rent F&B Combined

MCC FY Comparison

14' 15' 16' 17'

Rent $4,762,943 $6,324,102 $8,534,228 $7,300,000

Rent Goal $6,750,000 $5,600,000 $6,500,000

F&B $9,832,824 $14,707,489 $19,291,451 $17,800,000

F&B Goal $8,250,000 $9,650,000 $12,000,000

Combined $14,595,767 $21,031,591 $27,825,679 $25,100,000

Combined Goal $15,000,000 $15,250,000 $18,500,000

$0

$5,000,000

$10,000,000

$15,000,000

$20,000,000

$25,000,000

$30,000,000

MCC FY Comparison

Sales Map by Region

15' 16' Average 17'

F&B $1,290,000 $1,630,000 $1,460,000 $1,500,000

Rent $497,250 $667,500 $582,375 $600,000

Combined $1,787,250 $2,297,500 $2,042,375 $2,100,000

$497,250 $667,500

$582,375 $600,000

$1,290,000

$1,630,000

$1,460,000 $1,500,000

$1,787,250

$2,297,500

$2,042,375 $2,100,000

$0

$500,000

$1,000,000

$1,500,000

$2,000,000

$2,500,000

Teri McAlister

Director of Sales

Attachment #1 CCA Marketing & Operations Committee Meeting

8/23/2016

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15' 16' Average 17'

F&B $1,555,000 $2,933,000 $2,244,000 $2,250,000

Rent $1,043,124 $1,233,335 $1,138,230 $1,125,000

Combined $2,598,124 $4,166,335 $3,382,230 $3,375,000

$1,043,124 $1,233,335 $1,138,230 $1,125,000

$1,555,000

$2,933,000

$2,244,000 $2,250,000

$2,598,124

$4,166,335

$3,382,230 $3,375,000

$0

$500,000

$1,000,000

$1,500,000

$2,000,000

$2,500,000

$3,000,000

$3,500,000

$4,000,000

$4,500,000

Crystal Fields

Sales Manager

15' 16' Average 17'

F&B $1,157,500 $1,780,000 $1,468,750 $1,475,000

Rent $1,061,825 $1,764,425 $1,413,125 $1,400,000

Combined $2,219,325 $3,544,425 $2,881,875 $2,875,000

$1,061,825

$1,764,425

$1,413,125 $1,400,000

$1,157,500

$1,780,000

$1,468,750 $1,475,000 $2,219,325

$3,544,425

$2,881,875 $2,875,000

$0

$500,000

$1,000,000

$1,500,000

$2,000,000

$2,500,000

$3,000,000

$3,500,000

$4,000,000

Tim Strobl

Sales Manager

15' 16' Average 17'

F&B $1,542,000 $2,927,500 $2,234,750 $2,300,000

Rent $1,037,225 $1,028,650 $1,032,938 $1,025,000

Combined $2,579,225 $3,956,150 $3,267,688 $3,325,000

$1,037,225 $1,028,650 $1,032,938 $1,025,000

$1,542,000

$2,927,500

$2,234,750 $2,300,000

$2,579,225

$3,956,150

$3,267,688 $3,325,000

$0

$500,000

$1,000,000

$1,500,000

$2,000,000

$2,500,000

$3,000,000

$3,500,000

$4,000,000

$4,500,000

Van Ingram

Sales Manager

15' 16' Average 17'

F&B $3,066,654 $2,795,000 $2,930,827 $2,850,000

Rent $886,414 $2,203,800 $1,545,107 $1,450,000

Combined $3,953,068 $4,998,800 $4,475,934 $4,300,000

$886,414

$2,203,800

$1,545,107 $1,450,000

$3,066,654

$2,795,000

$2,930,827 $2,850,000

$3,953,068

$4,998,800

$4,475,934 $4,300,000

$0

$1,000,000

$2,000,000

$3,000,000

$4,000,000

$5,000,000

$6,000,000

Cynthia Jones

Sales Manager

15' 16' Average 17'

F&B $1,016,126 $1,029,300 $1,022,713 $1,100,000

Rent $1,192,613 $1,165,528 $1,179,071 $1,025,000

Combined $2,208,739 $2,194,828 $2,201,784 $2,125,000

$1,192,613 $1,165,528 $1,179,071 $1,025,000

$1,016,126 $1,029,300 $1,022,713

$1,100,000

$2,208,739 $2,194,828 $2,201,784 $2,125,000

$0

$500,000

$1,000,000

$1,500,000

$2,000,000

$2,500,000

Lindsay Rice

Sales Manager

15' 16' Average 17'

F&B $1,459,358 $1,653,077 $1,556,218 $1,700,000

Rent $129,650 $91,500 $110,575 $150,000

Combined $1,589,008 $1,744,577 $1,666,793 $1,850,000

$129,650 $91,500 $110,575 $150,000

$1,459,358 $1,653,077 $1,556,218

$1,700,000

$1,589,008

$1,744,577 $1,666,793

$1,850,000

$0

$200,000

$400,000

$600,000

$800,000

$1,000,000

$1,200,000

$1,400,000

$1,600,000

$1,800,000

$2,000,000

Renae Droege

Director of Catering

Attachment #1 CCA Marketing & Operations Committee Meeting

8/23/2016

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15' 16' Average 17'

F&B $1,194,245 $1,688,566 $1,441,406 $1,450,000

Rent $191,656 $198,580 $195,118 $200,000

Combined $1,385,901 $1,887,146 $1,636,524 $1,650,000

$191,656 $198,580 $195,118 $200,000

$1,194,245

$1,688,566

$1,441,406 $1,450,000

$1,385,901

$1,887,146

$1,636,524 $1,650,000

$0

$200,000

$400,000

$600,000

$800,000

$1,000,000

$1,200,000

$1,400,000

$1,600,000

$1,800,000

$2,000,000

Meg Nichols

Senior Catering Manager

15' 16' Average 17'

F&B $1,235,171 $1,456,224 $1,345,698 $1,375,000

Rent $150,720 $82,250 $116,485 $125,000

Combined $1,385,891 $1,538,474 $1,462,183 $1,500,000

$150,720 $82,250 $116,485 $125,000

$1,235,171 $1,456,224 $1,345,698 $1,375,000

$1,385,891

$1,538,474 $1,462,183 $1,500,000

$0

$200,000

$400,000

$600,000

$800,000

$1,000,000

$1,200,000

$1,400,000

$1,600,000

$1,800,000

Jenny Brewer

Catering Manager

15' 16' Average 17'

F&B $0 $38,627 $19,314 $900,000

Rent $0 $9,175 $4,588 $100,000

Combined $0 $47,802 $23,901 $1,000,000

$100,000

$900,000

$0 $47,802 $23,901

$1,000,000

$0

$200,000

$400,000

$600,000

$800,000

$1,000,000

$1,200,000

Open

Catering Manager

15' 16' Average 17'

F&B $1,191,435 $1,360,157 $1,275,796 $900,000

Rent $133,625 $89,485 $111,555 $100,000

Combined $1,325,060 $1,449,642 $1,387,351 $1,000,000

$133,625 $89,485 $111,555 $100,000

$1,191,435 $1,360,157 $1,275,796

$900,000

$1,325,060

$1,449,642 $1,387,351

$1,000,000

$0

$200,000

$400,000

$600,000

$800,000

$1,000,000

$1,200,000

$1,400,000

$1,600,000

Clint Strange

Catering Manager

Teri Crystal Tim Van Cynthia Lindsay Renae Meg Jenny Open Clint

Rent $600,000 $1,125,000 $1,400,000 $1,025,000 $1,450,000 $1,025,000 $150,000 $200,000 $125,000 $100,000 $100,000

F&B $1,500,000 $2,250,000 $1,475,000 $2,300,000 $2,850,000 $1,100,000 $1,700,000 $1,450,000 $1,375,000 $900,000 $900,000

Combined $2,100,000 $3,375,000 $2,875,000 $3,325,000 $4,300,000 $2,125,000 $1,850,000 $1,650,000 $1,500,000 $1,000,000 $1,000,000

$0

$500,000

$1,000,000

$1,500,000

$2,000,000

$2,500,000

$3,000,000

$3,500,000

$4,000,000

$4,500,000

$5,000,000

17’ Goals by Sales Manager Upcoming Hotel Development In close proximity to MCC

Name Rooms Projected Open Date

JW Marriot 533 Jul-18

AC/ SpringHill Suites/Residence Inn 468 Mar-18

Westin 454 Sept-16

Cambria Suites 255 Dec-17

Thompson Hotels 224 Oct-16

The Noelle (Tribute Portfolio by Starwood) 220 Jul-17

Kimpton 180 Mar-17

Dream Nashville 169 May-18

Moxy Hotel/Barkley Lake Inn 152 Jul-17

21c Museum Hotel 124 Mar-17

Total: 2,779

Attachment #1 CCA Marketing & Operations Committee Meeting

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Music City Center FY 17’ Sales Department Incentive Plan

The incentive plan is based on a percentage of the sales manager’s base salary. The scale by which the bonus plan is based coincides with the departmental goals of the sales department. To activate the plan: •The team and individual sales manager must achieve 90% of the MCC Rental and F&B combined goal for the incentive plan to be activated. •Additions or deductions in building rental for previously contracted events will be added to or deducted from respective sales manager and team totals. Should the originally contracted F&B amounts not materialize those amounts will be deducted from the sales manager and team totals. •Sales manager must be actively employed, in good standing, and been employed for a minimum of six (6) months by the end of the fiscal year when incentive is paid.

Music City Center FY 17’ Sales Department Incentive Plan

• Once the plan is activated sales managers will be paid the following percentage of their base salary based on percentage of each goal obtained on the following chart:

% of Goal Achieved MCC Rental MCC F&B

90 - 94.9% 1% 1%

95 - 99.9% 2% 2%

100 - 104.9% 4% 4%

105 - 109.9% 6% 6%

110 - 119.9% 8% 8%

120% + 10% 10%

TEAM MEMBER SURVEY

RESULTS 2016

Completion Totals:

Music City Center (minus Food & Beverage) – 106 team members

completed out of a total of 145 team members – 73% response rate

Music City Center ( including Food & Beverage) – 157 team members

completed out of a total of 213 team members – 75% response rate

Food & Beverage – 51 completed out of a total of 68 – 75% response

rate.

TEAM MEMBER SURVEY RESULTS

SURVEY RESULTS SURVEY RESULTS

Attachment #1 CCA Marketing & Operations Committee Meeting

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SURVEY RESULTS SURVEY RESULTS

SURVEY RESULTS SURVEY RESULTS

SURVEY RESULTS SURVEY RESULTS

Attachment #1 CCA Marketing & Operations Committee Meeting

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SURVEY RESULTS

CUSTOMER SURVEYS

July 2016 Year to Date

66 out of 140 surveys returned (47.14% response

rate)

Would you recommend the Music City Center?

Yes – 65 (98.48%)

No - 1 (1.52%)

Overall Score: 12.24 = A (based on a scale of 1 -13)

CUSTOMER SURVEYS

July 2016 Year to Date

To p F i ve

1 . Qual i ty o f Banquet Ser vices/Appearance & Cleanl iness o f Bal l room – 4 .59

2 . Bui ld ing Exter io r – 4 .54

3 . Appearance & Cleanl iness o f Meet ing Rooms – 4 .52

4 . Qual i ty o f Retai l Car ts – 4 .50

5 . Sales Experience – 4 .44

Bo t tom F i ve

1 . Al Tagl io – 3 .83

2 . Securi ty – 3 .81

3 . Dunkin Donuts – 3 .70

4 . Free Publ ic WiF i – 3 .61

5 . Internet Speed – 3 .52

CUSTOMER SURVEYS

Marketing and Operations Committee August 23, 2016