Eric Woolworth
From Hoopedia
Beginning his 12th season with The HEAT Group and sixth at the helm of the organization as President, Business Operations, Eric Woolworth has made an indelible impression on this NBA Champion franchise. His leadership has helped transform the organization and redefine its corporate identity into a customer service and sales driven machine that is among the elite in the sports and entertainment industry. Under Woolworth’s direction the HEAT has been consistently recognized as an NBA leader in customer service, fan entertainment, marketing, sales, and Arena operations, and has become a recognized leader in the South Florida business community. The HEAT has truly become a champion off the court as well as on it.
The team’s innovative fan-friendly and flexible renewal program compliments its very successful and often imitated season ticket holder “Buddy Program” and its in-Arena SMILE program aimed at exceeding a guest’s expectations and creating an exciting experience at events. These initiatives have brought a high level of service and value to season ticket holders and guests, as well as a streamlined renewal and playoff payment process while introducing new and exciting benefits for loyal season ticket holders and other lucky fans.
Recognizing the power of database marketing, Woolworth turned the company’s focus toward becoming an early adopter of this technology and quickly capitalized on it. In the past six years, the HEAT has compiled one of the richest direct marketing databases in the NBA. The HEAT Group has become proficient in utilizing these powerful channels to deliver sales offers and news, now leads the NBA in terms of revenue derived from database marketing, and leverages these assets to support the marketing efforts of its ever-expanding corporate partner base.
Always on the look out for improving the company, Woolworth’s goal has been to leverage these innovations in the sales arena. As a result, the season ticket inventory for the 2006-07 season has sold out for the second consecutive year. In order to keep some lower priced ticket packages available for HEAT fans, Woolworth introduced several new “partial ticket plan” options, increasing the product mix available to the diverse South Florida market.
The 2006-07 Championship season was a very rewarding one for The HEAT Group Business Operations division, with accolades bestowed upon nearly each discipline within the division. Success stories included the USA Today ranking the HEAT No. 1 in Entertainment in the NBA; heat.com once again leading the NBA in the important categories of Page Views Per Visit (PVPV) and total Page Views (PV); receiving the heralded Commissioner’s Business Award for the state of Florida for the HEAT Academy after school educational initiative which marks the second time the HEAT has won this prestigious award; generating the highest level of retail sales during the Playoffs; implementing a comprehensive season ticket renewal campaign resulting in the highest renewal rate in years and successfully capitalizing on the concept of multi-year season ticket renewals; and capping the season, the implementation of the renowned the “White Hot” playoff marketing strategy, recognized as one the best executed promotional campaigns in professional sports.
Woolworth’s efforts have also firmly planted American Airlines Arena on the map of elite venues, hosting such world-class events such as Madonna, Mariah Carey, Eric Clapton, Shakira, Paul McCartney, The Rolling Stones, U2, Luis Miguel, Phish’s 4-day New Year’s concert and many others that play before sold-out crowds. The Arena also secured the 2004 and 2005 MTV Video Music Awards, the first two times in the award show’s history it was hosted outside of New York City or Los Angeles. Popular family shows make annual stops at the Arena, including classic favorites Disney On Ice, Wiggles and the RB&BB Circus, which now makes the Arena its exclusive South Florida stop. Additionally, Woolworth helped unite the community and move the Arena into the international spotlight as host of the prestigious 2003 Latin Grammy’s Award Show that was broadcast live on network television to more than 100 countries.
Woolworth’s primary responsibility consists of directing and overseeing all non-basketball aspects of the organization from Marketing and Community Affairs to Sales and Service, Human Resources, Merchandising, Finance, Publications, Event and Arena Operations, and more. His efforts have created a professional cutting edge atmosphere for both the employees and the customers.
Woolworth steadily climbed the ranks of The HEAT Group after first joining the HEAT as General Counsel in 1995 and a successful legal career in Washington, D.C. His business acumen and key role in the development of the AmericanAirlines Arena led to his promotion to President, Business Operations in January of 2001. He had served as interim President from August of 2000 to January of 2001.
Previously, he handled the day-to-day legal affairs of the team and AmericanAirlines Arena, working behind the scenes to ensure the legal negotiations of contracts were completed successfully; player-related contracts, trades and salary cap planning; and assisting the negotiation and management of the public-private partnership between the HEAT and Miami-Dade County for the creation of the Arena. In 1996, he assisted with the blockbuster trade that brought the HEAT’s first NBA All-Star, Alonzo Mourning, to the team and catapulted the HEAT among the elite teams in the NBA for several seasons. In addition, he was also charged with managing the human resource and office administration functions of the organization.
Woolworth is a cum laude graduate of both Georgetown University and Georgetown University Law Center. He lives with his wife, Jocelyn, their son, Jackson, and their daughter, Cassidy, in Pinecrest. They generously spend their time and resources to assist the community, donating time to several charitable organizations including serving on the Boards of Big Brothers Big Sisters and the Children’s Craniofacial Association.
