RFP for In-Venue Merchandise Sales

Home , Boshamer Stadium, Carmichael Arena, Dean Smith Center, Fetzer Field, Finley Golf Course, Henry Stadium

REQUEST FOR PROPOSAL

Title: UNC Department of Athletics Carolina Athletics In-Venue Merchandise Provider

Issuer: The University of North Carolina at Chapel Hill Attn: Alexis Barlow Ernie Williamson Athletics Center, CB 8500 450 Skipper Bowles Drive Chapel Hill, NC 27514

RFP Issue Date: Friday, February, 23, 2018

Response Deadline: Monday, April 2, 2018

Important: Four (4) hard copies of the proposal and one (1) electronic copy on a CD or USB drive are to be submitted to the issuing agency at the address indicated above.

Sealed proposals will be received until 5:00 p.m. on April 2, 2018, for furnishing services as described herein, at the address indicated above as the issuing agency. Proposals not received by 5:00 p.m. on April 2, 2018, shall not be considered. Postmarks will not be considered in judging the timeliness of submissions. Proposals submitted by fax will not be accepted.

A pre-proposal conference will be held on Monday, March 5th at 1:00 pm in the in the first floor conference room in the Ernie Williamson Athletic Center, which is adjacent to the Dean Smith Center (parking is available in the lot behind EWAC, with an access code that will be emailed to the attending parties). The pre-proposal conference will begin with a presentation of the RFP, include a questions and answers session, and conclude with a tour of the Athletic Facilities to include in- venue merchandise sales areas. Attendance at the pre-proposal conference by all interested companies is strongly encouraged by the issuing agency. Please notify UNC via email at ([email protected]) of your intention to attend the conference and include the names and titles of those representing your firm. Any questions regarding the proposal should be made at the pre-proposal conference, or after the conference in writing to Alexis Barlow at the address indicated above, or by e-mail ([email protected]), no later than 5:00 p.m. on Monday, March 19, 2018. Responses to all written inquiries will be issued by e-mail no later than Tuesday, March 20, 2018, to all companies sent copies of this Request for Proposal.

This RFP is a competitive process designed to serve the University’s best interests. This RFP pertains to a revenue-generating University endeavor and does not involve the expenditure of University funds. Consequently, this RFP process is not subject to State or University purchasing laws and regulations. Final selection of Operator(s) is contingent on satisfactory negotiation of a contract.

TABLE OF CONTENTS

SECTION 1: Introduction and Purpose ...... 4 1.1 Introduction and Purpose ...... 4

SECTION 2: In-Venue merchandise RFP Timeline...... 5

SECTION 3: UNC Background Information...... 6 3.1 UNC Background...... 6 3.2 University Mission ...... 6 3.3 University Enrollment ...... 6 3.4 Department of Athletics ...... 6 3.4.A. Athletics Background ...... 6-7

SECTION 4: Athletics Master Plan Summary ...... 8 SECTION 5: Game Day In-Venue Merchandise Sales Information ...... 9-15 5.1 Gross Sales ...... 10 5.2 Kenan Memorial Stadium ...... 10 5.2.A Minimum Requirements for In-venue Merchandise Sales at Kenan Stadium & Tar Heel Town ...... 11 5.3 Dean E. Smith Center ...... 12 5.3.A Minimum Requirements for In-venue Merchandise Sales at the Dean E. Smith Center ...... 12 5.4 Carmichael Arena ...... 13 5.4.A Minimum Requirements for In-venue Merchandise Sales at Carmichael Arena ...... 13 5.5 Boshamer Stadium ...... 14 5.5.A Minimum Requirements for In-Venue Merchandise Sales at Boshamer Stadium ...... 14 5.6 Requirements for In-Venue Merchandise Sales for Olympic Sports Venues ...... 15 SECTION 6: FINLEY GOLF COURSE ...... 16 SECTION 7: GUIDELINES FOR SUBMITTING PROPOSALS ...... 17-22 2

7.1 Operator Profile ...... 17 7.2 Staff Profile and Training ...... 17 7.3 Sales Strategy, Sales Items and Proposed Pricing ...... 17 7.4 Promotional Offerings ...... 17 7.5 Energy Efficiency/Green Practices ...... 17 7.6 Points of Sales ...... 18 7.7 Capital Investments ...... 18 7.8 Financial Consideration ...... 18 7.9 Commission Structure ...... 18 7.10 Data Pricing and Analytics/Customer Research ...... 18 7.11 Fetzer Field ...... 18 7.12 References ...... 18-19 7.13 Financial Form Samples/Financial Performance ...... 19 7.14 Term ...... 19 7.15 Additional Guidelines ...... 19-22 EXHIBITS ...... Exhibit A: Detailed In-venue Merchandise Sales Reports ...... 23-47 Football ...... 23-24 Men’s Basketball ...... 25-28 Baseball ...... 29-33 Women’s Basketball ...... 34-36 Volleyball ...... 37-38 Field Hockey...... 39 Men’s Soccer ...... 40-41 Women’s Soccer ...... 42-43 Men’s Lacrosse ...... 44-45 Women’s Lacrosse ...... 46-47 Exhibit B: Map Showing Location of Pre-Proposal Conference ...... 48

SECTION 1: INTRODUCTION AND PURPOSE

1.1 Introduction and Purpose

The University of North Carolina Department of Athletics (“UNC” or “University”) is seeking proposals from qualified and experienced Operators (“Operator”) to manage in-venue merchandise sales commencing July 1, 2018, for twenty-eight (28) varsity teams.

The purpose of this Request for Proposal (“RFP”) is to identify and select a qualified Operator to provide professional and high quality in-venue merchandise sales at UNC athletic facilities that will provide optimum satisfaction for patrons and optimize revenue for the Department of Athletics. Under an agreement to be negotiated with UNC (the “Agreement”), the Operator will be granted the exclusive right as provided herein to manage in-venue merchandise sales in accordance with the terms and conditions outlined in this RFP.

The current Operator of in-venue merchandise sales is Chapel Hill Sportswear (“CHSW”). CHSW has provided in-venue merchandise sales for UNC since 2011. The current agreement between UNC and CHSW expires on June 30, 2018.

The current Operator for online merchandise sales in Fanatics. The contract with Fanatics expires on June 30, 2018. Online merchandise sales is not included in this RFP.

The in-venue merchandise sales opportunities covered in this proposal include Athletic Department games featuring University of North Carolina teams in regular season competition on the campus of UNC. It does not include ACC and NCAA-sponsored events. The University is requesting proposals for a new in-venue merchandise agreement with a term of seven (7), or ten (10) years. Operators are asked to make proposals for both term lengths. More detailed information regarding in-venue merchandise sales is provided later in this RFP.

The University will review all proposals submitted by the deadline stated herein and will select a proposal or proposals that is the most advantageous to the University based upon the Operators’ demonstrated ability to enhance in-venue merchandise sales and based upon the financial package offered to the Athletic Department. The University intends to select one Operator based upon the submitted proposals to negotiate a contract.

SECTION 2: IN-VENUE MERCHANDISE RFP TIMELINE

The schedule for selecting an Operator for this services is as follows:

Friday, February 23, 2018 RFP Issued

Monday, March 5, 2018 Pre-Proposal Conference (attendance strongly encouraged by all prospective companies)

Monday, March 19, 2018 Deadline for questions to be submitted in writing by prospective companies

Tuesday, March 20, 2018 Questions will be answered in writing to all prospective companies

Monday, April 2, 2018 Deadline for submission of proposals

Monday, April 16, 2018 Operator Presentations, University may select Operator(s) to make presentations

Monday, April 30, 2018 Operator Selection Notification

Sunday, July 1, 2018 Original Term Start Date

SECTION 3: UNIVERSITY AND DEPARTMENT OF ATHELTICS BACKGROUND

3.1 UNC Background

The University of North Carolina at Chapel Hill, the nation’s first public university, is a global higher education leader known for innovative teaching, research and public service. A member of the prestigious Association of American Universities, Carolina regularly ranks as the best value for academic quality in U.S. public higher education. Now in its third century, the University offers 77 bachelors, 113 masters, 68 doctorate and seven professional degree programs through 14 schools and the College of Arts and Sciences. Every day, faculty – including two Nobel laureates – staff and students shape their teaching, research and public service to meet North Carolina’s most pressing needs in every region and all 100 counties. Carolina’s more than 308,000 alumni live in all 50 states and 150 countries. More than 167,000 live in North Carolina.

3.2 University Mission

UNC’s mission is to serve as a center for research, scholarship and creativity, and to teach a diverse community of undergraduate, graduate, and professional students to become the next generation of leaders. Through the efforts of their exceptional faculty and staff, and with generous support from North Carolina’s citizens, they invest their knowledge and resources to enhance access to learning and to foster the success and prosperity of each rising generation. UNC also extends knowledge-based services and other resources of the University to the citizens of North Carolina and their institutions to enhance the quality of life for all people in the State.

With “lux, libertas” or light and liberty as its founding principles, the University has charted a bold course of leading change to improve society and to help solve the world’s greatest problems.

3.3 University Enrollment The University’s total student enrollment figures for the past five years are as follows:

FY ’13 FY ’14 FY ’15 FY ’16 FY ’17 Total Enrollment 29,278 29,135 29,084 29,469 29,911

3.4 Academic Calendar

UNC operates on two semesters (Fall and Spring) along with two Summer sessions and a Maymester.

3.5 Department of Athletics

3.5.A Athletics Background

UNC competes in the Atlantic Coast Conference (“ACC”) and fields teams in 28 Men’s and Women’s sports. UNC is considered to be among the premier athletic departments in the country and competes in one of the most competitive conferences in all of college athletics. Games that are played on the campus of the University of North Carolina at Chapel Hill are a great opportunity for UNC’s student athletes to compete in their chosen sport and represent the University in intercollegiate competition.

The Tar Heels have won 43 NCAA team championships in seven different sports, including 21 women's soccer, six field hockey, six men's basketball, five men's lacrosse, two women's lacrosse, two men's soccer and one women's basketball. In addition, the Helms Foundation declared the 1923-24 men's basketball team national champions, the women's soccer team won the AIAW national title in 1981, the women's tennis team won ITA indoor national tournaments in 2013 and 2015 and the men’s tennis team won the ITA indoor national title in 2016. Carolina is tied for eighth in NCAA history with 43 NCAA championships (13 men’s and 30 women’s). Carolina has won more NCAA championships than any other Atlantic Coast Conference school. Carolina has won 270 Atlantic Coast Conference championships. Thirteen different sports have won 10 or more titles, including women's indoor and outdoor track and field (29), men's tennis (25), women's soccer (21), field hockey (19), men's basketball (18), men's swimming and diving (17), wrestling (17), women's swimming and diving (16), men’s lacrosse (13), volleyball (13), men's golf (11) and baseball (10).

Additionally, games held on the campus of the University of North Carolina at Chapel Hill are an opportunity for the University to host and entertain students and their parents, alumni and fans, as well as the local and distant community. Football games played in Kenan Stadium bring close to 51,000 people together six or seven times a year for a campus wide event, men’s basketball games played in the Dean E. Smith Center bring over 20,000 people together approximately 17 times each year.

These events are vehicles for the University and the town to showcase all that makes UNC and the community of Chapel Hill one of the top public university settings in the country. The campus and community additionally benefit from the economic impact of these events. For example, an economic impact study conducted by Dr. Coyte Cooper of the UNC at Chapel Hill Department of Exercise and Sports Science conservatively estimated that the overall economic impact of the UNC vs. Miami football game on Thursday, October 17, 2013, was over $5.1 million for the Chapel Hill community. The UNC Department of Athletics has worked to identify any and all opportunities to enhance the overall game day experience at all sporting events for all fans. In-venue merchandise sales has been identified as one of the ways in which the overall game day experience can be enhanced. The goal of this effort is to improve the in-venue merchandise sales options to fans and donors of UNC Athletics to enhance their overall game day experience in Chapel Hill and to increase the revenues generated from that effort for the Department of Athletics.

SECTION 4: ATHLETICS MASTER PLAN SUMMARY

In January of 2015 the Department of Athletics completed a Facilities Master Plan. The Athletics Master Plan is a multi-year vision which focuses on the needs of Carolina student-athletes as well as an enhanced experience for Tar Heel fans, students, alumni, staff and donors. The Master Plan will be updated accordingly on an annual basis.

Through the Master Planning process the Department of Athletics identified several possible capital projects. With the exception of the Cone-Kenfield Tennis Center, the Dean E. Smith Center and Kenan Memorial Stadium all capital renovations are currently underway and the Operator may have the ability to negotiate design features that affect merchandise sales. Below are the following projects currently underway and projects currently being discussed:

 Indoor Practice Facility – no projected in-venue merchandise sales component o Expected completion date: Fall 2018  Field Hockey stadium – very minor projected in-venue merchandise sales component o Expected completion date: Fall 2018  Practice Field Complex – no projected in-venue merchandise sales component o Expected completion date: Fall 2018  Soccer/Lacrosse Stadium – possible in-venue merchandise sales component o Expected completion Date: Fall 2018  Cone-Kenfield Tennis Center – very minor projected in-venue merchandise sales component o Expected start date: TBD  Dean E. Smith Center (Men’s Basketball) – major in-venue merchandise sales component o Expected start date: TBD  Kenan Stadium renovation – major in-venue merchandise sales component o Expected start date: TBD

Due to the unknown nature and timing of the Dean E. Smith Center and Kenan Stadium renovations, all bidding Operators should base their proposal on the existing Men’s Basketball and Football facilities.

UNC has initiated this Request for Proposal process and is seeking an innovative and proactive partner that is on the cutting-edge of in-venue merchandise sales services to effectively serve the UNC community. UNC’s goal is to provide innovative, state-of-the-art in-venue merchandise sales services that will result in the following:

 Improved customer satisfaction through cutting-edge retail innovation and “Premier” state-of- the-art in-venue merchandise sales services  Enhanced exposure of the UNC brand  Increased financial contribution to UNC that will assist with supporting the UNC Student Scholarship Program

UNC desires in-venue merchandise sales services that are customer-centric; a visible representation of the academic quality and image of UNC; an industry leader in providing creative and affordable in-venue merchandise; and focused on advancing the UNC brand by increasing the selection and marketing of UNC emblematic merchandise.

SECTION 5: GAME DAY IN-VENUE MERCHANDISE SALES INFORMATION

The University of North Carolina Department Of Athletics manages a vast complex of facilities located in Chapel Hill, NC. The facilities are owned by the State of North Carolina and governed and operated by the University’s Department of Athletics. The Department of Athletics also licenses use of its facilities to outside users for their presentations of athletic, cultural and other educational activities.

The successful Operator will be granted the exclusive license to sell in-venue merchandise at any and all game day events and other events mutually agreed upon between the Operator and UNC Athletics at the following venues: Kenan Memorial Stadium, Tar Heel Town, Dean E. Smith Center, Carmichael Arena, Boshamer Stadium, Anderson Stadium, Cone-Kenfield Tennis Center, Eddie Smith Indoor Facility, Fetzer Field, Henry Stadium, and Koury Natatorium.

The in-venue merchandise sales opportunities covered in this proposal include Athletic Department games featuring University of North Carolina teams in regular season competition. It does not include post-season ACC and NCAA events. Upon request, the selected Operator may be asked to sell at other venues, parking lots and/or common areas between athletic facilities and at other events at the discretion of the Athletic Department. In each of these cases sufficient notice will be given to allow the Operator ample time to prepare.

For ALL venues, the selected Operator:

Must have the ability to provide full-service game day in-venue merchandise sales for all 28 varsity sports when requested by UNC. The Operator will provide game day in-venue merchandise sales at all scheduled events in the athletic venues and other events mutually agreed upon between Operator and Athletics.

Shall conduct all of its operations in the venues in a first class, professional, businesslike and efficient manner and shall provide the highest quality game day in-venue merchandise sales services on the premises to all patrons and guests. All personnel associated with the in-venue merchandise sales are expected to provide outstanding, professional customer service to all patrons that reflects positively on the University and the Department of Athletics. The selected Operator is responsible for the training, leadership and management of all in-venue merchandise sales staff (full-time, part-time and game day staff) and is expected to invest in programs that ensure the highest possible levels of outstanding service. The Operator must provide an appropriate number of highly competent managerial/supervisory sales personnel.

Provide both credit card and cash sales options except where locations limit to cash only. Credit card sales are currently available in Kenan Stadium and the Dean E. Smith Center, Boshamer Stadium, and Carmichael Arena.

Provide a variety of quality, officially licensed items for sale. All merchandise sold that bears any protected marks of University of North Carolina must be properly licensed.

The selected Operator also is responsible for:

Maintaining any up-to-date license (s), which may be required by the State of North Carolina to conduct business in North Carolina and Chapel Hill and to be responsible for payment of any and all taxes associated with conducting business.

All employees including insurance, bonding, etc. and must provide proof of insurance to the University.

Cleanup and dispensing of all trash resulting from conducting business at the designated locations within and outside of Kenan Memorial Stadium at the conclusion of the game.

Settling any disagreements or complaints with customers in a fair and reasonable manner, remembering that they are supporters of University of North Carolina and its athletic programs and as such are very important to the University’s mission and goals.

Athletics will provide two (2) 15 second video board/PA announcements per game informing fans of the availability of merchandise, as well as location of merchandise stands and/or booths.

5.1 Gross Sales

Gross Sales results for in-venue merchandise sales (Olympic sports, Football, Men’s Basketball, Women’s Basketball, and Baseball) for the previous four years are as follows:

Academic Year Gross Sales results 2016-2017 $965,867 2015-2016 $920,812 2014-2015 $763,425 2013-2014 $914,232

The Department’s game day in-venue merchandise sales venues include the following:

5.2 Kenan Memorial Stadium

Constructed in the 1920s and expanded several times since its completion in 1927, Kenan Stadium is the home to Carolina football and is periodically used for various events ranging from concerts to commencement exercises. On January 1, 2018, the UNC Department of Athletics announced that in order to create a more comfortable and fan-friendly game day experience at Kenan Stadium, Carolina Athletics will install individual chair back seats throughout the stadium prior to the 2018 season. As of the 2018 season, the seating capacity at Kenan Stadium will be 51,000. The average per game attendance for the 2017 football season (7 home games) was 50,071. UNC has six (6) home games scheduled for the 2018 season.

Gross Sales results for last four years at Kenan Stadium:

2014 $382,920 6 games 2015 $458,424 7 games 2016 $456,357 6 games 2017 $288,930 7 games

5.2.A Minimum Requirements for In-venue Merchandise Sales at Kenan Stadium & Tar Heel Town

Provide for adequate staffing for at least three (3) booths for display and sale of licensed University of North Carolina merchandise at Athletic Department related events in Kenan Stadium. Booths to be located in Kenan Stadium as specified by Athletic Department. Operator agrees to confine sales to these locations. At the present time, there is one secure (1) permanent location in the south lower concourse, one secure (1) permanent location on the north lower concourse, one secure (1) permanent location on the West End Zone concourse (approximate sizes 38’ x 12’), a permanent store in the east end zone (Blue Zone), and opportunities for one (1) location inside of gate six (6) and one location inside of gate three (3). Operator must provide display hardware and tables for standalone sites. Permanent locations may be used to store items throughout the season. No “hawking” will be permitted in stands. At the option of the Athletic Department, additional retail space may be available following the completion of any Kenan Stadium expansion initiatives.

Tar Heel Town is located in Polk Place (the quad between Wilson Library and South Building) just a short walk from the Stadium Drive entrance of Kenan Stadium and just up the hill from the Kenan Football Center. Tar Heel Town is a pre-game location on campus for fans to gather. In Tar Heel Town one will find merchandise sales, food trucks, other food Operators, inflatable games for kids, face-painting booths, music and other family friendly activities.

There are opportunities for a limited number of mutually agreeable satellite retail opportunities in areas surrounding Kenan Memorial Stadium, including Tar Heel Town, in locations that will not interfere with vehicle and pedestrian traffic. All locations to be mutually agreed upon by Operator, Athletics Department and University. Operator must provide display hardware and tables for these standalone sites.

Where feasible, the University will provide necessary utilities at expense of Operator.

Operator must sell a full line of the current official sideline and authentic apparel for University of North Carolina Football program, which is currently Jordan Brand & Nike.

Provide the University with a price structure of items to be published in a full page, 4 color ad in the football game program at Operator’s expense payable to Tar Heel Sports Marketing at price rates in effect. Athletics Department must receive copy no later than July 1 st prior to football season.

Must have the ability to offer “hot-market” items such as game-day merchandise and bowl- merchandise, if applicable.

5.3 Dean E. Smith Center

The Dean E. Smith Center, constructed from 1982-1986, opened in 1986 as the permanent home of UNC basketball and the host of various other presentations, including commencement exercises, meetings, and banquets. The Smith Center has one (1) permanent in-venue merchandise stand and up to two (3) smaller permanent booths that are served by the in-venue merchandise Operator. The current in-venue merchandise Operator operates out of three (3) locations – entrances A, B, and D.

The arena consists of two levels of seating with a capacity of 21,750. In 2017, for the 30th time in the last 31 years the University of North Carolina ranked among the nation’s top five (5) teams in home attendance. The Tar Heels played before 289,075 fans in 16 regular season games in the Smith Center in 2016-2017 for an average of 18,067 per game that ranked fourth (4th) nationally.

Gross Sales results for last four years at Dean E. Smith Center for basketball:

2013-2014 $360,310 18 games 2014-2015 $313,566 15 games 2015-2016 $397,026 17 games 2016-2017 $402,071 16 games

5.3.A Minimum Requirements for In-venue Merchandise Sales at the Dean E. Smith Center

Provide for adequate staffing for one permanent store, and up to two (3) kiosks at all Athletic Department sponsored events held in the Dean E. Smith Center for display and sale of in-venue merchandise.

Provide the University with a price structure of items to be published in a full page, 4 color ad in the men’s basketball game program at Operator’s expense payable to Tar Heel Sports Marketing at price rates in effect. Athletics Department must receive copy no later than September 1st prior to men’s basketball season.

Where feasible, the University will provide necessary utilities at expense of Operator.

Operator must sell a full line of the current official sideline and authentic apparel for University of North Carolina Men’s Basketball program, which is currently Jordan Brand and Nike.

Must have the ability to offer “hot-market” items such as game-day merchandise and post-season, if applicable.

5.4 Carmichael Arena

Carmichael Arena, is home to women’s basketball, women’s volleyball, men’s wrestling and women’s gymnastics. Carmichael Arena has a seating capacity of 8,010. The average per game attendance for women’s basketball was 2,324 in 2016-2017. (16 home games during the 2015-16 season).

Gross Sales results for last four years at Carmichael Arena (Volleyball and Women’s Basketball):

2013-2014 $14,101 35 events 2014-2015 $12,567 31 events (Includes VB and WBB NCAA 2015-2016 $14,820 31 events (Includes VB and WBB NCAA) 2016-2017 $14,355 25 events

5.4.A Minimum Requirements for In-venue Merchandise Sales at Carmichael Arena

Provide for adequate staffing for one free standing store, at a mutually agreeable number of Athletic Department sponsored events held in Carmichael Auditorium for display and sale of in- venue merchandise.

Where feasible, the University will provide necessary utilities at expense of Operator.

Operator must sell a full line of the current official sideline and authentic apparel for University of North Carolina Women’s Basketball program, which is currently Jordan Brand and Nike.

Must have the ability to offer “hot-market” items such as game-day merchandise and post-season merchandise, if applicable.

5.5 Boshamer Stadium

Boshamer Stadium, home to Carolina baseball, underwent a major renovation and re-opened for the 2009 season. The new Boshamer has a seating capacity of 4,000. The average per game attendance for Carolina Baseball in 2017 was approximately 1,749. (37 regular season home games in 2017).

Gross Sales results for last four years at Boshamer Stadium:

2014 $54,242,50 34 games 2015 $44,619 33 games 2016 $33,118 33 games 2017 $68,545 37 games

5.5.A Minimum Requirements for In-venue Merchandise Sales at Boshamer Stadium

Provide for adequate staffing for one permanent booth at Boshamer Stadium for all baseball regular season home events for display and sale of in-venue merchandise.

Where feasible, the University will provide necessary utilities at expense of Operator.

Operator must sell a full line of the current official sideline and authentic apparel for University of North Carolina Baseball program, which is currently Nike.

Must have the ability to offer “hot-market” items such as game-day merchandise and post-season merchandise, if applicable

5.6 Requirements for In-venue Merchandise Sales for Olympic Sports Venues

Additionally the in-venue merchandise sales Operator will be required to set up and staff at least one permanent and/or portable merchandise sales service stand at the following Olympic sports venues.

In the event the University signs a long-term contract, new facilities may be built throughout the duration of the contract. Please provide sales proposals for the Olympic Sports facilities listed below.

Anderson Stadium – Home to Carolina Softball and completed in 2002, Anderson Stadium requires a portable in-venue merchandise sales stand. In-venue merchandise sales service is required for any softball events that UNC requests service.

Cone-Kenfield Tennis Center – An indoor/outdoor tennis facility, Cone-Kenfield opened in 1992 for the University’s men’s and women’s tennis teams. A portable in-venue merchandise sales stand is required for any tennis events that UNC requests service.

Eddie Smith Indoor Facility - Opened in 2001, the Eddie Smith Indoor Facility is home to the indoor track team and also hosts football practices, wrestling matches and various camps. A portable in-venue merchandise sales stand is required for Eddie Smith Facility events that UNC requests service.

Fetzer Field – Fetzer Field is currently being re-built and is expected to open in the Fall of 2018. Fetzer Field will have an estimated capacity of 4,000 and is the site for men’s and women’s soccer and men’s and women’s lacrosse. Fetzer Field requires a portable in-venue merchandise sales stand. In-venue merchandise sales are required for all men’s and women’s soccer games and men’s and women’s lacrosse games. Please note, Fetzer Field may have limited availability due to construction for the beginning 2018 men’s and women’s soccer seasons.

Henry Stadium – Henry Stadium is currently being re-built and is expected to open in the Fall of 2018. Henry Stadium will have an estimated capacity of 1,000. A portable in-venue merchandise sales stand is required for any field hockey events that UNC requests service. Please note, Henry Stadium may have limited availability due to construction for the beginning 2018 Field hockey season.

Koury Natatorium – With a capacity of 1,200, Koury Natatorium hosts meets for UNC men’s and women’s swimming and diving as well as various club and local team meets. A portable in-venue merchandise sales stand is required for any swimming and diving events that UNC requests service.

SECTION 6: FINLEY GOLF COURSE

This proposal should also include ideas that will help generate additional revenue for UNC’s Finley Golf Course through increased merchandise sales. This may include, but should not be limited to, a certain amount of product that will be purchased from Finley each year.

The University may exclude UNC Finley Golf Course merchandise sales from consideration and from any eventual contract if this component poses a material obstacle to identifying a winning bid or to negotiating a final agreement.

Gross Sales results for the last 2 years at Finley Golf Course

2015-2016 $281,000 2016-2017 $324,000

Total Rounds Played the last 2 years at Finley Golf Course

2015-2016 37,648 2016-2017 37,463

Golf Shop Hours (current)

January 8:30AM – 5:00PM February – March 8:30AM – 6:00PM April – September 7:30AM – 7:00PM October 7:30AM – 6:00PM November – December 8:30AM – 5:00PM

SECTION 7: GUIDELINES FOR OPERATORS SUBMITTING PROPOSALS

This section is designed to help you complete your proposal for submission to UNC. Please include the following information in your proposal.

7.1 Operator Profile Provide a summary describing your Operator that includes a brief Operator history, associations with other accounts of similar size to UNC and your Operator’s mission statement and how that mission statement will apply to the objectives or mission you have proposed for UNC. Please provide copies of financial statements of at least a review level quality prepared by a certified Public Accountant for the three most recent fiscal years.

7.2 Staff Profile and Training Provide background of the staff that would be associated with UNC's account should you be awarded this RFP. Include resumes, history and responsibilities of the key personnel. UNC believes that the general manager that is assigned to UNC's account is primary to the success of the in-venue merchandise sales operation. If a general manager is not known, describe how you involve us in the interview process to ensure a good fit. Provide an overview of your ongoing training programs, to include season opening training, new team member training, ongoing training and management training and development in the areas of customer service and sales.

7.3 Sales Strategy, Sales Items and Proposed Pricing Provide your sales strategy, sales and brand items, and proposed pricing for those items.

Provide your sales strategy for each category that you are proposing to provide. Include the pricing that you would propose for the 2018 - 2019 seasons and the process for which pricing changes are communicated and approved by the University. All pricing should already include your proposed commission rates. Also include your contracted or proposed retail subcontractors.

7.4 Promotional Offerings Describe how you would cross promote in-venue merchandise sales in conjunction with UNC’s sponsorships, game day advertising and marketing and ticketing staff to best grow the volume of in-venue merchandise sales revenue during athletic events. In addition, also demonstrate how you would utilize the existing in-venue merchandise facility spaces differently in order to increase in-venue merchandise sales volume. This may include construction additions and/or redesigning the current space. Describe the types of cross promotional offerings that you have used for in-venue merchandise operations with other organizations and venues and how you would coordinate similar promotions with UNC. Also include the name and contact information of the person that would work with UNC on these promotions. If you have examples of providing in-venue merchandise (discounts, coupons, etc.) to specific groups, i.e. season ticket holders, please provide a description of those examples.

7.5 Energy Efficiency/Green Practices Please describe your sustainability and green practices as it relates to the provision of services to UNC to include efforts to deal effectively with recycling, composting and trash disposal. Please share any successful sustainability in-venue merchandise sales initiatives completed at similar universities.

7.6 Points of Sale UNC desires to ensure that it is meeting its customer needs as it relates to points of sale. Include information as it relates to each venue, (specifically Kenan Stadium, The Dean Smith Center, Carmichael Arena and Boshamer Stadium) of the point of sale ratio you believe is best at each facility and how you would propose to meet those numbers as it relates to capital improvements and portables. Provide information on the POS system you currently use and if you would propose to use this at UNC. Detail what you would provide for POS including the number and placement of credit card and UNC One Card (student ID / charge card) POS units as well as other emerging forms of payment (ApplePay, Google Wallet, etc).

7.7 Capital Investments Describe the capital investments that you would provide if your Operator was awarded this RFP to improve in-venue merchandise sales and add points of sale to the locations listed. Detail how the investment is amortized over the contract period. List should include capital improvements, equipment and portables that would be required. Discuss how the term of your engagement with UNC will affect this Capital Investment plan. This section should include initial capital investments in year one of a successful agreement as well as ongoing capital investments throughout the entire term of the engagement.

7.8 Financial Consideration Propose detailed financial considerations to the Athletic Department. These considerations should include total revenue guarantees, contract initiation bonus, revenue sharing commissions, capital investments, marketing and promotional support, and any other financial offerings. Please describe your offer as it relates to financial consideration. Include the total offer, whether it is a one-time or annual payment, whether there is a renewal payment, and if the payment is amortized or not and if so, what is the amortization period. Discuss how term will affect Financial Consideration.

7.9 Commission Structure Detail the commission percentages that you propose, including detailed explanations of how they are to be calculated (including definitions and calculations of “gross sales”, “net sales”, and any other financial terms that would impact commissions to be paid to UNC). If you propose different commission percentages for the various venues (Kenan Stadium, Dean Smith Center, Carmichael Arena, Boshamer Stadium, Olympic Sports venues, etc.) and / or different commission percentages for different sales volume levels, please include detailed explanations as well as how sales volume levels are calculated. This should also include Commission percentages for sub-contractors and non-profit organizations used to staff in-venue merchandise sales stands.

7.10 Data and Pricing Analytics / Customer Research Describe how your company uses data analytics and customer research to respond to evolving customer trends, needs and desires to continually enhance the fan experience and grow revenues. Also describe any successful use of pricing analytics to assist in setting prices to maximize fan satisfaction and revenue.

7.11 Fetzer Field Select Olympic Sports, men’s soccer, women’s soccer, men’s lacrosse, and women’s lacrosse, have expressed interest in selling their own merchandise at the Fetzer Field (Fall 2018). Provide your revenue sharing plan for this proposal if acceptable.

7.12 References Provide references for five (5) universities that you provide similar service for. Include the name and contact information for the University. Also describe the types of services you provide for each university 18

and how long you have provided service. A client list may be included with this reference list if available. It is also strongly encouraged to include POS information from these institutions as well along with information about sales and per caps at institutions similar to UNC.

7. 13 Financial Form Samples / Financial Performance Operator shall include sample financial forms that UNC may examine to become familiar with how Operator would report the required financial information for this operation. UNC shall require complete itemization of gross income, net income, taxes, types of products sold, quantities of product sold, and other expanses, etc., for auditing purposes. Operator will be expected to distinguish between Operator’s athletic in-venue merchandise sales, and other Subcontractor’s in-venue merchandise sales on these forms. Describe how often reports are made available.

Operator should also include a financial performance proposal for each year of the proposed agreement. This financial forecast should include the following:

Revenue by sport (football, men’s basketball, women’s basketball, baseball, Olympic sports, and other) Product cost Hourly Labor Non-Profit Group Labor Management Labor Benefits & Taxes Training & Travel Chemicals Uniforms Equipment Replacement/Purchases Commissions Insurance Liability Workman’s Comp Amortization

7.14 Term The University is requesting proposals for a term of seven (7) and ten (10) years and encourages each prospective Operator to offer financial terms for both of the proposed term lengths.

7.15 Additional Guidelines

 This RFP is an invitation for proposals. It is a mechanism for the University to select one or more Operators to enter into negotiations for a contract with terms to be mutually agreed upon.

 UNC’s 2007 - 2018 in-venue merchandise sales agreement with CHSW is attached as Exhibit A. Please note that it includes two termination for convenience clauses. During the first year of the agreement, UNC will have the option to terminate the agreement for any reason with written notice given to the Operator by April 1, 2019 (90 days). In the six (6) or nine (9) subsequent years, UNC will have will have the option to terminate the agreement for any reason with notice given to Operator by January 15 of 2020, 2021, 2022, 2023, 2024, 2025, 2026 (if applicable), 2027 (if applicable), and 2028 (if applicable) . It is UNC’s intent to retain this clause in its new in-venue merchandise sales agreement to commence on July 1, 2018.

 UNC has a multimedia rights agreement with Learfield sports. The University encourages the Operator to engage in a partnership with our multimedia rights holder Learfield (example – radio advertising, trade, etc.).

 The selected Operator(s) must agree to offer Jordan & Nike branded in-venue merchandise. Additionally, proposals must include a minimum of $10,000 annually in product trade (to include Nike/Jordan merchandise) with UNC Athletics.

 The quality, variety, and selection of in-venue merchandise choices for the game day in-venue merchandise sales are of utmost importance to the University. Minimum specifications are not provided in this RFP as the University wishes to review the proposals of all interested companies to determine which one provides the best possible offerings and service to our fans as a part of their proposal. The final contract(s) will include detailed and specific minimum requirements for brands, quality, selection, and choices as well as minimum levels of service associated with in-venue merchandise sales.

 UNC is requesting proposals for full service in-venue merchandise sales. The selected Operator(s) will be required to provide any and all materials and services required to operate in-venue merchandise sales.

 Proposals should include all Operator supplied materials required to operate to operate on game day (example: tables, credit card machines, transport carts, etc.)

 Proposals should include detailed descriptions of and photos and / or samples of all service items (branding signage, portables, proposed capital projects, etc.) as well as Uniforms and Dress Codes for all in-venue merchandise sales employees.

 As part of each Operator’s proposal, Operator should include its formal in-venue merchandise contract. UNC may choose to use such contract, or certain provisions from such contract, as a basis for subsequent contract negotiations with the Operator.

 The scope of this RFP is as defined in this document. Any in-venue merchandise services not described in this document are not a part of any new agreements unless mutually added to and agreed upon by the University and the selected Operator(s).

 Final selection of Operator(s) is contingent on satisfactory negotiation of a contract.

 Proposals shall be binding upon the respondents for 150 calendar days following the proposal opening date. Any proposal in which the respondent shortens the acceptance period may be rejected. The University reserves the right to reject all proposals.

Please complete and submit with proposal:

Operator Name ______FEIN or SSN: ______

Contact Person: ______Telephone #: ______

Delivery Time: ______

E-Mail: ______

NAME: ______

TITLE: ______

SIGNATURE: ______

DATE______

The signer of any proposal submitted in response to this RFP hereby certifies that its proposal has not been arrived at collusively.

THIS PAGE MUST BE COMPLETELY FILLED OUT, SIGNED AND RETURNED. UNSIGNED PROPOSALS SHALL NOT BE CONSIDERED.

OPERATORS REQUESTING RFP (AS OF 2/18/2018)

Chapel Hill Sportswear Attn: Kathy Sapp, Owner 119 E. Franklin Street Chapel Hill, NC 27514

Fanatics Retail Group Jeff Chandler, Senior Manager, Business Development 5245 Commonwealth Ave. Jacksonville, FL 32254

Barnes & Noble Michele Gretch Carter, Store Manager 207 South Road Chapel Hill, NC 27514

Follett’s Scott Deaton Vice President, Strategic Accounts Follett Higher Education Group 3 Westbrook Corporate Center, Suite 200 Westchester, IL 60154

Dye Hard Fan Supply Attn: John Knudson, Executive VP P.O. Box 21528 Winston-Salem, NC 27120

EXHIBIT A: DETAILED IN-VENUE MERCHANDISE SALES REPORTS

Football

2013-2014

Date Event Gross Sales 8/3/13 FB Meet the Heels $5,249 9/7/13 FB vs. Middle Tennessee State $60,955 9/28/13 FB vs. East Carolina $74,809 10/17/13 FB vs. Miami $52,551 10/26/13 FB vs. Boston College $48,940 11/9/13 FB vs. Virginia $66,010 11/23/13 FB vs. Old Dominion $64,286 11/30/13 FB vs. Duke $75,558 3/29/14 FB Spring Practice Charlotte $740 4/5/14 FB Spring Practice Greensboro $1,914 4/12/14 FB Spring Game $11,216

2014-2015

Date Event Gross Sales 8/2/14 FB Meet the Heels $3,943 8/30/14 FB vs. Liberty $61,879 9/6/14 FB vs. San Diego State $52,892 10/4/14 FB vs. Virginia Tech $83,812 10/18/14 FB vs. Georgia Tech $68,394 11/15/14 FB vs. Pittsburgh $55,621 11/29/14 FB vs. NC State $50,679 3/21/15 FB Blue/White $733 3/28/15 FB Blue/White $897 4/11/15 FB Spring Practice Charlotte $4,070

2015-2016

Date Event Gross Sales 8/8/15 FB Meet the Heels $3,611 9/11/15 Tar Heel Town $667 9/12/15 FB vs. NC A&T $50,460 9/19/15 FB vs. Illinois $67,155 9/26/15 FB vs. Delaware $51,461 10/17/15 FB vs. Wake Forest $57,831 10/24/15 FB vs. Virginia $57,997 11/7/15 FB vs. Duke $69,309 11/14/15 FB vs. Miami $77,389 12/5/15 ACC Champ. Watch Party $11,462 4/16/16 FB Blue/White $11,082

2016-2017

Date Event Gross Sales 8/6/16 FB Meet the Heels $4,902 9/17/16 FB vs. JMU $67,526 9/24/16 FB vs. Pitt $63,935 10/8/16 FB vs. Virginia Tech $37,372 11/5/16 FB vs. Georgia Tech $88,306 11/19/16 FB vs. The Citadel $107,069 11/25/16 FB vs. NC State $75,813 4/8/17 FB Spring Game $16,336

Men’s Basketball

2012-2013

Date Event Gross Sales 10/12/12 Late Night with Roy n/a 10/26/12 MBB vs. Shaw $14,557 11/9/12 MBB vs. Gardner Webb $12,509 11/11/12 MBB vs. Florida Atlantic $16,229 12/1/12 MBB vs. UAB $17,591 12/8/12 MBB vs. ETSU $20,393 12/10/12 Kids’ Club $1,232 12/13/12 Rams Club at Practice $759 12/15/12 MBB vs. East Carolina $21,428 12/22/12 MBB vs. McNesee State $22,268 12/29/12 MBB vs. UNLV $23,525

1/10/13 MBB vs. Miami $11,450

1/19/13 MBB vs. Maryland $18,931

1/23/13 MBB vs. Georgia Tech n/a

2/2/13 MBB vs. Virginia Tech $19,745.10 2/5/13 MBB vs. Wake Forest $14,764 2/16/13 MBB vs. Virginia $21,816.50 2/23/13 MBB vs. NC State $19,588 3/3/13 MBB vs. Florida State $25,290 3/9/13 MBB vs. Duke $21,985

2013-2014

Date Event Gross Sales 10/25/13 Late Night with Roy $25,430 11/1/13 MBB vs. UNC-Pembroke $13,966 11/8/13 MBB vs. Oakland $17,498 11/15/13 MBB vs. Holy Cross $13,939 11/17/13 MBB vs. Belmont $16,558 12/7/13 MBB vs. UNC-Greensboro $20,521 12/10/13 MBB Kids Club $1,171 12/14/13 MBB vs. Kentucky $21,075 12/18/13 MBB vs. Texas $15,540 12/21/13 MBB vs. Davidson $21,075 12/27/13 MBB vs. Northern Kentucky $22,109

12/31/13 MBB vs. UNC-Wilmington $20,912

1/8/14 MBB vs. Miami $11,227

1/18/14 MBB vs. Boston College $16,834

1/26/14 MBB vs. Clemson $13,825 2/1/14 MBB vs. NC State $16,470 2/4/14 MBB vs. Maryland 10,463 2/15/14 MBB vs. Pitt $18,741 2/20/14 MBB vs. Duke $19,449 2/22/14 MBB vs. Wake Forest $27,135 3/3/14 MBB vs. Notre Dame $15,677

2014-2015

Date Event Gross Sales 10/3/14 Late Night with Roy $17,691 10/24/14 MBB vs. Fayetteville State $10,246 11/7/14 MBB vs. Belmont Abbey $11,215 11/14/14 MBB vs. NCCU $13,311 11/16/14 MBB vs. Robert Morris $13,165 12/3/14 MBB vs. Iowa $8,599 12/7/14 MBB vs. ECU $21,664 12/9/14 MBB Kids Club $740 12/27/14 MBB vs. UAB $24,684 12/30/14 MBB vs. William and Mary $20,612 1/5/15 MBB vs. Notre Dame $12,854

1/10/15 MBB vs. Louisville $18,314

1/18/15 MBB vs. Virginia Tech $23,859

1/24/15 MBB vs. Florida State $25,286

1/26/15 MBB vs. Syracuse $12,046 2/2/15 MBB vs. Virginia $12,328 2/21/15 MBB vs. Georgia Tech $28,007 2/24/15 MBB vs. NC State $14,622 3/7/15 MBB vs. Duke $22,184 26

2015-2016

Date Event Gross Sales 10/23/15 Late Night with Roy $33,779 11/6/15 MBB vs. Guilford $10,246 11/15/15 MBB vs. Fairfield $18,103 11/18/15 MBB vs. Wofford $11,025 12/1/15 MBB vs. Maryland $16,092 12/6/15 MBB vs. Davidson $18,644 12/8/15 MBB Kids Club $2,115 12/16/15 MBB vs. Tulane $14,645 12/21/15 MBB vs. App State $23,866 12/28/15 MBB vs. UNCG $27,414 12/30/15 MBB vs. Clemson $22,541

1/1/16 MBB vs. Georgia Tech $25,178

1/16/16 MBB vs. NC State $25,156

1/20/16 MBB vs. Wake Forest $16,308

1/30/16 MBB vs. Boston College $24,827 2/14/16 MBB vs. Pitt $30,996 2/17/16 MBB vs. Duke $23,004 2/20/16 MBB vs. Miami $25,403 2/29/16 MBB vs. Syracuse $18,233 3/30/16 Final Four Send Off $1,587 4/2/16 Final Four Watch Party $2,746 4/4/16 National Champ. Watch Party $2,263

2016-2017

Date Event Gross Sales 10/14/16 Late Night with Roy $22,192 11/4/16 MBB vs. Pembroke $13,928 11/13/16 MBB vs. Chattanooga $16,793 11/15/15 MBB vs. Long Beach State $10,505 12/4/16 MBB vs. Radford $22,892 12/7/16 MBB vs. Davidson $12,462 12/11/16 MBB vs. Tennessee $20,438 12/21/16 MBB vs. Northern Iowa $24,146 12/28/16 MBB vs. Monmouth $25,884 1/8/17 MBB vs. NC State $17,946 1/14/17 MBB vs. Florida State $24,216

1/16/17 MBB vs. Syracuse $31,547

1/26/17 MBB vs. Virginia Tech $18,922

1/31/17 MBB vs. Pitt $12,289

2/4/17 MBB vs. Notre Dame $9,503 2/18/17 ESPN College Gameday $674 2/18/17 MBB vs. Virginia $21,675 2/22/17 MBB vs. Louisville $19,325 3/4/17 ESPN College Gameday $1,758 3/4/17 MBB vs. Duke $27,063 4/1/17 Final Four Watch Party $2,290 4/3/17 National Champ. Watch Party $10,675 4/4/17 National Champ. Celebration $34,948

Baseball

2013

Date Event Gross Sales 2/15/13 Base vs. Seton Hall $1,571 2/16/13 Base vs. Seton Hall $122 2/17/13 Base vs. Seton Hall $1,168 2/18/13 Base vs. Coastal Carolina $350 2/23/13 Base vs. Stony Brook $497 2/24/13 Base vs. Stony Brook $2,850 2/27/13 Base vs. St. Johns $500 3/5/13 Base vs. Davidson $38 3/11/13 Base vs. $209 3/12/13 Base vs. Gardner-Webb $616 3/13/13 Base vs. High Point $497 3/15/13 Base vs. Miami $2,200 3/16/13 Base vs. Miami $2,693 3/17/13 Base vs. Miami $3,234 3/19/13 Base vs. Princeton $901 3/23/13 Base vs. Boston College (DH) $638 3/26/13 Base vs. VCU $1,004 3/27/13 Base vs. Winthrop $754 3/30/13 Base vs. Clemson $4,902 3/31/13 Base vs. Clemson $3,188 4/1/13 Base vs. Clemson (DH) $3,321 4/5/13 Base vs. Maryland $2,065 4/6/13 Base vs. Maryland $2,681 4/7/13 Base vs. Maryland $5,177 4/10/13 Base vs. Liberty $721 4/16/13 Base vs. Coastal Carolina $522 4/17/13 Base vs. Elon $870 4/20/13 Base vs. Duke (DH) $7,900 4/21/13 Base vs. Duke $5,302 4/23/13 Base vs. UNC-Wilmington $766 4/24/13 Base vs. Charlotte $678 5/1/13 Base vs. The Citadel $1,071 5/7/13 Base vs. James Madison $1,214 5/8/13 Base vs. James Madison $689 5/14/13 Base vs. Appalachian State $1,164 5/16/13 Base vs. Virginia $2,107 5/17/13 Base vs. Virginia $3,365 5/18/13 Base vs. Virginia $5,414 5/20/13 Base vs. Florida State $943

2014

Date Event Gross Sales 2/21/14 Base vs. Xavier $936 2/22/14 Base vs. Xavier $2,226 2/23/14 Base vs. Xavier $2,866 2/25/14 Base vs. Appalachian State $360 2/28/14 Base vs. North Florida $228 3/1/14 Base vs. North Florida $875 3/2/14 Base vs. North Florida $1,931 3/5/14 Base vs. Davidson $74 3/8/14 Base vs. Pittsburgh (DH) $4,402 3/9/14 Base vs. Pittsburgh $2,481 3/11/14 Base vs. George Mason $588

3/12/14 Base vs. Gardner-Webb $173

3/19/14 Base vs. West Virginia $180

3/21/14 Base vs. Georgia Tech $1,503

3/22/14 Base vs. Georgia Tech (DH) $4,915 3/26/14 Base vs. Winthrop $133 4/1/14 Base vs. UNC-Wilmington $1,001 4/8/14 Base vs. NC A&T $143 4/9/14 Base vs. Coastal Carolina $588 4/11/14 Base vs. Wake Forest $2,127 4/12/14 Base vs. Wake Forest $3,548 4/13/14 Base vs. Wake Forest $3,050 4/16/14 Base vs. Elon $1,454 4/23/14 Base vs. Liberty $722 4/25/14 Base vs. Virginia Tech $1,516 4/26/14 Base vs. Virginia Tech $3,306 4/27/14 Base vs. Virginia Tech $3,238.50 4/29/14 Base vs. East Carolina $144 5/6/14 Base vs. Campbell $703 5/9/14 Base vs. Florida State $2,252 5/10/14 Base vs. Florida State $3,753 5/11/14 Base vs. Florida State $3,006

2015

Date Event Gross Sales 2/13/15 Base vs. Seton Hall $838 2/14/15 Base vs. Seton Hall (DH) $1,883 3/4/15 Base vs VCU $477 3/6/15 Base vs. Duke $457 3/7/15 Base vs. Duke $2,983 3/8/15 Base vs. Duke $4,152 3/11/15 Base vs. Gardner-Webb $251 3/17/15 Base vs. Davidson $465 3/24/15 Base vs. Appalachian State $562 3/27/15 Base vs. Miami $2,549 3/28/15 Base vs. Miami $2,421

3/29/15 Base vs. Miami $2,760

4/7/15 Base vs. Coastal Carolina $926

4/8/15 Base vs. Liberty $1,077

4/10/15 Base vs. NC State $2,173 4/11/15 Base vs. NC State $2,551 4/12/15 Base vs. NC State $2,929 4/14/15 Base vs. High Point $333 4/21/15 Base vs. Campbell $1,193 4/24/15 Base vs. Boston College $1,815 4/25/15 Base vs. Boston College $1,005 4/26/15 Base vs. Boston College $1,455 4/28/15 Base vs. UNC-Greensboro $661 5/5/15 Base vs. UNC-Asheville $221 5/6/15 Base vs. Elon $854 5/12/15 Base vs. UNC-Wilmington $372 5/14/15 Base vs. Virginia $718 5/15/15 Base vs. Virginia $2,113 5/16/15 Base vs. Virginia $4,515

2016

Date Event Gross Sales 2/26/16 Base vs. Oklahoma State n/a 2/27/16 Base vs. Oklahoma State n/a 2/28/16 Base vs. Oklahoma State $5,173 3/2/16 Base vs. Winthrop $303 3/4/16 Base vs. Fairfield $248 3/5/16 Base vs. Fairfield $1,508 3/6/16 Base vs. Fairfield $1,232 3/8/16 Base vs. Gardner-Webb $364 3/11/16 Base vs. Pitt $964 3/12/16 Base vs. Pitt $779 3/13/16 Base vs. Pitt $3,578

3/16/16 Base vs. Elon $1,025

3/22/16 Base vs. Western Carolina $2,185

3/24/16 Base vs. Georgia Tech $3,021

3/25/16 Base vs. Georgia Tech $2,585 3/26/16 Base vs. Georgia Tech $1,764 3/29/16 Base vs. Davidson $2,092 4/5/16 Base vs. High Point $90 4/6/16 Base vs. UNCA $188 4/8/16 Base vs. Virginia Tech $963 4/9/16 Base vs. Virginia Tech $1,478 4/10/16 Base vs. Virginia Tech $1,963 4/19/16 Base vs. Coastal Carolina $277 4/20/16 Base vs. William & Mary $761 4/26/16 Base vs. UNCW $449 4/27/16 Base vs. Campbell $128

2017

Date Event Gross Sales 2/17/17 Base vs. Kentucky $2,029 2/18/17 Base vs. Kentucky $2,544 2/19/17 Base vs. Kentucky $3,841 2/22/17 Base vs. Gardner-Webb $738 2/24/17 Base vs. Radford $879 2/25/17 Base vs. Radford $1,684 2/26/17 Base vs. Radford $744 2/28/17 Base vs. Winthrop $241 3/1/17 Base vs. St. John’s $441 3/3/17 Base vs. Long Beach State $427 3/4/17 Base vs. Long Beach State $1,997

3/5/17 Base vs. Long Beach State $1,624

3/7/17 Base vs. VCU $295

3/10/17 Base vs. Virginia $901

3/11/17 Base vs. Virginia $1,096 3/12/17 Base vs. Virginia $874 3/14/17 Base vs. Maryland $654 3/24/17 Base vs. Miami $1,270 3/25/17 Base vs. Miami $4,184 3/26/17 Base vs. Miami $1,918 3/28/17 Base vs. Coastal Carolina $2,395 4/4/17 Base vs. East Carolina $2,653 4/14/17 Base vs. NC State $4,732 4/15/17 Base vs. NC State $5,529 4/16/17 Base vs. NC State $3,002 4/18/17 Base vs. Liberty $1,067 4/25/17 Base vs. Elon $261 4/26/17 Base vs. Campbell $918 4/28/17 Base vs. Clemson $2,492 4/29/17 Base vs. Clemson $3,969 4/30/17 Base vs. Clemson $3,506 5/2/17 Base vs. Richmond $625 5/9/17 Base vs. Davidson $642 5/10/17 Base vs. UNCA $887 5/16/17 Base vs. UNCW $592 5/18/17 Base vs. Duke $1,062 5/19/17 Base vs. Duke $2,344 5/20/17 Base vs. Duke $3,488

Women’s Basketball

2012-2013

Date Event Gross Sales 10/28/12 WBB vs. Carson-Newman $109 11/1/12 WBB vs. Wingate $112 11/9/12 WBB vs. Davidson $301 11/11/12 WBB vs. Duquesne $235 11/14/12 WBB vs. Georgetown $13 11/24/12 WBB vs. La Salle $133 11/25/12 WBB vs. UNC Asheville $319 11/28/12 WBB vs. Ohio State $176 12/5/12 WBB vs. Radford $125 12/12/12 WBB vs. NC Central $373 12/28/12 WBB vs. ETSU $594

1/3/13 WBB vs. Maryland $80

1/6/13 WBB vs. Virginia Tech $563

1/13/13 WBB vs. Georgia Tech $620

1/17/13 WBB vs. Virginia $58 1/31/13 WBB vs. Florida State $119 2/3/13 WBB vs. Duke $1,729 2/14/13 WBB vs. Wake $176 2/24/13 WBB vs. NC State $1,772 2/28/13 WBB vs. Boston College $289

2013-2014

Date Event Gross Sales 10/30/13 WBB vs. Carson Newman $55 11/5/13 WBB vs. Wingate $128 11/8/13 WBB vs. Air Force $652 11/11/13 WBB vs. Tennessee $546 11/21/13 WBB vs. Coastal Carolina $269 11/24/13 WBB vs. Coppin State $222 12/4/13 WBB vs. Nebraska $69 12/14/13 WBB vs. Charleston Southern $526 12/21/13 WBB vs. High Point $325 1/2/14 WBB vs. James Madison $355 1/5/14 WBB vs. Maryland $1,076

1/9/14 WBB vs. NC State $403

1/16/14 WBB vs. Clemson $753

1/30/14 WBB vs. Syracuse $210

2/2/14 WBB vs. Miami $1,501 2/13/14 WBB vs. Pittsburgh n/a 2/23/14 WBB vs. Virginia Tech $1,773 3/2/14 WBB vs. Duke $1,931 34

2014-2015

Date Event Gross Sales 11/5/14 WBB vs. Carson-Newman $288 11/10/14 WBB vs. Wingate $114 11/14/14 WBB vs. Howard $1,293 11/16/14 WBB vs. UCLA $649 11/19/14 WBB vs. Oklahoma State $313 12/14/14 WBB vs. Appalachian State $893 12/16/14 WBB vs. Oregon State $307 12/30/14 WBB vs. Albany $480 1/2/15 WBB vs. East Tennessee State $955 1/4/15 WBB vs. NC State $1,415 1/11/15 WBB vs. Georgia Tech $767

1/15/15 WBB vs. Notre Dame $401

1/25/15 WBB vs. Duke $2,139

2/1/15 WBB vs. Boston College $1,423

2/12/15 WBB vs. Florida State $446 2/19/15 WBB vs. Wake Forest $695 2/26/15 WBB vs. Virginia n/a

2015-2016

Date Event Gross Sales 11/4/15 WBB vs. Wingate n/a 11/9/15 WBB vs. Mount Olive n/a 11/13/15 WBB vs. Gardner-Webb $243 11/15/15 WBB vs. Oregon $419 11/17/15 WBB vs. Florida A&M $90 11/20/15 WBB HOF Tournament $88 11/21/15 WBB HOF Tournament $160 11/22/15 WBB HOF Tournament $432 11/25/15 WBB vs. Pacific $246 12/2/15 WBB vs. Northwestern $216 12/12/15 WBB vs. App State $369

12/16/15 WBB vs. USC-Upstate $175

12/29/15 WBB vs. New Hampshire $124

12/31/15 WBB vs. Maine $808

1/3/16 WBB vs. Clemson $421 1/7/16 WBB vs. Syracuse $204 1/17/16 WBB vs. Miami 4357 2/4/16 WBB vs. Louisville $963 2/11/16 WBB vs. Virginia Tech $597 2/18/16 WBB vs. Pitt $550 2/21/16 WBB vs. NC State $2,274 2/28/16 WBB vs. Duke $1,891

2016-2017

Date Event Gross Sales 11/2/16 WBB vs. Carson-Newman n/a 11/7/16 WBB vs. Elizabeth City State $140 11/11/16 WBB vs. Alabama State $405 11/17/16 WBB vs. Alabama A&M $197 11/20/16 WBB vs. Bucknell $156 11/22/16 WBB vs. Charleston Southern $136 12/4/16 WBB vs. Elon $611 12/7/16 WBB vs. Marshall $175 12/28/16 WBB vs. Coppin State $187 12/30/16 WBB vs. South Carolina State $808 1/5/17 WBB vs. Florida State $59

1/19/17 WBB vs. Wake Forest $255

1/22/17 WBB vs. Notre Dame $1,171

1/29/17 WBB vs. NC State $1,540

2/9/17 WBB vs. Boston College $187 2/16/17 WBB vs. Georgia Tech $262 2/26/17 WBB vs. Duke $2,421

Volleyball

2012-2013

Date Event Gross Sales 9/7/12 VB vs. LSU $192 9/21/12 VB vs. Wake Forest $80 9/23/12 VB vs. Duke $992 9/26/12 VB vs. Clemson $0 9/30/12 VB vs. Georgia Tech $259 10/19/12 VB vs. Maryland $111 10/20/12 VB vs. Boston College $159 11/2/12 VB vs. Miami $338 11/3/12 VB vs. Florida State $765 11/16/12 VB vs. Virginia Tech $282 11/17/12 VB vs. Virginia $277

11/21/12 VB vs. NC State $0

2013-2014

Date Event Gross Sales 9/13/13 VB vs. George Washington $0 9/14/13 VB vs. James Madison/Albany $0 9/20/13 VB vs. Illinois $223 9/21/13 VB vs. Indiana $0 9/25/13 VB vs. NC State $33 9/27/13 VB vs. Notre Dame $0 10/11/13 VB vs. Duke $1,756.89 10/12/13 VB vs. Wake Forest $0 10/27/13 VB vs. Pittsburgh $0 11/10/13 VB vs. Georgia Tech n/a 11/15/13 VB vs. Virginia Tech n/a

11/16/13 VB vs. Virginia n/a

2014-2015

Date Event Gross Sales 9/12/14 VB vs. Kentucky $501 9/13/14 VB vs. Georgia Southern/VCU n/a 9/19/14 VB vs. Oklahoma $289 9/20/14 VB vs. West Virginia n/a 9/28/14 VB vs. Syracuse n/a 10/10/14 VB vs. Virginia n/a 10/24/14 VB vs. Boston College n/a 10/31/14 VB vs. Miami n/a 11/9/14 VB vs. Virginia Tech n/a

11/26/14 VB vs. Duke $1,619 11/28/14 VB vs. Wake Forest n/a

2015-16

Date Event Gross Sales 9/7/15 VB vs. Italy Junior National Team n/a 9/10/15 VB vs. Stanford $195 9/11/15 VB vs. UNC Wilmington n/a 9/18/15 VB vs. Michigan State $394 9/19/15 VB vs. Michigan n/a 10/2/15 VB vs. Duke $1,081 10/3/15 VB vs. Wake Forest n/a 10/9/15 VB vs. Virginia n/a 10/16/15 VB vs. Florida State $774 10/18/15 VB vs. Miami n/a 10/30/15 VB vs. Louisville $273

11/1/15 VB vs. Notre Dame $572

11/13/15 VB vs. Pitt $568

11/14/15 VB vs. Virginia Tech n/a

11/18/15 VB vs. NC State $336

2016-17

Date Event Gross Sales 9/3/16 VB vs. TCU n/a 9/9/16 VB vs. Wisconsin $921 9/10/16 VB vs. Minnesota $866 10/7/16 VB vs. Florida State $495 10/9/16 VB vs. Miami $728 10/21/16 VB vs. Boston College $345 10/23/16 VB vs. Syracuse n/a 11/11/16 VB vs. Clemson $760 11/12/16 VB vs. Georgia Tech $607 11/16/16 VB vs. NC State $379 11/18/16 VB vs. Virginia $544

11/23/16 VB vs. Duke n/a

11/26/16 VB vs. Wake Forest n/a

Field Hockey

2012-2013

Date Event Gross Sales 9/14/12 FH vs. Old Dominion $152 9/23/12 FH vs. Stanford n/a 9/29/12 FH vs. Wake Forest $0 9/30/12 FH vs. VCU $0 10/13/12 FH vs. Virginia $366 10/28/12 FH vs. Radford $167

2013-2014

Date Event Gross Sales 9/13/13 FH vs. Old Dominion $0 9/15/13 FH vs. Radford $0 9/27/13 FH vs. Duke $291 10/5/13 FH vs. Maryland $277 10/6/13 FH vs. California $0 10/19/13 FH vs. Boston College $249.99 10/20/13 FH vs. Davidson $0 10/23/13 FH vs. Longwood $0

2014-2015

Date Event Gross Sales 8/30/14 FH vs. Michigan n/a 8/31/14 FH vs. Iowa n/a 9/12/14 FH vs. Syracuse $112 10/3/14 FH vs. Virginia n/a 10/12/14 FH vs. VCU $41 10/25/14 FH vs. Wake Forest n/a 10/26/14 FH vs. Pacific n/a

2015-16

Date Event Gross Sales 9/18/15 FH vs. Louisville n/a 9/20/15 FH vs. Miami (Ohio) n/a 9/26/15 FH vs. Boston College n/a 10/9/15 FH vs. Longwood n/a 10/16/15 FH vs. Duke n/a 10/29/15 FH vs. Liberty n/a 11/1/15 FH vs. Old Dominion n/a

Men’s Soccer

2012-2013

Date Event Gross Sales 8/25/12 MSOC vs. Gardner-Webb $644 8/31/12 MSOC vs. West Virginia $313 9/2/12 MSOC vs. Boston University $385 9/8/12 MSOC vs. Virginia Tech $198 9/14/12 MSOC vs. Wake Forest $416 9/21/12 MSOC vs. Virginia $543 9/25/12 MSOC vs. Wofford $91 10/2/12 MSOC vs. Georgia Southern $26 10/9/12 MSOC vs. Davidson $168 10/23/12 MSOC vs. Campbell $87

2013-2014

Date Event Gross Sales 8/30/13 MSOC vs. Monmouth $202 9/2/13 MSOC vs. Coastal Carolina $0 9/13/13 MSOC vs. Maryland $989 9/24/13 MSOC vs. William & Mary $65 10/4/13 MSOC vs. Duke $851 10/8/13 MSOC vs. Clemson $9 10/18/13 MSOC vs. Syracuse $436 10/22/13 MSOC vs. UNC Wilmington $55 11/5/13 MSOC vs. Georgia State $206 11/8/13 MSOC vs. NC State $785

2014-2015

Date Event Gross Sales 8/29/14 MSOC vs. California $301 8/31/14 MSOC vs. UCLA $306 9/12/14 MSOC vs. Pittsburgh $567 10/3/14 MSOC vs. Clemson (DH w/WSOC) $287 10/7/14 MSOC vs. Campbell $3 10/10/14 MSOC vs. Virginia Tech $139 10/14/14 MSOC vs. Georgia State n/a

10/28/14 MSOC vs. Georgia Southern $108

11/1/14 MSOC vs. Virginia $87

2015-2016

Date Event Gross Sales 8/28/15 MSOC vs. Florida International $361 8/30/15 MSOC vs. Santa Clara $241 9/4/15 MSOC vs. William & Mary $169 9/6/15 MSOC vs. Tulsa $157 9/18/15 MSOC vs. Notre Dame $521 9/21/15 MSOC vs. North Florida $138 9/26/15 MSOC vs. Duke n/a 10/5/15 MSOC vs. UNC Wilmington $32

10/10/15 MSOC vs. Syracuse $33

10/13/15 MSOC vs. College of Charleston n/a

10/23/15 MSOC vs. Louisville $124 10/27/15 MSOC vs. Northeastern n/a

2016-2017

Date Event Gross Sales 8/26/16 MSOC vs. Cal Poly $583 8/28/16 MSOC vs. Saint Louis $287 9/16/16 MSOC vs. Pitt $1,599 9/23/16 MSOC vs. Boston College $402 10/4/16 MSOC vs. UNCW $54 10/22/16 MSOC vs. Va. Tech $247

Women’s Soccer

2012-2013

Date Event Gross Sales 8/24/12 WSOC vs. Florida $712 8/26/12 WSOC vs. University of Montreal $478 9/20/12 WSOC vs. Virginia Tech $46 9/27/12 WSOC vs. Florida State $112 9/30/12 WSOC vs. Miami $1,124 10/4/12 WSOC vs. Boston College $207 10/21/12 WSOC vs. Wake Forest $1,495

2013-2014

Date Event Gross Sales 8/30/13 WSOC vs. New Mexico $648 9/1/13 WSOC vs. Kennesaw State $898 9/15/13 WSOC vs. Notre Dame $1,668 10/6/13 WSOC vs. Maryland $1,725 10/10/13 WSOC vs. NC State $0 10/17/13 WSOC vs. Syracuse $0 10/20/13 WSOC vs. Virginia $1,732 10/24/13 WSOC vs. Clemson $647 10/31/13 WSOC vs. Duke $238

2014-2015

Date Event Gross Sales 8/15/14 WSOC vs. Missouri (Exhibition) n/a 8/22/14 WSOC vs. Stanford $693 8/24/14 WSOC vs. Ohio State $601 10/3/14 WSOC vs. Virginia Tech (DH w/MSOC) $333 10/9/14 WSOC vs. Wake Forest n/a 10/12/14 WSOC vs. Pittsburgh n/a 10/23/14 WSOC vs. Florida State $795 10/26/14 WSOC vs. Miami $1,035

2015-16

Date Event Gross Sales 8/21/15 WSOC vs. Weber State (Carolina Classic) $354 8/23/15 WSOC vs. Fresno State (Carolina Classic) $423 9/13/15 WSOC vs. UCLA $1,131 9/24/15 WSOC vs. Syracuse n/a 10/16/15 WSOC vs. Duke $856 10/22/15 WSOC vs. Notre Dame $339 10/25/15 WSOC vs. Clemson $925

2016-17

Date Event Gross Sales 8/19/16 WSOC vs. UCF $613 8/21/16 WSOC vs. Charlotte $818 10/6/16 WSOC vs. Miami $186 10/9/16 WSOC vs. Wake Forest $470 10/27/16 WSOC vs. Florida State $431

Men’s Lacrosse

2013

Date Event Gross Sales 2/8/13 MLAX vs. Air Force $413 2/23/13 MLAX vs. Fairfield $257 3/9/13 MLAX vs. Princeton (DH w/WLAX) $2,792 3/13/13 MLAX vs. Duke $413 3/18/13 MLAX vs. Dartmouth $89 3/27/13 MLAX vs. Brown $876 3/30/13 MLAX vs, Johns Hopkins (Kenan Stadium) $3,508 4/20/13 MLAX vs. High Point $799

2014

Date Event Gross Sales 2/16/14 MLAX vs. Manhattan n/a 2/22/14 MLAX vs. Dartmouth n/a 3/1/14 MLAX vs. Notre Dame $1,181 3/11/14 MLAX vs. Bucknell n/a 3/22/14 MLAX vs. Maryland (Kenan) $4,745 4/5/14 MLAX vs. Virginia (DH w/WLAX) $3,655

2015

Date Event Gross Sales 2/7/15 MLAX vs. Furman $642 2/10/15 MLAX vs. High Point n/a 2/14/15 MLAX vs. Massachusetts $519 2/21/15 MLAX vs. Johns Hopkins n/a 2/27/15 MLAX vs. Denver n/a 3/7/15 MLAX vs. Manhattan $838 3/10/15 MLAX vs. Bryant n/a

3/17/15 MLAX vs. Harvard $580

3/29/15 MLAX vs. Duke $2,770

4/11/15 MLAX vs. Syracuse $2,721

2016

Date Event Gross Sales 2/6/16 MLAX vs. Michigan $468 2/13/16 MLAX vs. Furman $669 3/5/16 MLAX vs. Denver $1,362 3/19/16 MLAX vs. Richmond $1,064

4/10/16 MLAX vs. Virginia $2,464 4/23/16 MLAX vs. Notre Dame $3,417

2017

Date Event Gross Sales 2/18/17 MLAX vs. Lehigh $2,628 2/25/17 MLAX vs. Johns Hopkins $2,202 3/11/17 MLAX vs. Hofstra $468 3/25/17 MLAX vs. Maryland $2,482 4/2/17 MLAX vs. Duke $4,507 4/15/17 MLAX vs. Syracuse $2,357

Women’s Lacrosse

2013

Date Event Gross Sales 2/9/13 WLAX vs. Florida $302 2/15/13 WLAX vs. Towson $0 2/1713 WLAX vs. Richmond $210 2/22/13 WLAX vs. Northwestern $0 3/9/13 WLAX vs. Virginia (DH w/ MLAX) $453 3/16/13 WLAX vs. Georgetown $60 3/20/13 WLAX vs. Cornell $0 3/23/13 WLAX vs. Boston College $180

4/12/13 WLAX vs. Jacksonville $0

2014

Date Event Gross Sales 2/15/14 WLAX vs. Boston University n/a 2/19/14 WLAX vs. Canisius n/a 2/22/14 WLAX vs. Vanderbilt (DH w/MLAX) n/a 2/27/14 WLAX vs. Notre Dame n/a 3/2/14 WLAX vs. Penn n/a 3/12/14 WLAX vs. Elon n/a 3/15/14 WLAX vs. Georgetown $740

3/26/14 WLAX vs. Virginia Tech n/a

4/5/14 WLAX vs. Maryland (DH w/MLAX) $3,655

4/16/14 WLAX vs. Duke $718

4/19/14 WLAX vs. Towson n/a

2015

Date Event Gross Sales 2/1/15 WLAX vs. James Madison n/a 2/13/15 WLAX vs. High Point n/a 2/28/15 WLAX vs. Northwestern n/a 3/1/15 WLAX vs. Elon n/a 3/7/15 WLAX vs. Virginia $543 3/21/15 WLAX vs. Boston College $217

2016

Date Event Gross Sales 2/14/16 WLAX vs. San Diego State n/a 2/20/16 WLAX vs. Florida $593 2/27/16 WLAX vs. Maryland n/a 3/6/16 WLAX vs. Albany n/a 3/30/16 WLAX vs. Virginia Tech n/a 4/9/16 WLAX vs. Louisville n/a 4/23/16 WLAX vs. Duke n/a

2017

Date Event Gross Sales 2/17/17 WLAX vs. High Point $352 3/11/17 WLAX vs. Virgina $790 3/19/17 WLAX vs. Northwester $840 3/25/17 WLAX vs. Boston Collee $714 4/15/17 WLAX vs. Syracuse $1,509

EXHIBIT B: MAP SHOWING LOCATION OF PRE PROPOSAL CONFERENCE