REQUEST FOR PROPOSAL

VENUE MANAGEMENT
THE HUGH MORTON AMPHITHEATER

RFP No.: S12-1019

November 19 2019

Mr. Daryle L. Parker

Purchasing Manager
City of Wilmington
305 Chestnut St. 5th Floor
Wilmington, NC 28401

Dear Mr. Daryle L. Parker,

It is with great pleasure that Live Nation submits the enclosed response to the Request for Proposal for venue management
of The Hugh Morton Amphitheater. We believe that we are the best qualified company to handle all aspects of this venue
including concert promotion and scheduling, marketing, and ticketing, to maximize show count and attendance with world
class artists. In addition, we believe we are the most experienced venue manager to create the best culinary plan for our
guests, while providing excellent production and operational services, in a safe, clean and friendly environment.

As the industry leader in live entertainment and venue management, Live Nation is uniquely qualified to not only program,
produce and promote events, but also to manage venues in a way that consistently maximizes our audience, and provides
the best experiences for the guests and artists alike. We are excited about our existing partnership with the City of Wilmington
on the future concert venue at North Waterfront Park and believe this partnership best positions Live Nation to utilize our
resources in the market to provide a streamlined service between both venues. Having a booking team, general manager,
box office manager, marketing manager, and operational support already dedicated to our operation in Wilmington gives Live
Nation the opportunity to provide the best possible experience at the Hugh Morton Amphitheater to the City of Wilmington
and the hundreds of thousands of guests who will attend a show at this great venue. This team is in addition to our regional
offices throughout the Carolinas in Raleigh, Charlotte, and Columbia.

Live Nation has worked closely with Beau Gunn Presents to book, produce, and promote over forty concerts during the 2019
concert season. We have secured a wide variety of national and regional headliners across many genres to bring the best
music to the loyal fans of Wilmington. We would be honored to receive the responsibility of managing The Hugh Morton
Amphitheater, having a first-hand understanding of the truly unique, and one-of-a-kind nature, of this intimate venue. We
currently program into five “boutique” amphitheaters in the Carolinas and believe The Hugh Morton Amphitheater would
perfectly complement our venue portfolio in the region.

Thank you for the opportunity to submit our proposal. We look forward to working more closely with The City of Wilmington
and growing Wilmington as a national entertainment destination.

Below summarizes our response to the Request for Proposal, highlighting our experience and capabilities to satisfy the
requirements and objectives of the City of Wilmington and The Hugh Morton Amphitheater. This proposal shall remain valid for
a period of 90 calendar days from the date of submittal.

Sincerely,

Grant Lyman, President – Live Nation Carolinas

1000 NC Music Factory Blvd., Suite C2
Charlotte, NC 28206
Office: 704-887-6545
Cell: 980-475-3652
E-Mail: grantlyman@livenation.com
 B
BUSINESS PLAN

“You couldn’t find a partnership more suited for the job at the Greenfield
Lake Amphitheater than Beau Gunn and Live Nation” - Michael Franti
B. BUSINESS PLAN
EXPERIENCE MANAGING SIMILAR VENUES

Our team has the experience, and is uniquely qualified, to manage The Hugh Morton Amphitheater.
Live Nation owns, operates and/or programs over 200 venues throughout the world, including over 50
amphitheaters in North America.

LIVE NATION BOUTIQUE AMPHTITHEATERS, CLUBS, & THEATERS

CANADA MINNESOTA MICHIGAN NEW YORK/NEW JERSEY NEW ENGLAND/DELAWARE
VANCOUVER, BC MINNEAPOLIS DETROIT NEW YORK BOSTON
Commodore Ballroom 995 The Fillmore Minneapolis(Est. 2020) 2,050 The Fillmore Detroit 2,749 Ford Amphitheater at Coney Island 5,000 Rockland Trust Bank Pavilion 5,200
The Varsity 950 St. Andrew’s Hall 1,000 Theatre at Westbury 2,800 The Orpheum Theatre 2,762
The Shelter 400 Irving Plaza 1,080 House of Blues Boston 2,425
GRAND RAPIDS Gramercy Theatre 650 Boston Opera House 2,642
20 Monroe Live 2,540 NEW JERSEY The Paradise Rock Club 933
WASHINGTON
The Stone Pony Summer Stage 4,000 Brighton Music Hall 500
SEATTLE WALLINGFORD
Chasteau Ste. Michelle Winery 4,300 Toyota Presents Oakdale Theatre 4,560
The Neptune Theater 900 WILMINGTON
The Queen Theatre 2,000
The Dome 950
NORTHERN CA GILFORD
SACRAMENTO Bank of New Hampshire Pavilion 7,596
Ace of Spades 1,000
Punch Line Sacramento 300 PENNSYLVANIA/WASHINGTON DC
SAN FRANCISCO PHILADELPHIA
Punch Line San Francisco 300 River Stage at Great Plaza 3,500
Cobb’s Comedy Club 300 The Fillmore Philadelphia 2,600
The Fillmore 1,200 Foundry 450
The Masonic 3,300 Tower Theater 3,000
Theatre of the Living Arts 1,050
Punch Line Philadelphia 300
WASHINGTON DC
Warner Theatre 1,847
SOUTHERN CA
The Fillmore Silver Spring 2,000
LOS ANGELES
Hollywood Palladium 3,700 OHIO/INDIANA/ILLINOIS/WISCONSIN
The Wiltern 2,300 CLEVELAND
ANAHEIM Jacobs Pavilion at Nautica 5,000
House of Blues Anaheim 1,900 House of Blues Cleveland 1,300
The Parish 325 Cambridge Room 300
SAN DIEGO Masonic Cleveland 2,000
House of Blues San Diego 1,100 CINCINNATI
Voodoo Room 250 PNC Pavilion 4,000
El Cajon 1,100 Bogart’s 1,450
Magnolia PAC 1,200 INDIANAPOLIS
Rockwell 2,500 Farm Bureau Insurance Lawn at White River State Park 7,500
The Grand 850 Murat Theatre 2,500
Vertigo 500
RIVERSIDE Egyptian Room 2,000
Fox Performing Arts Center 1,500 Deluxe 850
Riverside Municipal Auditorium 1,900 TEXAS/LOUISIANA CHICAGO
DALLAS Huntington Bank Pavilion at Northerly Island 30,000
House of Blues Dallas 1,625 House of Blues Chicago 4,500
Cambridge Room 400 Byline Bank Aragon Ballroom 1,250
COLORADO/NEVADA/ARIZONA/UTAH HOUSTON GEORGIA/FLORIDA/TENNESSEE MADISON
DENVER House of Blues Houston 1,725 ATLANTA The Orpheum Theater 2,000
The Fillmore Auditorium 3,600 Bronze Peacock 300 Cadence Bank Amphitheatre at Chastain Park 6,400 KENTUCKY/N. CAROLINA/S. CAROLINA
Summit 1,311 Revention Music Center 3,464 Wolf Creek Amphitheater 5,420
Marquis Theater 450 IRVING The Roxy 3,792 LOUISVILLE
Moon Room 300 The Pavilion at Toyota Music Factory 8,000 The Tabernacle 2,562 The Louisville Palace 2,700
LAS VEGAS SAN ANTONIO Buckhead Theatre 1,450 Mercury Ballroom 950
House of Blues Las Vegas 1,800 The Aztec Theatre 1,645 ORLANDO CHARLOTTE
PHOENIX NEW ORLEANS House of Blues Orlando 1,958 Charlotte Metro Credit Union Amphitheatre 5,000
Comerica Theatre 4,904 Bold Sphere Music at Champions Square 6,500 MIAMI The Fillmore Charlotte 1,900
The Van Buren 1,700 House of Blues New Orleans 850 Bayfront Park Amphitheater 10,000 Underground 800
SALT LAKE CITY The Parish 370 The Fillmore Miami Beach at the Jackie Gleason Theater 2,713 GREENSBORO
The Depot 1,200 The Fillmore 2,000 NASHVILLE Piedmont Hall 2,000
Ascend Amphitheater 6,800 MYRTLE BEACH
House of Blues Myrtle Beach 2,067
RALEIGH
The Red Hat Amphitheater 5,990
The Ritz 1,974

RFP No.: S12-1019 Venue Management B. BUSINESS PLAN 4

BACKGROUND AND HISTORY

Live Nation is the largest producer of live music concerts in the world, connecting nearly 93 million
fans to 35,000 events for over 4,000 artists in 2019. Live Nation’s global network is the world’s largest
music marketing network for corporate brands and includes one of the top 5 e-commerce websites.
Live Nation’s primary business activities include producing concerts, operating entertainment venues,
providing an industry-leading ticketing platform, managing over 400 artists and creating national and
local sponsorship and advertising partnerships with over 1,000 corporate partners. The company
operates through the major segments of Concerts, Ticketing, Artist Nation and Media and Sponsorship.

The North American Concerts Division, an operating division of the concerts segment, is the driving
force behind all amphitheater development/operations and is responsible for all areas of execution
within these facilities. This scale and breadth of expertise ensures that Live Nation is well-positioned for
our continued success in the live entertainment industry and to manage and operate The Hugh Morton
Amphitheater. Live Nation owns, operates, leases and or exclusively books over 200 entertainment
venues across the world, including over 50 amphitheaters in the United States. Live Nation’s venues
are always at the cutting edge of industry trends and are leaders in developing and setting industry
standards and best practices in the areas of event management, production, financial management,
ticketing, sales, VIP experiences, marketing, food and beverage operations, maintenance and capital
management. Live Nation’s expertise in venue operations produces well-run events, first-class customer
service, significant operational efficiencies and profit maximization, all of which would benefit The
Hugh Morton Amphitheater.

DARK STAR ORCHESTRA

April 14, 2019

93M 35,000 4,000

FANS EVENTS ARTISTS
RFP No.: S12-1019 Venue Management B. BUSINESS PLAN 5
KEY PERSONNEL

GRANT LYMAN
16 years in the music business
President - Carolinas, Live Nation
Grant started his career at Live Nation in the Detroit office after graduating from Michigan State University.
In the spring of 2009, he relocated to Charlotte to help open The Fillmore Charlotte and Charlotte Metro
Credit Union Amphitheater, new venues with which he was charged with booking. Today, Grant oversees
the day-to-day business of our US Concerts division in North and South Carolina, including its arena and
amphitheater portfolio. He is very proud to be part of the team that will be booking and managing the
amphitheater at North Waterfront Park in Wilmington when it opens in 2021. Grant is a proud father of two.

WILSON HOWARD
50 years in the music business
Chief Operating Officer - DC, VA, MD & Carolinas, Live Nation
Wilson Howard has been with Live Nation and the company’s predecessors for more than four decades.
Wilson held senior roles with Beach Club Promotions and Cellar Door Concerts before heading Live
Nation’s business in the mid-Atlantic region starting in 2006. Howard was instrumental in the opening
and success of an assortment of Live Nation venues including Coastal Credit Union Park at Walnut Creek
(Raleigh, NC), Veterans United Home Loans Amphitheater (Virginia Beach, VA), Jiffy Lube Live (Bristow,
VA), MIDFLORIDA Credit Union Amphitheatre (Tampa, FL), Coral Sky Amphitheatre (West Palm Beach, FL),
The Red Hat Amphitheater (Raleigh, NC) and many more.

MATT ROGERS
25 years in the music business
Senior Vice President of Operations - Live Nation
Matt oversees Live Nation venues in Virginia Beach, Raleigh, Charlotte, and Baltimore. Matt also serves
as the General Manager of the 22,5000 seat Jiffy Lube Live amphitheater located in Bristow, VA. Matt has
been in the facility management business for over 20 years. During his career, he has been involved on
the development and operations team of the following properties: Susquehanna Bank Center in Camden,
NJ, The Fillmore Charlotte and Charlotte Metro Credit Union Amphitheatre in Charlotte, NC, Red Hat
Amphitheater in Raleigh, NC and most recently Pier 6 Pavilion in Baltimore, MD.

BEAU GUNN
16 years in the music business
3rd Party Consultant - Beau Gunn Presents, Wilmington, NC
Beau received his degree in Communications Studies in 2004 from UNCW and upon graduation started
to program WUIN-FM The Penguin, becoming the youngest Triple A radio programmer in the country. In
2008 he launched Beau Gunn Presents, the area’s premier concert production company. In the fall of
2016, he partnered with Live Nation, and together they have produced over 90% of the concerts at the
Hugh Morton Amphitheater in recent years. Above all else, his proudest accomplishment is being a dad.

RFP No.: S12-1019 Venue Management B. BUSINESS PLAN 6

JORDAN BENGHIAT
4 years in the music business
Talent Buyer - Live Nation
After graduating from Central Michigan University, Jordan found his way to Charlotte where he is a talent
buyer for our US Concerts division. In his short tenure with the company, Jordan has had a direct hand in
booking over 100 shows throughout the Carolinas, with a focus on our boutique amphitheater and theater
portfolio. For the last two years, Jordan has also had significant involvement in booking and producing
shows along-side Beau Gunn at The Hugh Morton Amphitheater.

JARED STONE
25 years in the music business
General Manager - Live Nation
Jared oversees the day to day operations of the Charlotte Metro Credit Union Amphitheatre in and is also
responsible for the future amphitheater at North Waterfront Park. Jared joined the US Concerts division
of Live Nation after serving as the Director of Operations for Ticketstoday, a Ticketmaster subsidiary.
While at Ticketstoday, Jared oversaw the festival, venue, and artist ticketing operations which included
Bonnaroo, Faster Horses, Ultra Music Festival, Dave Matthews Band, Phish, Sprint Pavilion and more.
Jared is currently a resident of Wilmington. He is also a United States Marine Corps combat veteran and
an active member of the Winter Park Optimist Club.

KIM SHIVER
Vice President - Marketing, Live Nation 27 years in the music business
With almost 30 years of experience in the entertainment business, Kim has seen music go through vast
changes and understands the need to change marketing tactics to best hit target audiences from event
to event. She has led the marketing for the opening of The Fillmore Charlotte, amphitheaters in West Palm
Beach, Charlotte and Raleigh, plus many venue name-in-title rebranding efforts. From promoting shows
as small as hundred-seat clubs to stadiums and multi-day festivals, with all genres of music, comedy, and
other live performance events, Kim has a vast knowledge of how to reach fans in economically creative
ways, using the tools that fit best for that particular event.

ROB MANLEY
40 years in the music business
Senior Production Manager – Live Nation
Rob started working in the music business close to 40 years ago while in high school in Virginia Beach
as a stagehand and eventually joined Cellar Door Concerts in 1985. He has produced thousands of
concerts in stadiums, arenas, amphitheaters, multi-day outdoor festivals, and clubs across the country,
and is viewed as an expert in his field. He was instrumental in the opening of Walnut Creek Amphitheater
in Raleigh, and aided in the design, build, and production of the Virginia Beach Amphitheatre in 1996.

RFP No.: S12-1019 Venue Management B. BUSINESS PLAN 7

PROGRAMMING AND BOOKING

Diversified and memorable programming is the heart and soul of any successful venue. Live Nation
has built a talent buying network that is unparalleled in its ability to book, produce and promote events
that consistently maximize our audiences and provide the highest utilization rates in the venues in
which we operate. This strategy has seamlessly carried over into the programming of The Hugh Morton
Amphitheater, as evidenced by the success we have had together in 2018 and 2019.

Our programming efforts will be built upon 6 distinct areas:

• Traditional booking of popular touring artists

• Creation of iconic and one of a kind concerts
• Festivals and perennial signature events
• Benefit concerts and charitable events
• Non-traditional programming
• Venue rentals

We enter this opportunity with a great baseline, as the Carolina’s largest producers of live events.

CHASE RICE RODRIGO Y GABRIELA DARK STAR ORCHESTRA

October 19 & 20, 2019 June 4, 2019 April 14, 2019

LAKE STREET DIVE TASH SULTANA STEEL PULSE

October 13, 2019 May 5, 2019 September 10, 2019

RFP No.: S12-1019 Venue Management B. BUSINESS PLAN 8

VENUE RENTALS AND AVAILABILITY
Live Nation believes that The Hugh Morton Amphitheater should be open for all qualified promoters
and event organizers. This facet of our overall booking efforts is designed to ensure we don’t miss
any complimentary programming opportunities. If awarded the contract to manage The Hugh Morton
Amphitheater, we will implement a venue rental plan targeting other potential users. The plan would
include how those proposed events fit within our budget, appropriate rental rates, calendar management
procedures, and a venue licensing agreement that ensures the tenant’s ability to produce a high quality
and complimentary event for the venue. Our proven systems of managing venue calendars will also
ensure clarity and proper communication with the City of Wilmington for their annual civic events to be
held at The Hugh Morton Amphitheater.

CALENDAR MANAGEMENT
In order to have a fair and organized way of booking and contracting events, Live Nation uses the
industry standard “hold” system in the calendar management of a venue. To maximize potential events
and organize various outside users that may be qualified in booking an event, our calendar management
system initially positions the users who “hold” the date in sequential order. Our system, additionally
requires an outside user’s capacity to fund a deposit.

RENTAL RATE SHEET

Live Nation will conduct a venue analysis to determine a rental rate sheet for the facility. Factors to
be taken into account include, facilities of similar size, capability, and market conditions. Venue rental
categories will include but are not limited to rent, variable event costs and overhead reimbursements.

RENTAL LICENSE AGREEMENT

A venue rental license agreement will be used by Live Nation to the potential licensee detailing both
financial components and responsibilities. This will include items such as license period, costs/fees,
payment schedules, insurance coverage and additional requirements that are applicable.

FINAL AUTHORITY ON RENTAL DECISIONS

Live Nation will maintain the right of first refusal on available dates in the management of the event
calendar for The Hugh Morton Amphitheater. Live Nation will retain the authority to determine eligible
outside renters of the venue based on the above described process and other factors to be potentially
established with the City of Wilmington.

RFP No.: S12-1019 Venue Management B. BUSINESS PLAN 9

CULINARY OPERATIONS
If awarded the contract to manage The Hugh Morton Amphitheater, Live Nation will evaluate the current
concessionaire’s operations, fan satisfaction towards concessions, and the existing financial terms of the
concession agreement. Live Nation would then consult with the City of Wilmington to determine whether
the existing operator is the best path forward for The Hugh Morton Amphitheater or if a Culinary RFP
should be issued. If it is determined that a new concessionaire would be the best option, Live Nation will
enter into a formal RFP process to solicit interested concessionaires and culinary experts, to bid on the
primary concession business. The evaluation criteria for this RFP would require prospective respondents
to demonstrate a plan to incorporate local restaurateurs and local, sustainable food choices as a part
of the culinary program. Our intention would be to subcontract concession services to a high quality,
nationally or locally recognized and qualified provider. As we do at all of our venues, we will demand
the highest standards in food and beverage product quality, diversification, customer service, employee
training and adherence to health and safety guidelines, as well as to responsible alcoholic beverage
service.

Furthermore, if awarded the contract, Live Nation would evaluate combining the concessionaire contracts
for the North Waterfront Park Amphitheater and The Hugh Morton Amphitheater to realize any operating
and financial efficiencies that would benefit all parties involved.

EXPERIENCE MANAGING CHALLENGES AND ISSUES

Live Nation has the vast experience, the highly defined skill sets and corporate responsibility and
accountability necessary to manage, operate, program and maintain The Hugh Morton Amphitheater. The
implementation of the Live Nation business plan will enable the success of The Hugh Morton Amphitheater
and provide an anchor for the park. This will help serve the recreational needs of the residents along with
providing a central gathering space for the community. Having worked with residential communities in many
of our outdoor amphitheaters, Live Nation understands the importance of a successful noise mitigation
plan. Live Nation will engage surrounding business and residents with communications that solidify The
Hugh Morton Amphitheater as the entertainment venue of choice and its role in the greater Wilmington
community, Live Nation will monitor, track and work to resolve all customer and community concerns,
issues and comments. In addition, Live Nation will identify and civic events that could be enhanced by
beauty and functionality of The Hugh Morton Amphitheater and work with the City of Wilmington to see if
moving the events to the amphitheater is a viable option.

RFP No.: S12-1019 Venue Management B. BUSINESS PLAN 10

 C
PROPOSAL

On October 23rd, 2018 Live Nation and acclaimed country rockers Lukas Nelson & Promise
of the Real teamed up to create a benefit show in Wilmington, NC to raise funds for North
Carolina’s hurricane relief effort. The immediate response was incredible, and the event sold
out all 1,200 seats in only eight hours raising over $62,000. The proceeds were donated to
the following charities in the Hurricane Florence Relief initiative: Nourish NC, Salvation Army
of Cape Fear, Food Bank of Central & Eastern NC at Wilmington, Good Shepard Center,
Cape Fearless Challenge, and The Harrelson Center. Additionally, the evening kicked
off with Wilmington’s mayor Bill Saffo presenting Lukas Nelson with the key to the city.
C. PROPOSAL
Live Nation is honored to have the opportunity to respond to the City of Wilmington’s Request for Proposal
(RFP) for the Venue Management at The Hugh Morton Amphitheater. The continued show success
between Live Nation and the city will only further enhance the development and growth of Wilmington.

Live Nation is the industry’s most innovative and respected company in the fields of live entertainment,
artist relations, and facilities management. As further described in our response to the Qualifications
Section of the RFP, our company brings together a unique combination of experience and expertise in
the management of amphitheaters within public spaces and parklands alike. We are prepared to dedicate
the full scope of our ideas, resources, and personnel to exceed the expectations of the City of Wilmington
and expand upon our already successful relationship at The Hugh Morton Amphitheater and the to be
built North Waterfront Park.

In an effort to demonstrate our qualifications, we will highlight our team’s knowledge and understanding of
the overall scope of venue management, our company’s related experiences in managing similar venues
and demonstrate our financial and human resource capacity to perform all aspects of the work requested.
We will also comment on current litigation status and define our team’s organizational structure including
responsibilities of key staff and subcontractors.

We offer the following descriptions of our core business disciplines as a response to your request.

• Knowledge of Project’s Overall Scope

• Related Project Experience
• Financial and Human Resource Capacity
• Litigation Status
• Organizational Structure (Subcontractor Qualifications)

200+ 1,000+ 400+

VENUES SPONSORSHIP ARTISTS
GLOBALLY PARTNERS MANAGED
RFP No.: S12-1019 Venue Management C.C.PROPOSALS
PROPOSAL 12
LIVE NATION – CAROLINAS
Our finest assets are our local offices. Our local offices represent a vast wealth of experience, resources
and relationships that complement the incredible benefits of the global scale provided by Live Nation.
Live Nation Carolinas (with offices in Charlotte, Raleigh and Columbia) is home to a superior team of
professionals representing a high level of expertise coupled with a deep understanding of the market.
With many members of our company having been in the Carolinas for most of their careers, we are able
to utilize our local knowledge of the market in all that we do.

We are a leader in the promotion of concerts in North and South Carolina by virtue of our strong artist
relationships and our experience working with many of the Region’s entertainment venues. Live Nation
plays a preeminent role in the economic and cultural life of the region through our roles in artist management,
concerts and touring. Live Nation’s role, and our commitment to the Carolina community, is showcased
through a wide variety of our efforts. Our impact and contribution to the region is demonstrated through
the following highlights:

44 SHOWS IN WILMINGTON IN 2019

**Big Something JJ Grey and Mofro Shovels and Rope
Blue October Keller Williams **SOJA
**Chase Rice Lake Street Dive Steel Pulse
Citizen Cope Lettuce Tash Sultana
Dark Star Orchestra Lukas Nelson & Promise of the Real The Head and The Heart
Dawes Mandolin Orange The Infamous Stringdusters
Dirty Heads ***Michael Franti & Spearhead The Record Company
G. Love & Special Sauce Mipso The Steep Canyon Rangers
Gin Blossoms Moon Taxi The Wood Brothers
Gov’t Mule Phosphorescent Thievery Corporation
Greensky Bluegrass Railroad Earth Umphrey’s McGee
**GRiZ **Rainbow Kitten Surprise
Guster Rodrigo y Gabriela **2 Shows ***3 Shows

6.6M $313M 3,560

TICKETS GROSS TICKET
SOLD SALES EVENTS

LIVE NATION IN NORTH AND SOUTH CAROLINA SINCE 2017

PARK / COMMUNITY INVOLVEMENT

We understand effective management and professional execution of events in public park space, and
will ensure a balance between the benefit of commercial events hosted at the amphitheater and the daily
use of the park by the Wilmington community and the city’s out of town visitors. We aim to ensure that
the commercial use of the park is delivered in a way that minimizes the impact on surrounding residents,
protects public infrastructure and properly addresses all public concerns.

RFP No.: S12-1019 Venue Management C. PROPOSAL 13

We recognize the importance of the park as a place to gather with friends and family, exercise and play.
We consider ourselves stewards of The Hugh Morton Amphitheater, as it is home to the venue which we
hope to manage. We will ensure the proper balance between our commercial endeavors and the majority
of time when the amphitheater is not in commercial use.

We will work closely with our counterparts at the City of Wilmington to ensure The Hugh Morton
Amphitheater is properly positioned as part of the park’s overall mission.

In addition to managing over 50 Amphitheaters throughout the United States, Live Nation has extensive
experience in working with municipal, state, and national parks in our day-to-day operations. Many of our
venues enjoy the same spectacular settings that reside within, or adjacent to, wonderful parklands and
public spaces. Live Nation brings a specialized understanding of producing commercial events in public
park spaces. Here is a list of those venues:

LIVE NATION AMPHITHEATERS LOCATED IN PARKS

FUTURE

North Ascend Blossom Chastain Park

Waterfront Amphitheater Music Center Amphitheater
Amphitheater
Located within North On the Cumberland River set Located on the grounds of Located on the grounds of
Waterfront Park in inside the Metro Riverfront Cuyahoga Valley National the Chastain Memorial Park,
downtown Wilmington, NC Park, Nashville, TN Park, Cuyahoga Falls, OH Atlanta, GA

Cynthia Woods Saratoga Huntington Bank

San Manuel
Mitchell Performing Arts Pavilion at
Amphitheater
Pavilion Center Northerly Island
Located adjacent to Located on the grounds of Located in the hills of Located on Chicago Park
Town Green Park, the Saratoga Spa State Park, Glen Helen Regional Park, District’s Northerly Island in
The Woodlands, TX Saratoga Springs, NY San Bernardino, CA downtown Chicago, IL

RFP No.: S12-1019 Venue Management C. PROPOSAL 14

 To The City Of Wilmington,

My name is Michael Franti and I’ve been an internationally touring musician for 32 years. I’m very
excited to hear of your consideration to allow Beau Gunn and Live Nation to run the Greenfield
Lake Amphitheater. I’ve performed shows there for the past 7 years and during that time I’ve
found it to be among the premier venues in the nation. Beau and his team have worked tirelessly
to make sure that the artists are treated to the best facilities and production quality, all in an
effort to give fans who attend the events the best possible experience.

What makes Beau and Live Nation’s partnership unique is Beau’s emphasis on creating a family
atmosphere with a wide range of music and partnerships with local businesses and community
service groups, coupled with the global organization of Live Nation, who have who have
esstablished relationships with the best touring acts in the world.

On a personal note, through the years I’ve witnessed Beau’s passion for music, the power of
his enthusiasm and his love for the Wilmington community, especially in times of the great
challenges the city has faced in recent years. His grace, grit and infectious smile have endeared
him to the people of Wilmington and to hundreds of touring artists like myself.

His years of successful concerts series’ speak for themselves.

In my opinion, you couldn’t find a partnership more suited for the job at the
GLA than Beau Gunn and Live Nation.

Michael Franti

RFP No.: S12-1019 Venue Management D. REFERENCES 15

FINANCIAL CAPACITY
Live Nation Entertainment, Inc. (“Live Nation”) was incorporated in 2005 and became a publicly traded
company on the New York Stock Exchange. Our history is much deeper than that though as we were
originally formed, starting in 1996, by buying companies in the concert promotion business that had
been in existence for many decades before. In 2010, Live Nation merged with Ticketmaster forming the
company that we are today. We operate in four main segments within the live entertainment business,
including Concerts, Ticketing, Artist Nation, and Media and Sponsorship.

Live Nation’s most recent financial statements and notes were prepared in conformity with U.S. Generally
Accepted Accounting Principles (GAAP). The financial statements have been audited by our independent
auditors, Ernst & Young LLP, in accordance with the standards of the Public Company Accounting Oversight
Board (United States).

As reported in Live Nation’s most recent Form 10-K, the Company has total assets of $8.5 billion including
cash and cash equivalents of $2.4 billion, as of December 31, 2018. For full year 2018, the Company
generated $941 million of cash flow from operations.

As a publicly traded company in the United States, Live Nation files its annual financial statements,
along with any other required filings, with the U.S. Securities and Exchange Commission (“SEC”).
The Company’s Form 10-K for fiscal year 2018 can be found on the Company’s website at
investors.livenationentertainment.com if the City of Wilmington requires additional financial information.

HUMAN RESOURCE CAPACITY

Live Nation employs approximately 9,500 full-time employees dedicated to providing first-class service to
our landlords, artists, fans, ticketing clients and corporate sponsors. Many of our employees have decades
of experience in promoting and producing live concerts, ticketing operations, sales and marketing, artist
management and live event venue management.

For an outdoor amphitheater, the staffing needs vary significantly throughout the year. Therefore, Live
Nation employs hundreds of part-time and/or seasonal employees at each amphitheater to perform the
incredibly important roles of ushering, taking tickets, providing security and cleaning services, as well as
other roles throughout the venue. Live Nation employs as many as 29,000 seasonal employees annually
during peak periods of the year, primarily in the summer months.

LITIGATION STATUS
As part of an organization that is the leading concert and tour promoter, live music venue operator,
ticketing service provider, and artist management firm in the world, Live Nation, is occasionally party to
the normal levels of litigation, all of which being appropriate given the size and breadth of operations of
the company.

As this disclosure relates to our North Carolina operating offices there are no current on-going
litigation issues to list. For additional information, the City of Wilmington can also refer to Live
Nation’s latest Form 10-K filing for fiscal year 2018 which can be found on the Company’s website at
investors.livenationentertainment.com.

RFP No.: S12-1019 Venue Management C. PROPOSAL 16

ORGANIZATIONAL STRUCTURE

The organizational chart below illustrates the proposed staffing structure, identifying existing staff, staff
to be hired and applicable sub-contractors / sub-consultant. Our existing staff is comprised of industry
veterans who have decades of combined experience and expertise in venue management and live
entertainment production. In addition, we have a history of identifying and working with very capable sub-
contractors / sub-consultants with the ability to undertake assignments.

Existing Employees / Sub-consultant

LIVE NATION
New Hires US CONCERTS

TBD Subcontractors

MARK CAMPANA
COO - US CONCERTS

LIVE NATION LIVE NATION

WILSON HOWARD GRANT LYMAN BEAU GUNN
US CONCERTS US CONCERTS PRESIDENT - DC, VA, MD PRESIDENT - CAROLINAS SUB-CONSULTANT
VENUES TOURING

MATT ROGERS JARED STONE JORDAN BENGHIAT KIM SHIVER ROB MANLEY SUSAN GRAHAM
SVP OPERATIONS GENERAL MANAGER TALENT BUYER VP MARKETING PRODUCTION MANAGER BOOKING MANAGER
DC, VB, CAROLINAS WILMINGTON CAROLINAS CAROLINAS CAROLINAS CAROLINAS

SPONSORSHIP & EVENT PRODUCTION FINANCE / FOOD & BEVERAGE BOX OFFICE POLICE, EMS, FIRE
VIP SALES MANAGEMENT MANGER ACCOUNTING

PROPOSED KEY TEAM MEMBERS

See Key Personnel Section on page 7 of this document

RFP No.: S12-1019 Venue Management C. PROPOSAL 17

DIVISION OF RESPONSIBILITIES

  LIVE NATION SUBCONTRACTOR CITY OF

WILMINGTON
General Manager    

Government Relations    

Philanthropy Efforts    

Festival Development    
Booking and Event Scheduling
   
Services
Event Marketing    

Venue Marketing and Branding    

Box Office Operations    

Ticketing    

Event Production    

Event Crowd Management  

Finance    

Food and Beverage  

Backstage Catering    

Sponsorship and Sales    

Venue Consulting    
Facility Maintenance and
 
Management
Janitorial Services  

Event Security  

Police, Fire, EMS Coordination  

Landscaping  

RFP No.: S12-1019 Venue Management C. PROPOSAL 18

 D
REFERENCES

STEEP CANYON RANGERS

August 11, 2019
 Community Development, City of Irvine
1 Civic Center Plaza • Irvine, CA 92606
p. 949-291-9661

RFP No.: S12-1019 Venue Management D. REFERENCES 20

 White River State Park
801 West Washington Street • Indianapolis, IN 46204
p. 317-233-2427

RFP No.: S12-1019 Venue Management D. REFERENCES 21

 The City of Alpharetta Georgia
2 park Plaza • Alpharetta, GA 30009
p. 678-297-6000

RFP No.: S12-1019 Venue Management D. REFERENCES 22

 E
FINANCING PROPOSAL

GRIZ
July 26 & 27, 2019
E. FINANCING PROPOSAL
In preparing our financial proposal for the management of The Hugh Morton Amphitheater, our team has
used our existing historical success to project the amphitheater’s future success. We have taken into
consideration a number of key factors, including but not limited to: the number of annual event dates, the
existing capacity of the venue, revenue opportunities for key areas, anticipated fixed operating expenses,
and all projected variable costs, including talent.

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Notwithstanding anything to the contrary contained in the Request for Proposal, the cover letter to this proposal or the terms of this proposal,
this proposal is for discussion purposes only and does not contain all of the material business or legal terms of the proposed transaction and
is merely intended only as the basis for preparation of a draft agreement between Live Nation and the City of Wilmington North Carolina
and subsequent negotiation by the parties. The parties mutually intend that neither shall have any binding contractual obligation or liability
to the other regarding this matter (including, without limitation, any obligation to negotiate concerning this matter) unless and until formal
documentation has been prepared, duly approved and fully executed and delivered by the parties in their sole discretion. Neither party makes
any warranty or representation to the other that acceptance of this document will guarantee the execution of an agreement. All costs incurred
by either party prior to the full execution and delivery of an agreement by the parties shall be at the sole risk of the party incurring such costs.

RFP No.: S12-1019 Venue Management E. FINANCING PROPOSAL 24

 F
DIVERSITY PLAN

RAINBOW KITTEN SURPRISE

April 22 & 23, 2019
F. DIVERSITY PLAN
Live Nation will proactively engage in and support the commitment of creating opportunities for Diversity
Businesses by promoting and valuing an open, fair and transparent ability to competitively participate in
the procurement of goods, services, and contracting.

Live Nation has a strong desire to work extremely hard on behalf of the City of Wilmington toward its MBE
/ WBE goals. We are aware of the City’s commitment of inclusion and will work tirelessly to exhibit our
understanding of that goal.

Through our strategically planned outreach efforts, Live Nation will endeavor to partner with diversity
business enterprises that include small, minority, women, and locally-owned business enterprises in an
effort to echo the City of Wilmington’s commitment to inclusion of Diversity Businesses. Live Nation’s
policies, procedures and practices are quantifiably consistent with the City of Wilmington’s commitment
to maximize such opportunities.

Live Nation will enhance supplier diversity with respect to its contracting and purchasing, and will work
tirelessly to assure that all of its contractors, subcontractors, and vendors abide by the spirit and intent of
this commitment statement.

It is the policy of Live Nation not to discriminate against any person because of race, color, religion, national
origin, sex, sexual orientation, gender identification, marital status, age, disability, or veteran status and
to take action to ensure that applicants and employees are treated fairly. Live Nation will comply with all
applicable federal, state, and local laws, ordinances, orders, and rulings governing equal employment
opportunity. The Live Nation Diversity Plan will emphatically support the economic development of the
City of Wilmington, and the vital role diversity plays in the state, national, and global marketplace.
DIVERSITY PLAN
Live Nation is committed to ensuring equal opportunity for the vendors, suppliers, service providers,
consultants, and contractors who compete for business within the City of Wilmington. We understand our
responsibility to reflect the diversity goals and objectives of the City of Wilmington business community
while meeting our day-to-day challenge of providing quality entertainment services with care and attention
to unparalleled customer service in the entertainment environment. Similar high standards will also be
brought into action in efforts related to enhancing economic opportunity and participation by minority-
owned and woman-owned businesses. (MBE/WBE).

Live Nation understands that supplier diversity should be an essential element in any development
process, and we will establish and implement a rigorous, progressive and innovative supplier diversity
program that serves appropriate sectors of the City of Wilmington Community.

Business diversity helps strengthen the economic development and viability of local businesses and
helps to ensure that the City of Wilmington receives quality goods and services at competitive prices.

RFP No.: S12-1019 Venue Management F. DIVERSITY PLAN 26

We believe our plan is consistent and complementary to the City of Wilmington’s goals. The Diversity
Plan includes targeted outreach efforts to increase opportunities for a diverse range of businesses,
including minority and woman owned businesses (MBE/WBE). The provisions of this Diversity Plan will be
implemented in accordance with the requirements of local, state and federal laws.

Strategic Approach and Methodologies to Ensuring Maximum MBE / WBE Participation

The Diversity Business Plan:

% Provide equality of opportunity for a diverse range of businesses, including MBE / WBE.
% Conduct pre-proposal conferences and meet and greet opportunities with potential suppliers.
% Provide a list of MBE / WBE firms to prime contractors and major suppliers.
% Expand exposure MBE / WBEs to a wide-range of business opportunities, specifically in the
entertainment industry through training, educational forums and other networking formats.
% Community Outreach to communicate opportunities and goals.
% Increase the plus side of business diversity understanding of larger suppliers and contractors.
% Encourage larger suppliers and contractors to develop and expand their commitment to
business diversity with their subcontractors.
% Encourage qualified firms to become registered and/or certified as minority or women owned
businesses with the City of Wilmington.
% Conduct meetings with major suppliers/contractors to discuss outreach plans and look for ways
to expand and improve diversity plans.
% Annually evaluate Supplier/Vendor MBE / WBE participation and utilization and recognize
Supplier/Vendors for their accomplishments
% Provide goal setting assistance on Supplier/Vendor contracts based on availability of diverse
business enterprises.

Ensuring Prompt Payment

% All pay applications/invoices will be monitored monthly.
% To avoid late/non-payment, MBE / WBE pay applications/invoices will be monitored to ensure
payment is being received and accurately reported.
% Contractors, subcontractors, and suppliers will be required to certify the accuracy of the reports
% All Change Orders will be monitored to ensure MBE / WBE contract percentage of participation
is maintained.

Utilization Monitoring and Reporting

Monitoring and Reporting will include the following on an ongoing basis:

% Onsite review of MBE / WBE subcontractors

% Monthly tracking of MBE / WBE utilization and participation
% Monthly review of invoices
% Monthly review of payroll
% Review and track performance (contract proposed utilization vs. actual utilization)
% Provide monthly or quarterly written reports to Metro Government with supporting
documentation information

RFP No.: S12-1019 Venue Management F. DIVERSITY PLAN 27

If we are awarded a contract, Live Nation shall maintain records of all relevant data with respect to the
utilization of MBE / WBE subcontractors and will retain these records for a period of at least one year after
expiration of the contract.

Live Nation propose to file annual MBE / WBE Utilization Reports. Each MBE / WBE Utilization Report will
reflect the current status of actual payments to MBE / WBEs. Such reports shall include the following:

1. Business Name, address, telephone number and contact person of each MBE / WBE involved in
the performance of the contract
2. Description of the work performed and/or product or service supplied by each MBE / WBE.
3. Summary of payments to MBE / WBE vendors
4. Such other information as may assist in determining compliance with the provisions of the
program
DIVERSITY PLAN
The following chart is an example of Live Nation’s MBE / WBE Utilization Report template which identifies
vendor categories of Minority and Woman-owned businesses who may serve as subcontractors along
with the nature and estimated value of the work they may perform and the percentage of the discretionary
operating budget that it represents. In addition, we have estimated the balance of the plan of non-MBE /
WBE subcontractors and the portion of total estimated discretionary costs they will perform.

RFP No.: S12-1019 Venue Management F. DIVERSITY PLAN 28

 G
FORMS

THE HEAD AND THE HEART

April 17, 2019
 DISCLAIMER
Notwithstanding anything to the contrary contained in the Request for Proposal, the cover
letter to this proposal or the terms of this proposal, this proposal is for discussion purposes
only and does not contain all of the material business or legal terms of the proposed
transaction and is merely intended only as the basis for preparation of a draft agreement
between Live Nation and the City of Wilmington North Carolina and subsequent negotiation
by the parties. The parties mutually intend that neither shall have any binding contractual
obligation or liability to the other regarding this matter (including, without limitation, any
obligation to negotiate concerning this matter) unless and until formal documentation has
been prepared, duly approved and fully executed and delivered by the parties in their sole
discretion. Neither party makes any warranty or representation to the other that acceptance
of this document will guarantee the execution of an agreement. All costs incurred by either
party prior to the full execution and delivery of an agreement by the parties shall be at the
sole risk of the party incurring such costs.