YOU ASKED FOR A PARTNER, NOT A VENDOR
You told us the Aquarium is not shopping for an AV company. You want an organization that can become an extension of Event Sales & Experiences, working alongside your team, your installed production system, and Aramark. This is how Fatfish would do that.
Fatfish produces live events for Adidas, Meta, Amazon, Western Governors University, and the University of Phoenix, from arena commencements with thousands of graduates to multi-day corporate summits and broadcast productions. We run our own crews, our own production trucks, and producers who own the whole show instead of handing pieces to subcontractors. We bring that scale to a room we already know well.
The model that follows keeps the client relationship with your team, puts a senior producer on the technical handoff after every sale, and returns a share of revenue to the Aquarium every time a production happens under your roof. The structure is ours to propose. The final numbers are set together.
FIVE TERMS, ONE RELATIONSHIP
Each term answers a question you raised: who touches the building, who the client can choose, who handles outside vendors, who runs the network, and who owns the handoff.
Fatfish is the required provider for rigging and power hookup on every event, whoever is producing it. These touch the building and the installed system, so one accountable crew handles them.
30% revenue share to the AquariumFatfish and other local AV companies sit on the Aquarium's preferred vendor list. Clients keep their choice. When a client books Fatfish for production, the Aquarium participates.
20% revenue share to the AquariumWhen a client brings in an outside AV company, a Fatfish liaison is on site for anything that touches in-house AV, power, rigging, or the network. The liaison is the outside crew's single point of contact, so your team is never the middleman.
Billed to the client, 20% revenue share to the AquariumFatfish manages event internet and networking in the event center the way the major in-house providers do at hotels and convention centers: dedicated event bandwidth, hardwired drops, event Wi-Fi networks, and streaming uplinks. Outside access points are not permitted, so the house network stays stable for every event and every client.
Billed to the client, 20% revenue share to the AquariumFatfish hires a dedicated Event Manager with an office at the Aquarium and at Fatfish. From the moment your team closes a sale, this person owns all AV, network, and vendor communication with the client, Aramark, and outside crews through load-out.
$50,000 per year contribution from the AquariumWhy the incentives line up. The Aquarium's $50,000 covers part of the Event Manager's salary. Fatfish pays the remainder and earns its margin on the larger productions the position helps bring in. Fatfish only does well when the Aquarium's event calendar grows, which is the win-win-win you asked for.
ONE PERSON, TWO OFFICES
This is the hinge of the model: a senior production person inside your building, on your calendar, answering to your sales team, at a fraction of what a full-time hire would cost the Aquarium.
The Event Manager is a Fatfish employee, so hiring, HR, and coverage during time off stay off the Aquarium's books. Your sales team keeps selling; the Event Manager takes every event from contract to strike: scope, production schedule, technical planning, run of show, vendor coordination, show calling, and the post-event debrief.
ONE OWNER AT EVERY STAGE
Your team keeps the client. The Fatfish Event Manager keeps the show. Event Operations and Security keep the building. Aramark and outside vendors deliver to the plan.
| Stage | Aquarium | Fatfish Event Manager | Event Operations & Security | Aramark & Outside Vendors |
|---|---|---|---|---|
| Sale | Sells the event, holds the contract and venue fee | Joins the scoping call and flags production needs | Confirms dates, access, and capacity | Aramark quotes food and beverage |
| Planning | Owns the client relationship and billing | Builds the scope, floor plan, production schedule, and run of show | Reviews the floor plan for egress, staffing, and building rules | Plan to the Event Manager's schedule |
| Vendors | Makes introductions | Single point of contact for every vendor; liaison for outside AV | Approves vendor access and load-in windows | Communicate through the Event Manager |
| Load-in | Not involved | Rigging, power, network, in-house AV, room transitions | Doors, docks, badges, and building systems | Load in on schedule |
| Show | Hosts the client | Calls the show, coordinates speakers and VIPs, troubleshoots | Guest safety, crowd flow, incident response | Service and support |
| Strike | Client follow-up | Load-out and a debrief with your team | Building reset and incident report | Strike on schedule |
WHAT STAYS IN-HOUSE
The same model the major in-house providers use at hotels and convention centers: an outside production still works through the venue partner for the pieces only the venue partner can touch. Every item is on a published rate card, so clients know the numbers before they sign.
| Service | When it applies | Billed to | Aquarium share |
|---|---|---|---|
| Production liaison | Any outside AV company on site | Client | 20% |
| Power hookup | Any event that needs a power drop or tie-in | Client | 30% |
| Rigging | Any overhead load in the event center | Client | 30% |
| Event internet & networking | Dedicated bandwidth, wired drops, event Wi-Fi, streaming uplinks | Client | 20% |
| Production by Fatfish | When the client chooses Fatfish from the preferred list | Client | 20% |
How the rate card gets set. We build it together with you before launch, from your actual power, rigging, and network positions, and publish it to every client and every vendor on the preferred list. No surprises at settlement, for the client or for the Aquarium.
HOW BOTH SIDES WIN
The simple version: the Aquarium sends production work to Fatfish, and Fatfish sends events to the Aquarium. Here is what that looks like for each of us.
- A revenue share on rigging, power, networking, liaison work, and every Fatfish production in the building
- New events from Fatfish's corporate, agency, and nonprofit clients who want a distinctive venue
- A production team that already knows your room, so your team sells with confidence
- Far fewer hours spent in technical back-and-forth between clients and vendors
- Rigging, power, and networking on every event in the building
- Production work from clients who choose Fatfish from the preferred list
- Liaison work whenever an outside AV company comes in
- The Speaker Series as a flagship annual production
Fatfish only does well when your calendar grows. That is the whole point of the model.
LET'S WALK THE ROOM
- 1Walk the event center together with the installed AV and network drawings, so the rate card reflects your actual power, rigging, and data positions.
- 2Agree the revenue share percentages, the liaison trigger, and the network policy for outside vendors.
- 3Define the Event Manager role: reporting line, on-site days, and the handoff point from your team.
- 4Pilot on the next two complex events before formalizing the preferred partner agreement.
Tell us what we should do differently.
You asked us that directly, and we want the same from you. Give us a time and we will bring the drawings, the rate card, and the people who would run this.
YOUR EVENT BUSINESS.