SPONSORSHIP MANAGEMENT
PRESENTED BY:
JULIUS
TABLE OF CONTENT
1. What is Sponsorship?
2. What is Management?
3. What are the Management’s Functions?
4. What is Sponsorship Management?
5. Know the Game: understand what sponsorships can do and cannot do
6. The Passion Connection
7. How does sponsorship really enhance brand building?
8. Understand leverage
9. Measurement
10. Case Study
What is sponsorship?
‘As a marketer, why wouldn’t you use sponsorship? What better medium is there? With sponsorship, you already have a loyal, passionate consumer following of whatever that sponsorship is, whether it’s music or football or sailing-you already have a connection with the consumer. So if the fan that has the passion for something is the same person that is your customer, why would you not borrow some of that equity and use that as the essence of an idea around which to build your communication ‘Chris Weil, Momentum Worldwide
Sponsorship is a multi-faceted strategic brand building and marketing tool, which allows a company or brand to associate with a relevant marketing asset (e.g. sport event, social cause, issues or passion), and leverage that association for the mutual benefit of all stakeholders.
Sponsorship is a heaven sent opportunity that allows consumer to experience the brand. Sponsorship “embraces” the consumers while advertising “wave at them”.
If there is any brand building effort that provides a sustainable competitive advantage, it is sponsorship.
The value of sponsorship is being enhanced rapidly and key events and organisations are able to choose from a wide range of potential sponsors and attract high rights fees. Prime factors in the rise of sponsorship fees are the globalisation of communications, new technology of cable and satellite broadcasting, the internet and digital communications and the growing aspirations of societies for leisure and information. Sponsorship is changing too, and it now figures as part of mainstream marketing. For example, sports sponsorship is increasingly referred too now as sp...
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...; Match day tickets to staff
• Global newsletter distribution with promo activities
Guinness Rugby World Cup Ambassadors
• Ex-players to serve as World Cup ambassadors
• Used at trade events, staff events, etc
Website
• Guinness created website
• Elements of broadcast could be downloaded as screen savers
• Average visit to website lasted 9 minutes
Results
• Increased consumption in priority markets (GB=17%, Fr=37%, Australia=20%, SA=24%)
• 94% prompted awareness in GB, post activity
• Guinness was the most dominant sponsor of the Games
• Positive results in reinforcing brand essence, injecting energy, promoting newsworthiness and co temporizing the brand
Conclusion
• Principles must be applied consistently over time
• Message must be consistent with brand essence
• Measure, measure, measure
The National Football League (NFL) and NASCAR thrive on sponsors and vice versa. An NFL game is by far the most watched single game event in the country and gaining popularity exponentially worldwide. Their championship, the Super Bowl, is arguably the most watched television program in that particular year. In NASCAR, the Daytona 500 is their “Super Bowl” and is a very large event in its own right. Corporations all over the world jump on these mega advertising vehicles with the hope that their name is popularized which will result in profitability. In many cases, most of those who do buy airtime during NFL games, the Super Bowl, and during the major NASCAR races are very visible names and products that we already know about. Most of the time, these companies are trying to market new products or products that have been enhanced.
For a start, sponsorships can be risky. For example, overexposure can take a negative effect on the artist and his or her song. Many people are tired of hearing the same song on the radio, television, and at the movies after a countless amount of times. According to paragraph 8 of “Selling Out Not Worth the Risk,” Moby, an electronic artist, released his album called Play in 1999. He licensed each one of his 18 tracks. Fans then lost interest because they heard this everywhere on the radio, on commercials and movies. In many other cases, a record label who owns the rights to the artist’s music licenses the song to another company. Once this happens, the artist would not have any control over how the music can be used. According to paragraph 9
Has there ever been a sporting event without some sort of logo, sign, or advertisement? These are all forms of sports marketing and they are the publicity that many companies thrive off of. Sports marketing is a necessary and booming industry that has evolved in the past years. In the article, “Overview of Careers in Sports Marketing,” the author discusses the skills and experience needed for beginners and those looking for low-key entry level sports marketing jobs. Along with the typical list of necessary attributes, if an individual wants to hold a specific more serious position in sports marketing the author of the article “Career and Professional Development: Sports Marketing” explains some of these positions and companies. Mihai Alexandru provides information on how to actually plan and organize specific marketing elements like commercials, advertisements, etc. in his article, “The Strategic Sports Marketing Planning Process”. No matter what, if a person wants to become more in the sports marketing industry they can climb their way up to work with highly successful companies and individuals. Jordan Powell’s article, “From Team Sports to Moto: Matt Piva’s Journey Into The Industry”, introduces a kid named Matt Piva who followed his dream to become the Motocross Marketing Manager and everything he does while sports marketing for individual athletes and events. Red Bull is another company that someone can work for in order to have a job in the sports marketing industry. Red Bull has been highly successful due to the endless list of events and teams they own and athletes they endorse according to Chris Conway in the article, “A Sports Marketing Success Story.” Sports marketing has many different levels; the out-dated and inexperi...
For NASCAR, increasing the accesabiity that the fan has for the brand is the main marketing strategy that the company must use to be successful. Internationally televised races provide the largest available access to the brand for the majority of the fans. It is nearly impossible for the majority of fans to personally attend a race throughout the year, so access through the televised events is the only way they are able to participate. Additionally, sponsorship branding has caused a fan loyalty to brands that financially support the company. For NASCAR, if they have an exclusive sponsorship deal with Goodyear Tires or Monster Energy Drinks, fan loyalty will ultimately extend to these brands as well.
[a] company may have a unique vision, a superior product, strong management and an efficient distribution system – yet if it is not able to convey the core benefits of the brand to its target audience it will ultimately fail. [5]
Create a brand. An effective total rewards brand tells a compelling story of what is expected of employees and what they can expect in return when it comes to maximizing their total rewards (Kwon & Hein, 2013). Most importantly, from a talent perspective, an effective total rewards brand inspires action by making it clear to employees what it takes to meet both business and personal needs (Kwon & Hein,
At these events, the product being sponsored will only be sold at the event. When only one type of product is being sold at a large event, the owners of the product will make a lot more money than other competing businesses. However, cell phones also use sponsorships to create alliances and rivalries. If Apple can appeal to companies like Best Buy and Amazon, they could help Apple sell more products. Situations like that give Apple an advantage to sell more cell phones and other products.
Promotion is to raise awareness of the sport marketer’s product, and to increase revenues in sales. Promotions are vital to the sports industry because it is how sport marketers advertise their products, and to raise awareness of the product and brand. An example of promotion would be when a professional baseball team has a promotional event such as a bobblehead give-a-way and a post game concert to raise attendance. This event raises awareness of the product, which would be the game, and promotes the sponsor who paid for the give-a-way. Sponsors seek to promote their brand, to create awareness for their product, and most importantly increase sale (Hickman, 170). Naturally sport franchises and sponsors fit together in give-a-ways because it mutually raises awareness for both entities. It is important that sport marketers utilize promotions because while it generates awareness among fans that do not closely follow the organization, it increases sales by bringing more people to the stadium. Promotions help improve image of the product, and place, while directly affecting price by improving
The second step deals in creation of proper brand meaning through powerful and unique brand connection with the customers. The third step involves invoking positive brand response while the fourth one involves engaging the customers so as to build a brand affiliation aimed at enhancing active brand loyalty. However, some building blocks are requisite in order to achieve these steps. These...
With sports becoming more and more commercialized, sponsorships have taken over professional sports. In this paper, Alcohol and Tobacco sponsorships will be the issue of this paper. Sports sponsorship has become an important marketing tool for advertiser’s because of the flexibility, broad reach, and high level of brand or corporate exposure that it affords, (Krapp, 49). Yet some sponsors have created an uproar within the society, namely alcohol and tobacco products. These two make up about half of the sponsorship in professional sports today.
The flip side of any sponsorship deal is the knowledge that the sponsoring organisation's most valuable marketing asset, its brand, is exposed to the risks that are inherent in professional sport. The key issue is the strength of the link between shocks, crises and general bad behaviour of top-profile sports people, and the image and brand equity of sponsors. In short, when the mud flies, does it stick to the brands?
Endorsements work because it makes the process of decision-making much easier for the customers. Other than that, endorsements also benefit organizations an extra layer of publicizing the brand to the customer with an additional assistance of a third-party authorization. When such authorization comes from a well-known person, not only does the level of consumer assurance in the brand rise up but the brand optimal decision also help to ease the customers. Endorsement also can be seen as an act of supporting...
A company’s brand is one of its most valuable assets (Green and Smith 2002). Brands owners invest millions of dollars every year in advertising and promotion to raise awareness and create demand for their brands.
According to Shimp (2007), there are five important factors which determine the purpose of advertisement in terms of marketers’ communication with consumers. He listed these five factors as follows: “(1) informing, (2) influencing, (3) reminding and increasing salience, (4) adding value, and (5) assisting other company efforts.” (p.246). To clarify that, the first most important aspect is informing people which means company needs to enhance the awareness of the consumer about their products by mentioning its advantages and features. Advertising also affect the products in two ways. Firstly, by basic demand, which build consumer desires for old products of the company and secondly, refers to a new brand of the company. In addition, effective advertising can retain consumer’s mind fresh about the image of a brand which develops the trace of the memory where consumers have to choose between two or more products. Moreover, it may change the product quality, create new, well-designed and elegant product and change consumers view towards the product. Lastly, by effective advertising program, company may save money and time as s...
This article studies the relationship between advertising and sales promotions and their impact on brand equity. A main priority for most companies is to establish and achieve a strong and powerful brand name. A company can build a strong brand name by creating the market for their customers want. By creating a strong brand name, a company will become more established. Brand equity is important to the producer, retailer and consumer. The consumer knowledge of the brand says how the producer will produce and market the product. The consumer knowledge of the brand name also determines the quantity the retailer will sale. Brand equity can have a positive or negative effect. A positive effect would be for everyone to recognize the name and purchase the product. The negative effect would be to have the product recalled. Brand equity is important because it can offer many advantages for a company. Brand equity can create a high demand for your product, reduce marketing cost and the company’s brand name will have high credibility.