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Sales and Sponsorships

Sales and Sponsorships. Kelly Bonau Angela Horton. Chick Fil A Bowl. 4 Ingredients of Selling with Chick Fil A Bowl Commercial. Process of identifying customers Getting through to them Increasing their awareness and interest in your product or service

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Sales and Sponsorships

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  1. Sales and Sponsorships Kelly Bonau Angela Horton

  2. Chick Fil A Bowl http://outsports.com/jocktalkblog/2012/08/01/chick-fil-a-bowl-and-kickoff-games-should-end-acc-sec-and-espn-should-pull-out/, http://www.youtube.com/watch?v=51rCPCn_7bc

  3. 4 Ingredients of Selling with Chick Fil A Bowl Commercial • Process of identifying customers • Getting through to them • Increasing their awareness and interest in your product or service • Persuading them to act on that interest (McKelvey, 2012)

  4. 4 Lesser Known Strategies for Selling • Benefit Selling • Aftermarketing • Up-Selling • Eduselling (McKelvey, 2012) http://www.cartoonstock.com/directory/t/ticket_sales.asp

  5. NFL Ticket Commercial http://www.youtube.com/watch?v=xvpu900Fk4w

  6. Fan Cost Index • Two adult average price tickets • Two child average price tickets • Four small soft drinks • Two small beers • Four hot dogs • Two programs • Parking • Two adult-size caps https://www.teammarketing.com/btSubscriptions/fancostindex/index

  7. FCI- NFL vs. MLB http://www.linfieldnational.com/MLBEvent.aspx, http://www.nfl.com, https://www.teammarketing.com/public/files/2010_MLB_FCI.pdf, https://www.teammarketing.com/public/files/2010_NFL_FCI.pdf

  8. FCI- NBA vs. NHL http://en.wikipedia.org/wiki/National_Hockey_League, http://www.nba.com, https://www.teammarketing.com/public/files/2010_NBA_FCI.pdf, https://www.teammarketing.com/public/files/2010_NHL_FCI.pdf

  9. Ticketing Options and Plans Cleveland Browns Memphis Grizzlies http://atlantablackstar.com/2012/06/11/memphis-grizzlies-sold-to-billionaire-robert-pera/, http://www.nba.com/grizzlies/sites/grizzlies/files/media/mg_season_flyer_1213_10-game.pdf

  10. Advertising and Signage http://www.prosportsblogging.com/2010/10/27/mlb-on-tv-reaches-new-low/, http://strangeharvest.com/stadium-seat-mosaics, http://introtoadvertising10.blogspot.com/2010/06/advertising-at-stadiums.html

  11. Promotions http://stlouis.cardinals.mlb.com/schedule/promotions.jsp?c_id=stl&y=2012

  12. Naming Rights • 1999- 15-year deal reached with Adelphia for $30 million naming agreement of stadium (Isidore, 2002) • 2002- Adelphia went bankrupt (Isidore, 2002) • Remained “The Coliseum” until 2006 • 2006- 10 year deal with Louisiana-Pacific (known as LP) for $30 million ("Titans change stadium," 2006) http://en.wikipedia.org/wiki/File:Adelphia_Coliseum.jpg, http://www.shopapt.com/partners/titans.htm, http://www.hark.com/collections/fvmvywsltq-tennessee-titans-cheers

  13. Super Bowl Advertising and Commercials • Huge audience for sponsors • Super Bowl XLVI averaged 111.3 Million viewers • Most-watched event on TV • Total cost for a 30 second spot is between $3.7 and $3.8 Million (Horovitz, 2012) http://www.google.com/imgres?num=10&hl=en&biw=1280&bih=666&tbm=isch&tbnid=Tncvf1P28KzDUM:&imgrefurl=http://www.superbowladsforgeeks.com/2012/02/budweiser-clydesdales-super-bowl-2012.html&docid=R5qfWYOZCNpSgM&imgurl=http://2.bp.blogspot.com/-vRsSuh6XU2c/Ty

  14. Bridgestone Super Bowl Commercial http://www.youtube.com/watch?v=LetCUzYa2Vg&feature=BFa&list=PL7803B63957FD28E8

  15. Factors involved in choosing Athletes for Sponsorships • Success • Amateur athletes (swimming and gymnastics) Consider career ending injuries and retirement • Social Media Popularity • Deal Length • Morals Clause • Q Scores (Urbach, 2012)

  16. Q Scores • “The recognized industry standard for measuring consumer appeal of personalities, characters, licensed properties, programs and brands.” ("Q scores") • Peyton Manning is top rated active athlete (Vomhof Jr., 2012)

  17. Highest Paid Athletes ("Highest paid athletes," 2012) 10. Peyton Manning 9. CristianoRonaldo $10 Million $22 Million 8. David Beckham 7. Phil Mickelson $37 Million $43 Million 6. Kobe Bryant 5. Roger Federer $32 Million $45 Million 4. LeBron James 3. Tiger Woods $40 Million $55 Million 2. Manny Pacquaio 1. Floyd Mayweather $6 Million $0 http://broncotalk.net/2012/08/40651/broncos-news/peyton-manning-exquisite-in-broncos-third-preseason-game/, http://www.facebook.com/Beckham, http://www.inquisitr.com/tag/lebron-james/, http://www.alashock.com/2012/08/floyd-mayweather-released-from-jail.ht

  18. Tiger Woods http://www.brandchannel.com/home/post/Tiger-Woods-Nike-Tag-Heuer.aspx, http://stateofthebrand.com/?p=497, http://www.nysportsjournalism.com/tiger-gillette-cut-ties-122410/, http://www.google.com/imgres?um=1&hl=en&sa=N&biw=778&bih=610&tbm=isch&tbnid=RUIw02

  19. Michael Jordan • Official retirement in 2003 • Remains best-known and most-liked pro athlete • Recognized by 89% of fans • Positive Q-Score of 43% (Vomhof Jr., 2012) http://www.stack.com/2010/12/11/never-before-seen-video-of-michael-jordans-workout/

  20. #WinFromWithin http://www.youtube.com/watch?v=-XA94HhUbLo

  21. Gatorade • Gatorade Victory Lane • Endorses Jimmie Johnson and Matt Kenseth • Official sports drink of the NBA, AVP, PGA, MLB, and MLS (Mickle, 2012) http://www.pepsico.com/brands/gatorade-brands.html

  22. Gatorade Commercial http://www.youtube.com/watch?v=k4q6muVH6FE

  23. Olympic Sponsors http://usa.visa.com/personal/visa_brings_you/visa_is_everywhere/olympics.html, "Our Team. Our Sponsors. No Substitutes". Sports Business Journal, Vol 15 (Issue 14), Page 44.

  24. Visa and Olympics • “Go World” Campaign • Universal human truth: removing borders, barriers and boundaries • Familiar voice of Morgan Freeman • “The Olympics are in Visa’s DNA” • 60 sponsored athletes (Mickle, 2012) http://corporate.visa.com/newsroom/media-kits/olympic.shtml

  25. “Go World” http://www.youtube.com/watch?v=p9PZV1e9jks

  26. Missy Franklin • 2012 Olympics • 100 m backstroke- GOLD • 200 m backstroke- GOLD • 4x200 m freestyle- GOLD • 4x100 m medley- GOLD • 4x100 freestyle- BRONZE (Reed, 2012) • Amateur athlete- someone who competes in sports for personal satisfaction and not for monetary gain ("Maintaining amateur status") http://a.abcnews.com/images/Sports/ap_missy_franklin_jp_120803_wg.jpg

  27. Missy Franklin Interview What are the pro’s and con’s of going pro? Going to college? What would you do??? http://www.youtube.com/watch?v=7sVXLJX1NBA

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