canadian marketing association student competition (sickkids)
DESCRIPTION
The goal was to enhance existing donor relationships and increase donation amount for SickKids Foundation. The strategy was to create an emotional connection with donors by sending donors children's handmade art. We believe that physical presence and emotional connection help strengthen donor relationships and therefore increase donation amount.TRANSCRIPT
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SICK KIDS FOUNDATIONMarketing Case Study
Created by Ramkumar Iyer, Evonne Chen, Kate Kim, Sabrina Lee, Andrea Dzialowski
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Table Of Contents
Background and analysis on Sick Kids Foundation
Competitive Analysis Business Objective Target Audience, Objections and Benefits Unique Selling Proposition Strategy, Communication and offer Results & Budget
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Background - Industrial
The Economic Crisis has influenced from national industrial structure to personal living.
The Globe and Mail reported decreased charitable tax deduction over the last decade.
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SickKids Foundation (SKF)
Founded in 1875, affiliated with the University of Toronto. Supporting the Hospital for Sick Children (SickKids).
One of the world’s foremost pediatric health-care institutions and Canada’s leading center dedicated to advancing children’s health through the integration of patient care, research and education.
Large organization, Worldwide reputation, Global partners In 2011, 52.5% of its general funding was generated by
only direct marketing. Donation is more likely declined in recession.
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COMPETITIVE ANALYSIS
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Competition
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Plan Objectives & Opportunities
Objectives Opportunities
Explore new strategies combination
Strengthen donor relationship
Establish buckle to overcome incoming barriers
Corporate partnership collaboration
Increase average donation by 25%
Let the donors to become influencer!
Convert 10% of current one-time donors into regular donors (Miracle Club)to achieve 75,000 active Club members
Technology:• Online charity auctions• Social media• Mobile applications
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TARGET AUDIENCE
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Primary Audience
Profile- Canadian Women- In her 40s’- Living in GTA- Financially stable- Well educated- Have a family- Personal connection with
SKF
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Secondary Audience
Profile- Wealthy Canadian
Professional - Late 30's- early 50's- $120,000 household
income- Living in GTA- Highly involved in
community development
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Other Audiences
Senior Citizens- In their early 60's to
70's- Have grandchildren - Enough saving- Believe in services
of SKF
Generation Y- Young professionals- Tech savvy- Wants to be included
and get involved in community development
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AUDIENCE OBJECTIONS
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Audience Objections
X
Irritation caused by excessive communication
Lack of incentive and
personal connection to
SKF
Financial Objections- Budget constraints- Economic Recession- Job loss
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BENEFITS
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Benefits
- Emotional Satisfaction
- Satisfying the desire to help children
- Customized ways to donate and opportunity to
connect with likeminded people
- Media exposure, publicity and brand awareness
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UNIQUE SELLING PROPOSITION
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Unique Selling Proposition
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http://www.sickkidsfoundation.com/events/default.asp
Unique Selling Proposition
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Unique Selling Proposition
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MARKETING STRATEGY
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Colorful stories
With a personalized communication, SKF's objective involves delivering the stories of its sick kids through paintings and drawings, to create an emotional connection to motivate one-time donors and Miracle Club members to increase their donation amounts.
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COMMUNICATION OBJECTIVE
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Future is in your hands
Our communication revolves around the idea of talent and future of kids which lies in donor hands while creating an emotional connection. Demonstrating how a little extra can really make a huge difference in lives of many kids.
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CHANNEL STRATEGY & OFFER
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CHANNELS
Direct Mail e-
MailSocial Media
Events
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The big idea
SKF will organize an annual painting event called the “Art For All” for the sick kids in the hospital.
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A gift of hope
All the paintings from the competition will be put up for sale on a big scale event held at the end of the year.
We will recognize the winning kids with donation amount received from the sale of their painting. And rest of the kids will receive certificate of participation.
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What is in it for Miracle Club Members?
Top 20 paintings will be digitally enlarged (framed) and sent out to Miracle Club Members when they agree to pay a $5 i.e. 25% extra every month/annually.
They shall also receive a free invite to visit the painting display event held at the end of the year. The first 500 registrations at the event will receive a free giveaway.
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They shall also receive a invite to visit the big scale painting display event to be held at the end of the year. The first 500 registrations at the event will receive a free giveaway.
What is in it for One-time donors?
Another 60 paintings will feature on our annual calendar (5 variations) along with the story of the sick kid who painted it, and will be sent out to one-time donors who agree to pay a 25% incremental donation amount.
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EXPECTED RESULTS & BUDGET
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Donor Cultivation Success Metrics
• Response Rate: 3%-7%
• ROI: must be positive!
Our donors already have an established relationship with SickKids. We expect more from them.
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Financial Impact @ Expected Response Rate
Response Rates:• Direct
Mail: 2-7%
• E-mail: 2-5%
• Event: 5-10%
REVENUE:$1,696,500• Direct
Mail:$640,000
• E-Mail: $702,500
• Event: $354,500
COSTS:$ 488,897• Direct
Mail: $216,650
• E-Mail:$ 70,315
• Event:$ 201,967
NET PROFIT
$1,207,693
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Return on Investment
Benchmarks:
Direct Mail: 80%
Event: 50%
E-mail: 40%
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Budget Highlights @ Expected Response Rates