SPONSORSHIPSWINNING AND KEEPING

WHO HERE HAS SPONSORSHIP AND TO WHAT DEGREE?

SPONSORSHIPS

PAIN POINTSUNDERSTAND THE

OF MANUFACTURERS

UNDERSTAND WHAT VENDORS ARE LOOKING FOR

PAIN POINTS

▸TOO CASUAL / INFORMAL WITH THE APPROACH

NEVER ASK THE QUESTION, “WHAT DO I HAVE TO DO, TO GET SPONSORSHIP?”

DON’T ASK THAT, EVER. NOT EVEN AS A JOKE BECAUSE YOU THINK THE SPONSORSHIP REP IS YOUR BUDDY.

REP FROM MAJOR MANUFACTURER

DON’T DO THIS… LIKE EVER!

THEY ARE NOT YOUR BUDDY WHEN IT COMES TO SPONSORSHIP. UNFORTUNATELY, THERE ARE A FEW PEOPLE WHO ARE NOT SPONSORED BY ____________ BECAUSE THEY DIDN’T DIFFERENTIATE BETWEEN FRIENDS AND BUSINESS.

REP FROM MAJOR MANUFACTURER

…AND TO FURTHER THE POINT

UNDERSTAND WHAT VENDORS ARE LOOKING FOR

PAIN POINTS

▸NO FOLLOW-THRU

OFTEN ONCE THE SKYDIVER GETS THEIR “FREE SHIT,” IT IS NEARLY IMPOSSIBLE TO GET ANYTHING IN RETURN. THEY FEEL THEY DESERVE THE FREE SHIT JUST BECAUSE THEY ARE “HOT SHIT.”

REP FROM MAJOR MANUFACTURER

A STRONG POINT BEING MADE HERE

UNDERSTAND WHAT VENDORS ARE LOOKING FOR

PAIN POINTS

▸EXPECTATIONS NOT IN LINE WITH REALITY.

“MANY IF NOT MOST SKYDIVERS MISTAKE THE PARACHUTE INDUSTRY FOR OTHER MAIN STREAM CONSUMER PRODUCT MARKETS. THE MARKETING BUDGET FOR SPONSORSHIPS IS NOT QUITE LIKE RED BULL.”

REP FROM MAJOR MANUFACTURER

EXPECTATIONS VS. REALITY

UNDERSTAND WHAT VENDORS ARE LOOKING FOR

PAIN POINTS

▸OVER-ASSESSMENT OF ROI.

“MANY SPONSORED ATHLETES DON’T PUT ENOUGH THOUGHT INTO ACTUAL ROI. IF WE SPONSOR A TEAM WITH $20K WORTH OF EQUIPMENT, THE MENTALITY SHOULD BE THEY’LL GENERATE AT LEAST THAT MUCH IN SALES.”

REP FROM MAJOR MANUFACTURER

WHAT’S THE ROI?

HOW MUCH DO SPONSORED ATHLETES AFFECT YOUR BUYING HABITS FOR GEAR?

AN HONEST QUESTION

Photo by Max Haim

UNDERSTAND WHAT VENDORS ARE LOOKING FOR

PAIN POINTS

▸LACK OF UNDERSTANDING THAT YOU ARE AN EXTENSION OF THE COMPANY

“MORE THAN ONCE, WE’VE BEEN SURPRISED TO HEAR OF OUR OWN SPONSORED ATHLETES VERBALLY TRASHING OUR GEAR.”

REP FROM MAJOR MANUFACTURER

YOU’RE A BRAND AMBASSADOR

IS IT WORTH THE RISK?

PAIN POINTS

▸HIGH RISK & EXPENSIVE

IS IT WORTH THE RISK?

PAIN POINTS

▸SHOPPING FOR BEST PRICE

SHOPPING FOR THE BEST PRICE WILL ALWAYS RESULT IN NO SPONSORSHIP AT ALL.

REP FROM MAJOR MANUFACTURER

NEVER ASK:

REP FROM MAJOR MANUFACTURER

“THERE IS A DIFFERENCE BETWEEN APPROACHING MORE THAN ONE MANUFACTURER, PROFESSIONALLY AND HONESTLY, AND SIMPLY HUNTING FOR A GREAT PRICE ON GEAR, YET SO MANY POTENTIAL ATHLETES CREATE A BLANKET PRESENTATION AND SEND IT TO SEVERAL MANUFACTURERS…

REP FROM MAJOR MANUFACTURER

SOME EVEN SEND IT IN ONE E-MAIL AND EVEN WORSE, SOME HAVE DONE THAT WITHOUT PUTTING THE RECIPIENTS IN THE BCC LINE. INSTEAD, ATHLETES WHO ARE ONLY HUNTING FOR THE BEST PRICE SHOULD APPROACH DEALERS. THEY SHOULD ASK ABOUT THE POSSIBILITY OF A DEEPER THAN NORMAL DISCOUNT OFF THE LIST PRICE BASED ON A 3 – 5 RIG PURCHASE.”

IS IT WORTH THE RISK?

PAIN POINTS

▸NOT KNOWING THE PRODUCT.

SPONSORED ATHLETES

PAIN POINTS FOR ATHLETES

▸ NOT KNOWING HOW TO EXECUTE WELL

▸ NOT ENOUGH TIME TO EXECUTE

▸ OVERPROMISING / UNDERDELIVERING

7 STEPS HOW TO GAIN SPONSORS IN

photo by Chad Wilcox

STEP 1 SOLVE ALL OF THE PAIN POINTS LISTED

MEDIOCRITY OPENS UP OPPORTUNITY.

James La Barrie

MY MARKETING MIND

SPONSORSHIP | STEP 1 | CREATE AN EXTRAORDINARY FIRST IMPRESSION

SOLVE THESE ISSUES

▸CREATE A FORMAL PRESENTATION EXPLAINING HOW YOU INTEND TO GENERATE POSITIVE ROI AND LISTING ALL YOU WILL DO FOR THE COMPANY.

YOU ONLY HAVE ONE CHANCE TO MAKE A GREAT FIRST IMPRESSION. KILL THE FORMAL PRESENTATION.

DON’T SCREW THIS UP

SPONSORSHIP | STEP 1 | DO WHAT YOU SAY

SOLVE THE PAIN POINTS

▸DO WHAT YOU SAY YOU’LL DO… AND THEN OVER-DELIVER.

SPONSORSHIP | STEP 1 | DON’T PUT THE RISK ON THE MANUFACTURER

SOLVE THE PAIN POINTS

▸REDUCE RISK WHEREVER POSSIBLE.

SPONSORSHIP | STEP 1 | AIN’T NO ONE GOT TIME FOR THAT

SOLVE THE PAIN POINTS

▸HAVE A GREAT ATTITUDE. ALWAYS. EVERYWHERE. NO ONE LIKES A SKYGOD.

STEP 2 FIGURE OUT HOW TO EXCEED EXPECTATIONS

LOOK AROUND AND SEE WHAT THE BEST ARE DOING. ASK SPONSORS WHO THEY LOVE AND WHY… THEN BE BETTER THAN THAT.

WHO’S DOING IT THE BEST?

STEP 3 VIEW YOURSELF AS AN EXTENSION OF THE COMPANY

AN EXTENSION OF THE COMPANY… BE AN AMBASSADOR OF QUAN

WHAT DOES THAT MEAN?

▸YOUR PRESENTATION / STYLE

▸KNOW THE HISTORY OF THE COMPANY

AN EXTENSION OF THE COMPANY… KNOW YOUR SH*T

WHAT DOES THAT MEAN?

▸KNOW THE PRODUCT INSIDE AND OUT AND THE DIFFERENCES TO OTHERS.

AN EXTENSION OF THE COMPANY… REPRESENT

WHAT DOES THAT MEAN?

▸BE AN AMBASSADOR

STEP 4 BE A CONTENT MARKETER.

AT THE ABSOLUTE MINIMUM

THE MINIMUM EXPECTATION

▸SUBMIT YOUR BEST PHOTOS EVERY MONTH

▸ BUILD A STRONG SOCIAL PRESENCE

AT THE ABSOLUTE MINIMUM

THE MINIMUM EXPECTATION

▸USE CORRECT SPONSOR #TAGS

▸ COORDINATE SPONSOR UNIFORMS

AT THE ABSOLUTE MINIMUM

THE MINIMUM EXPECTATION

▸BRAND PLACEMENT

TAKE IT TO THE NEXT LEVEL

EXCEEDING EXPECTATIONS

▸CREATE VIDEOS

▸UTILIZE FACEBOOK LIVE

TAKE IT TO THE NEXT LEVEL

EXCEEDING EXPECTATIONS

▸MAINTAIN A BLOG “OUR JOURNEY TO NATIONALS POWERED BY PD” ETC

▸GENERATE CONTENT FOR MAGS

STEP 5 COMMUNICATE.

Photo by Dave Wybenga

COMMUNICATION

THE MINIMUM EXPECTATION

▸CHECK IN AT LEAST TWICE PER QUARTER

▸CREATE AND SUBMIT TEAM REPORTS

COMMUNICATION

THE MINIMUM EXPECTATION

▸SUBMIT PHOTOS AND GEAR FEEDBACK UNTIL YOU ARE TOLD TO STOP.

REP FROM MAJOR MANUFACTURER

“KEEP COLLECTING AND CATALOGING THEM BOTH FOR SUBMISSION LATER. OUR BEST TEAMS SEND ME PICTURES AFTER EVERY EVENT OR CAMP AND GEAR FEEDBACK QUARTERLY (-ISH). USUALLY THE PHOTOS COME AS A LINK TO SOME FILE SHARING SITE LIKE WETRANSFER.COM, OR A DROPBOX FOLDER. EVERY PHOTO DOES NOT HAVE TO BE MAGAZINE COVER WORTHY. JUST SEND PHOTOS WHERE SMILES AND PRODUCT LOGOS ARE VISIBLE. LET THE GRAPHIC ARTIST AT THE MANUFACTURER WORRY ABOUT HOW TO USE THEM.

REP FROM MAJOR MANUFACTURER

POSITIVE GEAR FEEDBACK SHOULD COME IN SHORT BULLET COMMENTS THAT CAN BE EASILY QUOTED IN PRINT AND ONLINE ADVERTS.

“NEEDS IMPROVEMENT” FEEDBACK SHOULD COME IN THE FORM OF AN E-MAIL WITH SUPPORTING PHOTOS OR VIDEO.

COMMUNICATION

EXCEEDING EXPECTATIONS

▸ASK IF THERE’S ANYTHING YOU CAN DO. PITCH IDEAS. DON’T WAIT TO BE ASKED.

▸OFFER TO DONATE YOUR TIME AS AN LO, ‘SPONSORED BY UPT VECTOR’

COMMUNICATION

EXCEEDING EXPECTATIONS

▸OFFER TO PACK FOR A DAY DURING A BOOGIE / ASSIST WITH TENT SETUP

STEP 6 YOU’RE A PROFESSIONAL. ACT LIKE ONE.

Photo by Dave Wybenga

BEING PROFESSIONAL

THE MINIMUM EXPECTATION

▸PUT A LOT OF EFFORT INTO YOUR PITCH AS IF IT WERE FOR A MAJOR JOB

▸PROMPT E-MAIL RESPONSE

▸SHARING SPONSOR CONTENT ON FB

▸DELIVER WHAT YOU PROMISE

▸DON’T BE CASUAL

BEING PROFESSIONAL - SAY THANK YOU REALLY, REALLY WELL

EXCEEDING EXPECTATIONS

▸CREATE A PLAQUE THANKING THE SPONSOR

▸WRITE PERSONAL LETTERS TO DIR. OF SPONSORSHIP AND COMPANY OWNER

▸SEND A COFFEE TABLE / PHOTO BOOK SHOWCASING THE TEAM USING THE PRODUCTS

STEP 7 SHOW YOUR WORTH

Photo by Dave Wybenga

SHOW YOUR WORTH

RECORD EVERYTHING▸BENCHMARK WHAT YOU SAID

YOU’D DO, WHAT YOU DID AND WHEN YOU DID IT.

▸RECORD ANY SALES WHICH OCCURRED AS A RESULT OF YOUR EFFORT

SHOW YOUR WORTH

RECORD EVERYTHING

▸SUMMARIZE WHAT YOU DID AND HOW YOU WILL IMPROVE NEXT YEAR

STEP 8 PERSONALITY.

Photo by Dave Wybenga