Sales and Sponsorships

Kelly BonauAngela Horton

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

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 Lesser Known Strategies for Selling

• Benefit Selling• Aftermarketing• Up-Selling• Eduselling

http://www.cartoonstock.com/directory/t/ticket_sales.asp

(McKelvey, 2012)

NFL Ticket Commercial

http://www.youtube.com/watch?v=xvpu900Fk4w

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

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

  Average Ticket Parking Fan Cost Index

Cowboys $110.20  $75.00  $617.80 Jets $114.64  $25.00  $598.56 Colts $85.34  $20.00  $462.34 

Average $76.47  $25.92  $420.54 Titans $62.95  $5.00  $367.79 Browns $54.51  $20.00  $332.02 

Jaguars $57.34  $15.00  $310.28 

  Average Ticket Parking Fan Cost Index

Red Sox $52.32  $27.00  $334.78 

Cubs $52.56  $25.00  $329.74 Cardinals $30.14  $10.00  $216.56 Average $26.74  $12.24  $194.98 Braves $17.05  $12.00  $157.69 Padres $15.15  $4.00  $120.60 

Diamondbacks $14.31  $10.00  $115.24 

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

  Average Ticket Parking Fan Cost 

Index

Knicks $88.66  $30.00  $505.64 

Lakers $95.25  $15.00  $488.98 

Heat $60.50  $35.00  $380.00 

Average $47.88  $13.35  $287.85 

Wizards $24.52  $10.00  $186.08 

Grizzlies  $23.18  $10.00  $173.72 

  Average Ticket Parking Fan Cost 

Index

Maple Leafs $115.96  $18.64  $572.32 

Canadians  $86.44  $19.44  $474.44 

Average $54.25  $14.19  $313.68 

Predators $51.04  $10.00  $288.67 

Lighting  $37.73  $10.00  $226.93 

Stars $29.68  $20.00  $222.68 

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

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

Promotions

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

Naming Rights

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

• 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)

Super Bowl Advertising and Commercials

• Huge audience for sponsorso 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

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

(Horovitz, 2012)

Bridgestone Super Bowl Commercial

http://www.youtube.com/watch?v=LetCUzYa2Vg&feature=BFa&list=PL7803B63957FD28E8

Factors involved in choosing Athletes for Sponsorships

• Successo Amateur athletes (swimming and gymnastics) Consider career ending

injuries and retirement• Social Media Popularity• Deal Length• Morals Clause• Q Scores

(Urbach, 2012)

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)

Highest Paid Athletes10. Peyton Manning 9. Cristiano Ronaldo $10 Million $22 Million8.David Beckham 7. Phil Mickelson

$37 Million $43 Million6. Kobe Bryant 5. Roger Federer

$32 Million $45 Million4. LeBron James 3. Tiger Woods

$40 Million $55 Million2. 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

("Highest paid athletes," 2012)

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

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/

#WinFromWithin

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

Gatorade• Gatorade Victory Lane• Endorses Jimmie Johnson and Matt Kenseth• Official sports drink of the NBA, AVP, PGA, MLB,

and MLS

http://www.pepsico.com/brands/gatorade-brands.html

(Mickle, 2012)

Gatorade Commercial

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

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.

Visa and Olympics• “Go World” Campaign

o Universal human truth: removing borders, barriers and boundarieso 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

“Go World”

http://www.youtube.com/watch?v=p9PZV1e9jks

Missy Franklin• 2012 Olympics

o 100 m backstroke- GOLDo 200 m backstroke- GOLDo 4x200 m freestyle- GOLDo 4x100 m medley- GOLDo 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

Missy Franklin Interview

http://www.youtube.com/watch?v=7sVXLJX1NBA

What are the pro’s and con’s of going pro? Going to college?

What would you do???