Posts Tagged “Selling”

Dan Kowitz Sep 22

Patience Is the Key to Launching a New Sponsorship Program

Most of us probably don’t even remember learning to ride a bike or learning to swim. For those who did not learn how to do those things when they were young, trying to learn as an adult can be difficult. This typically comes with added fear, increased effort and requires more patience. Learning to do these things as an adult also usually takes a longer period of time. Launching a new sponsorship program, or re-launching an old one, can be just like learning to swim as an adult. The problem is that many executives within organizations expect new revenue within weeks, even in this economy. The truth is it will not happen overnight. It can take several months to get your assets organized strategically for the sales process. In my experience, once the sales process starts in earnest it can take anywhere from 6-18 months to see new or increased revenue.  more

selling assets

Diane Knoepke Sep 22

Properties: Are You Selling Pennies or Making Pennies?

I heard yet another quip the other day about how a penny, the U.S. one-cent piece, costs more than 1¢ to make. It is actually more like 1.2¢ - 1.4¢ per coin, based on the increased and fluctuating price of the zinc, copper and nickel used to make pennies (including the costs of metal, fabrication, labor/overhead and transportation, according to While it at first sounds preposterous that a penny costs more than a penny to make, it is actually not such a big deal, considering that pennies are not disposable. Each penny changes hands many, many times while in circulation. In other words, cost and value are not necessarily related; they’re two separate factors that, in the case of pennies, make for interesting cocktail party conversation but don’t actually need to correlate for it to be worthwhile to create the penny. Its functional cost and its value are separate issues. (Thanks for the insight,  more

negotiating nonprofit selling what is sponsorship activation

Diane Knoepke Sep 17

Pitching Hotels? Might Be Time for a Changeup

“Generic” might be having a good run in pharmacies and grocery stores right now, but hotels are looking for assets that differentiate them from the guy down the street. An article in Monday’s The Wise Marketer highlights a recent study of hotel rewards programs, conducted by Razor’s Edge Business Intelligence. As most of the chains have run their loyalty programs for many years (some more than two decades), Razor’s Edge is predicting that the programs will “move on from simply adding more partners and more benefits toward developing in whole new directions. . . . such as the creation of sub-clubs that appeal to special interest groups (e.g. sportsmen, sports fans, or bikers) or the addressing of environmental concerns.”  more

cause marketing destination/tourism packaging selling associations

Diane Knoepke Sep 16

Takeaways: When and How to Include Sponsors in Social Media

In conversations over the last week—with an association client or two, a group of zoos and aquarium sellers, and a financial services sponsor—the appropriate use of social networks for sponsorship activation has been a hot topic. How do we take sponsorships—those that live primarily off-line and those that have a foot firmly in both worlds—to the social nets? In keeping with the old mantra of “if one person has the question, probably a lot of people have the question”—here are a few takeaways from those conversations.  more

contracts digital media guidelines negotiating packaging selling servicing activation

Jim Andrews Sep 16

Setting Entertainment Marketing Back 30 Years

The changes in the music and recording business in recent years have generally not been kind to musicians. However, they have created some compelling opportunities for musical artists to partner with corporations to help market singles, albums, tours, etc. Now, however, along comes R&B artist Riz, who is about to go out on tour in support of his second album, iRIZistible. Riz and his team have come up with their idea of a unique marketing opportunity for corporate America—selling ad space by the square foot on Riz’s 45-foot-long tour bus.  more

entertainment music packaging selling assets

William Chipps Sep 11

Health Care Reform May Lead To More Spending From Insurers

With everyone chatting (if not yelling) about the pros and cons of health care reform, I thought I’d take a minute to address one potential positive for the sponsorship industry: more spending by health insurers.  Like other players, Blue Cross and Blue Shield of Florida is developing marketing strategies that address the potential outcome of health care reform. The company believes any hint of mandated coverage could prompt new sponsorship spending.  more

how to get sponsorship selling sports events

Dan Kowitz Aug 28

Sponsorship Value Derived from Strategic Alliances Between Associations

“United we stand, divided we fall.” Words spoken in some form by Benjamin Franklin, Abraham Lincoln and which many credit to John Dickinson’s “Liberty Song,” published on July 18, 1768, in the Boston Gazette. These words ring as true as ever considering the current economic climate. So, what does this have to do with sponsorship? Many associations are spending countless hours figuring out how to keep sponsors, and, hopefully, continue to grow their sponsorship programs. Sponsors seem to have less to spend, while associations don’t really have an overwhelming amount of new and different opportunities. Sound familiar? What it means is that as an association, you need to bring new value to the equation.  more

associations packaging selling assets

William Chipps Aug 28

3-D TVs May Prompt New Sponsorship Spending

While many properties have written off the consumer electronics category due to the economy and subsequent pullback in discretionary consumer spending, JVC, LG and other companies may soon start seeking new deals to promote their latest-and-greatest products: 3-D TVs. At least one company has signed its first deal. Panasonic Consumer Electronics recently announced a tie-in with James Cameron’s new 3-D science fiction film Avatar on behalf of its 3-D-ready plasma screen TV and 3-D-enabled Blu-ray Disc player, both of which it plans to release next year. Panasonic will activate the tie by hosting Avatar viewing demonstrations in specially-designed trailers in the U.S. and Europe. Sources say the company plans to leverage Panasonic System Solutions Co.’s multi-million dollar partnership with AEG to host screenings at Southern California’s LA Live entertainment complex.  more

entertainment how to get sponsorship motorsports NASCAR non-traditional categories pro sports selling sports activation

Jim Andrews Aug 27

A New Potential Sponsor For Outdoor Events

This post won’t be tagged under “deep insights,” but just an observation about a noteworthy sponsorship that could be replicated by other properties. This coming weekend’s Ford Ironman Louisville event features sponsorship from the city-run Louisville Water Co. Given its role as the local water utility, LWC has come up with a unique way to supply the hundreds of gallons of water needed by the triathletes that eliminates the need for thousands of eco-unfriendly plastic bottles. The company will tap into its existing water lines and one mobile water trunk and provide 100-plus volunteers at nine stations with hoses to fill 125,000 cups of water. LWC plans to use this model for other local events to which it currently supplies bottled tap water. For properties that have not had success securing an official water sponsor, or for those seeking a sustainable alternative to bottled water, tapping into your local water utility may be a good way to go.  more

events festivals government/municipal local marathon selling sports beverage

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