See how our advice on Nestle Waters flowed into new benefits from its sponsorships...
Charged by client Nestle Waters North America with negotiating renewals of deals with pro sports teams, venues, theme parks and others at the most advantageous terms possible, Ryan Partnership needed an expert analysis of the bottled water company’s current contracts and a Valuation of the benefits delivered by the properties.
IEG conducted a twofold Valuation. We began with the contracted rights and benefits, and also assessed the worth of additional benefits the various properties had provided during the course of the sponsorships. This demonstrated that Nestle Waters was in most cases receiving fair market value for its fees, but only because it had been able to secure extra benefits above and beyond the contracts. As a result, Ryan Partnership recommended to Nestle that renewed agreements include the additional deliverables up front.
In addition, IEG’s review of Nestle Waters’ contracts revealed that it was paying for benefits that it wasn’t using. Armed with this knowledge, Ryan drafted a negotiating position that eliminated unwanted benefits from renewal deals and replaced them with new assets Nestle Waters could activate against.