REVENUE GENERATION WORKSHOP

OBJECTIVE  Podium results  Athlete development

WHAT DOES IT TAKE?

The Best Form of Marketing is…

WHAT DOES IT TAKE?

DOUBLE YOUR REVENUES  ‘Make our sport a Choice Among Fans’  ‘Win More medals’  ‘Establish long term athlete development model’  Develop a ‘Strategy at all levels of our sport’  Break Records  Make our ‘Sport’ more relevant

HOW TO WIN THE BUSINESS 1. Recruit the Best People in the industry. 2. Train and educate the sales and marketing people extensively. 3. Have a game plan. 4. Define $$$$ as the Goal. 5. Give Stakeholders what they want. 6. Have an action plan, with realistic timelines. 7. Understand competition, employ best practices.

FOCUS ON WINNING THE BUSINESS (NOT EXCUSES) 1. Don’t Blame the Sport 2. Don’t Blame the Athletes 3. Don’t Blame the Funding BE PROACTIVE…

REVENUES 1. Sport Canada 2. Sponsorship 3. Memberships 4. Events/Hosting

REVENUE GENERATION FORMULA STAKEHOLDERS SELL DELIVER SERVICE

SPONSORS 1. To Make Money (ROI, Traffic, Activation, Awareness) 2. To Reward My Customers (see #1) 3. To Appreciate My Employees (see #1) 4. To Support Good Causes (see #1)

KEYS TO SPONSORSHIP  Mood of the Fan/Participants  Benefits vs. Features  Remove Bureaucracy  Provide Access  Return on investment  Grassroots activations

INNOVATION

INCREASE YOUR MEMBERSHIP  ‘Health and Fitness’  ‘Quality Time’  ‘Fun’  ‘Sense of Community’  ‘Charity’

KEYS TO MEMBERSHIP  Provide Superior Value  Member-Friendly Brand

INNOVATION  Season-Ticket Mentality

NEEDLE IN A HAYSTACK

4 C’S 1. CAPTURE 2. CATEGORIZE 3. CARE 4. CALL

EVENT REVENUES  Fun  Cool  Value  Rewards  Quality Time  Kids  Charity  Dream

BUSINESS MENTALITY 1. STOP PLANNING 2. INSTILL ‘REVENUE URGENCY’ 3. TAKE STAKEHOLDERS VIEWPOINT 4. R&D 5. SELL 6. DELIVER 7. SERVICE

ACTION PLAN  Set Priorities  Delegate Responsibility  Set Timelines  Measure Results  Implement

COSMOS SPORTS  RECRUITMENT  EDUCATION  BRANDING  INNOVATION  IMPLEMENTATION