1. Position product/services to acquire desired business image
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Position product/services to acquire desired business image

2. Explain the nature of sport/event BRANDING

3. What is a BRAND?
All the combined impressions and experiences associated with a particular person, company organization, or product.

4. Define the terms Brand Awareness & Brand Image
Recognition among the public
Extent to which a brand is correctly associated with a particular product.
Expressed usually as a percentage of target market
The primary goal of advertising in the early months or years of a product's introduction.
Brand image
Consumer’s beliefs about the company and/or products.
Quality, price, and value may affect a brand’s image.

5. Define the terms Brand Equity & Brand Loyalty
Positive feelings toward a brand that accumulate over time when customer’s expectations are consistently met
A highly recognizable brand has a high level of brand equity.
Brand equity is an intangible perception or memory.
Brand loyalty
The extent of the faithfulness of consumers to a particular brand
expressed through their repeat purchases, regardless of the marketing pressure generated by the competing brands.

6. Brand awareness, equity, loyalty OR Image??
The team name, mascot and logo are important elements that a SEM organization uses to CREATE and MAINTAIN:?????????????? BRAND AWARENESS The distribution of licensed sports apparel is an effective way to create team: ?????????? = Recognition to the public!

7. Brand awareness, equity, loyalty OR Image??
Performance, coaches and star athletes are team-related factors that affect: ?????????? BRAND EQUITY

8. Describe the purposes of branding in sport/event marketing.
Branding aims to establish a significant and differentiated presence in the market
Branding attracts and retains customer loyalty
Branding will encourage customers to pay a higher price for goods and services

9. Describe the purposes of branding in sport/event marketing.
Branding simplifies the ability to distinguish products from a wide range of competing products
Branding allows transfer of the brand to new products including licensed products

10. Explain the Branding process
1. Analysis of your current assets (SWOT analysis)
Internal
External
Strengths
Weaknesses
Opportunities
Threats

11. Explain the Branding process
2. How do consumers perceive your product?
This will provide a picture for the brand image required
3. Determine your brand awareness with consumers
4. Implement a Marketing Mix plan for your product

12. Discuss factors that influence a sport’s/event’s brand image.
Price
Low, middle or high
Quality
Value
Performance
Win, lose, tradition

13. Organization-related
Describe categories of factors that contribute impact brand equity of a sport/event
Team-related
Star athletes
Popular and successful coaches
Performance – short or long term
Organization-related
Tradition, reputation & strength of schedule
Scandals – recent or past
Public Relations – responsiveness & type
Market-related over time
Population & economic changes – up or down
Fan loyalty due to athletes, coaches and/or performance

14. Explain how sport/event marketers can use product extensions/merchandise to build brand equity
Variety of products
Importance to consumers

15. Explain the consequences of establishing positive brand equity for a sports/event
Attendance increases
Increased sales and consumer loyalty

16. Discuss factors that create BRAND LOYALTY
Entertainment value
Authenticity
Fan bonding
History
Tradition
Performance
Athletes, coaches, owners

17. “We Do”
Here is a list of some sports and events. We will identify as many ways as possible that each establishes positive brand EQUITY and brand LOYALTY.
Panthers Game
Beyonce Concert
Jordans

18. “You Do”
You will create a list of at least 5 potential brand extension/merchandise that could be used to build brand equity for a EASH event.

19. Explain the use of LICENSING in sport/event marketing

20. Trademarked Property Foundation for the licensing process
All teams and sports events MUST copyright their names, logos, slogans and graphics to LEAGALLY PROTECT them
Not doing so would allow other companies to use a name and logo without permission.
Without a trademark- a company CANNOT make money from licensing

21. Explain the relationship between trademarks and licensing.
Trademark is a word, phrase, symbol, logo or design that identifies and distinguishes the company from others.
A trademark has legal protection through the United States Patent and Trademark Office
Any entity wishing to protect their trademarks must register the trademark and post the designated symbol next to the item they wish to protect
It is these trademarks that licensees wish to use

22. Define the terms Licensing, Licensor & Licensee.
is the permission to copy the name, logo, or trademark of a league, athlete, sports team, entertainer, film, television show, or character for a fee, also called a royalty
Licensor
is the rights-holder of the name, logo, or trademark
NASCAR, Panthers
Licensee
is the company paying for the permission to use the name, logo, or trademark.
Nike and Reebok

23. Define Sports Licensing
is a contractual agreement by which a sports team, athlete or organization gives a company a license to use its name, logo or trademark on the company’s products.
The company gaining the rights is known as the licensee and the sports body is the licensor
Licensing a sports product gives an opportunity to reach a market of sports fans that could be local, national or global, depending on the sports body.
With global retail sales of sports merchandise estimated at $17.51 billion in 2009, according to EPM Communications, sports licensing could be the factor between success or failure

24. Sports Licensing
One of the top four revenue producers in the licensing world
In the U.S., the business is dominated by the five major sports leagues
NFL, MLB, NBA, NASCAR and NHL
Other significant licensing campaigns:
NCAA
Over 300 colleges/universities in the U.S. are involved in collegiate licensing, marketing their rights primarily to the apparel market

25. Process of Licensing

26. Estimated Licensing Revenues (2007) Property Type
Est. Licensing Revenue (in millions)
Art
$175
Character (Entertainment, TV, Movie)
$2,710
Collegiate
$201
Fashion
$810
Music
$125
Non-profit (Museum, Charities)
$43
Sports (Leagues, Individuals)
$815
Trademarks/Brands
$1,060
Publishing
$41
Other $9

27. “You Do” Your group will: Read one of the three articles
Create a 3-4 slide PPT on the important points in your chosen article
Present PPT to the class
Three Articles on:
-Branding
-Sponsorship
-Endorsement

28. Explain the use of LICENSING in SEM Continued…

29. Types of Sports License Agreements
Brand licensing
Process of creating and managing contracts between the owner of a brand/ licensor (Carolina Panthers) and a company or individual who wants to use the brand in association with a product/ licensee (NIKE)
Sponsorship
Supporting an event, activity or organization by providing money or other resources that is of value to the sponsored event
Usually in return for advertising for the event
Business, individuals or organizations can sponsor events
Endorsement
Athletes go into contracts with companies to promote their product by “tying” their name to it.

30. Arrangement to license a brand requires a
Licensing vs. Branding
Licensing Agreement
Branding
Licensing agreement authorizes a company which markets a product (a licensee) to lease or rent a brand from a brand owner who operates a licensing program (a licensor)
Licensing enables companies whose brands have brand loyalty to unlock a brand's value and satisfy existing demand
The brand or its legal term, trademark, affixed to the product helps the consumer understand where it was manufactured or produced
Trademark simply states “I made this”
From the brand owner's perspective, it distinguishes the products or services from those of its competitors
Arrangement to license a brand requires a
licensing agreement

31. License vs. Sponsorship
Trademark License
Sponsorship
Underpins all merchandising
Defines the relationship between the owner of a trademark (licensor) and the producer of the goods or services to which the mark is to be affixed (the licensee)
Licensors are not involved in the manufacturing of the products, for their reputation’s sake they must ensure that licensees maintain the quality of the product bearing their trademark
Companies seeking to promote their brand, build their brand awareness and brand image often team up with a sporting organization or associate themselves closely with a sporting event
This offers them massive exposure as the millions of fans and viewers who tune into sports events across the globe see the brands in question many hundreds of times

32. License vs. Endorsements
Trademark License
Endorsement
Underpins all merchandising
Defines the relationship between the owner of a trademark (licensor) and the producer of the goods or services to which the mark is to be affixed (the licensee)
Licensors are not involved in the manufacturing of the products, for their reputation’s sake they must ensure that licensees maintain the quality of the product bearing their trademark
One constant in the advertising world is companies hiring athletes and sports celebrities to endorse/promote their products
The reason is simple – nothing sells a product like a sports celebrity endorsement
Athletes and sports celebrities appeal to all advertising demographics, and especially to the key younger demographics.
Boost your company’s prestige and as a means for branding your company as a very successful one.
Derek Jeter and Gilette
Cam Newton and Under Armour
Blake Griffin and Subway

33. BRANDING and LICENSING PROJECT
“You Do”
BRANDING and LICENSING PROJECT

34. Explain the use of LICENSING in sport/event marketing Continued…

35. Recall…..
What is a license?
What is a licensor?
What is a licensee?

36. Licensor’s Compensation
Licensed products are manufactured by licensees governed by a contractual agreement (license) with a licensor
Licensee must gain approval from licensor for any products produced
Additionally, they may also agree on payment with product, advertising, etc. as specified by the contract agreement
Royalties:
Percentage of actual sales
Once the guarantee is paid off- LICENSORS start receiving royalties
Typically between 5% and 15% of sales

37. Licensor Benefits Enhanced brand image and publicity
Increased profit from royalties
Increased brand awareness or recognition
Increased opportunity for penetrating new markets (especially international) or enhancing existing markets
Increased revenues from sales as a result of brand awareness and expansion of new markets or enhancement of existing markets
Limited manufacturing costs or risks

38. Royalties

39. Licensor Risks
Potential for poor quality of a licensee’s manufactured products
Directly affects BRAND IMAGE
Partial giving-up of control over the marketing mix of the brand

40. Licensee Benefits Existing brand awareness or recognition
Lower advertising and promotional costs
Increased possibility of success and profitability
Connection with an athlete, sports team, entertainer, or corporation
Greater chance of major retailers accepting distribution of your products
International success is probable because sports are universally appealing

41. Licensee Risks
Athlete, entertainer, or corporation may become involved in a scandal or lose popularity.
Sports teams may suffer losing season(s).
Change in styles, trends, and consumer preferences.
Royalties and licensing fees can be expensive.
Manufacturing costs and risks.
Competition (un-licensed) can drive up costs associated with licensing fees and royalties and negatively impact market share

42. International Licensing
Sports Marketers have an advantage over other types of licensors in the International Marketplace because…..
UNIVERSAL APPEAL of sports
Growth of international participation and spectators of sports in general makes international licensing in SEM NECESSARY.

43. BRANDING and LICENSING PROJECT
“You Do”
BRANDING and LICENSING PROJECT

44. Explain the role of ENDORSEMENTS in SEM

45. Endorsements
Endorsement is an action made by a celebrity or well-known person as follows:
Testimonial (statement or advertisement), by a user of the product proclaiming the product’s benefits
Appearance (association), is an action whereby the endorser appears at an event. The celebrity does not have to do or say anything but consumers believe they like the product

46. Endorsements
Endorsements are advantageous to a company in the same manner as licensing but also have the same disadvantages
Endorsements are legal and binding contracts and the company and celebrity must adhere to the details

47. Ways Celebrities can Endorse Products
Product endorsement campaigns
Use the product publicly when possible
Allow their name to be used on products
Written or verbal testimonials
Allow use of their photo with or on the product in advertising and packaging

48. When Celebrity Endorsements can be BENEFICIAL to a Brand
Nothing sells a product like a celebrity endorsement
Athletes and celebrities appeal to all advertising demographics
Especially to the key younger demographics.
INCREASE your company’s brand image, awareness, equity and loyalty

49. When Celebrity Endorsements can be HARMFUL to a brand
When the celebrity:
Loses popularity with the target audience
Gets into trouble
Tiger Woods
Michael Vick
May be injured and/or retire BEFORE the endorsement contract term is over

50. So Why do Businesses use Celebrity Endorsements?
Nothing sells a product like a celebrity endorsement
Athletes and celebrities appeal to all advertising demographics
Especially to the key younger demographics.
INCREASE your company’s brand image, awareness, equity and loyalty

51. Legal Considerations for Celebrity Endorsements
2009: The Federal Trade Commission(FTC) revised and approved what is often referred to as  “The  Guides”
Practical tips to advertisers and the talent they hire on the lawful use of celebrity endorsements
Advice on when financial ties between advertisers and celebrities must be disclosed 
Must reflect the honest opinion or experience of the endorser and remain the same
If the audience would reasonably expect that a financial connection exists, disclosure is unnecessary

52. Legal Considerations Example
A tennis star appears in ads for a line of polo shirts. 
It’s unlikely that the terms of their endorsement contract would have to be disclosed because most people would expect they were paid for that kind of deal
Now they are a guest on a morning talk show. 
When asked about recent victories, they credit them to a laser vision correction procedure at a certain clinic. 
The athlete doesn’t disclose their contractual deal with the clinic that requires her to speak publicly about her surgery. 
Viewers might not realize that a celebrity discussing a medical procedure in a TV interview had been paid to tout the clinic. 
The endorsement is likely deceptive without a clear and conspicuous disclosure

53. “You Do”
Select an athlete or other celebrity to determine whose product’s the person endorses.
Compile a listing of those products.
Beside each product, write a rationale for why the person would have been selected to endorse the product.
Decide whether the choice has been positive or negative for the company.

54. Explain the use of NAMING RIGHTS in SEM

55. Define the term naming rights.
Naming rights - are a financial transaction and form of advertising (sponsorship) whereby a corporation or other entity purchases the right to name a facility or event, typically for a defined period of time.
For properties like a multi-purpose arena, performing arts venue or an athletic field, the term ranges from three to 20 years.
Longer terms are more common for higher profile venues such as a professional sports facility.
Key players in a naming rights sponsorship are:
Sport teams/owners – venue owners – corporations

56. Buyer/sponsor/corporation:
Explain advantages/disadvantages for teams/events selling corporations naming rights.
Buyer/sponsor/corporation:
Exclusivity at a marketing venue
Maximize promotion of products and services
Promote customer retention and or increase market share
Can be a good public relations plan for community
This can be very expensive and may not be your target market
Team may have losing season or lose popularity

57. Explain advantages/disadvantages for teams/events selling corporations naming rights.
Seller/venue:
Increases revenue and public awareness of venue
A means to pay for construction or maintenance costs at the venue
Good public relations in gaining corporation support within a community
Most naming right deals involve suite purchase too
Venue must be protective of it’s target market and sign with correct corporation
Corporate entity could go bankrupt, engage in fraudulent activities or be purchased

58. GROUP PROJECT PRESENTATIONS