1. Sports and Entertainment Marketing © Thomson/South-Western ChapterChapter Sports and Entertainment Promotion 10.1 Promoting Sports and Entertainment 10.2 Advertising and Placement 10.3 Publicity and Sales Promotions 10

2. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 2 Winning Strategies Velocity Sports and Entertainment promotional agency that specializes in sponsorship and event marketing focuses on the cross-promotional opportunities offered by sports and entertainment events Velocity Sports and Entertainment

3. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 3 Lesson 10.1 Promoting Sports and Entertainment Goals Describe the goals of promotion. List and define four elements of promotion.

4. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 4 Terms advertising product placement publicity sales promotions personal selling

5. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 5 THE PURPOSE OF PROMOTION promotion the process of making customers aware of a product, service, or event

6. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 6 Promotional Goals Increasing sales is the primary goal of promotion. Related goals include increasing customers’ usage maintaining customer loyalty building a fan base educating potential customers overcoming the hesitation of first-time buyers

7. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 7 Gaining New Fans – An Example To combat the declining audiences of the early 1990s, the USTA and the TIA took a number of initiatives. The associations created the Tennis Welcome Center partnership. offered fun, friendly introductory lessons By 2005, there were about 5.8 million new tennis players.

8. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 8 What is the goal of promotion?

9. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 9 PROMOTIONAL ELEMENTS The four elements of promotion are advertising publicity sales promotions personal selling

10. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 10 Advertising advertising a paid form of communication delivered by a product maker or seller to consumers product placement a product integrated into the plot of a television show or a movie more discreet than advertising

11. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 11 Publicity publicity any unpaid media attention either positive or negative

12. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 12 Sales Promotions sales promotions additional incentives offered for a limited time to encourage consumers to buy a product

13. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 13 Personal Selling personal selling an in-person, face-to-face communication between a seller and a customer  Advantage is seller can immediately address any concerns that may be causing hesitation by the consumer.  Even if the sale is lost, customers are likely to return if they are treated right

14. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 14 List four elements of promotion.

15. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 15 Lesson 10.2 Advertising and Placement Goals List and describe the steps involved in developing effective advertising. Describe the use of product placement.

16. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 16 Terms tagline media strategy reach wear out frequency

17. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 17 ADVERTISING Advertising informs consumers about new products and services and helps consumers make comparisons among alternatives.

18. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 18 Step by Step Cost effective advertising requires: 1.Set a measurable advertising goal. 2.Develop the advertising budget. 3.Create an advertising theme. 4.Choose the advertising media. 5.Create the message. 6.Develop an advertising schedule. 7.Measure the effectiveness of the advertising.

19. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 19 specific measurable Company must decide what it wants to accomplish by advertising and how it will know that the goal has been met. Ex. Increase sales or brand recognition by a specific percentage. The Goal

20. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 20 marginal analysis setting the advertising budget by estimating the point at which an additional dollar spent on advertising equals additional profit Spending will continue until the marginal benefit is no longer greater than the marginal cost. The Budget

21. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 21 directs a percentage of expected sales revenues to the advertising budget fixed sum per unit an advertising budget based on the expected number of units to be sold competitive parity designed to maintain the current share of voice share of voice maintaining a similar dollar amount or frequency of advertising as that of competitors percent of sales

22. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 22 tagline (theme) a slogan that conveys the main message of the ad Goal of the ad and the product or service will drive the selection of theme. The Media Print (newspapers, magazines, billboards) broadcast/cable (radio, TV) Internet (Social media, pop up ads) out-of-home (billboards, stadium signs, radio) in-home (TV & Magazines) The Theme

23. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 23 choosing the media that will bring the most effective advertising message to the targeted consumer reach the number of people in the target market expected to receive the message through the chosen medium media strategy

24. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 24 copy the words to be spoken or printed in the advertisement Must be carefully crafted to motivate the consumer to act. wear out when advertising loses its effectiveness due to overexposure or poor message quality The Message

25. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 25 frequency the number of times the targeted customer is exposed to the media Try to provide the greatest reach and highest frequency at lowest cost per person. concentration schedule relying on a single medium dominance strategy a firm buys the maximum reach and frequency in one medium and purchases additional space in or time on other media The Schedule

26. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 26 response rate the number of customers who connect with and act in relation to the ad Knowing the effectiveness of an advertising campaign can help to shape and improve a business’s future advertising strategies. The Effectiveness

27. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 27 It’s Showtime primetime when the largest viewing audiences are watching TV the most expensive time to advertise

28. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 28 Interactive Advertising Effective advertising will engage viewers and motivate them to take specific action. Digital communications can be used to create an interactive connection with potential customers. Ex. Pontiac G6 $1 million for pics/ Text messaging results for Live TV Show

29. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 29 List the steps involved in developing effective advertising.

30. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 30 PRODUCT PLACEMENT Product placement is a fast growing form of sales promotion used in films TV shows live theater

31. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 31 The Basics Product placement can be used to offset the need for traditional advertisements. 24 on the Fox network Ford vehicles used extensively

32. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 32 Who Pays? Three common ways that product placement deals might be constructed include fee basis A corporation will pay a fee to the film’s producers for prominent product placement. barter If a very expensive product is needed, it may be provided for use in the film in exchange for the prominent display of the brand name.

33. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 33 Assuming they appeal to the same market, both parties will gain from the connection. A corporation may make an agreement with a film producer to include movie promotion in its product advertising in exchange for placement of the product in the movie.

34. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 34 Name three ways product placement deals are constructed.

35. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 35 Lesson 10.3 Publicity and Sales Promotions Goals Define publicity and explain its role in creating a positive public image. Describe various types of sales promotions.

36. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 36 Terms goodwill publicist grass-roots effort viral campaign public relations (PR) trade allowances

37. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 37 PUBLICITY Although publicity is free, the message is controlled by the news media others that are presenting the message

38. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 38 Goodwill goodwill customers’ positive feelings about the business

39. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 39 Damage Control publicist a person who is responsible for maintaining relations with the public and news media damage control an attempt to refute, justify, or downplay negative stories trying to focus attention on more positive stories

40. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 40 Grass-Roots Publicity grass-roots effort when an unknown person or event is propelled into the spotlight by fans viral campaign a promotion where a few online mentions turn into a real buzz about a movie propels the movie into a mega hit

41. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 41 creating a fake grass-roots effort astroturfing

42. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 42 Image is Everything public relations (PR) the arm of promotion that tries to create a favorable public opinion for an individual or organization Public relations focus on the future with the intent of creating a positive image of the business, game, players, etc.

43. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 43 Sports facilities and sports fans need to have a positive image to encourage visitors to attend games. Professional athletes feel the pressure of being public role models while meeting athletic performance standards.

44. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 44 How is publicity different from other types of promotion?

45. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 45 SALES PROMOTIONS Sales promotions are marketing efforts that offer customers an additional incentive to buy a limited time to make the purchase

46. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 46 Consumer Sales Promotions consumer sales promotion directed at the final consumer temporary price reductions Ex. Half priced tickets price-pak deals Ex. 4 game tickets, drinks and food packaged together for one price coupons Offering special prices

47. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 47 Consumer Sales Promotions special gifts Ex. Posters given out to the first 500 fans who enter the arena/ballpark contests Ex. Half-Court shot during halftime to win a car or money rebates Refund part of the purchase price of a product. Ex. Get $200 back after mail in rebate

48. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 48 Trade Sales Promotions trade sales promotion directed at members of the distribution channel trade allowances offer short-term discounts to distributors and retailers for selling or participating in the promotion of a product

49. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 49 Trade Sales Promotions trade contests A retailer who sells the most of a product, such as a specific brand of baseball bats, will receive a reward point-of-purchase displays Display materials are provided free to retailers to help them sell the merchandise Ex. Hanes sends Wal-Mart a cardboard display of Michael Jordan holding Hanes Underwear. The underwear is put in the display and it catches your eye more than a regular shelf.

50. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 50 Employee Sales Promotions push money an extra commission paid to sales persons who sell or push particular products Ex. At Radio Shack employees receive extra money if they convince you to buy batteries with your purchase.

51. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 51 List three consumer sales promotions.

52. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 52 PERFORMANCE INDICATORS EVALUATED Define the target market. Explain the marketing strategy to increase sales of Disney merchandise. Communicate promotional ideas clearly to the judge.

53. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 53 Describe cooperative sponsorships and promotional strategies with other companies to increase sales of Disney merchandise. Explain the value of the relationship with retailers who sell to target markets that watch Disney movies.

54. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 54 THINK CRITICALLY 1.How could a gift shop located in movie theaters near the exits help increase sales? 2.What is the value of diversifying distributors of Disney merchandise?

55. Sports and Entertainment Marketing © Thomson/South-Western Chapter 10 Slide 55 4.Can sales of related merchandise increase attendance at the Disney movies? Explain. 3.How can Disney benefit from associating with other well-known and respected companies?