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BLOCK ONELesson 4.8- AdvertisingHarveenAdvertisingAdvertising?is any paid, non-personal form of communication by an identified company promoting goods and servicesAdvertising is presented in many different formatsTV commercials and infomercialsPrint advertisementsDirect mailInternet (banner advertising, “pop up” ads, social media ads)Social mediaLast year’s NCAA Men’s Basketball Tournament (“March Madness”) generated over $1 billion in advertising revenue (click?here?to see a breakdown from Kantar Media)Last? year, movie studios spent $3.06 billion advertising films in the U.S. alone (not counting what they spent promoting in other global markets)?55What role can advertising play in helping marketers achieve their goals??56Effective communicationCreate awarenessCreate or change imageAssociate a brand with feelings and emotionPrecipitate behaviorEstablish and maintain positive public perceptionsAssist in the increase in salesHarveen, find one example of each role A – G. That’ll count as your current eventIntroduce Josh saying that he will provide additional examples of advertising.4.8 – Josh BowlesThis is a continuation of Harveen’s presentation; work with her a bit to prepare Provide examples of the types of advertising; that’ll count as your current event. Types of advertising?57Print mediaAny written form of communication used to inform, persuade, or remind consumers about products or services offered?Outdoor advertisingTraditionally includes any outdoor signs and billboards?Offers a high level of visibilityProvides 24-hour advertisingIn 2015, the Kansas City Royals purchased billboard space with a creative twist. The billboard displayed the team’s tagline for the season (“Forever Royal”) and an image depicting a Royals player stealing a base, running fast enough to burn the billboard.? The image was so realistic that it prompted several 911 calls.?58Mass transit advertisingUses public transportation, such as buses, bus stands, taxicabs, and subways to post advertising messagesThe upstart Hillsboro Hops, a minor league team in the Portland, OR area, wanted to encourage fans to utilize mass transit to come to games.? To do so, they chose to brand the local light rail train with the team’s logo to help generate more awareness.Adidas and the Portland Timbers wrapped several light rail trains in branded content to promote the 2014 MLS All-Star Game?59The Timbers also advertise INSIDE the train to encourage riders to use mass transit for travel to the stadiumBroadcast mediaAny visual and/or audible form of communication used to inform, persuade, or remind consumers about goods or services offeredRadio advertisingAdvertisers match their target market to a radio station that segments a particular marketHas the ability to reach a wide audienceTelevision advertisingIncludes commercials and infomercialsThe fitness craze known as P90X relied on a carefully crafted TV infomercial strategy to build a $400 million-a-year (and growing) empireThe franchise has been so successful that they released a third installment, P90X3, in 2014Because broadcast companies now spend so much in rights fees, they are forced to charge much more for television advertising during those broadcastsHonda assistant VP-advertising Tom Peyton, whose company spends more than $600 million on U.S. television advertising annually and sponsors the Honda Classic golf tournament, the Rose Bowl's Rose Parade, and the NHL's Anaheim Ducks, recently told Ad Age:? "There has to be a point where the price of sports properties on TV, the price of tickets for consumers to games, is truly affecting the amount of sports we can engage in — and the type of sports we engage in.”?60TV advertising is traditionally the most expensive form of broadcast mediaHigher ratings for programming translates to higher advertising ratesBecause the Super Bowl annually draws millions of viewers and generates a lot of publicity, the cost of advertising during the broadcast is more expensive than any other television eventA 30 second commercial during the broadcast of the 2016 Super Bowl will cost an advertiser $5 millionClick?here for the full story from .Introduce George explaining that he will talk a bit about online advertising4.8 - George Bryant: Work with Harveen and Josh in your preparation Show examples of the different types of advertising; that’ll count as your current event. Online/digital media (say, as discussed by Mr. Bethel)Advertising through various digital media platformsBanner ads, pop-ups etc.Digital broadcastsThe $60 million in digital advertising sales earned by NBC through its online coverage of the London Games was three times what the network earned for the 2008 Games in Beijing (sales for the 2014 Winter Games in Sochi were slightly down from the 2012 Sumer Games in London to $50 million)?61Social media channels (Facebook, Twitter, etc.)In 2015, Fox Sports launched ‘Fox Sports Engagement’, a new product deisgned to help advertisers reach sports fans through social media platforms like Facebook, YouTube and Twitter?62MobileSpecialty media (Show examples)Known more commonly as?promotional productsIncludes “everyday” items displaying a company name or logoCalendarsPensMagnetsCoffee mugsAdditional forms of media (Show examples)Marketers often use many other creative ways of communicating advertising messages to consumersBlimpsGoodyear, Outback, Met One (“Snoopy One”)Supermarket carts and grocery bagsSelect grocery stores in Oregon offer “eco-friendly” grocery bags featuring the Portland Trail Blazers, University of Oregon Ducks and Oregon State University Beavers logosHot air balloonsAirportsIn addition to the light rail advertisements, Adidas and the Portland Timbers prominently featured a number of advertisements through the Portland airport to celebrate the 2014 MLS All-Star gameIn-theater advertisementsAirplanes trailing banner messages over beaches or outdoor events (or branded airplanes)Alaska Airlines took aerial advertising a step further when they introduced the Major League Soccer Portland "Timbers Jet", a Boeing 737 featuring a paint theme featuring the Portland Timbers' name and logo in the team's trademark colors (to celebrate the new airplane and their relationship with the team, Alaska Airlines grants early boarding to Portland International Airport passengers wearing an official Timbers jersey)?63In 2014, Boeing rolled out a Seattle Seahawks branded airplane, paying homage to the team’s famed “12th Man” shout out to fans. In the plane’s first flight, the aircraft carved the number “12″ in the sky over downtown SeattleAlternative transportationIn addition to advertising via mass transit, Fox took to their advertising to the streets during the popular Comic Con festival in 2012 by positioning popular animated characters from “Family Guy”, “The Simpsons”, “Bob’s Burgers” and “The Cleveland Show” and positioning them in San Diego pedal cabs?64LSU Athletics took a unique advertising as part of a basketball campaign when they teamed with adverCar (a company that pays individuals to affix advertising messages to their personal vehicles), essentially paying fans to drive their message into local neighborhoods, shopping centers and commuter routes?65 George, Introduce Matt C saying he will discuss “Up-Front” MarketingMatt, work with George in your preparation4.8 - Matthew CiafreUp-front marketingMarketers and media agencies may choose to buy ads in the spring selling period known as the "upfront", which is when networks sell much of the ad time for fall.? Buying early sometimes affords marketers more creative flexibility, allowing them to ask for unique ways to promote their brands.Upfront provides a measuring stick for networks to create a more accurate sales forecast and they typically sell 75% to 80% of the ad inventory that accompanies their new seasonThe upfront commitments for the 2014-15 television season generated nearly $9.1 billion in commitments for advertising sales to five major networks, including $2.6 billion for CBS, $2.4 billion for ABC, $1.9 billion for Fox and $1.8 billion for NBC?66In another nod to the importance of ratings, advertisers were reportedly most interested in buying time in NBC's highest-rated program, "Sunday Night Football”?66CBS also reportedly sold more than 50% of its ad inventory for its 2013 broadcast of Super Bowl XLVII in the upfront period?67?Thanks to in part to two major sporting events in 2014 — the Sochi Winter Olympics and the FIFA World Cup that generated more than $1.5 billion in advertising dollars, fewer dollars were available in the upfront market for the 2014-15 season. As a result, upfront spending dropped for the first time since the recession-stifled 2009-10 season, representing a spending decline of nearly $500 million.Click?here?to see ’s coverage of the 2015-16 upfront seasonHowever, Upfront commitments should not be confused with actual advertising revenue because, while advertisers make an initial promise before the season starts, a good portion of any marketer's ad spend can and will change as shows are cancelled or rearranged on a schedule or if ratings are not meeting pre-determined levels of expectation?68Click?here?to read the results from a 2015 MarketShare study on why TV advertising is still the most effective advertising mediumIntroduce Donnell explaining that he will discuss advertising agencies that help SERM companies with their advertising 4.8 - Donnell CobbAdvertising (Ad) and Public Relations (PR) agenciesAn ad agency is an organization that decides on and implements an advertising and marketing strategy for a customer while a PR agency is responsible for determining an effective public relations strategy for each respective client?69Nike contracts the Wieden + Kennedy ad agency to manage and oversee some of their advertising campaignsWieden + Kennedy produced a?spot?for Nike leading up to the Masters chronicling the rise of golfer Rory McIlroy (including his boyhood hero, Tiger Woods).? The ad quickly went viral, racking up 1.5 million views in the first two days of its releaseIn 2013, the agency celebrated the 25th?anniversary of its famous slogan developed for Nike, “Just Do It”Wieden + Kennedy is also responsible for the wildly popular “It’s Not Crazy, It’s Sports” ad campaign for ESPN, addressing the culture of fandom in the sports industryClick?here?to see a YouTube playlist of the W+K “It’s Not Crazy, It’s Sports” commercials on ESPN’s channelClick?here?to see some of the spots W+K created for ESPN, including the 2014 campaign “Who’s In?” introducing the new college football playoff formatUnder mounting pressure and facing a potential lawsuit, the Washington Redskins enlisted the help of a PR professional/agency to help make a decision as to whether the franchise should change the team nickname?70In many cases, the agency may have a comprehensive set of responsibilities, not just an advertising or PR focusFor example,?Professional Sports Partners?will serve as the marketing agency for the 2016 Men’s Final Four in Houston, Texas, and will be responsible for managing the event’s publicity, marketing, media, advertising and community outreachClick?here?for an article (and video) of how a marketing agency contracted by Under Armour tapped into the power of virtual reality to make Stephen Curry’s shoe release a smashing successWhy do companies work with agencies?Expertise??Time constraints“Fresh” perspectivesAccess to athletes, celebrities, entertainersQuestions organizations address when selecting an agency?71Does the agency have a solid, comprehensive marketing plan in place?Does the agency have comprehensive marketing skills?Can the agency effectively determine the target market and find a means to reach them efficiently?Does the agency have a track record of success?Has the agency worked with others in your industry?Additional considerations for organizations opting to work with an agency?72Comfort level with the representative that will be handling the accountMaking sure all written copy is customer centeredSelection of an agency that views itself as a partner of the organizationAgency extension exampleCreative use of in house advertising capabilityThe Red Sox, as a way to generate additional revenue, leveraged relationships in the industry and throughout the community and created a spin-off agency, the Fenway Sports GroupFSG was so successful that they were profitable in their first year and their client base included NASCAR, Boston College, and even the rival New York Yankees73Jordan FreeleyLesson 4.7- Market ResearchMarket researchMarket research is the process of systematically collecting, recording, analyzing, and presenting data related to marketing goods and services?44Market research provides an opportunity for companies to get to know their customers?45Marketing research gathers information pertaining to:?46ConsumersCompetitionCompanyCulture/climateThe information gathered through marketing research is used to:?47Form links between consumers and companiesIdentify and define marketing opportunities and potential challengesGenerate, refine, evaluate and monitor marketing activitiesAnalyze and understand the company, its industry and its competitionIntroduce Hunter Furr saying that he will discuss the steps in the research process.4.7 - Hunter FurrWork with Jordan in your preparationSteps in the research processIdentify the problem, concern or additional desired information to be gatheredSelect and design researchPrimary research is the original research conducted for a specific marketing situationSurveysDirect mailTelephoneInterviewsFocus groupsDespite an already solid attendance track record in which the team has led the league in attendance in all 11 years of its existence (drawing nearly 5 million fans to date), Minor League Baseball’s Lakewood BlueClaws decided to cap attendance at 8,000 fans per game, based on feedback from fans during focus groups that large crowds were negatively impacting the game-day experience48???????????????????????????????Conduct secondary researchSecondary research is published data that has been collected for some other purpose (collect data)Census reportsDemographic analysesTrade associationsState agenciesCommercial research firmsCollecting dataA census is a method used for obtaining statistical information that counts every member of a populationThe latest U.S. Census results showed an increase in the nation’s Hispanic population of 43 percent since 2000, (four times the nation’s overall 9.7 percent growth rate), as such the sports and entertainment industry has seen a boom in the number of marketing initiatives targeting the Hispanic audience49Also according to census data, more than 10 percent of the overall population in the Phoenix area is Hispanic age 18-34, one of the largest such ratios in the country.? Based on this information, Major League Baseball’s Arizona Diamondbacks adjusted how they market to those prospective ticket buyers, after an offseason study indicated the team’s Hispanic fans’ preferences in terms of ticket sections or package options were significantly different than the general market.50A sample is a method for accumulating statistical information that is only obtained from a subset of a populationReport and analyzeQualitative research data?51Typically involves large numbers of respondents, typically 100 or more, and yields results that are representative of the total populationQuantitative research data?51Generally gathered in the form of focus groups (groups of six to ten respondents who carry on a group discussion which is led by a trained moderator)Another common form of qualitative research is in-depth one-on-one or two-on-one interviewsCommunicate results of researchIntroduce Hunter Gore saying he will discuss market research applications4.7 - Hunter GoreWork with Hunter Furr in your preparation on this topicExamples of market research applicationsConsider the following figures from a fan avidity report released by Scarborough Sports Marketing (a research firm)?52Based on the study results, U.S. consumers have typically shown unwavering support for the NFL, MLB, NBA, NHL, College Football and Basketball, NASCAR and the Olympics (53 percent of American adults are “Avid Fans” at least one of these sports).? However, after these traditionally supported fan favorites, the list includes sports like Figure Skating, Gymnastics, Men’s Golf, High School Sports and Pro Boxing.Why does this matter?According to Scarborough:? “American sports fans have been opening their minds and wallets to a host of diverse sports. Avid Fans of these sports are often characterized by distinct audience demographics. For instance, 73% of Avid Gymnastics Fans are female and 81% of Avid Figure Skating Fans are female.? This is a unique demographic makeup since Avid Fans of sports like the Olympics, Women’s Tennis and the WNBA – classically “female friendly” sports – are only about 50% female. This notable demographic base helps explain findings such as:? Gymnastics Fans are 53% more likely than all American adults to schedule a spa day, 30% more likely to visit a jewelry store and 33% more likely to visit a bridal store. Similarly, Figure Skating Fans are 28% more likely to visit a florist and 27% more likely to visit a dry cleaner.”?52Another demographically interesting sport is Pro Boxing. Though European Soccer, Major League Soccer and Mexican Soccer are all leagues with large Hispanic fan bases, Pro Boxing is the non-soccer sports league with the highest percentage of Hispanics among its Avid Fans – 35%. Avid Pro Boxing Fans are also 58% more likely than all American adults to use their smartphones to: listen to or download music, 67% more likely to check sports scores and updates, and a staggering 110% more likely to watch free TV programs.?52Click?here?to download the entire press release from Scarborough Sports Marketing?54Additional market research applications explore many additional topics in sports and entertainment Hunter: Provide examples of “findings” on 3 of these topics Sport participationViolence in sportsAdvertisingMedia outletsViewer and listener ratingsFinancingEffectiveness of marketing effortAustin GreenLesson 4.6- Understanding the Sports & Entertainment CustomerCustomer vs. ConsumerThe customer is the individual who?buys?the product or serviceThe consumer is the individual who?uses?the product or serviceLet’s say Frito Lay invests in four club seats at Jacobs Field in Cleveland for their customer service and sales staff to entertain clients and prospective clients at Major League Baseball games.? Frito Lay is the customer while their staff members and their clients are the consumers.The customer can also be the consumerJohn Smith buys four tickets to take his family to see the Yankees play the Red Sox.? Because he bought the tickets, he is considered a customer.? Because he used the tickets with his family, he is also the consumer.Who is the sports and entertainment business consumer?Marketers sell sports and entertainment participationIt could be participation by event attendance or physical participation in the event itselfMarketers target those consumers with free time, discretionary income, and a desire to be entertainedWho are the sports consumers?Sports consumers are people who may play, officiate, watch, or listen to sports, or read, use, purchase, and/or collect items related to sports?41Could also include:?42 (Austin: provide names of businesses who consume SERM products from each category below and what products they buy)ManufacturersResellersSports governing bodiesInstitutionsMedia sports enterprises????Sports consumers participate in the exchange process in two ways?43Spectators as consumersBenefit by watching the event or gameExchange for tickets and entertainmentParticipants as consumersBenefit by playing, competing, or participating in the eventExchange for equipment and/or participationLogan GreenLesson 4.5- PositioningPositioningPositioning is the fixing of a sports or entertainment entity in the minds of consumers in the target market?32?Positioning is important to all sports and entertainment productsSports leagues (NFL vs. Arena Football League)Sports teams (The Los Angeles Lakers in the 1980’s as “Showtime”)Sporting goods (Under Armour as comfortable performance apparel)Sports drinks (Gatorade as a performance beverage)Movie studios (Pixar as a leader in animated films)Entertainers (Will Ferrell as a comedic actor)Entertainment products (DVD vs. Blu-Ray)Facilities and venues (Premium seating vs. general seating)Positioning is about perceptionPuma’s “Calling All Troublemakers” spot launched in 2014 (part of the brand’s new “Forever Faster” campaign) encourages fans to be more daring and push boundaries to achieve “danger, risk and potential fugitive status” in an effort to differentiate itself from Nike, Adidas and Under Armour as it continues its efforts to gain credibility and position itself as a legitimate performance apparel brandTo drive the campaign and assist in their positioning effort, Puma partnered with athletes with “bad boy” reputations like Olympic champion Usain Bolt and soccer player Mario Balotelli?33Wheaties cereal has positioned itself as a brand affiliated with athletic performance and its slogan, “the breakfast of champions”, has remained since the brand’s introduction in 1924With declining sales, General Mills (parent company of the Wheaties brand) eventually introduced a new spin off product aimed to take advantage of consumer perceptions of the Wheaties brand. General Mills developed three formulations of the cereal (dubbed Wheaties Fuel) with the help of a sports nutritionist and five world class athletes: the NFL's Peyton Manning, the NBA's Kevin Garnett, gold medal-winning decathlete Bryan Clay, the MLB's Albert Pujols, and triathlete Hunter Kemper.?34??Introduce Henry saying he will discuss additional examples of positioningHenry, Be aware that in the SCC curriculum, these topics are out of order. I’ve corrected the order here, however. You can work with Logan in getting your presentation ready. He does a lead into your examples. 4.5 - Henry HillHenry, say “as described by Logan, here are some additional examples of positioning.” DON’T USE THE SAME EXAMPLES AS LOGAN. Described by marketing experts Jack Trout and Al Ries, “positioning is what you do to get into the mind of the (consumer)”?36(Henry: Give two examples of products with different positions in the market place) For example, outside of SERM, Walmart is the less expensive alternative, Nordstrom’s is the higher quality product. Do that sort of identification for two SERM products. Positioning also refers to the place the product occupies in consumers’ minds?relative to competing products?35 (Henry: Using the two examples of SERM products identified above, identify two competing products with different positions in the market place. That means you’ll need to give four products total. For example, outside of SERM, Ford is “Built Ford Tough,” Chevy is “Like a Rock.” Do that sort of comparison for two sets of SERM products.Luke: Be aware that in the SCC curriculum, these topics are out of order. I’ve corrected the order here, however. Logan and Henry will do a lead into your topic. You can work with them in preparation for your presentation. 4.5 – Luke KorfontaPositioning strategyProducts or services are grouped together on a positioning map (Show an example)Products or services are compared and contrasted in relation to one another (You can reference Henry’s presentation).Marketers must determine a position that distinguishes their own products and services from competitor products and services?37Reebok has engaged in a unique marketing initiative by positioning itself as a leader in “The Sport of Fitness”, a phrase it has incorporated into its?cross-promotional?efforts with the CrossFit brandClick?here?to read a 2015 news story from Ad Age discussing how Reebok’s positioning strategy has allowed it to re-emerge as a viable power brand in the athletic apparel spaceCrossFit training participation has increased 700 percent in just the last four years, creating an even bigger opportunity for Reebok to enjoy continued growthLuke, A really important concept; do an especially good job on this.Selecting a positioning strategy?38Identify all possible competitive advantagesProducts, services, channels, people or image can be sources of differentiationOrganizations often position their products relative to competitor weaknessesChoose the right competitive advantageHow many differences to promote?Unique selling propositionRecruiting student athletes is an extremely competitive process for collegiate athletic programs throughout the U.S.? One way the University of North Florida helps pitch the school as an ideal destination for recruits is a “lazy river” water feature on campus, creating a laid back feel for students to relaxIn a tweet, ESPN Sports Center anchor (and former UNF athlete) Sara Walsh said when asked how often the Ospreys athletic program leverages the amenity as a recruiting tool, “Tons!”The concept is not lost on other schools as colleges like?Texas Techand?Missouri?have either already implemented similar amenities or have announced plans to do so in the future (like LSU’s?planned?$85 million lazy river pool and collegiate recreation facility)Positioning errors to avoidWhich differences to promote?Are the differences legitimate?Despite positioning their product in a highly successful manner, the makers of 5-hour energy were hit with a?lawsuit?in 2014 citing deceptive advertising charges4.5 - Chris LindemeyerChris, this is a continuation of Luke’s presentation; work with him a bit to prepareProduct differentiationProduct differentiation refers to a positioning strategy that some firms use to distinguish their products from those of competitors?39For example, when Glukos launched in 2015, the brand positioned itself as an all-natural alternative to differentiate their products from competitors like Gatorade or Powerade.?40Re-positioning (Chris, you don’t have to do all of the examples, do the golf example and at least three others, however).Re-positioning is a marketer’s plan for changing consumers’ perceptions of a brand in comparison to competing brandsA private golf course may be suffering slumping membership sales.? As a result, the course management may choose to open up the course to the public, which will ultimately require a well-planned re-positioning strategy.Re-positioning involves identifying who the new target market is and a strategy for creating awareness and demand within that marketPart of the re-positioning effort in this case would require sending a message to the target market that the club is affordable by public standardsSlogan might be “Enjoy the benefits of a private club at public course rates!”For example, when Microsoft launched the Xbox One, it re-positioned the console as a legitimate?fitness training device, not just a device for playing video games?According to the?Sports Business Journal, as part of their new deal with CBS, the Pro Bull Riders Association will now be grouped among other major properties online, like the NFL and the NCAA men’s basketball tournament to re-position it as a more legitimate sports property (in the past, PBR was grouped under the “CBS Sports Spectacular” banner alongside some niche sports)As a company built with football in its DNA, consumers have long associated the Under Armour brand with apparel that featured “sweat-wicking” technology and other football oriented products like cleats (click here for an ad from the 2010 “click clack” ad campaign promoting the new UA brand cleat)As the company grew and product lines expanded, Under Armour needed to re-position the brand as one that offered apparel that met the needs of ALL athletes, including a major push to reach a female audienceIn 2014, they launched the “I Will What I Want” advertising campaign which successfully helped them to reach female athletes participating in sports ranging from pilates to soccerClick?here?to view the original “I Will What I Want” ad that went viral, eventually amassing over 9 million views on YouTube alone, ultimately helping to position Under Armour as a competitor to popular brands for yoga, dancing, spinning gear (among others)By 2015, their lineup of brand ambassadors included Misty Copeland, Lindsey Vonn, Gisele Bundchen, Brianna Cope and Kelley O’HaraClick?here?to view Under Armour’s “I Will What I Want” micrositeThe Milk Processor Education Program wanted to re-position chocolate milk as a beverage athletes could use as a “recovery drink” to replenish after grueling workoutsLast year, they enlisted NBA player Kevin Love to star in a campaign to communicate a “Built with Chocolate Milk” message to consumersClick?here?to view the commercial featuring the tagline “Kevin Love rebounds with chocolate milk”Cody LockhartLesson 4.4- Market SegmentationMarket segmentationMarket segmentation?is the process of identifying groups of consumers based on their common needs?14Segmentation is the first step toward understanding consumer groups as it assists in determining target markets, the marketing mix and developing positioning strategies?15Segmentation is important because it allows businesses to customize their marketing mix and strategies to meet the needs of the target market?16Bases for segmentationDemographicDemographic?information provides descriptive classifications of consumersFocuses on information that can be measured?17AgeFans of the PGA and LPGA tours tend to be among the “baby boomer” age demographic (45-64), according to data from Scarborough Sports Marketing18According to?, the biggest demographic for the artist Shakira is 20-year old womenWorld Champion, #1 in the world, and?17-time US National Tennis Champion and performance coach, Bob Litwin, penned a blog post recommending a demographic rarely targeted by sporting gear manufacturers: baby boomersHis rationale?? “Baby boomers want to stay fit, feel younger and have fun. I’d like to see a sports manufacturer, like NIKE, Adidas or Babolat, create an influencer marketing campaign where players 60 and over can share their stories about growing younger through fitness. Boomers are growing at a faster rate than all other age groups combined and they outspend other generations by an estimated $400 billion a year. With health care plummeting and old age knocking at our doors, it’s time to create an influencer marketing campaign that shows baby boomers defeating aging, getting fit and living brand new stories.”Cody, Introduce Olivia saying “She will continue with examples of demographic classifications.”4.4 – OliviaOlivia, this is a continuation of Cody’s presentation; you can work with him in your preparationIncomeSince 2000, the number of NASCAR fans earning $100,000 or more has doubled from 7% to 16% of its fan base, and those with incomes of $50,000 or more has risen from 35% to 48%?19According to league data, the average household income for NHL fans is $104,000, highest of the four major sports with Major League Baseball ($96,200), the NBA ($96,000), and the NFL ($94,500).20Household statisticsAccording to report from Leichtman Research Group, 69% of households in the U.S. have at least one high definition television set, up from 17% in 200621A survey by CNBC has found that half of all American households own at least one Apple device, and the average Apple-buying household has a total of three22OccupationScarborough Research released demographic figures relating to fans of the IndyCar, suggesting 29% of the fan base were “blue collar”, while 37% were “white collar”?23GenderAccording to a report released in 2013 by the Entertainment Software Association (ESA), 45% of the entire gamer (video game playing) community are women and they comprise 46% of the most frequent video game purchasers?24Click?here?to view a graphic reporting on gamer demographics from USA TodayTarget retail stores understand that 60% of their shoppers are women, likely playing a significant role in their decision to sponsor the 2014?ASP Women's Surfing Event?In Maui?25Education68% of NHL fans have attended college?26?????????Olivia, introduce Tyler saying “he will discuss other ways to segment our customers.”4.4 – TylerTyler, you are continuing Cody and Olivia’s presentations; you can work with them on this.Tyler, say here that “customer information is especially important to a team’s sponsors; so much so that . . . “ If a target market is a group of people with a defining set of characteristics that set them apart as a group, then marketers want to learn as much about that group as possible to assist in the development of an effective and successful marketing strategyTriple A baseball posts its demographic information online for prospective sponsors to review40% of the fan base earns $46-75k per year in salary42% of the fan base has an Undergraduate Degree91% of the fan base has a major credit card69% of the fan base owns their own home?27Tyler, say here that these are other ways to segments SERM customersProduct usage?28Reflects what products consumers use, how often they use them, and whySports individual game ticket buyers vs. season ticket buyersPsychographicGrouping consumers based on personality traits and lifestyle?29Sports fans, music lovers, individuals who enjoy attending live events??Benefits?30Refers to a perceived value consumers receive from the product or service?31Season ticket holders typically enjoy additional “perks” such as exclusive invitations to pre-game chats with the team coaches and/or staffGeographicDividing of markets into physical locationsNorth, South, East and West regions of the United StatesFor example, according to data from Facebook in 2015, nearly one out of every three people in the U.S. that watch baseball on television live in Southern states (the South has the highest MLB viewership percentage at 32.8%, 7% more than Midwest which represents the next highest region based on viewership)Click?here?to view the entire geographical map breaking down MLB fandom through Facebook dataClick?here?for a geographical breakdown of U.S. regions where fans are most likely to tune in for major sports events (ranging from Wimbledon to the Winter Olympics) from a?Wall Street Journal?analysisUrban and rural areas of a particular stateSports consumers are characteristically loyal to particular regions when making purchase decisionsSelecting multiple segmentsBecause many segments may be valid in helping marketers make decisions, marketers often choose to use several segmentsUltimately, a decision is made based on what best fits the organization’s target marketYoung women have played a major factor in the 2013 revival of the Toronto Blue Jays franchise, where the 57% of fans age 18 to 24 are female, representing “one of the fastest-growing segments of our entire demographic slice,"?according to?Toronto's vice-president of marketing and merchandisingAlso in the news story from?, Sportsnet said more women started tuning in as the Jays went on a winning streak in the summer of 2013. Viewership for women aged 18-34 during that time period increased by 61 per cent (24,000 to 39,000) and 52 per cent (54,000 to 82,000) for women 25-54 when compared to the previous month.4.3 – Rory O’ConnorLesson 4.3- Target MarketsBefore we examine target markets, we must first understand what determines a marketThe group of potential consumers who share common needs and wantsThat consumer group must have the ability and willingness to buy the productBusinesses strive to meet the needs and wants of those consumersA?target market?refers to people with a defining set of characteristics that set them apart as a groupTargetThe target is a specific group of consumers with a defining set of characteristicsThis market shares one or more similar and identifiable needs or wantsConsiderations when evaluating a target market?5SizeableThe size of the marketMarket can have too many or too few consumersReachableAbility for marketers to reach consumersMarketer must have a means for communicating with target group of consumersMeasurable and identifiableRefers to the ability to measure size, accessibility and overall purchasing power of the target marketBehavioral variationMarketers seek to find similar behaviors within each respective target marketFor example, motivation of buying for the corporate season ticket holder is different than for the individual season ticket holderRory, Introduce Dylan saying “he will describe how target markets are determined.” 4.3 – DylanDylan, this is a continuation of Rory’s presentation; you can work with him in your preparationTarget market strategies are influenced by several factorsDiversity of consumer needs and wantsOrganization sizeAttributes of company products and/or servicesSize and strength of competitorsSales volume required for profitabilitySports and entertainment organizations must have an understanding of their target market to create an effective marketing strategy that caters to their audienceSprint believes that NBA fans paint a pretty good picture of what their target market looks like.? As such, they sponsor the league and use athletes like Kevin Durant to help drive marketing campaigns (like the 2015 campaign that featured KD as an attorney at law).?6Click?here?to see the Kevin Durant spot.Part of Coca-Cola’s marketing strategy is to target moms.? As such, the soft drink giant rolled out a comprehensive marketing campaign tied to the 2012 Olympic Games based on the knowledge that the Olympics traditionally attract more female viewers than almost any other sporting event.4.3 – PeytonPeyton, this is a continuation of Rory & Dylan’s presentation. You can work with them while you prepare for your presentation. Niche marketingNiche marketing?is the process of carving out a relatively tiny part of a market that has a very special need not currently being filled?8Cable television channels often seek niche audiences to appeal to specific target groups with a common set of interests, such as ESPN designing programming to appeal to sports fansNiche marketing often offers a unique opportunity to consumers or one that has not been offered in the pastLululemon Athletica is a Canadian retailer that distributes product in Canada and the U.S. The company targets its branded yoga and fitness apparel to a niche consumer of female athletes.Often times after a niche has proven to be a successful market opportunity, competitors soon followLululemon, positioned as a high-end brand, has enjoyed explosive growth in the past several years (in 2012 they were named the 7th?most valuable brand in Canada).?? On the heels of their success, Under Armour has introduced a new yoga line, Gap introduced its GapBodyFit line, Forever 21 began selling active wear and both Nordstrom and Target expanded their store branded women’s sportswear offerings (even lingerie company Victoria’s Secret now sells yoga pants).9When Lululemon was forced to recall product in 2013 because they were see through when stretched, Under Armour (who has been targeting women as a key demographic for several years), responded by featuring the tag line "We've Got You Covered” on its Facebook page in an effort to drive customers to its siteClick?here?for a story from how Lululemon continues to enjoy success despite the high volume of new competitors entering the marketplace (including fashion brands like?Abercrombie?andVictoria’s Secret?looking to cash in on the new “athleisure” apparel trend)Peyton, introduce Brad saying he will discuss additional niche markets4.3 – Brad SandersBrad, this is a continuation of Peyton’s presentation; work with him in your preparationAs the running category continues to gain steam (sales of running shoes were up 14% in the last year), brands like Vibram and their “five finger shoes”, Fila with skeletoes, and Adidas with adiPURE (among others) have carved a niche with “minimalist” running shoes, designed to create a “barefoot” jogging experience while still providing protection for the feet?10While minimalist shoes make up just 4% of all running shoes sold (representing about $260 million in business), sales of minimalist shoes more than doubled in the first quarter of 2012, according to a report from industry analyst Matt Powell at SportsOneSource?11However, not all niche markets last.? For the first quarter of 2013, sales were of the minimalist shoe were down 10% while motion control shoes were up 25% (another niche in the running category).? Said Matt Powell in an interview on , "It appears this fad is pretty much over."As the NFL begins to invest in research to curb the dangers of playing football, many entrepreneurs are taking note.? In a story posted on?Yahoo! Sports’ website, about half the vendors at a recent sports conference were in some way involved with concussions.?Brad, introduce Zach saying he will discuss niches outside the mainstream4.3 – ZachZach, this is a continuation of Peyton and Brad’s presentation. Work with them in your preparation. Niche can also be a term applied to a particular sport that is not considered to be “mainstream”Archery is a niche sport that is experiencing rapid growth, thanks in part to popularity of?The Hunger Games?book seriesOther niche sport examples could include many Olympic sports,?beach soccer, or?arm-wrestlingFor example, based on the game in J.K. Rowling's "Harry Potter" books, the sport of “ HYPERLINK "" Quidditch” was created on a small college campus in Vermont a in 2005. The sport now boasts 700 teams in 25 countries, has a governing body (International Quidditch Association), an official rule book and a World Cup (the 2011 event reportedly cost more than $100,000 to stage).?13In 2015,?ESPN?introduced an “On The Road” program in which ESPN personalities traveled to the site of several niche sporting events (like the?World Championships of Cornhole X?in Knoxville, TN and?The National Horseshoe Pitchers Association World Tournament?in Topeka, KS) and incorporated coverage within their SportsCenter broadcastsClick?here?to see a local television station’s news coverage of ESPN’s appearance the Horseshoe tournamentMany fringe sports that are still hoping to be included in future Olympic Games would also qualify as niche sportsIn 2015, The International Olympic Committee officially recognized the World Flying Disc Federation (WFDF), the governing body of disc sports including Ultimate Frisbee, which means sometime in the near future we could see the 30 year old sport become an official competitive event in the Olympic GamesClick?here?to read a feature discussing “5 Sports That Haven’t Made It Into the Olympics (Yet)”4.2 - AbbyLesson 4.2- The Marketing MixAbby, be sure to provide examples of each categoryThe four P’s of marketing (marketing mix)?4The?marketing mix?consists of variables controlled by marketing professionals in an effort to satisfy the target marketProductGoods, services, or ideas used to satisfy consumer needsDesigned and produced on the basis of consumer needs and wantsPriceDetermined by what customers are willing to pay and production costsPlaceThe process of making the product available to the customerMarketers must identify where consumers shop to make these decisionsCareful consideration is given to determining the distribution channels that will offer the best opportunity to maximize salesPromotionInformation related to products or services are communicated to the consumerMarketers determine which promotional methods will be most effectiveAbby, Introduce Matt saying that he will discuss how to Wilson Sporting Goods applied the Marketing Mix. 4.2 – Matt TraubMatt, this is a continuation of Abby’s presentation; work with her in your preparationApplying the marketing mixConsider how Wilson Sporting Goods might implement the marketing mix in an effort to maximize sales of its tennis racquetsProductWilson manufactures racquets to meet the needs of tennis players with varying skill levelsBeginner racquets are made with cheaper material, while racquets designed for advanced players feature higher quality constructionPricePrice levels for Wilson’s racquets vary depending on quality and target consumerBeginner racquets sell for as little as $20 while some of Wilson’s upper end racquets command a price of nearly $300PlaceWilson has a number of distribution channels, making its tennis racquet product line widely available and easily accessible to consumersSporting goods stores (Dick’s Sporting Goods, Big 5 Sporting Goods etc.)Discount stores (Target, Wal-Mart, Fred Meyer etc.)Specialty stores & fitness clubs (West Hills Racquet Club etc.)Internet (, , tennis- etc.)PromotionWilson’s promotes its upper end racquets as a higher quality product than the racquets sold by competitorsTo promote their products, Wilson may choose to feature POP displays at sporting goods stores (Matt, try to find other examples of Wilson’s promotions)BLOCK SEVENLesson 4.8- AdvertisingAdemarAdvertisingAdvertising?is any paid, non-personal form of communication by an identified company promoting goods and servicesAdvertising is presented in many different formatsTV commercials and infomercialsPrint advertisementsDirect mailInternet (banner advertising, “pop up” ads, social media ads)Social mediaLast year’s NCAA Men’s Basketball Tournament (“March Madness”) generated over $1 billion in advertising revenue (click?here?to see a breakdown from Kantar Media)Last? year, movie studios spent $3.06 billion advertising films in the U.S. alone (not counting what they spent promoting in other global markets)?55What role can advertising play in helping marketers achieve their goals??56Effective communicationCreate awarenessCreate or change imageAssociate a brand with feelings and emotionPrecipitate behaviorEstablish and maintain positive public perceptionsAssist in the increase in salesAdemar, find one example of each role A – G. That’ll count as your current eventIntroduce Alex saying that she will provide additional examples of advertising.4.8 – Alex This is a continuation of Ademar’s presentation; work with him a bit to prepare Provide examples of the types of advertising; that’ll count as your current event. Types of advertising?57Print mediaAny written form of communication used to inform, persuade, or remind consumers about products or services offered?Outdoor advertisingTraditionally includes any outdoor signs and billboards?Offers a high level of visibilityProvides 24-hour advertisingIn 2015, the Kansas City Royals purchased billboard space with a creative twist. The billboard displayed the team’s tagline for the season (“Forever Royal”) and an image depicting a Royals player stealing a base, running fast enough to burn the billboard.? The image was so realistic that it prompted several 911 calls.?58Mass transit advertisingUses public transportation, such as buses, bus stands, taxicabs, and subways to post advertising messagesThe upstart Hillsboro Hops, a minor league team in the Portland, OR area, wanted to encourage fans to utilize mass transit to come to games.? To do so, they chose to brand the local light rail train with the team’s logo to help generate more awareness.Adidas and the Portland Timbers wrapped several light rail trains in branded content to promote the 2014 MLS All-Star Game?59The Timbers also advertise INSIDE the train to encourage riders to use mass transit for travel to the stadiumBroadcast mediaAny visual and/or audible form of communication used to inform, persuade, or remind consumers about goods or services offeredRadio advertisingAdvertisers match their target market to a radio station that segments a particular marketHas the ability to reach a wide audienceTelevision advertisingIncludes commercials and infomercialsThe fitness craze known as P90X relied on a carefully crafted TV infomercial strategy to build a $400 million-a-year (and growing) empireThe franchise has been so successful that they released a third installment, P90X3, in 2014Because broadcast companies now spend so much in rights fees, they are forced to charge much more for television advertising during those broadcastsHonda assistant VP-advertising Tom Peyton, whose company spends more than $600 million on U.S. television advertising annually and sponsors the Honda Classic golf tournament, the Rose Bowl's Rose Parade, and the NHL's Anaheim Ducks, recently told Ad Age:? "There has to be a point where the price of sports properties on TV, the price of tickets for consumers to games, is truly affecting the amount of sports we can engage in — and the type of sports we engage in.”?60TV advertising is traditionally the most expensive form of broadcast mediaHigher ratings for programming translates to higher advertising ratesBecause the Super Bowl annually draws millions of viewers and generates a lot of publicity, the cost of advertising during the broadcast is more expensive than any other television eventA 30 second commercial during the broadcast of the 2016 Super Bowl will cost an advertiser $5 millionClick?here for the full story from .Introduce Brendan explaining that he will talk a bit about online advertising4.8 - Brendan: Work with Ademar & Alex in your preparation Show examples of the different types of advertising; that’ll count as your current event. Online/digital media (say, as discussed by Mr. Bethel)Advertising through various digital media platformsBanner ads, pop-ups etc.Digital broadcastsThe $60 million in digital advertising sales earned by NBC through its online coverage of the London Games was three times what the network earned for the 2008 Games in Beijing (sales for the 2014 Winter Games in Sochi were slightly down from the 2012 Sumer Games in London to $50 million)?61Social media channels (Facebook, Twitter, etc.)In 2015, Fox Sports launched ‘Fox Sports Engagement’, a new product deisgned to help advertisers reach sports fans through social media platforms like Facebook, YouTube and Twitter?62MobileSpecialty media (Show examples)Known more commonly as?promotional productsIncludes “everyday” items displaying a company name or logoCalendarsPensMagnetsCoffee mugsAdditional forms of media (Show examples)Marketers often use many other creative ways of communicating advertising messages to consumersBlimpsGoodyear, Outback, Met One (“Snoopy One”)Supermarket carts and grocery bagsSelect grocery stores in Oregon offer “eco-friendly” grocery bags featuring the Portland Trail Blazers, University of Oregon Ducks and Oregon State University Beavers logosHot air balloonsAirportsIn addition to the light rail advertisements, Adidas and the Portland Timbers prominently featured a number of advertisements through the Portland airport to celebrate the 2014 MLS All-Star gameIn-theater advertisementsAirplanes trailing banner messages over beaches or outdoor events (or branded airplanes)Alaska Airlines took aerial advertising a step further when they introduced the Major League Soccer Portland "Timbers Jet", a Boeing 737 featuring a paint theme featuring the Portland Timbers' name and logo in the team's trademark colors (to celebrate the new airplane and their relationship with the team, Alaska Airlines grants early boarding to Portland International Airport passengers wearing an official Timbers jersey)?63In 2014, Boeing rolled out a Seattle Seahawks branded airplane, paying homage to the team’s famed “12th Man” shout out to fans. In the plane’s first flight, the aircraft carved the number “12″ in the sky over downtown SeattleAlternative transportationIn addition to advertising via mass transit, Fox took to their advertising to the streets during the popular Comic Con festival in 2012 by positioning popular animated characters from “Family Guy”, “The Simpsons”, “Bob’s Burgers” and “The Cleveland Show” and positioning them in San Diego pedal cabs?64LSU Athletics took a unique advertising as part of a basketball campaign when they teamed with adverCar (a company that pays individuals to affix advertising messages to their personal vehicles), essentially paying fans to drive their message into local neighborhoods, shopping centers and commuter routes?65 Brendan, Introduce Kayla saying she will discuss “Up-Front” MarketingKayla, work with Brendan in your preparation4.8 - KaylaUp-front marketingMarketers and media agencies may choose to buy ads in the spring selling period known as the "upfront", which is when networks sell much of the ad time for fall.? Buying early sometimes affords marketers more creative flexibility, allowing them to ask for unique ways to promote their brands.Upfront provides a measuring stick for networks to create a more accurate sales forecast and they typically sell 75% to 80% of the ad inventory that accompanies their new seasonThe upfront commitments for the 2014-15 television season generated nearly $9.1 billion in commitments for advertising sales to five major networks, including $2.6 billion for CBS, $2.4 billion for ABC, $1.9 billion for Fox and $1.8 billion for NBC?66In another nod to the importance of ratings, advertisers were reportedly most interested in buying time in NBC's highest-rated program, "Sunday Night Football”?66CBS also reportedly sold more than 50% of its ad inventory for its 2013 broadcast of Super Bowl XLVII in the upfront period?67?Thanks to in part to two major sporting events in 2014 — the Sochi Winter Olympics and the FIFA World Cup that generated more than $1.5 billion in advertising dollars, fewer dollars were available in the upfront market for the 2014-15 season. As a result, upfront spending dropped for the first time since the recession-stifled 2009-10 season, representing a spending decline of nearly $500 million.Click?here?to see ’s coverage of the 2015-16 upfront seasonHowever, Upfront commitments should not be confused with actual advertising revenue because, while advertisers make an initial promise before the season starts, a good portion of any marketer's ad spend can and will change as shows are cancelled or rearranged on a schedule or if ratings are not meeting pre-determined levels of expectation?68Click?here?to read the results from a 2015 MarketShare study on why TV advertising is still the most effective advertising mediumIntroduce Tyler Croson explaining that he will discuss advertising agencies that help SERM companies with their advertising 4.8 – Tyler CrosonWork with Kayla as you prepare your presentationAdvertising (Ad) and Public Relations (PR) agenciesAn ad agency is an organization that decides on and implements an advertising and marketing strategy for a customer while a PR agency is responsible for determining an effective public relations strategy for each respective client?69Nike contracts the Wieden + Kennedy ad agency to manage and oversee some of their advertising campaignsWieden + Kennedy produced a?spot?for Nike leading up to the Masters chronicling the rise of golfer Rory McIlroy (including his boyhood hero, Tiger Woods).? The ad quickly went viral, racking up 1.5 million views in the first two days of its releaseIn 2013, the agency celebrated the 25th?anniversary of its famous slogan developed for Nike, “Just Do It”Wieden + Kennedy is also responsible for the wildly popular “It’s Not Crazy, It’s Sports” ad campaign for ESPN, addressing the culture of fandom in the sports industryClick?here?to see a YouTube playlist of the W+K “It’s Not Crazy, It’s Sports” commercials on ESPN’s channelClick?here?to see some of the spots W+K created for ESPN, including the 2014 campaign “Who’s In?” introducing the new college football playoff formatUnder mounting pressure and facing a potential lawsuit, the Washington Redskins enlisted the help of a PR professional/agency to help make a decision as to whether the franchise should change the team nickname?70In many cases, the agency may have a comprehensive set of responsibilities, not just an advertising or PR focusFor example,?Professional Sports Partners?will serve as the marketing agency for the 2016 Men’s Final Four in Houston, Texas, and will be responsible for managing the event’s publicity, marketing, media, advertising and community outreachClick?here?for an article (and video) of how a marketing agency contracted by Under Armour tapped into the power of virtual reality to make Stephen Curry’s shoe release a smashing successWhy do companies work with agencies?Expertise??Time constraints“Fresh” perspectivesAccess to athletes, celebrities, entertainersQuestions organizations address when selecting an agency?71Does the agency have a solid, comprehensive marketing plan in place?Does the agency have comprehensive marketing skills?Can the agency effectively determine the target market and find a means to reach them efficiently?Does the agency have a track record of success?Has the agency worked with others in your industry?Additional considerations for organizations opting to work with an agency?72Comfort level with the representative that will be handling the accountMaking sure all written copy is customer centeredSelection of an agency that views itself as a partner of the organizationAgency extension exampleCreative use of in house advertising capabilityThe Red Sox, as a way to generate additional revenue, leveraged relationships in the industry and throughout the community and created a spin-off agency, the Fenway Sports GroupFSG was so successful that they were profitable in their first year and their client base included NASCAR, Boston College, and even the rival New York Yankees73Brad (Sorry, you got the long topic this time around)Lesson 4.7- Market ResearchMarket researchMarket research is the process of systematically collecting, recording, analyzing, and presenting data related to marketing goods and services?44Market research provides an opportunity for companies to get to know their customers?45Marketing research gathers information pertaining to:?46ConsumersCompetitionCompanyCulture/climateThe information gathered through marketing research is used to:?47Form links between consumers and companiesIdentify and define marketing opportunities and potential challengesGenerate, refine, evaluate and monitor marketing activitiesAnalyze and understand the company, its industry and its competitionSteps in the research processIdentify the problem, concern or additional desired information to be gatheredSelect and design researchPrimary research is the original research conducted for a specific marketing situationSurveysDirect mailTelephoneInterviewsFocus groupsDespite an already solid attendance track record in which the team has led the league in attendance in all 11 years of its existence (drawing nearly 5 million fans to date), Minor League Baseball’s Lakewood BlueClaws decided to cap attendance at 8,000 fans per game, based on feedback from fans during focus groups that large crowds were negatively impacting the game-day experience48???????????????????????????????Conduct secondary researchSecondary research is published data that has been collected for some other purpose (collect data)Census reportsDemographic analysesTrade associationsState agenciesCommercial research firmsCollecting dataA census is a method used for obtaining statistical information that counts every member of a populationThe latest U.S. Census results showed an increase in the nation’s Hispanic population of 43 percent since 2000, (four times the nation’s overall 9.7 percent growth rate), as such the sports and entertainment industry has seen a boom in the number of marketing initiatives targeting the Hispanic audience49Also according to census data, more than 10 percent of the overall population in the Phoenix area is Hispanic age 18-34, one of the largest such ratios in the country.? Based on this information, Major League Baseball’s Arizona Diamondbacks adjusted how they market to those prospective ticket buyers, after an offseason study indicated the team’s Hispanic fans’ preferences in terms of ticket sections or package options were significantly different than the general market.50A sample is a method for accumulating statistical information that is only obtained from a subset of a populationReport and analyzeQualitative research data?51Typically involves large numbers of respondents, typically 100 or more, and yields results that are representative of the total populationQuantitative research data?51Generally gathered in the form of focus groups (groups of six to ten respondents who carry on a group discussion which is led by a trained moderator)Another common form of qualitative research is in-depth one-on-one or two-on-one interviewsCommunicate results of researchIntroduce Jacob saying he will discuss market research applications4.7 – Jacob DunkWork with Brad in your preparation on this topicExamples of market research applicationsConsider the following figures from a fan avidity report released by Scarborough Sports Marketing (a research firm)?52Based on the study results, U.S. consumers have typically shown unwavering support for the NFL, MLB, NBA, NHL, College Football and Basketball, NASCAR and the Olympics (53 percent of American adults are “Avid Fans” at least one of these sports).? However, after these traditionally supported fan favorites, the list includes sports like Figure Skating, Gymnastics, Men’s Golf, High School Sports and Pro Boxing.Why does this matter?According to Scarborough:? “American sports fans have been opening their minds and wallets to a host of diverse sports. Avid Fans of these sports are often characterized by distinct audience demographics. For instance, 73% of Avid Gymnastics Fans are female and 81% of Avid Figure Skating Fans are female.? This is a unique demographic makeup since Avid Fans of sports like the Olympics, Women’s Tennis and the WNBA – classically “female friendly” sports – are only about 50% female. This notable demographic base helps explain findings such as:? Gymnastics Fans are 53% more likely than all American adults to schedule a spa day, 30% more likely to visit a jewelry store and 33% more likely to visit a bridal store. Similarly, Figure Skating Fans are 28% more likely to visit a florist and 27% more likely to visit a dry cleaner.”?52Another demographically interesting sport is Pro Boxing. Though European Soccer, Major League Soccer and Mexican Soccer are all leagues with large Hispanic fan bases, Pro Boxing is the non-soccer sports league with the highest percentage of Hispanics among its Avid Fans – 35%. Avid Pro Boxing Fans are also 58% more likely than all American adults to use their smartphones to: listen to or download music, 67% more likely to check sports scores and updates, and a staggering 110% more likely to watch free TV programs.?52Click?here?to download the entire press release from Scarborough Sports Marketing?54Additional market research applications explore many additional topics in sports and entertainment (Jacob: Provide examples of “findings” on 3 of these topics)Sport participationViolence in sportsAdvertisingMedia outletsViewer and listener ratingsFinancingEffectiveness of marketing effortAdam GibsonLesson 4.6- Understanding the Sports & Entertainment CustomerCustomer vs. ConsumerThe customer is the individual who?buys?the product or serviceThe consumer is the individual who?uses?the product or serviceLet’s say Frito Lay invests in four club seats at Jacobs Field in Cleveland for their customer service and sales staff to entertain clients and prospective clients at Major League Baseball games.? Frito Lay is the customer while their staff members and their clients are the consumers.The customer can also be the consumerJohn Smith buys four tickets to take his family to see the Yankees play the Red Sox.? Because he bought the tickets, he is considered a customer.? Because he used the tickets with his family, he is also the consumer.Who is the sports and entertainment business consumer?Marketers sell sports and entertainment participationIt could be participation by event attendance or physical participation in the event itselfMarketers target those consumers with free time, discretionary income, and a desire to be entertainedWho are the sports consumers?Sports consumers are people who may play, officiate, watch, or listen to sports, or read, use, purchase, and/or collect items related to sports?41Could also include:?42 (Adam: provide names of businesses who consume SERM products from each category below and what products they buy)ManufacturersResellersSports governing bodiesInstitutionsMedia sports enterprises????Sports consumers participate in the exchange process in two ways?43Spectators as consumersBenefit by watching the event or gameExchange for tickets and entertainmentParticipants as consumersBenefit by playing, competing, or participating in the eventExchange for equipment and/or participationRyan HammerLesson 4.5- PositioningPositioningPositioning is the fixing of a sports or entertainment entity in the minds of consumers in the target market?32?Positioning is important to all sports and entertainment productsSports leagues (NFL vs. Arena Football League)Sports teams (The Los Angeles Lakers in the 1980’s as “Showtime”)Sporting goods (Under Armour as comfortable performance apparel)Sports drinks (Gatorade as a performance beverage)Movie studios (Pixar as a leader in animated films)Entertainers (Will Ferrell as a comedic actor)Entertainment products (DVD vs. Blu-Ray)Facilities and venues (Premium seating vs. general seating)Positioning is about perceptionPuma’s “Calling All Troublemakers” spot launched in 2014 (part of the brand’s new “Forever Faster” campaign) encourages fans to be more daring and push boundaries to achieve “danger, risk and potential fugitive status” in an effort to differentiate itself from Nike, Adidas and Under Armour as it continues its efforts to gain credibility and position itself as a legitimate performance apparel brandTo drive the campaign and assist in their positioning effort, Puma partnered with athletes with “bad boy” reputations like Olympic champion Usain Bolt and soccer player Mario Balotelli?33Wheaties cereal has positioned itself as a brand affiliated with athletic performance and its slogan, “the breakfast of champions”, has remained since the brand’s introduction in 1924With declining sales, General Mills (parent company of the Wheaties brand) eventually introduced a new spin off product aimed to take advantage of consumer perceptions of the Wheaties brand. General Mills developed three formulations of the cereal (dubbed Wheaties Fuel) with the help of a sports nutritionist and five world class athletes: the NFL's Peyton Manning, the NBA's Kevin Garnett, gold medal-winning decathlete Bryan Clay, the MLB's Albert Pujols, and triathlete Hunter Kemper.?34??Be aware that in the SCC curriculum, these topics are out of order. I’ve corrected the order here, however. You can work with Adam in getting your presentation ready. He does a lead into your examples. Described by marketing experts Jack Trout and Al Ries, “positioning is what you do to get into the mind of the (consumer)”?36(Ryan: Give two examples of products with different positions in the market place) For example, outside of SERM, Walmart is the less expensive alternative, Nordstrom’s is the higher quality product. Do that sort of identification for two SERM products. Positioning also refers to the place the product occupies in consumers’ minds?relative to competing products?35 (Ryan: Using the two examples of SERM products identified above, identify two competing products with different positions in the market place. That means you’ll need to give four products total. For example, outside of SERM, Ford is “Built Ford Tough,” Chevy is “Like a Rock.” Do that sort of comparison for two sets of SERM products.Hudson: Be aware that in the SCC curriculum, these topics are out of order. I’ve corrected the order here, however. Ryan will do a lead into your topic. You can work with them in preparation for your presentation. 4.5 – HudsonPositioning strategyProducts or services are grouped together on a positioning map (Show an example)Products or services are compared and contrasted in relation to one another (You can reference Ryan’s presentation).Marketers must determine a position that distinguishes their own products and services from competitor products and services?37Reebok has engaged in a unique marketing initiative by positioning itself as a leader in “The Sport of Fitness”, a phrase it has incorporated into its?cross-promotional?efforts with the CrossFit brandClick?here?to read a 2015 news story from Ad Age discussing how Reebok’s positioning strategy has allowed it to re-emerge as a viable power brand in the athletic apparel spaceCrossFit training participation has increased 700 percent in just the last four years, creating an even bigger opportunity for Reebok to enjoy continued growthHudson, A really important concept; do an especially good job on this.Selecting a positioning strategy?38Identify all possible competitive advantagesProducts, services, channels, people or image can be sources of differentiationOrganizations often position their products relative to competitor weaknessesChoose the right competitive advantageHow many differences to promote?Unique selling propositionRecruiting student athletes is an extremely competitive process for collegiate athletic programs throughout the U.S.? One way the University of North Florida helps pitch the school as an ideal destination for recruits is a “lazy river” water feature on campus, creating a laid back feel for students to relaxIn a tweet, ESPN Sports Center anchor (and former UNF athlete) Sara Walsh said when asked how often the Ospreys athletic program leverages the amenity as a recruiting tool, “Tons!”The concept is not lost on other schools as colleges like?Texas Techand?Missouri?have either already implemented similar amenities or have announced plans to do so in the future (like LSU’s?planned?$85 million lazy river pool and collegiate recreation facility)Positioning errors to avoidWhich differences to promote?Are the differences legitimate?Despite positioning their product in a highly successful manner, the makers of 5-hour energy were hit with a?lawsuit?in 2014 citing deceptive advertising charges4.5 - DylanDylan, this is a continuation of Hudson’s presentation; work with him a bit to prepareProduct differentiationProduct differentiation refers to a positioning strategy that some firms use to distinguish their products from those of competitors?39For example, when Glukos launched in 2015, the brand positioned itself as an all-natural alternative to differentiate their products from competitors like Gatorade or Powerade.?40Re-positioning (Dylan, you don’t have to do all of the examples, do the golf example and at least three others, however).Re-positioning is a marketer’s plan for changing consumers’ perceptions of a brand in comparison to competing brandsA private golf course may be suffering slumping membership sales.? As a result, the course management may choose to open up the course to the public, which will ultimately require a well-planned re-positioning strategy.Re-positioning involves identifying who the new target market is and a strategy for creating awareness and demand within that marketPart of the re-positioning effort in this case would require sending a message to the target market that the club is affordable by public standardsSlogan might be “Enjoy the benefits of a private club at public course rates!”For example, when Microsoft launched the Xbox One, it re-positioned the console as a legitimate?fitness training device, not just a device for playing video games?According to the?Sports Business Journal, as part of their new deal with CBS, the Pro Bull Riders Association will now be grouped among other major properties online, like the NFL and the NCAA men’s basketball tournament to re-position it as a more legitimate sports property (in the past, PBR was grouped under the “CBS Sports Spectacular” banner alongside some niche sports)As a company built with football in its DNA, consumers have long associated the Under Armour brand with apparel that featured “sweat-wicking” technology and other football oriented products like cleats (click here for an ad from the 2010 “click clack” ad campaign promoting the new UA brand cleat)As the company grew and product lines expanded, Under Armour needed to re-position the brand as one that offered apparel that met the needs of ALL athletes, including a major push to reach a female audienceIn 2014, they launched the “I Will What I Want” advertising campaign which successfully helped them to reach female athletes participating in sports ranging from pilates to soccerClick?here?to view the original “I Will What I Want” ad that went viral, eventually amassing over 9 million views on YouTube alone, ultimately helping to position Under Armour as a competitor to popular brands for yoga, dancing, spinning gear (among others)By 2015, their lineup of brand ambassadors included Misty Copeland, Lindsey Vonn, Gisele Bundchen, Brianna Cope and Kelley O’HaraClick?here?to view Under Armour’s “I Will What I Want” micrositeThe Milk Processor Education Program wanted to re-position chocolate milk as a beverage athletes could use as a “recovery drink” to replenish after grueling workoutsLast year, they enlisted NBA player Kevin Love to star in a campaign to communicate a “Built with Chocolate Milk” message to consumersClick?here?to view the commercial featuring the tagline “Kevin Love rebounds with chocolate milk”LiamLesson 4.4- Market SegmentationMarket segmentationMarket segmentation?is the process of identifying groups of consumers based on their common needs?14Segmentation is the first step toward understanding consumer groups as it assists in determining target markets, the marketing mix and developing positioning strategies?15Segmentation is important because it allows businesses to customize their marketing mix and strategies to meet the needs of the target market?16Bases for segmentationDemographicDemographic?information provides descriptive classifications of consumersFocuses on information that can be measured?17AgeFans of the PGA and LPGA tours tend to be among the “baby boomer” age demographic (45-64), according to data from Scarborough Sports Marketing18According to?, the biggest demographic for the artist Shakira is 20-year old womenWorld Champion, #1 in the world, and?17-time US National Tennis Champion and performance coach, Bob Litwin, penned a blog post recommending a demographic rarely targeted by sporting gear manufacturers: baby boomersHis rationale?? “Baby boomers want to stay fit, feel younger and have fun. I’d like to see a sports manufacturer, like NIKE, Adidas or Babolat, create an influencer marketing campaign where players 60 and over can share their stories about growing younger through fitness. Boomers are growing at a faster rate than all other age groups combined and they outspend other generations by an estimated $400 billion a year. With health care plummeting and old age knocking at our doors, it’s time to create an influencer marketing campaign that shows baby boomers defeating aging, getting fit and living brand new stories.”Liam, Introduce Connor Kinser saying “He will continue with examples of demographic classifications.”4.4 – Connor KinserConnor, this is a continuation of Liam’s presentation; you can work with him in your preparationIncomeSince 2000, the number of NASCAR fans earning $100,000 or more has doubled from 7% to 16% of its fan base, and those with incomes of $50,000 or more has risen from 35% to 48%?19According to league data, the average household income for NHL fans is $104,000, highest of the four major sports with Major League Baseball ($96,200), the NBA ($96,000), and the NFL ($94,500).20Household statisticsAccording to report from Leichtman Research Group, 69% of households in the U.S. have at least one high definition television set, up from 17% in 200621A survey by CNBC has found that half of all American households own at least one Apple device, and the average Apple-buying household has a total of three22OccupationScarborough Research released demographic figures relating to fans of the IndyCar, suggesting 29% of the fan base were “blue collar”, while 37% were “white collar”?23GenderAccording to a report released in 2013 by the Entertainment Software Association (ESA), 45% of the entire gamer (video game playing) community are women and they comprise 46% of the most frequent video game purchasers?24Click?here?to view a graphic reporting on gamer demographics from USA TodayTarget retail stores understand that 60% of their shoppers are women, likely playing a significant role in their decision to sponsor the 2014?ASP Women's Surfing Event?In Maui?25Education68% of NHL fans have attended college?26?????????Connor, introduce Connor Miller saying “he will discuss other ways to segment our customers.”4.4 – Connor MillerConnor, you are continuing Liam & Connor K’s presentations; you can work with them on this.Connor, say here that “customer information is especially important to a team’s sponsors; so much so that . . . “ If a target market is a group of people with a defining set of characteristics that set them apart as a group, then marketers want to learn as much about that group as possible to assist in the development of an effective and successful marketing strategyTriple A baseball posts its demographic information online for prospective sponsors to review40% of the fan base earns $46-75k per year in salary42% of the fan base has an Undergraduate Degree91% of the fan base has a major credit card69% of the fan base owns their own home?27Connor, say here that these are other ways to segment SERM customersProduct usage?28Reflects what products consumers use, how often they use them, and whySports individual game ticket buyers vs. season ticket buyersPsychographicGrouping consumers based on personality traits and lifestyle?29Sports fans, music lovers, individuals who enjoy attending live events??Benefits?30Refers to a perceived value consumers receive from the product or service?31Season ticket holders typically enjoy additional “perks” such as exclusive invitations to pre-game chats with the team coaches and/or staffGeographicDividing of markets into physical locationsNorth, South, East and West regions of the United StatesFor example, according to data from Facebook in 2015, nearly one out of every three people in the U.S. that watch baseball on television live in Southern states (the South has the highest MLB viewership percentage at 32.8%, 7% more than Midwest which represents the next highest region based on viewership)Click?here?to view the entire geographical map breaking down MLB fandom through Facebook dataClick?here?for a geographical breakdown of U.S. regions where fans are most likely to tune in for major sports events (ranging from Wimbledon to the Winter Olympics) from a?Wall Street Journal?analysisUrban and rural areas of a particular stateSports consumers are characteristically loyal to particular regions when making purchase decisionsSelecting multiple segmentsBecause many segments may be valid in helping marketers make decisions, marketers often choose to use several segmentsUltimately, a decision is made based on what best fits the organization’s target marketYoung women have played a major factor in the 2013 revival of the Toronto Blue Jays franchise, where the 57% of fans age 18 to 24 are female, representing “one of the fastest-growing segments of our entire demographic slice,"?according to?Toronto's vice-president of marketing and merchandisingAlso in the news story from?, Sportsnet said more women started tuning in as the Jays went on a winning streak in the summer of 2013. Viewership for women aged 18-34 during that time period increased by 61 per cent (24,000 to 39,000) and 52 per cent (54,000 to 82,000) for women 25-54 when compared to the previous month.4.3 – Austin ShippLesson 4.3- Target MarketsBefore we examine target markets, we must first understand what determines a market1. The group of potential consumers who share common needs and wants2.That consumer group must have the ability and willingness to buy the productBusinesses strive to meet the needs and wants of those consumersB. A?target market?refers to people with a defining set of characteristics that set them apart as a groupTargetThe target is a specific group of consumers with a defining set of characteristicsThis market shares one or more similar and identifiable needs or wantsConsiderations when evaluating a target market?5SizeableThe size of the marketMarket can have too many or too few consumersReachableAbility for marketers to reach consumersMarketer must have a means for communicating with target group of consumersMeasurable and identifiableRefers to the ability to measure size, accessibility and overall purchasing power of the target marketBehavioral variationMarketers seek to find similar behaviors within each respective target marketFor example, motivation of buying for the corporate season ticket holder is different than for the individual season ticket holderTarget market strategies are influenced by several factorsDiversity of consumer needs and wantsOrganization sizeAttributes of company products and/or servicesSize and strength of competitorsSales volume required for profitabilitySports and entertainment organizations must have an understanding of their target market to create an effective marketing strategy that caters to their audienceSprint believes that NBA fans paint a pretty good picture of what their target market looks like.? As such, they sponsor the league and use athletes like Kevin Durant to help drive marketing campaigns (like the 2015 campaign that featured KD as an attorney at law).?6Click?here?to see the Kevin Durant spot.Part of Coca-Cola’s marketing strategy is to target moms.? As such, the soft drink giant rolled out a comprehensive marketing campaign tied to the 2012 Olympic Games based on the knowledge that the Olympics traditionally attract more female viewers than almost any other sporting event.4.3 – “Rock”Rock, this is a continuation of Austin’s presentation. You can work with him while you prepare for your presentation. Niche marketingNiche marketing?is the process of carving out a relatively tiny part of a market that has a very special need not currently being filled?8Cable television channels often seek niche audiences to appeal to specific target groups with a common set of interests, such as ESPN designing programming to appeal to sports fansNiche marketing often offers a unique opportunity to consumers or one that has not been offered in the pastLululemon Athletica is a Canadian retailer that distributes product in Canada and the U.S. The company targets its branded yoga and fitness apparel to a niche consumer of female athletes.Often times after a niche has proven to be a successful market opportunity, competitors soon followLululemon, positioned as a high-end brand, has enjoyed explosive growth in the past several years (in 2012 they were named the 7th?most valuable brand in Canada).?? On the heels of their success, Under Armour has introduced a new yoga line, Gap introduced its GapBodyFit line, Forever 21 began selling active wear and both Nordstrom and Target expanded their store branded women’s sportswear offerings (even lingerie company Victoria’s Secret now sells yoga pants).9When Lululemon was forced to recall product in 2013 because they were see through when stretched, Under Armour (who has been targeting women as a key demographic for several years), responded by featuring the tag line "We've Got You Covered” on its Facebook page in an effort to drive customers to its siteClick?here?for a story from how Lululemon continues to enjoy success despite the high volume of new competitors entering the marketplace (including fashion brands like?Abercrombie?andVictoria’s Secret?looking to cash in on the new “athleisure” apparel trend)Rock, introduce Charlie Thornton saying he will discuss additional niche markets4.3 – Charlie ThorntonCharlie, this is a continuation of Rock’s presentation; work with him in your preparationAs the running category continues to gain steam (sales of running shoes were up 14% in the last year), brands like Vibram and their “five finger shoes”, Fila with skeletoes, and Adidas with adiPURE (among others) have carved a niche with “minimalist” running shoes, designed to create a “barefoot” jogging experience while still providing protection for the feet?10While minimalist shoes make up just 4% of all running shoes sold (representing about $260 million in business), sales of minimalist shoes more than doubled in the first quarter of 2012, according to a report from industry analyst Matt Powell at SportsOneSource?11However, not all niche markets last.? For the first quarter of 2013, sales were of the minimalist shoe were down 10% while motion control shoes were up 25% (another niche in the running category).? Said Matt Powell in an interview on , "It appears this fad is pretty much over."As the NFL begins to invest in research to curb the dangers of playing football, many entrepreneurs are taking note.? In a story posted on?Yahoo! Sports’ website, about half the vendors at a recent sports conference were in some way involved with concussions.?Charlie Thornton, introduce Charlie Windle saying he will discuss niches outside the mainstream4.3 – Charlie WindleCharlie, this is a continuation of Charlie Thornton’s presentation. Work with him in your preparation. Niche can also be a term applied to a particular sport that is not considered to be “mainstream”Archery is a niche sport that is experiencing rapid growth, thanks in part to popularity of?The Hunger Games?book seriesOther niche sport examples could include many Olympic sports,?beach soccer, or?arm-wrestlingFor example, based on the game in J.K. Rowling's "Harry Potter" books, the sport of “ HYPERLINK "" Quidditch” was created on a small college campus in Vermont a in 2005. The sport now boasts 700 teams in 25 countries, has a governing body (International Quidditch Association), an official rule book and a World Cup (the 2011 event reportedly cost more than $100,000 to stage).?13In 2015,?ESPN?introduced an “On The Road” program in which ESPN personalities traveled to the site of several niche sporting events (like the?World Championships of Cornhole X?in Knoxville, TN and?The National Horseshoe Pitchers Association World Tournament?in Topeka, KS) and incorporated coverage within their SportsCenter broadcastsClick?here?to see a local television station’s news coverage of ESPN’s appearance the Horseshoe tournamentMany fringe sports that are still hoping to be included in future Olympic Games would also qualify as niche sportsIn 2015, The International Olympic Committee officially recognized the World Flying Disc Federation (WFDF), the governing body of disc sports including Ultimate Frisbee, which means sometime in the near future we could see the 30 year old sport become an official competitive event in the Olympic GamesClick?here?to read a feature discussing “5 Sports That Haven’t Made It Into the Olympics (Yet)”4.2 - EvanLesson 4.2- The Marketing MixEvan, be sure to provide examples of each categoryThe four P’s of marketing (marketing mix)?4The?marketing mix?consists of variables controlled by marketing professionals in an effort to satisfy the target marketProductGoods, services, or ideas used to satisfy consumer needsDesigned and produced on the basis of consumer needs and wantsPriceDetermined by what customers are willing to pay and production costsPlaceThe process of making the product available to the customerMarketers must identify where consumers shop to make these decisionsCareful consideration is given to determining the distribution channels that will offer the best opportunity to maximize salesPromotionInformation related to products or services are communicated to the consumerMarketers determine which promotional methods will be most effectiveApplying the marketing mixConsider how Wilson Sporting Goods might implement the marketing mix in an effort to maximize sales of its tennis racquetsProductWilson manufactures racquets to meet the needs of tennis players with varying skill levelsBeginner racquets are made with cheaper material, while racquets designed for advanced players feature higher quality constructionPricePrice levels for Wilson’s racquets vary depending on quality and target consumerBeginner racquets sell for as little as $20 while some of Wilson’s upper end racquets command a price of nearly $300PlaceWilson has a number of distribution channels, making its tennis racquet product line widely available and easily accessible to consumersSporting goods stores (Dick’s Sporting Goods, Big 5 Sporting Goods etc.)Discount stores (Target, Wal-Mart, Fred Meyer etc.)Specialty stores & fitness clubs (West Hills Racquet Club etc.)Internet (, , tennis- etc.)PromotionWilson’s promotes its upper end racquets as a higher quality product than the racquets sold by competitorsTo promote their products, Wilson may choose to feature POP displays at sporting goods stores (Evan, try to find other examples of Wilson’s promotions) ................
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