SBG: Aston Villa Sale To U.K. Group In Place SBJ: Forty Under 40 Class of 2015 SBJ: Horowitz considers job at Fox Sports SBJ: Courtside popping for NCAA sponsors SBJ: Forty Under 40: Tom Brady SBJ: Sports Media: ESPN’s Snapchat deal SBJ: Arbitration panel gives nod to Lozano SBJ: Forty Under 40: Michael Allen SBD: Executive Transactions SBJ: Forty Under 40: Justin Connolly
October 15, 2014 11:46 AM
In a presentation on Day 2 of the 2014 CSE Sports Marketing Symposium, Frank Wheeler of SAP Media and Sports Entertainment outlined how his company uses data technologies to help clients maximize performance. Wheeler pointed to three main areas of focus: The fan, the player and the business.
On the fan: Wheeler highlighted his company’s engagement tools, such as the NFL Player Comparison Tool and the NBA Stats website, as well as fan databases to help target individual interests. “It starts with a transaction history. They go into surveys. They go into web. They’re collecting more and more mobile information… How can they leverage that data to gain more insight on the fan and engage with him on more of a one-to-one basis?”
On the player: “Wearable technology is big. I know the NFL is looking at sensor data for the players. The NBA is currently using the SportVU camera system in every arena across the league. Capturing that information and sharing that information with the team, with the coaches, with the players, with the fans, working with those types of organizations on how they can better visualize that data and get the best out of that data.”
On the business: Wheeler highlighted the tools that SAP has running in SAP Arena in Mannheim, Germany, as an example of the how analytics can help a sports franchise. “The manager of the arena can be sitting in a suite tied into a management dashboard where it’s changing real time on revenue he has for tickets, what type of tickets – season tickets or individual tickets. He can look at how many beers he’s sold, how many schnitzels he’s sold. All of that data is available through the systems that they’re using through POS and the backend solutions. It’s all tied to financials, all tied to P&L reporting, all in real time.”
October 15, 2014 09:16 AM
October 15, 2014 08:28 AM
Tony Harris, Al Jazeera English, moderator
Jennifer Jones, AT&T Mobility
Kenny Mithell, NASCAR
Roberto Ruiz, Univision Communications
Marc Strachan, Diageo
“Multicultural marketing or diverse marketing or cross marketing, whatever you want to call it, is just Marketing 101, ladies and gentlemen,” said Marc Strachan, vice president of multicultural marketing for Diageo. “Let’s get rid of the titles. Let’s get rid of the silos. If you are a marketer, there’s money in them there hills and you’d better go after it.”
Kenny Mitchell, managing director of brand and consumer marketing for NASCAR, cited the change in broad demographics as reason to reject marketing specifically to individual ethnicities. Mitchell: “If you look at a world where one out of two babies that are born are [people] of color. If you look at marketing to millennials, 40 percent of them are of color. If you are doing that in a silo you are doing yourself a disservice. We are marketing to the sports world. We are marketing to fans. We are marketing to the U.S., and the U.S. is diverse.”
“What is important is that you are inclusive and that you think about multicultural consumers from the get-go,” said Roberto Ruiz, senior vice president of strategy and insights for Univision Communications. “You do this holistically. You think about this as a comprehensive package, not as an afterthought.”Jennifer Jones, AT&T vice president of diverse markets, said that a diverse audience will inevitably be included when marketers tap into the things consumers care about. “Everyone has passions, and sports is a passion,” she said.
“Look at millennials now, in particular,” said Mitchell. “If something doesn’t look the way that they’re used to the world being shown, they’re going to feel uncomfortable. You’re actually disinviting them by showing a world that doesn’t reflect who they are, who their friends are and what their world looks like.”
While there is progress in this area, said Jones, it is still a challenge to create top-down, companywide support. “It remains a journey,” she said. “It’s a journey against the inertia of how we’ve always done things.”
October 15, 2014 07:56 AM
Reaching the LGBT Community
Kate Fagan, ESPN, moderator
Robert Boland, NYU
Patrick Burke, You Can Play
Layshia Clarendon, Indiana Fever
Kristine Friend, Marriott International
Hilary Shaev, WNBA
The panel, which focused on the LGBT community as one of “Ideas That Move Us Forward” discussions at the conference, was moderated by ESPN writer Kate Fagan and included Robert Boland, professor of sports management at New York University; Patrick Burke, the co-founder of You Can Play; Indiana Fever guard Layshia Clarendon; Kristine Friend, senior director of segment marketing for Marriott International; and WNBA Vice President of Marketing Hilary Shaev.
“I think there’s three ways brands can [interact with the LGBT community],” said Shaev. “One is do nothing, two is market to, and the third and the best would be to engage with.”
Friend said she takes this point of view when forming Marriott’s Love Travels campaign. “When you can kind of get at the core of what the sense of belonging means to somebody, regardless of who they are, I think you can really engage,” she said, “and that person just aspires to be a part of your brand, be part of what you’re doing.”The panelists cited the Love Travels campaign, the WNBA’s pride initiative and Nike’s social media success with its Be True campaign as successful examples what can be accomplished by properly engaging with the community.
“The only reason left why you would not be diving in head-first is because you don’t get it and you’re not paying attention to what’s going on,” said Burke. “There’s no risk involved. Any metric will show you that. There’s billions of dollars being left on the table by [the marketing] industry.”
Added Boland: “There will be people who will be left on the sideline because they don’t think they need to be there. It never hurts to push the envelope.”
The panel also discussed a change in the way that women, both straight and gay, are portrayed as representatives of brands and organizations. The traditional notion of selling the sex appeal of an attractive female athlete is in decline, according to Shaev.
“Sex sells sex,” she said. “It doesn’t sell tickets to sporting events. What becomes sexy is authenticity. It’s about athletes portraying themselves on the court as exactly who they are.”
When asked about the broad attention given to gay male athletes like Michael Sam and Jason Collins, Clarendon spoke of how the lack of coverage for lesbian athletes hurts the community. “It speaks to the assumption that if you’re an athlete and you’re a woman, you’re a lesbian, because you would never play sports because you like them,” she said. “We have to give [gay women] the same publicity. We have to make it just as big of a deal.”
October 15, 2014 07:31 AM
October 14, 2014 07:05 PM
Changes in College Sports
Ed Desser, Desser Sports Media
David Greenspan, Winston & Strawn
Ramogi Huma, Nat'l College Players Assoc.
Michael McCann, Univ. of New Hampshire
SMS 2014 Podcast:
College writer Michael Smith and Executive Editor Abraham Madkour discuss the hot-button college panel from Day 1 of the 2014 CSE Sports Marketing Symposium in New York.
Desser, who was called as an expert witness during the O’Bannon case, said a review of court documents showed how the NCAA is operating as a professional sports league. Desser: “There’s no pretense at the NCAA that the revenue side of college athletics is anything but a professional operation.” Ramogi Huma, president of the National College Players Association, said college football and basketball “are not amateur sports. They are pro sports… Amateurism [in college athletics] is not a moral issue...it's a financial issue.”
Huma said NCAA rules need to be reformed, pointing to Louisville player Kevin Ware, who broke his leg during a Final Four game in 2013. Huma said Louisville had the option to not pay for the player’s medical expenses and could have stripped his scholarship. "We've been fighting for basic protections for [college athletes] for over a decade." Huma said colleges could find money to pay athletes by putting a portion of media revenue in a trust fund until athletes complete their degree. He dismissed criticism that paying college basketball and football players would hurt women’s sports and non-revenue sports. He predicted women’s sports would wind up with more funding. "Title IX is the law of the land,” he said. Huma also suggested that college athletic departments have plenty of areas where they can cut costs, from paring travel for non-revenue sports to pulling back on construction plans. "Don't build facilities with waterfalls, trap doors and slides,” he said.
David Greenspan, partner with Winston & Strawn, said players should be compensated in some way. "Revenues are being generated,” he said. “Games on TV are being watched largely because of the kids playing the games." Desser suggested that relaxing some NCAA rules, like allowing players to do local endorsements, would boost interest in the game.
October 14, 2014 06:39 PM
Winning beyond the playing field
Tom Brasuell, MLB
Flo Bryan, CSE
Michael Robichaud, MasterCard
Chad Royale-Pascoe, Boys and Girls Clubs of America
“You can’t just take a check and say, ‘Fine, use my logo,’” said Flo Bryan, senior vice president of cause and diversity marketing at CSE. “It has to be authentic, and it needs to be a story that is integrated well. It’s all about being able to hit multiple passion points for the consumer.”
There also has been a shift in thinking among the causes in the industry, as well, said Michael Robichaud, senior vice president of global sponsorships at MasterCard. “It used to be the case that when the one person who cared about the cause left a corporation, that’s when the check stopped coming,” he said. “Cause-based organizations now understand that the partnership has to be mutually beneficial over time.”
Chad Royale-Pascoe, national vice president of corporate and cause partnerships at
the Boys and Girls Clubs of America, said that one of the most important steps on the road to that beneficial relationship is to be very clear on the goals of each party. “Each partner we work with has different goals and results in mind regarding our relationship, and it’s much better when we’re up front and honest about what sort of goals we have in mind,” he said. Royale-Pascoe highlighted his organization’s relationship with Buffalo Wild Wings, in which the restaurant chain is measuring the success of its partnership by the number of kids who sign up for team sports.
Quick takes from the panel:
On interest in partnering:
Tom Brasuell, vice president of community affairs at MLB, said that while the league has even more interest from sponsors in being aligned with the league for a cause, as well as from the causes themselves, it’s now choosing those relationships carefully. “We actually have a lot fewer than we used to have, as we have decided that we wanted to go with partners that are really interested in the specific causes,” he said.
On the extended reach of cause marketing:
Robichaud noted that MasterCard’s sports cause marketing partnerships have resonated with the female audience, a result that wasn’t necessarily intended but proved to be something the company is proud of.
On shared success between company and cause:
“You can do good by doing good, and there’s nothing wrong with that,” said Bryan.
October 14, 2014 06:02 PM
Among the comments:
■ "The bottom line is that the model is going to change. Is it going to change somewhat, is it going to change drastically, that's what's to be determined."
■ "That's frightening. If you're a commissioner or if you're an athletic director and you've done business one way for the last 20 to 30 years, and now what's being proposed is an open-market system — free agency, players with agents — that's a completely different model. And I think that's what frightens the administrators now and has them so much on the defensive. That takes them in a direction where they're not sure how to operate."
■ "I think it's probably naive to think that Olympic sports and women's sports will not be impacted somewhat. … It's going to have an impact."
October 14, 2014 04:11 PM
October 14, 2014 03:20 PM
Despite shrinking attention spans, scattershot personal interests and heightened senses of entitlement, the members of Generation Y and Generation Z can still be reached by marketers, but only if the messages remain authentic.
A high-level panel speaking at the 2014 CSE Sports Marketing Symposium in New York agreed that authenticity is perhaps more critical than ever with youth audiences because they have not only grown accustomed to marketing messages everywhere, but can be cynical toward them. "If you try to get too clever or too cute, it can backfire," said David Rudolph, PlayOn Sports chief executive. Added Rivals.com head Eric Winter, "The biggest mistake you can make with marketing to younger audiences is to try to shoehorn in something that doesn't make sense."
To that end, panelists agreed that speaking directly to youth audiences on their terms, as opposed to dictating a conversation, was the only way to go. "You simply have to follow their lead," said Gabby Duno Turner, StubHub head of partnership activation and account management. Turner said the ticket resale marketplace has been particularly successful with younger ticket buyers through a commemorative ticket program in which users can digitally upload a picture of themselves and have it appear as part of their digital or physical keepsake ticket.
Quick takes from the panel:
Reaching the Next Generation
David Iudica, Yahoo
Donnie Keller, Xbox
David Rudolph, PlayOn! Sports
Gabby Duno Turner, StubHub
Eric Winter, Rivals.com
On which social networks successfully reach youth audiences: Twitter, Facebook and Instagram dominate the conversation around social media, but panelists said that Vine and Tumblr are key tools in reaching Generations Y and Z. "Vine is something that's been really important to us,” Winter said, “particularly around our camp business.”