Unit 1Sports and Entertainment Marketing 1 Chapter 1 What is Sports and Entertainment Marketing?? 1.1 Marketing Basics 1.2 Sports Marketing 1.3 Entertainment

Unit 1 Sports and Entertainment Marketing

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Chapter 1

What is Sports and Entertainment Marketing??

1.1 Marketing Basics1.2 Sports Marketing1.3 Entertainment Marketing

http://images.google.com/imgres?imgurl=http://www.phoenixrealestateguy.com/images/carnival.jpg&imgrefurl=http://www.thompsonsrealty.com/blogs/phoenixrealestatenews/default.aspx&h=310&w=310&sz=32&hl=en&start=13&tbnid=9Bazi43WAPXJvM:&tbnh=117&tbnw=117&prev=/images%3Fq%3DCarnival%26gbv%3D2%26svnum%3D10%26hl%3Den


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The Importance of Sports and Entertainment Marketing

• Today, more than at any time in history, the sports and entertainment industries have become two of the most profitable industries in the United States. Fans spend billions of dollars each year on recreation and related products and services. http://www.libraryindex.com/pages/224/Cost-Having-Fun.html

• Sports and entertainment also reach around the globe because entertainment is a main export of the United States. Because these are booming industries, sports and entertainment vendors, or salespeople, compete for a share of the customer’s dollar.

• With so many businesses competing for attention, an organized marketing plan with strategies that target specific customers is essential. This is the foundation of sports and entertainment marketing.

http://www.libraryindex.com/pages/224/Cost-Having-Fun.html

http://www.libraryindex.com/pages/224/Cost-Having-Fun.html


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Goals of Section 1

• Describe the basic concepts of marketing.

• Explain the marketing mix.

• Define the six core standards of marketing!


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What words come to mind, when you hear:MARKETING?


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• Many people define marketing as advertising.

• However, producing, distributing, pricing, and promoting are also essential marketing elements.

• Marketing: the creation and maintenance of satisfying exchange relationships.


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• Creation marketing involves product development. The “idea” of what you are selling.

• Maintenance marketing must continue as long as business operates.

• Satisfaction marketing must meet the needs of both business and customer when exchanging products or services.

• Exchange relationship occurs when the parties involved (business and customer) both give and receive something of value.


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Satisfying Customer Needs

• Customer needs should be the primary focus of marketing!!!


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It’s easy: in just 3 ways….

1. Identify the needs of that customer

2. Develop products that customers consider better than other choices

3. Operate your business profitably.

It’s just that simple!!


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Sports and Entertainment Marketing

• Sports and entertainment marketing is a

huge industry offering numerous products and services.

• Name some products and services sports and entertainment offer….


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Sports and Entertainment Marketing

• Busy individuals and families must carefully choose which sports and entertainment activities and events they will enjoy with their limited time and money.

• Marketers of S&E products and services must assess consumer demand, the competition, and financial value of the goods and services they offer.

• When developing marketing plans for sports and entertainment products, marketers must consider the marketing mix and the core standards of marketing.


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INTERMISSION

• What is marketing?


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• To perform the tasks associated with marketing, marketers rely on a marketing mix.

• The Marketing Mix: describes how a business blends the four marketing elements of PRODUCT, PLACE/DISTRIBUTION, PRICE, and PROMOTION.


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• Product: what a business offers customers to satisfy needs.– Includes goods (sneakers) and services (video

rentals).

• Distribution (Place) : involves the locations and methods used to make products available to customers.

• Price: amount customers pay for products• Promotion: describes ways to make customers

aware of products and encourage them to buy.


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Marketing Mix Considerations

• Marketers must carefully consider the many factors that affect the marketing mix elements. Product offerings for sports and entertainment must be constantly evaluated and updated.

• Individuals have many entertainment options for their limited discretionary income.

• Discretionary income: the amount of money individuals have available to spend after paying for the necessities of life and other fixed expenses (such as housing and car payments).

• Entertainment options that are popular today may lose popularity next year.


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Needs and Wants

• Organizations spend lots of money to learn about their customers’ needs and wants.

• Needs occur when people experience a lack of basic necessities such as food, clothing, or shelter.

• Wants are things that people desire based on personality, experiences, or information about a product.

• For example, you may get thirsty (a need) and from your past experience, you desire Gatorade (a want).

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• Choosing the right products to meet the needs and wants of the market is essential to the marketing mix. In addition, marketers must consider the quantities of the product to produce.

• Too much of a product could result in price markdowns, Too few of a product could result in lost sales.


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• Price influences the purchasing decisions made by consumers. A business must offer its customers products and services they need and want at prices they are able and willing to pay, while at the same time covering the costs of the business and making a profit. Prices charged for sports and entertainment events must be sensitive to consumer demand and the state of the economy.

• Championship teams will increase consumer demand and ticket prices.

• However, when the economy becomes questionable, consumers are likely to spend less money on sports and entertainment events.


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• Distribution/Place involves transporting or delivering goods to final customers.

• Athletic uniforms arriving by UPS and turf for football field arriving by semi truck are both examples of the distribution function of marketing.

• Distribution/Place of an event involves planning the location where the event will take place.

• A popular three-day outdoor concert event for country or rock music must be held at a location near the customer base and where nearby businesses, such as hotels and restaurants, can accommodate the needs of the fans.

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• Promotion is essential to inform prospective customers about sports and entertainment events and products.

• Forms of promotion can range from television commercials and newspaper advertisements to in-stadium advertising through special offers on the back of ticket stubs and on giant video screens.

• Promotion requires creativity to keep the attention of prospective customers.

• Promotion costs large sums of money, making it important to select effective promotion plans that reach the larges audiences at the most reasonable price.


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• With new technology, live cybercasts of music concerts can be heard and viewed around the world through the Internet.

• Movie companies are using the Internet to broadcast movie trailers and to market movie-related merchandise to consumers.

CLICK HERE TO VISIT MOVIE TRAILERS!

http://www.comingsoon.net/trailers/

http://www.comingsoon.net/trailers/


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A Marketing Mix Example in the Sports Industry• The Super Bowl is the sports event of the

year. This billion-dollar event results in large sums of money from sponsorships and ticket sales.

A Marketing Mix Example in the Entertainment Industry

• State fairs are finding it increasingly difficult to compete with other sports and entertainment events.


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EVALUATING THEMARKETING MIX

• Work with a partner.• Choose either the Super Bowl or State Fairs.• On a separate sheet (or Word Document) fully

explain how each element of the marketing mix is considered in the event you choose.

• Reminder marketing mix= product, distribution, price, promotion.

• Each element should be explained in detail in its own paragraph.


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For Full Credit on Assignment• Super BowlConsider the following for each

element:– Distribution: location, ticket sales

(how are they made available to the public?)

– Promotion: How do people find out about the event? What special contests come up around that time of year? Where do you see sponsorship?

– Price: When is event sold out? (generally) Why are prices what they are?

– Product: What product is offered by the Super Bowl for those who attend or watch at home?

• State FairsConsider the following for each

element:– Distribution: how is the location

determined? Where can individuals purchase tickets?

– Promotion: How do people find out when the Fair is? What special offers may exist?

– Price: Why is this very important to consider? Are there any discounts or special offers that can be explained?

– Product: Who must the State fair appeal to? What forms of entertainment are offered.


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INTERMISSION

• Describe the elements of the marketing mix.


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• The core standards of marketing are the basis of all marketing activities.

• There are six core standards associated with marketing. They are:– Product/service

management– Distribution– Selling– Marketing/Information

Management– Pricing– Promotion

Marketing/Info Management

Pricing Product/Service

Management

Promotion

SellingDistribution


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• Distribution:– Determining the best way to get a company’s

products or services to customers is part of the distribution function. Television makers like Sony sell their products through electronic retailers like Best Buy to buy electronic goods and appliances.

– In sports and entertainment, distribution involves selecting the right location for an event and making tickets available through ticket sales outlets. For sporting goods, distribution involves getting equipment to stores where customers can buy it.


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• Marketing/Information Management– Gathering and using information about customers to

improve business decision making involves marketing-information management.

– When Domino’s first considered expanding operations into Japan, it used it marketing research findings to adapt its traditional pizza to Japanese tastes. Domino’s offered nontraditional toppings such as corn and tuna because of local preferences.

– For sporting goods, successful marketing involves using marketing information to predict consumer demand and to estimate the right quantities of merchandise to produce


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• Product/Service Management– Designing, developing, maintaining, improving, and

acquiring products or services for the purpose of meeting customer needs and wants are all part of product/service management.

– Fisher Price tests new toy ideas with children and parents to make sure kids will enjoy playing with toys.

– Success in sports and entertainment marketing depends on evaluating events and goods to determine how well they meet customer needs and how events and goods can be improved to maintain and increase sales.


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• Pricing– The process of establishing and communicating to customers

the value or cost of goods and services is called pricing.– Prices are assigned to sports and entertainment events and

goods are directly related to consumer demand. Prices may be set high if the seller knows people will buy at the high price.

– Super Bowl ticket prices go through the ceiling since there are a limited number of tickets and there is an enormous demand for them. Prices may be set lower if the seller knows a large volume of a product can be sold.

– Pricing policies are also based upon the cost of producing goods and sports and entertainment events. If costs of production are not covered, the business will not succeed.


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• Promotion– Using advertising and other forms of

communication to distribute information about products, services images, and ideas to achieve a desired outcome is promotion.

– For example, sports fans often find coupons on the back of ticket stubs after they attend a ball game. The coupons are used to promote products or services and to entice fans into trying them at a discounted price.


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• Selling– Any direct and personal communication with

customers to assess and satisfy their needs and wants is considered selling.

– Selling involves not only satisfying customers but also anticipating their future needs.

– Selling in today’s world includes purchases made through the Internet with no face-to-face communication whatsoever.


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INTERMISSION

• List and provide one example of each core standard of marketing.

• The example may not be one provided in PowerPoint slides.


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Opening Act – Section 2Sports are big business at many universities throughout the country. Basketball has become a big money maker for many colleges. For all the 2004-2005 school

year, the University of Arizona Wildcats men’s basketball program generated revenue of $16.6 million and a profit of $12.5 million. The Arizona Wildcats have had sell-out games for almost 20 years. Courtside seats have been reported to

bring in as much as $30,000 a pair the season. By playing in the National Collegiate Athletic Association (NCAA) tournaments, the Wildcats secured

money for their school from CBS, which televised the tournaments and distributed more than $400 million to the NCAA conferences.

Big business can mean big salaries for college coaches. Much attention has been given to the high salaries paid to successful college basketball coaches.

Tom Crean earned $1.65 million in 2005 for his seventh season as men’s basketball coach at Marquette University, placing him among the highest-paid

coaches in the Big East Conference and in the country. Crean has been rewarded for coaching the Golden Eagles to three NCAA tournament

appearances, including a final four appearance in 2002-2003.

http://www.arizona.edu/


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2005 – 2006 Season

• Marquette posted an overall record of 20-11 and its 20 wins were the most since 2002-03.


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Database of Coaching Salaries

http://www.usatoday.com/sports/college/mensbasketball/2007-03-08-coaches-salary-cover_N.htm





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Goals of Section 2

• Define sports marketing.

• Explain the value of sports marketing to the economy.


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• Spectators of sporting events are the potential consumers of a wide array of products ranging from apparel and athletic equipment to food items and automobiles. Sports spectators sometimes have more in common than just a sport.

• Common characteristics of a group, such as age range, marital status, gender, ethnic background, income level, and education level are known as demographics.


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• Sports marketing is using sports to market products.– It capitalizes on the popularity of sports.

Marketers research the demographics and spending habits of fans in order to maximize profits on the items fans purchase in association with sporting events.


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Ticket Prices

• What factors are considered when determining the prices of tickets to certain events?


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• THE GOAL OF SPORTS MARKETING =– To use the right marketing mix to meet

customer needs while generating profit.

– To do this successfully, marketers must consider three factors

• New Opportunities• Gross Impression• Timing


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• New sports markets offer new opportunities for endorsement and marketing.

• What are some new(er) sports markets you can think of?


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• Extreme sports– X-Games– Skateboarding – Snowboarding

• Arena Football – One of the fastest growing sports in the country.– Tickets are about $17.50– Players meet fans to sign autographs after every

game.– Scores of games are high

http://expn.go.com/expn/feature?id=2967740

http://expn.go.com/expn/index

http://expn.go.com/expn/index

http://x.go.com/cgi/x.pl?&name=SEARCH_keyword&srvc=sz&goto=http://expn.go.com/expn/index


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Time Out…• Celebrities have become

increasingly involved in NASCAR and IRL racing events, boosting popularity of this sport.

• Paul Newman not only owns race cars, but he also drives them.

• David Letterman sponsors an IRL race team.

• Letterman recognizes that racing is thrilling, but also very dangerous. The death of Paul Dana, an IRL driver partially sponsored by Letterman, reminds society of the serious dangers associated with the sport.


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• Gross Impression: the number of times per advertisement, game, or show that a product or service is associated with an athlete, team, or entertainer.

• Brands shown in movies, television shows, and televised sporting events all represent gross impressions.


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• Every time you see a product or company logo on the back of a pair of shoes, in a scene in a movie, or on the license-plate holder on a car, your brain records that image.

• Advertisers hope you will remember it when you are ready to buy such a product.


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• Major companies pay millions of dollars to sponsor national sporting events. However, even though a company may purchase the exclusive rights to advertise during an event, competitors can advertise on local radio stations, competing networks, and billboards. Fans soon become confused about who the real sponsor is. This deliberate confusion is sometimes called ambush marketing or stealth marketing. It takes place when organizations participate in events to some degree rather than sponsor the event.

• For example, Coca-Cola might pay to be the official sponsor of a skating competition. However, Pepsi can pay to display an ad on the wall around the rink.


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• Think Critically:

– Companies that use ambush marketing obviously think it is beneficial.• In the long run, is it?• How might it eventually harm a company?


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• Marketers are aware that the popularity of teams and sports figures is based on sustaining a winning record.

• A team (Bills) or celebrity (Vick/Brittany) on a losing streak can lose more than just points in a game.

• Timing is extremely important when marketing sporting goods.


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INTERMISSION

• Why are gross impressions and timing important in sports marketing?


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• The marketing mix for sports-related products and services must be constantly evaluated and updated because the popularity of certain sports, sports teams, and star athletes can change over time.

• Visit http://thomsonedu.com/school/sports• Examine the Words Series television ratings.• Generally would you say that baseball has

grown more or less popular over the past 30 years? Explain your answer. Then respond as to why you think the trend is moving in the direction that it is.

Internet Activity

http://thomsonedu.com/school/sports


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The Value of ports Marketing

• Sports marketing is a multi-billion dollar global industry that has a definite impact on the economy. The popularity of sporting events impacts individual and family budgets. Whether it’s the family vacation centered around a soccer tournament for the kids or the Orange Bowl for a national football championship, large sums of money are spent on sporting events and related products. The sports industry has far-reaching effects on the automobile industry as supportive parents transport families to soccer, baseball, basketball, and numerous other sporting activities and related products. Think of the restaurants, hotels and service stations that count on the business generated as a result of these events.


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The Value of ports Marketing

• Sports marketing has created job opportunities, ranging from a parking lot attendant to a marketing executive for a professional sports team. Stadiums and other entertainment venues must be built and maintained. Venues require building managers, horticulturalists, security personnel, and maintenance crews. Athletes require trainers, handlers, and personal attendants. They also hire agents to maintain publicity, book engagements, and negotiate contracts for them.


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Economic Impact of High School Events

• Many competitive sports careers begin in high school through events. High school sports draw enthusiastic crowds and aspiring athletes alike. In some states such as Florida and Texas, high school football games can draw more fans than local college games, especially if rival teams are playing. For example, in Odessa, Texas, the average attendance can number 20,000 spectators. High school basketball games in Indiana can draw more that 40,000 fans to the Hoosier dome.

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Interesting Info

Hoosier Dome• The RCA Dome, originally named the Hoosier Dome, was a domed

stadium located in Indianapolis, Indiana, and the home of the Indianapolis Colts NFL franchise for 24 seasons (1983-2007). It was completed in 1983 at a cost of $28 million as part of the Indiana Convention Center, with the costs split evenly between private and public money. It was finished in 1984, nearly a year before the Colts relocated to Indianapolis from Baltimore, Maryland. The RCA Dome was demolished in December 2008 as part of a project to expand the attached convention center.


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http://en.wikipedia.org/wiki/Dome

http://en.wikipedia.org/wiki/Stadium

http://en.wikipedia.org/wiki/Indianapolis,_Indiana

http://en.wikipedia.org/wiki/Indiana

http://en.wikipedia.org/wiki/Indianapolis_Colts

http://en.wikipedia.org/wiki/NFL

http://en.wikipedia.org/wiki/1984_NFL_season

http://en.wikipedia.org/wiki/2007_NFL_season

http://en.wikipedia.org/wiki/Indiana_Convention_Center

http://en.wikipedia.org/wiki/Baltimore,_Maryland

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Economic Impact of High School Events

• There are many opportunities for marketing efforts on this level that can also have economic impact. You have probably attended football and basketball games in support of THS or other local high schools and witnessed all types of promotional efforts, from halftime contests to local radio ads to being entertained by team mascots. Besides building school spirit and encouraging your athletes, high school sporting events and projects can generate money for athletic programs. Some high schools have fund-raising drives to support their teams. Also, profits from concession stands and program sales provide income. Motivated students can also solicit sponsors among local businesses, such as fast-food restaurants, local radio stations, and other businesses.


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INTERMISSION

• Name three ways that sporting events help boost the local economy and/or national economy.


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Emotional Value

• Sports fans have emotional ties to their favorite high school, college, and professional teams. Many sports enthusiasts live for the weekend to see their favorite teams in action. Emotions such as affection and passion often compel fans to buy tickets and other sports-related merchandise. Individuals will freely spend discretionary income on sporting events that capture their hearts, so marketers try to appeal to the emotions of fans.


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Soooo Many Channels

• Marketers for the hundreds of television networks now available through cable and satellite systems must consider marketing strategies to capture the highest possible percentage of the viewing audience for the least amount of money. Sitcoms, popular from 1960 to 2000, have taken a backseat to reality shows starring average people and costing little to produce. The networks must find the right mix of programming to reach audiences, attract sponsors, and maximize profits.


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Soooo Many Channels

• Sports programming has proven to be valuable. Sporting events such as the SuperBowl, BCS (Bowl Championship Series) games, and March Madness attract the attention of large sports-minded audiences, which, in turn, attract high-paying promoters. Television networks pay top dollars to obtain broadcasting rights for high profile sporting events in hopes of reaping financial benefits.

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Opening Act for Chapter 1.3

Click on the picture to Save and Complete the Opening Act assignment


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Chapter 1 –Section 3: Entertainment Marketing• Goals

– Define entertainment– Describe the impacts

of advances in entertainment technology on entertainment marketing.


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• Because of commitments to work, school, home, family, and other activities, people have a limited amount of leisure time and money.

• Influencing how people choose to spend their time and money on entertainment is the purpose of ENTERTAINMENT MARKETING!!


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• Entertainment marketing will be discussed in two ways. – First, entertainment will be looked at as a product to be

marketed. – Second, marketing will be examined in light of how it uses

entertainment to attract attention to other products.

• Marketing entertainment as a product means pursuing the free time of people who can pay for entertainment.– An example of using entertainment to

market a product or service would be an

author appearing on a talk show to discuss

a new book.


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What Exactly is

• Entertainment is whatever people are willing to spend their money and spare time viewing rather than participating in.– Can include: sports, the arts– Can be viewed in person or in broadcast or

recorded form


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SP RTS or ENTERTA NMENT

• The term sports is generally applied to games of athletic skill.

• The term entertainment is generally applied to movies, theater, music concerts, the circus, and so forth.

Remember:

Watching sports can

also be entertaining!


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It Could Also be a Matter of Opinion

• For example, professional wrestling has little resemblance to the National Collegiate Athletic Association’s (NCAA’s) sanctioned sport of wrestling.

• Professional wrestling is an exaggeration of a real sport but is it really sports or staged entertainment?


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• Whether an event is a sport or entertainment, sponsors of the even want to gather as much marketing information as possible about the audience.

• The collected information enables sponsors to design product promotions specifically for that audience. The sponsoring companies must understand that wants and needs of their customers and maintain accurate information about their customers in order to succeed in marketing them.

SP RTS or ENTERTA NMENT


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INTERMISSION

• What are two ways of looking at entertainment marketing?


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of ENTERTAINMENT

• At the beginning of the 20th century, the performing arts represented a major form of entertainment. Performing arts include live theater, ballet, opera, and concerts.

• Marketing was limited to posters, newspapers, magazines, and word of mouth. In order to enjoy any professional entertainment, people had to travel to the theater, concert hall, or area where community entertainment was showcased. The shows were live, and the entertainers received instant feedback from the audience in the form of applauses, boos, and even ripe tomatoes tossed at the performers.


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• Moving pictures initiated the merger of technology and entertainment and added new dimension and depth to entertainment marketing. Technology distanced entertainers from their audience, first with movies and then with television.

• The Internet has renewed instant response to marketing information and furthered the possibilities of distribution of entertainment to the masses.

of ENTERTAINMENT


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• Louis Le Prince made the first moving pictures in Britain in 1888.

• The Lumiere brothers were the first to present a projected movie to a paying audience in a café in Paris in 1895.

• Promotion of films quickly followed with the construction of theaters for movies.


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• The first movie with sound, The Jazz Singer, opened in the United States in 1927 in the few movie theaters that were equipped at that time to handle audio.

• Mickey Mouse arrived in 1928 in Walt Disney’s Steamboat Willie.

• Ten years later, Snow White and the Seven Dwarfs became the first full-length animated film. In a masterful marketing move, Disneyland opened in Anaheim, California, in July 1955.

• A totally new approach to the marketing mix of entertainment was born with the theme park. The live arts and recorded arts were joined by an ever-evolving, technology-driven series of new media.


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Television

• When television began to arrive in great numbers of American homes, sports and entertainment marketers found a wide-open highway into the billfolds of consumers. The market grew quickly and continues to advance throughout much of the world.


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Television: The Early Days

• Nine television stations and fewer than 7,000 working TV sets existed in the United States at the end of World War II. In October 1945, more than 25,000 people came to Gimbel’s Department Store in Philadelphia to watch the first demonstration of TV.

• That same year, the American Association of Advertising Agencies encouraged the start of television advertising.• TV changed the marketing of entertainment in a profound way.


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NBC's Gillette Cavalcade of Sports

Willie Pep vs. Chalky White

Featherweight Championship •This was the first staged televised sports event.•It was shown in 1944.•The program was a viewing success with an estimated audience of 150,000 watching on 5,000 TV sets.•This was an average of 30 people watching the fight on each set.


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Television’s increasing Influence

• During television’s early days, major national corporations lined up to buy time and produce advertisements.

• The pricing of commercial time slots was quickly tied to the ratings.– Ratings are the number of viewers the

program attracted.

• The 9 TV stations of 1945 grew to 98 stations by 1949.


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The Ed Sullivan Show

• On September 9, 1956, 82% of all television sets in the United States were tuned to the Ed Sullivan Show, a weekly Sunday-evening variety show.

• That many people tuned in to watch Elvis Presley perform on the show.

• More than 60% of all US viewers watched the television debut of The Beatles.


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The Ed Sullivan Show

• The show shattered ratings records by appealing to a mass audience rather than focusing on a single demographic group.

• Advertising fees charged for the show reflected the high audience rating.


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Technology and Customer Feedback

• The use of television, telephones, the Internet, and other technology by entertainment marketers to receive instant feedback from customers has evolved over time.

• Two-way communication allows the entertainment company to gather information from the customer and use the information to refine and improve the product – the entertainment.


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REALITY TV SHOWS

• These types of shows allow viewers to create their own endings and select their new favorite entertainers. The marketing mix of reality shows is unique because the product is selected by the viewers using technology to communicate with the production company.


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AND THE WINNER IS….

• Shows like American Idol allow audience members to vote for their favorite participants. The final winners produce musical recordings that require little additional promotion to achieve record breaking sales.

• The marketing mix has been fine tuned based on customer input.


83

EXTRA CREDIT

• On a separate sheet…– List as many reality shows that you can in which the audience

determines the ultimate winner to the show.– DO NOT SHARE ANSWERS WITH ANYONE ELSE, THIS MAY

JEOPARDIZE YOUR CHANCE TO EARN EXTRA CREDIT!

• When you finish…– Visit: http://www.history.com/media.do?

mediaType=All&searchTerm=Ed+Sullivan&action=search&showName=-1

– Watch:• 10 Days: When America Was Rocked, • Dick Gregory: Ed Sullivan • 02/07/1964: Beatles arrive in New York

Documents

Unit 1Sports and Entertainment Marketing 1 Chapter 1 What is Sports and Entertainment Marketing?? 1.1 Marketing Basics 1.2 Sports Marketing 1.3 Entertainment