1. www.bournemouth.ac.uk Olympic Sponsorship Seminar Debbie Sadd & Ian Jones April 2008

2. www.bournemouth.ac.uk 2 Controversy in design!!

3. www.bournemouth.ac.uk 3 Worldwide Partners

4. www.bournemouth.ac.uk 4 London 2012 Official Partners

5. www.bournemouth.ac.uk 5 Official supporters so far…….

6. www.bournemouth.ac.uk 6 Beijing Worldwide Olympic Partners

7. www.bournemouth.ac.uk 7 Beijing 2008 Partners

8. www.bournemouth.ac.uk 8 Sponsors

9. www.bournemouth.ac.uk 9 Exclusive Suppliers

10. www.bournemouth.ac.uk 10 Difference in titles World wide partners – Olympic Sponsor Beijing Partners – Beijing 2008 Sponsors – not partners Exclusive Suppliers – not sponsors but exclusivity of product on Olympic Sites Suppliers – not exclusive

11. www.bournemouth.ac.uk 11

12. www.bournemouth.ac.uk 12 What is Sponsorship? “Sponsorship is a business relationship between a provider of funds, resources or services and an individual, event or organisation which offers in return, rights and association that may be used for commercial advantage in return for the sponsorship investment.” (BDS sponsorship,2008)

13. www.bournemouth.ac.uk 13 Sponsorship Charitable donations - No commercial return is expected although a company make use donations to be seen as a good corporate citizen. Corporate patronage - A half-way house between donations and sponsorship, patronage generally provides only some recognition of a company’s activity among a relatively small, though influential, group. It is more common in the arts than sport. Corporate hospitality Public/community relations - Sponsorship of sport can be used to meet objectives on a company’s social or political agenda.

14. www.bournemouth.ac.uk 14 The 4 Key Principles of Sponsorship Transparency It is important that any sponsorship agreement with a company is not seen as an endorsement of their product or organisation. This will be achieved by making the relationship transparent to the public and staff in both organisations. Equal partnership It is important both parties form equal relationships with each other as it shows a positive working attitude for its membership and target audience. An active working partnership will enhance the relationship for both parties, and strengthen the task in hand. Mutual benefit Both parties should gain from a sponsorship agreement. Example - V.festival Independence It is important that the independence is not compromised by agreements with external parties.

15. www.bournemouth.ac.uk 15 Benefits for Event Financial Investment In-kind services Marketing and media expertise Event brand enhancement Product and service offers for event goers

16. www.bournemouth.ac.uk 16 Benefits for Sponsor Increased brand awareness Brand image enhancement Product trial/service exposure Sales or hospitality opportunities Market interactivity

17. www.bournemouth.ac.uk 17 Why marketers Sponsor Events To identify a particular target market or lifestyle To increase awareness of company or product name To create or reinforce consumer perceptions of key brand image association To enhance corporate image dimensions To create experience and evoke feelings To express commitment to the community or on social issues To entertain key clients or reward key employees To permit merchandising or promotional opportunities To enhance recruiting efforts Connections to athletes and celebrities Reach top executives from other businesses To demonstrate and display new products or existing products at the event

18. www.bournemouth.ac.uk 18 Ingredients of Sponsorship Proposals (based on contractual agreement) The rights to use team or organisational logos Naming rights The identification of sponsors in literature and event advertising The extent of corporate hospitality The rights to sell an event The opportunity to perform sales promotion activities (Sport and Event Marketing, 2001) While there is no one correct format for sponsorship proposals, the most successful ones are customised to the sponsor. The sponsorship program is designed to meet the specific marketing needs and objectives of the targeted company.

19. www.bournemouth.ac.uk 19 Objective Setting I There are 4 main groups of objectives that are used by the marketing managers for a successful sponsorship. - Corporate Objective : This aims at public awareness and corporate image. This will potentially lead to stronger bonds with the clients and potential and existing customers. - Brand / Product Objective: This aims to increase sales and brand awareness through the current target market.

20. www.bournemouth.ac.uk 20 Objective Setting II - Communications Objective: This tends to be short-term, only focusing on the quantity of the sponsorship and not quality. It is used to generate publicity not solely at the target market. - Personal Objective: This objective is to raise the employee’s morale and company loyalty, it is purely a management interest.

21. www.bournemouth.ac.uk 21 References Anon., (2007). Sponsorship - definition, information, sites, articles. Unknown. Available from: http://www.marketingterms.com/dictionary/sponsorship/ Anon.,(2007). Sponsorship-definition, information, sites. Unknown available from: http://www.sponsorship.co.uk/in_sponsorship/in_sponsorship.htm Busby, R,. (Unknown). BDS Sponsorship. London. Available from: http://www.sponsorship.co.uk/in_sponsorship/in_sponsorship.htm Pope, N. & Turco, D. (2001) Sport & Event Marketing, Roseville, NSW: Mc- Graw-Hill Australia Anon., (2004). The History Of The Football League. Unknown. Available from: http://www.football-league.premiumtv.co.uk/page/History/0,,10794,00.html LeDrew, J,. (Unknown). Publications & Resources. Halifax. Available from: http://www.sportnovascotia.ca/contents/publications/resources/marketing/spons orship_proposal.htm McGarry, L,. (2007). Carphone Warehouse Pull Celebrity Big Brother Sponsorship - Unreality TV. Unknown. Available from: http://www.unrealitytv.co.uk/celebrity-big-brother/breaking-news-carphone- warehouse-pull-celebrity-big-brother-sponsorship/

22. www.bournemouth.ac.uk 22 References Prosser, D,. (2007). When Sponsorship Deals Go Bad. London. Available from: http://findarticles.com/p/articles/mi_qn4158/is_20070728/ai_n19446552 http://findarticles.com/p/articles/mi_qn4158/is_20070728/ai_n19446552 P, A.F,. (2007). Adidas Drops T-Mobile After Doping. London. Available from: http://www.theage.com.au/news/sport/adidas-drops-tmobile-over- doping/2007/11/10/1194329521302.html http://www.theage.com.au/news/sport/adidas-drops-tmobile-over- doping/2007/11/10/1194329521302.html Anon., (1993). Best Practise – Sponsorship. What you should expect from the parties involved. London: ISBA Publications. Wragg, D,. (1994). The effective use of Sponsorship. London: Kogan Page Limited. Anon., (1999). The European Legal Alliance – Ambush Marketing. London. Available from http://www.ad-sponsorshiplaw.com/InfoCentre/briefingnotes/ambushmarketing.pdf Kotler, P. & Keller., (2006), Marketing Management, 12 th Edition, Prentice Hall, Upper Saddle River, NJ. Anon., (2008). IEG Sponsorship. Unknown. Available from: http://www.sponsorship.com http://www.sponsorship.com Skinner, B. & Rukavina, V. (2003). Event Sponsorship, John Wiley and Sons, New Jersey