1. FY 2016 APPLICATION FOR TOURISM MARKETING DISTRICT FUNDS Presented December 12, 2014

2. San Diego Brewers Guild Mission Statement To promote awareness and increase the visibility of fresh, locally brewed beer through education and participation in community events. Founded in 1997 as a 501(c)(6) One of America’s most acclaimed brewing associations One of the world’s most active brewing communities 75 Brewing Company Members 90 Allied Retail Members 95 Affiliate Members

3. Mission To promote San Diego’s thriving craft beer culture by sponsoring a ten-day countywide festival that attracts beer tourism, fosters knowledge of our regional brewing heritage, and serves as a showcase for San Diego’s breweries, restaurants, pubs, hotels and other businesses with ties to the craft beer community. San Diego Beer Week 2015 Friday, November 6 th through Sunday, November 15 th

4. San Diego Brewers Guild Success = Success for San Diego Tourism! “San Diego County continued excellence in all things suds by grabbing 14 medals in this past weekend’s top national beer contest.” – NBC 7 San Diego “And where is craft kingliness reigning these days? Look no further than just about every top ten beer city list to emerge over the last few years: It’s San Diego.” – NBC Los Angeles “The craft craze for specialty beer has gone abroad, increasing with popularity and leaving many asking for more. And San Diego has a something to do with it”. – Pacific Citizen “Probably the most recognizable (yet still-emerging) beer city on the list, San Diego is often referred to as the ‘Craft Beer Capital of America’.” – U.S. News & Travel

5. 60+ participating breweries 600+ events over the 10-day period:  Beer Dinners  Festivals  Rare Bottle Tastings  Cheese Pairings  Brewery Tours  Classes  Cask Nights  Meet-the-Brewers Friday, November 7 th through Sunday, November 16 th

6. 3 rd year “On the Waterfront” at Broadway Pier – near downtown SDTMD hotels 4,000 + in attendance (SOLD OUT FRIDAY and SATURDAY!) Partnership with FM 94.9 to promote the Guild Festival Mayor Kevin Faulconer tapped the ceremonial opening cask Promoted San Diego’s brewing scene, culture, and community spirit More than 50 San Diego Breweries with all beers made in San Diego County Attendees got to meet the brewers, try food pairings, and listen to music SDBW Official Kick-Off Event San Diego Brewers Guild Festival

7. SDBW Official Closing Event Sold-out crowd of 600 attendees The PREMIERE beer and food pairing event during San Diego Beer Week 12 local chefs paired with 24 San Diego breweries to create unique, beer and gourmet food tastings Room/Event packages sold Opportunity for attendees to engage with local brewers & chefs Supporting culinary scholarship funds through Chef Celebration

8. Completely REDESIGNED San Diego Beer Week Website Visitors 2013: 20,222 2014: 95,030

9. Updated Lodging Page on SDBW Website Visitors able to access TMD property listings Created lodging packages for SDBW attendees with TMD hotels

10. TMD Property Listings 6 Page Comprehensive List with all Category A TMD Properties

11. Added 1,300+ Facebook Fans (10,022 to 11,325) Fan Breakdown: Over 6,000 Fans from outside San Diego

12. Follower Breakdown : 6,090 in 2011 8,043 in 2012 10.9K in 2013 12.9K in 2014 Added 2,000+ Twitter Followers (10,697 to 12,939)

13. 2014 SDBW Media Impressions TMD funds have enabled us to generate millions of media impressions over a six month campaign The Guild ran an aggressive print, online, radio and social media campaign targeting craft beer enthusiasts and beer tourists in Southern and Northern California, Arizona, Oregon, New York, Colorado, and Midwestern States. Top Press HitsSDBW Media Attendance - Saveur Magazine- Huffington Post - Alaska Airlines Magazine- Craft Beer & Brewing Magazine - Craft Beer & Brewing Magazine- Beer Alien - Beer Advocate- The Full Pint - The Full Pint- Celebrator Beer News - Huffington Post - Drink Me Magazine - Thrillist National - Zagat - LA Weekly- AXS.com - NBC Los Angeles - KPBS - KCRW- U-T San Diego - Zagat - Eater SD We hired a professional PR firm (Katalyst PR) to focus on aggressive media relations campaign to generate additional press

14. 2014 SDBW Media Pick-Up 25+ TV Segments KUSI, NBC, Fox, CW, CBS and ABC Radio Interviews FM 94.9, KOGO 45+ Print Hits Saveur Magazine, Draft Magazine, Celebrator Beer Magazine, Pacific San Diego Magazine, Union Tribune 200+ Online Features/Mentions Zagat.com, Sandiego.com, thrillist.com, draftmag.com, beeradvocate.com 45+ Blog Features/Mentions By prominent beer bloggers

15. Proposed 2015 Campaign Target Market Craft Beer Drinkers & Beer Tourists: Craft beer enthusiasts represent a highly desirable demographic of relatively young, educated, affluent, mobile beer drinkers willing to travel for unique beer events. The nature of beer tourists is such that they will travel at any time of year to the events that are important to them – (e.g. GABF, Oktoberfest, SDBW, etc.) Hosting Beer Week in early November, an “Off Peak” season for San Diego tourism, has proven to bring the Beer Enthusiast to San Diego in increasing numbers.

16. SDBW 2015 Campaign Website Maintain & update mobile friendly SDBW website leading Beer Enthusiasts to the site and TMD hotel options Improved search engine for Event listings included ability to sort events by type, neighborhood, and date Expand LODGING page to include partner TMD Hotel packages for the anchor Beer Week events Link Hotel Tab to Convis/TMD run site with more hotel listings Hotel Partnerships Increase the number of hotel partnerships, creating packages to induce more visitors to book hotel rooms through SDBW website Optimized ticketing website to better handle and track online travel bookings Collaborate with Hotel Event and group marketing teams Additional Marketing Focus Expand social media interactions and opportunities driving users to the SDBW website and TMD Hotel options Create video advertising for SD.org and social media campaigns Increase “on line” banners and internet presence by 10% in 2015 with links to SDBW website Build on success of previous years PR campaigns Introduce a Group Sales component targeting The Beer Hobbyist audience Have a marketing presence at major out-of-market beer events Marketing to include website links and offers of Room & Event packages to drive interest to the website ROI Measurement Continued partnership with Vision Quest/SDSU School of Hospitality to assess effectiveness of marketing and enhance ROI tracking

17. With $74,900 in FY 2016 SDTMD funding, SDBW 2015 will launch a targeted marketing campaign including a focused “call to action” in all media types, and a concentrated outreach to industry-related, out-of-market groups. BUDGET - SDTMD funds will be allocated among the following budget items: $20,000: Print Advertising Includes beer and industry specific magazines, regional publications, travel publications, cards and out of market SDBW promotion materials $15,000: Online Advertising Includes banners and ads on influential beer, social media and travel websites $15,000 Public Relations & Professional Management in Marketing Campaign Fund PR firm to generate regional and national media buzz, coordinate media opportunities; partially fund Administrator to liaison with PR firm, Media Professional and Brewers Guild members throughout 600+ events and oversee the SDBW plan and vision $15,900: Technology Support Update and maintain website and social networking applications; create video campaigns; build a faster search engine and a broader “Lodging” tab connection $9,000: Operations/Admin Oversee the SDBW plan, execute reimbursements, place media buys, act as PR & web designer liaison and communicate dates to SDBG members; fund a dedicated Beer Media professional to oversee plan and vision in executing media buys, placement, timing and administration; oversee Festival coordinators, PR efforts and web design initiatives, and to act as liaison to the Board of Directors Budget Overview

18. Projected TMD ROI of 13.8:1* Assumptions: Friday (11/06) – 900 room nights Saturday (11/07) – 945 room nights Sunday (11/08) – 650 room nights Monday (11/09) – 500 room nights Tuesday (11/10) – 500 room nights Wednesday (11/11) – 598 room nights Thursday (11/12) – 650 room nights Friday (11/13) – 900 room nights Saturday (11/14) – 900 room nights Sunday (11/15) – 400 room nights ROI projection supported by prior years’ successful results Assumes a total of 6,943 room nights x a $148.97 average nightly room rate = $1,034,298.71 in revenue $1,034,298.71 in revenue / $74,900 fund grant = 13.8:1 ROI The San Diego Beer Week total ROI of 13.8:1 surpasses the minimum threshold of 3:1 for “Off Peak Periods”

19. 2014 San Diego Beer Week Room Night Analysis Results were generated using intercept interviews conducted at events of varying sizes during Beer Week. The results indicate that an estimated 6,900 room nights were generated as a result of Beer Week events. 6,900 room nights / $991,254 generated => ROI 13.23 : 1 ** It is important to note that only those attendees staying in a TMD area hotel, who came specifically for Beer Week events were included in the analysis.

20. Partnering to Promote San Diego as a Craft Beer Destination VISION QUEST: SDBW has yielded INCREASING ROI’s 2010… 1,435 room nights / $179,734 generated => ROI 3.59 : 1 2011… 3,612 room nights / $469,307 generated => ROI 6.26 : 1 2012… 5,943 room nights / $789,794 generated => ROI 11.56 : 1 2014… 6,900 room nights / $991,254 generated => ROI 13.23 : 1

21. Vision & Timing! Six Years Ago… SDTMD and ConVis were responsible for convincing the San Diego Brewers Guild to move SD Beer Week from its planned timeframe in August 2009 (already a peak tourist time) to early November (an Off-Peak tourism period) when it could benefit the entire local tourism and hospitality industry.

22. Nov. 2009 – Nov. 2014 2009 – TMD invested $22,320 in first-time event: 300+ events were held during our first San Diego Beer Week. Due to the spread-out nature of the event, lack of standardized reporting procedures, and the short lead time (2 months) between TMD investment funding and SDBW 2009, no ROI report was possible. 2010 – TMD invested $50,000 in second year event: 477 posted events in 10 days. Using the TMD standard ADR of $125.25, this yielded a total of $179,734.00 in additional hotel revenue during the Beer Week period. The ROI was approximately 3.59:1 2011 – TMD invested $74,900 in third year event: 524 posted events in 10 days. Using the TMD standard ADR of $129.93, this yielded a total of $469,307 in additional hotel revenue during the Beer Week period. The ROI was approximately 6.26:1 2012-TMD invested $74,900 in fourth year event: 535 posted events in 10 days. Using the TMD standard ADR of $132.89, this yielded a total $789,794 in additional hotel revenue during the Beer Week period. The ROI was approximately 11.56:1 2014-TMD invested $74,900 in sixth year event: 600+ events were held in 10 days. Using the TMD standard ADR of $148.97, this yielded a total of $991,254 in additional hotel revenue during the Beer Week period. The ROI is approximately 13.23:1

23. How can San Diego grow tourism customers and TMD Hotel Occupancy, other than just promoting its beaches, bays, and attractions??? Give tourists another COMPELLING, UNIQUE reason to come to San Diego in a FOCUSED event that provides multiple “insider” experience opportunities Maximize the use of Social Media as the preferred communication and information platform of our target audience Strive to create a “Call To Action” with every marketing dollar Promote SD Beer Week at other major Beer Events Hosting our 10 day Festival when the city can fully engage in and maximally benefit from a signature, citywide event Do it in an AUTHENTIC WAY that leverages an existing sustainable differentiated competitive advantage and creates ancillary benefits year-round “San Diego isn’t just surfing and LaDainian Tomlinson anymore it’s the new beer capital of the U.S….The sheer number of breweries blows us away. Visit almost any of them and you’ll find the brewmaster on hand, happy to chat over a pint.” Men’s Journal, October 2009 Thinking Tactically

24. “People from all over the country, and really all over the world, come to San Diego to experience what we have to offer.” Brian Scott “Forget the zoo, SeaWorld and beaches galore. San Diego’s allure, at least for tourists, is all about the beer, so says The New York Times.” Lori Weisberg “International beer enthusiasts love this week because it’s a chance to be a part of the San Diego beer revolution.” Adam Martinez “Probably the most recognizable (yet still- emerging) beer city on the list, San Diego.” U.S. News Travel “San Diego, which we’re gonna go ahead and deem the most dominating beer city in world history!” Ben Robinson, Thrillist “Iconic destinations are often associated with culinary adventure. San Diego has the opportunity with craft beer to elevate the experience of tourists or convention attendees.” Russ Mitchell

25. = America’s Finest Beer Week and Beer Tourism year-round! BEER BREWERIES BAY BEACH + + +

26. We look forward to working with the San Diego Tourism Marketing District to bring visitors to town for the SEVENTH annual SAN DIEGO BEER WEEK in 2015 Thank you for your consideration!