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Obtaining Local Sponsorships RA 200 -02 Obtaining Local Sponsorships RA 200 -02

WELCOME CLASS OF 2008! WELCOME CLASS OF 2008!

MARKETING YOUR ASSOCIATION • Your own perception of your association will determine if you MARKETING YOUR ASSOCIATION • Your own perception of your association will determine if you succeed or fail • Realistically evaluate your association and rodeo

STRENGTHS AND WEAKNESSES • • Organization Size Event Size Attendance Media Ties • • STRENGTHS AND WEAKNESSES • • Organization Size Event Size Attendance Media Ties • • Retail ties Lead Time Years Running Location

PLAN Establish a written plan to turn weaknesses into strengths PLAN Establish a written plan to turn weaknesses into strengths

STATISTICS • Where does your association rank? • What division? • Division size? • STATISTICS • Where does your association rank? • What division? • Division size? • Attendance history • Attendance projections • How many guests attended IGRA rodeos? • Web site activity

VALUE YOUR EVENT • What strengths does your event or association offer sponsors? • VALUE YOUR EVENT • What strengths does your event or association offer sponsors? • Local Radio • Media • Retail • Community Organizations

BUDGET AND PROJECTIONS • • Review previous sponsorships Were they enough? Were any sponsors BUDGET AND PROJECTIONS • • Review previous sponsorships Were they enough? Were any sponsors missed or left out? Set a firm sponsorship goal and budget accordingly • What events and services can you sell?

IMPLEMENT • • • Appoint a Sponsorship Chairman Provide a detailed job description Prepare IMPLEMENT • • • Appoint a Sponsorship Chairman Provide a detailed job description Prepare sponsorship Goals Budget Schedule regular committee meetings Report to the Rodeo Roundtable

IDENTIFYING POTENTIAL PARTNERS • Who sponsors other community events? • What businesses are closely IDENTIFYING POTENTIAL PARTNERS • Who sponsors other community events? • What businesses are closely related to rodeo in your area? • What products do rodeo guests use? • Identify your Home base sponsor : who will work with you all year? • In-kind donations

DON’T FORGET BUCKLES! • • • Buckles are a profit center Start selling buckles DON’T FORGET BUCKLES! • • • Buckles are a profit center Start selling buckles EARLY Great way to get seed money early on Perfect for first time sponsors Sell Buckles to association members

MATERIALS & SPONSORSHIP PACKAGE • First impressions really DO matter. • No exceptions • MATERIALS & SPONSORSHIP PACKAGE • First impressions really DO matter. • No exceptions • No second chances

MATERIALS & SPONSORSHIP PACKAGE • Letter form your President & Rodeo Director • Statistics MATERIALS & SPONSORSHIP PACKAGE • Letter form your President & Rodeo Director • Statistics Summary • Outline program and printed materials • Rodeo Grounds • Host Hotels • Event Schedule • Poster • Partner Price List • Detailed description of benefits by level • Program Advertising information • Vendor Information • Buckle Sponsor information • 501 c 3 – IRS Letter • Program

PRESENTATION • Be professional, do it right the first time. • ENTHUSIASM • Be PRESENTATION • Be professional, do it right the first time. • ENTHUSIASM • Be prepared before the meeting : Identify benefits to fit the sponsors business and needs • Prepare a script or diagram in advance • Don’t rely on mail • Research and call the contact person first

PRESENTATION • Look professional • Remember you are representing your entire membership • When PRESENTATION • Look professional • Remember you are representing your entire membership • When a sponsor shows interest, present several options • Up-Sell! • Negotiate mutually beneficial terms • Focus on benefits to the sponsor • Finalize terms in writing

BUILD A RELATIONSHIP • • • Appoint one person for sponsor compliance. Deliver what BUILD A RELATIONSHIP • • • Appoint one person for sponsor compliance. Deliver what you promise Create and monitor a checklist Recognize your sponsors every time you can Inform your membership about sponsors Encourage members to patronize sponsor establishments

BUILD A RELATIONSHIP • Create an exceptional relationship with your beer sponsor • Take BUILD A RELATIONSHIP • Create an exceptional relationship with your beer sponsor • Take Pictures to show your sponsors • Invite Sponsors to pre-rodeo events • Sponsors are VIP’s : Treat them as such • Commitments for growth and future years • What re your wish list items?

AFTER THE RODEO • Thank you, Thank You, Thank you…. • Send letters like AFTER THE RODEO • Thank you, Thank You, Thank you…. • Send letters like your Momma taught you to • Build a sponsorship list BEFORE the rodeo • Meet with sponsors and review compliance • Present your sponsor with a plaque and certificate of appreciation

AFTER THE RODEO • Set yourself up for NEXT year • Plant the seed AFTER THE RODEO • Set yourself up for NEXT year • Plant the seed now, get your sponsors excited for next year by reviewing what you have done for them

REVIEW • Does an organizations perception of itself affect success? • Should you examine REVIEW • Does an organizations perception of itself affect success? • Should you examine your strengths and weaknesses?

REVIEW When should you discuss the association’s needs when you meet with sponsors? Should REVIEW When should you discuss the association’s needs when you meet with sponsors? Should Buckles be offered to first time sponsors?

REVIEW • When should sponsor agreements be completed? • Should you discuss future events REVIEW • When should sponsor agreements be completed? • Should you discuss future events when meeting with sponsors?

REVIEW • List some ways that recognize sponsors and create value. • What are REVIEW • List some ways that recognize sponsors and create value. • What are the keys to identifying sponsors?

REVIEW • Should sponsor chairs create a budget to work from? REVIEW • Should sponsor chairs create a budget to work from?