Marketing & Fundraising / Sponsorships for Athletics

1. Marketing & Fundraising /Sponsorships for Athletics Tackling the issues of how Athletic Communication staffs can help build revenue, how to best collaborate with colleagues in fundraising activities, what do we have to sell to corporate sponsors and a review of techniques and ideas on fundraising for your budget. #CoSIDA19

2. Meet The Panel Panelist J.D. Fox Director of Partnerships & Product Management PrestoSports jd@prestosports.com Panelist Joe Browning Senior Associate Athletic Director UNCW browningj@uncw.edu @jpbwilmnc Panelist Lance Franey Associate Athletic Director/Director of Athletic Communications Whittier College lfraney@whittier.edu Moderator Dan Ruede Associate AD/Strategic Communications University of New Haven druede@newhaven.edu @rueded #CoSIDA19

3. Marketing & Fundraising/ Sponsorships for Athletics June 12, 2019 CoSIDA 2019 Orlando, FL 1

4. Marketing & Fundraising/Sponsorships for Athletics Pay-Per-View as a Monetization Strategy • Single-Game/Single-Day Purchasing • Simplest format, one to one ratio - purchase game/day, watch game/day • Good for road fan monetization • Less enticing for home fans (adds up over the season) • All-Access Pass by Sport • Capture fans/parents interested in a single sport • Finding the right price can be difficult • All-Access Pass • The Super Fan and Booster Pass that gets them everything • This CAN and SHOULD expensive because they are getting all content • Monthly Recurring (All-Access) • Provide a monthly pass to fans, they can cancel anytime • Auto-Recurring, they don’t have to worry about it and you guarantee revenue • If they forgot about it, you could have an angry fan base on your hands.

5. Marketing & Fundraising/Sponsorships for Athletics

6. Marketing & Fundraising/Sponsorships for Athletics Marketing & Fundraising/Sponsorships for Athletics In-Broadcast Fundraising/Sponsorship Strategies • Broadcast Network Sponsorship • “The CoSIDA University Broadcast Network - Powered by Caffeine” • One Big Sponsor can write off streaming costs (platform and equipment) • Could alienate fan base, might have to clear brand up the chain to University/College higher ups • Scorebug Sponsorship (Full or Part-Time) • Display a permanent logo or put it up in specific situations • Good screen time for sponsor without imposing on broadcast or institutional branding • Replay Stinger Sponsorship • If you do replay, have the replays as sponsored content • Least intrusive way to bring a sponsor in as it will never be over live action • Pre-Roll • Require fans to sit through sponsored content prior to viewing an event • Local or National opportunities exist Remember - there needs to be a balance between your branding and your sponsors. You don’t want to go overboard

7. About Whittier College • Division III - Located in Los Angeles, Calif. • 1,700 Students (1/3 are Athletes) • 24 Sports • Southern California Intercollegiate Athletic Conference (SCIAC)

8. Whittier College Sports Network • Charging for Live-Streaming • Advertisements/Sponsorships • Marketing

9. Marketing Packages • WCSN Gold Package - $5,000 • Official Streaming Partner for Whittier College Athletics • Get your business logo, slogan, advertisement displayed during all game stoppages for every WCSN Broadcast • 14 athletic teams on campus get streamed live • Become a Purple & Gold Basketball Tournament Sponsor • Tee Sponsor at our Purple & Gold Golf Tournament • Official Whittier College Online Partner • Athletic Website Sponsorship Banner • Athletic Department Facebook page advertisement • WCSN Facebook page advertisement • Athletic Department Schedule Card Advertising • Game Day Program Marketing • Our WCSN videographers will work with you to develop and produce a live-action commercial (choice of video or audio) that will be aired during all of our broadcasts • WCSN Silver Package - $1,000 • Official Whittier College Online Partner • Athletic Website Sponsorship Banner • Athletic Facebook advertisement • WCSN Facebook advertisement • Get your business logo, slogan, advertisement displayed during all game stoppages for all WCSN Broadcasts during one season (Fall, Winter, or Spring) • Tee Sponsor at our Purple & Gold Golf Tournament • Game day Program Marketing • WCSN Bronze Package - $500 • Get your business logo, slogan, advertisement displayed during all game stoppages for all WCSN Broadcasts during one season (Fall, Winter, or Spring) • WCSN Facebook advertisement

10. About Us… What do we look like? • NCAA Division I – 19 sports – No football • Member of Colonial Athletic Association • Located in southeastern North Carolina – three areas in one • Market area of 120,000 population with corporate presence • Every institution is different with different obstalces • What works for us may not work for you • Keep trying new things – stay fresh, don’t get stale

11. Starting Point How can we help? • Meet with sports marketing staff in March-April on creative • opportunities to monetize various properties • Attend meetings with clients, if needed, to close deal • Follow through with ideas via writing or placement • Our goal is to sell packages, but we’ll make individual deals • All revenues go to Seahawks Sports Marketing for their annual goal

12. Properties What’s available to sell | Radio • ESPN-AM 630 • Meet and negotiate contract with GM – shoot for two years • Combine men’s basketball, women’s basketball, baseball • We pay for board opps, talent fees and talent travel • Station provides time and engineering back-up • Key - keep them engaged through the year

13. Properties What’s available to sell | SDN • Work with Stretch Internet through CAA office • Streamed 102 live events in 2018-19 • Coordinate production with local contractors and students • Package men’s basketball, women’s basketball, baseball • Strive for commentary on all streams • Improve graphics with Titlier Blue, etc. • Goal is to have multiple cameras for each stream • Innovative ideas set streams apart and gain viewers

14. Properties What’s available to sell | UNCWsports.com • Front porch to the world, marketability • Create unique content and think how it could be sold • Scour website for inventory possibilities • Sponsorship of schedules, drip pan, Athlete of the Week • May be limitations for inventory placement by host

15. Improving the product Equipment | Revenue | Branding • Stay on cutting edge by upgrading equipment (cameras, mics. etc.) • Introduce new ways to improve stream • How much can we get from each property? • Brand what you have through sm (Twitter, Insta, Facebook) • Promote your brand on schedule cards, posters, murals, social