Chapter 6
The Marketing Game
Plan
6.1 The Game Plan
6.2 Entertainment and Sports
Strategies
6.3 Mapping the Plan
Sports and Entertainment Marketing
© Thomson/South-Western
Winning Strategies
George Mason University - 2006
 Cinderella team changed the way the
nation looked at the university
 Prior to the tournament, George Mason
was a relatively unknown university with
multiple locations near Washington D.C.
 The men’s basketball team went to the
Final Four for the first time in school history
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Impact
 George Mason saw 54% increase in
out-of-state applications.
 Bookstore sold $800,000 in
merchandise in March, 2006. They
sold $625,000 the rest of the year
 25% increase in annual giving
campaign
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Winning Strategies
VCU – Final Four 2011
 Bookstore sold $1.3m in merchandise
during March, 2011. They did $800,000
the entire year of 2010
 Athletic donations increased 376%
 Overall donations increased 46%
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Winning Strategies
Florida Gulf Coast 2013
 Bookstore sales increased 1,240% for
men’s merchandise and 786% for
women’s merchandise
 Visitors to admissions website went
from 2,280 to 42,793
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Lesson 6.1
The Game Plan
Goals
 Explain the difference between
marketing tactics and strategies.
 Discuss the importance of planning to
stay ahead of the competition.
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MARKETING TACTICS
 Nike wants to be number one in their
market.
 Nike needs to differentiate itself from
Adidas, the market leader.
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Tactics First
 tactic
 the way a product or service is
differentiated in the minds of customers
from other competing products or services
 the most effective tactics are developed
by salespeople
 tactics can work their way from
salespeople to upper management
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Strategies
 strategies
 the process by which tactics are
implemented
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 What is the difference between a tactic
and a strategy?
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BEATING THE COMPETITION
 “Winning the game” in business means
gaining market share over competitors
and making a profit.
 requires depth of competitive knowledge
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What Information is Needed?
 marketing intelligence
 information gathered about competitors
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 Pricing
 pricing is very important to customers
 the prices of competitors can influence
buying decisions
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 Distribution
 marketers need to make the product
purchase convenient for customers
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 Product/Service Management
 knowing the product and service offerings
of competitors can help a business
determine how to differentiate its products
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 Promotional Efforts
 promotional competitive analysis reveals:
 the product characteristics emphasized by
competitors
 target customers
 promotional budgets
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Finding the Information
 Marketing information is critical to help
anticipate future moves of the
competition.
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 observations
 combining the insights of a variety of
salespeople can provide valuable
competitive information
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 trade shows
 major events where people in a related
industry meet to
 show their products
 exchange ideas
 learn about the latest trends
 valuable source of competitive information
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 customers
 customer feedback is critical for fine tuning
marketing plans
 can provide competitive information
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 Give three examples of marketing
intelligence information that might be
collected by a movie theater.
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Lesson 6.2
Entertainment and Sports
Strategies
Goals
 Explain the importance of learning from
customers.
 Discuss sports marketing strategies.
 Discuss entertainment marketing
strategies.
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DATA-DRIVEN DECISIONS
 marketing plan
 the document that describes the tactics
and strategies that will be used to market
the event, promotion, etc.
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 raw data
 the facts and recorded measures that have
been gathered
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Interpretation
 interpretation
 explaining the information so that it has
meaning
 drawing conclusions that relate to the
defined marketing research problem
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Applied Research
 applied research
 conducted to solve specific problems
 touchpoints
 the points at which the business makes contact
with the customers
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web site visits
e-mails
phone calls
advertisements
one-on-one sales pitches
personal visits
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SPORTS MARKETING
STRATEGIES
 Fans are necessary for the longevity of
a team.
 Using research to form the right tactics to
attract fans is a challenge for teams.
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SPORTS MARKETING
STRATEGIES
 Tier Pricing
 Many sports now offer tier pricing for
games.
 NY Mets – Dodgers $13, Phillies $20,
Yankees $53
Sabres – Gold ($64-185), Silver ($53-146),
Bronze ($39-$127)
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Fans Rule
 Competition for fans is fierce.
 Adidas and Nike have different tactics and
strategies to compete for soccer fans.
 Adidas provides soccer balls for the World Cup
and promotes customizable soccer cleats.
 Nike is filling a niche for street-ready soccer
merchandise and is sponsoring a number of
major international soccer teams.
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ENTERTAINMENT MARKETING
STRATEGIES
 The movie and music industries use
many of the same strategies used in
sports marketing to attract customers.
 Determining the new tactic first and
then figuring the strategies that will
drive sales is the key.
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Capitalizing on Controversy
 Sony carefully developed a tactic and a
strategy for promoting The DaVinci Code.
 provided a website for religious dialogue
 avoided overexposure prior to the movie’s
release
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Concert Pricing Strategies
 Indoor concerts are more economical to
produce than outdoor concerts.
 A smaller indoor concert may be more
profitable than a larger outdoor concert.
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 Industry consolidation has lead to
decreased competition.
 Declining profits are prompting concert
promoters to re-evaluate pricing strategies.
 Different entertainers can command different
amounts of money.
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A Little Music with Your
Coffee?
 Starbuck’s Entertainment
 connects Starbuck’s brand with
entertainment
 By 2005, Starbucks sold 3.5 million CDs.
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Lesson 6.3
Mapping the Plan
Goals
 Explain how marketers determine
direction and focus for a marketing
plan.
 List and describe the components of a
marketing plan.
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KNOW WHERE YOU ARE
HEADED
 mission statement
 identifies the nature of the business and
the reason it exists
 All tactics and strategies should be built
around the mission statement.
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A Sense of Direction
 mass market
 a broad group of customers
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 product portfolio
 all the products a company has available at
any one time
 test marketing
 where the sales potential for a new product is
tried in a small market prior to its final
release
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THE PLAN
 The marketing plan is a detailed
document that further provides a
detailed description of how the tactics
and strategies will be implemented.
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Components of a Marketing
Plan
 A marketing plan should be guided by
the current and future needs of
customers.
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 Analysis
 The Mission Statement
 The marketing plan must be in agreement with
the mission statement.
 Marketing Information
 Information is gathered, analyzed, interpreted and
used to make business decisions.
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 The Tactic
 describes product or service differentiation
 should pinpoint a gap that is not be filled by
another product or service
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 Strategy
 describes the marketing mix
 Product/Service
 the identified need is the basis for the
development of the product or service
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 The Distribution System
 describes how the product or service will be
made available to customers
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 Pricing
 The price must be set where revenues will be
maximized to cover all costs and provide a profit.
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 Promotional Strategies
 how the product will be positioned in the minds of
customers
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advertising
publicity
sales promotion
personal selling
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 Financing
 disclosure of all expected costs and revenues
 might indicate need for additional funding
 Risk Management
 outlines possible risks and strategies for
minimizing the risks
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 Implementation
 Timeline
 start with completion date and plan backwards
 specify event sequencing
 Assignments of Responsibility
 specify who is responsible for each component of
the plan
 Internal Communication System
 define how all key organizational members will be
kept informed of the plan
 provide a feedback mechanism
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 Selling
 defines how direct sales will be handled
 Review and Evaluation
 define mileposts for progress checks of the plan
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Look to the Future
 Organizations should have future
products planned while current
products are still experiencing strong
sales.
 Marketing plans require periodic
revisions.
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PERFORMANCE INDICATORS
EVALUATED
 Develop a written business plan for a startup business.
 Identify the customer base and
demographics for the target market.
 Demonstrate knowledge and understanding
of entrepreneurship.
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