imc 641: social media plan for fish with kyle flyfishing guide service
DESCRIPTION
Final project for IMC 641 designing a social media marketing plan for Kyle Burrell, fly fishing guide in Atlanta, GA and Pinedale, WY.TRANSCRIPT
Running Head: TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 1
Social Media Plan for Fish with Kyle
Stephanie B. Marchant
West Virginia University
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 2
Marketing Summary
Fish with Kyle (FWK) is a fly fishing guide service owned and operated by Kyle
Burrell (Burrell). Most of the business is generated by repeat clients and their satisfied
word of mouth promotion. No other form of marketing existed until 2011 when a
website -www.fishwithkyle.com - was added to the mix.
The website is attractive and features pertinent information about Burrell. His
educational background and history as a guide present him as a formidable resource for
someone who would want to try fly fishing for the first time and, from there, become a
repeat client. There is a calendar of availability on the site which is useful in
determining when a client could go fishing. Photos of happy clients are posted which
allows visitors to identify with the experience and the potential of catching beautiful
trout.
A Facebook page was created not long after the website. However, this is the
extent of the marketing efforts behind the brand. There is not much consistent activity
or management of the page. Photographs are occasionally posted but not arranged
into any semblance of order. The page has 101 “Likes” and has “Liked” a few related
pages on Facebook but there is relatively no interaction within the Facebook platform.
This would be an area to expand upon. With over 143 billion Facebook users in the
United States, the potential to capture new clients through this channel – even in the
seemingly small pool of fly fishers – is tremendous. (Eridon, 2012)
FWK, nor its principal, Burrell, do not have a profile established on LinkedIn.
Many of its fly fishing contemporaries around the country have profiles and promote
their business through occasional updates through the site. LinkedIn is considered the
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 3
world's largest audience of influential, affluent professionals in one place. Fly fishing
enthusiasts are usually financially comfortable and supportive of people within the
community. In addition to attracting new clients, having a presence on LinkedIn would
allow FWK to promote its involvement in many charitable causes and potentially led to
additional financial contributions from followers.
There is also no presence on Twitter. Twitter is a forum that could easily be
employed to maintain a social dialogue with fans of FWK. It is important to create and
contribute to conversations on social networks to capture and keep followers.
(DeMarco, 2010) This is where a company can listen to their clients long after the
personal interchange has passed. If the client is happy and they tweet about it, respond
immediately with appreciation. If the client is displeased, respond with action to resolve
the discord. Clients will become brand advocates the more a company motivates them
to do so.
The addition of a blog would round out the initial embrace of social media
channels. A blog would give FWK a dedicated space to post about news and updates
regarding the company. Unlike a website, a blog post can get news out to followers
right away. Blog posts are a great source of content to keep the social media engine
running and an excellent opportunity for Burrell to write about important topics
concerning the fly fishing community. This presents FWK and Burrell as engaged within
the community and could result in potential speaking engagements, interview
opportunities, and additional relationships with vendors within the fly fishing industry.
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 4
SWOT Analysis
Helpful
To achieving the
objective
Harmful
To achieving the
objective
Internal Origin
Attributes of the
organization
Strengths
Well known as expert
fishing guide
Likeable
Patient
Knows where fish are and
which flies to use
Weaknesses
Part of guide service so
shares in volume of trips
Guide service he works for
is mismanaged
Spends summers in
Wyoming
External Origin
Attributes of the
environment
Opportunities
Increase brand awareness
so clients call directly
Utilize social media to
expand reach
Threats
Resistance from guides
Need to embrace social
media more
The popularity of social media and free flow of information has enabled and
encouraged consumers to obtain information from each other, which they view as more
trustworthy than the information they receive from companies trying to sell them
products in the first place. (Li & Bernoff, 2011) FWK clients are talking about their
experience. FWK should be participating in the conversation.
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 5
Social Media Objectives
Brand FWK as an expert fly fishing guide service by creating social media
profiles (LinkedIn, Twitter, and WordPress) that will be updated weekly for six
months. Implement a monthly email newsletter to distribute to clients and fans.
It is reported that 78% of consumers trust peer recommendations. (Qualman,
2012) Therefore, employing a social media plan to expand the reach of FWK to
allow clients to provide feedback on their experience is recommended. Social
media profiles will be created to offer clients forum to not only comment but share
with like-minded future clients. Content will be added weekly to these forums to
maintain consistency and reinforce the reliability and expertise of Burrell.
Increase followers on social media channels (Facebook, Twitter, LinkedIn,
FWK website, and blog) by 15% in six months.
The fly fishing community is very loyal. In addition to providing a forum for
feedback, increasing followers for FWK through these social media channels
would be accomplished by encouraging clients to become brand ambassadors.
Become active on social bookmarking and news sites (Tumblr, Delicious,
Reddit, Digg, and StumbleUpon) by sharing at least two articles per day over a
six month period.
Content would be pushed to other social bookmarking and news sites. Social
networks aren’t only limited to content, they also allow people to find and share
events related to their interests. Potential customers could be reached by
sharing relevant events to people who may or may not have discovered it on their
own.
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 6
Target Audience
The target audience for Fish with Kyle (FWK) consists of beginner and
experienced fly fishermen and women. These anglers enjoy fishing in both saltwater
and freshwater, and catching everything from trout, bass and pan fish to salmon,
bluefish, and steelhead. (Reader Demographics, 2014) The profile of the average
angler is 53.4 years old, homeowner and married. They tend to have the discretionary
income that allow them to pursue their sport and purchase the necessary equipment --
such as rods, reels, fly line, flies and fly typing kits, as well as apparel. In addition,
these individuals tend to travel and enjoy other outdoors sports as well as appreciate
wildlife and the environment. (The Outdoor Foundation, 2013)
Forty-seven million Americans participated in fishing in 2012, a disproportionately
high number of new participants in 2012 were female. Fly fishing participation grew in
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 7
2012 to 6.0 million participants from 5.7 million participants the year before. Much of
the participation growth was driven by first-time participants who made up 20.5 percent
of all fly fishing participants, up from 14.4 percent in 2011. (Recreational Boating &
Fishing Foundation, 2014)
Women are one of the fastest growing demographics in the world of fly fishing
and the companies that fuel the industry have noticed. (Kryzinski, 2013) Females
represent more than 46 percent of those interested in trying fishing. (Recreational
Boating & Fishing Foundation, 2014) This audience is vastly underserved as a target
and females between the ages of 45 – 49 would be the primary focus of a social media
campaign. A secondary audience would be men between the ages of 50 – 64. The
market may still be male-dominated, but watch these numbers change in the coming
years; more ladies will be hitting the water as they are introduced to the sport.
Primary Audience: Women between the ages of 45 and 49.
Secondary Audience: Men between the ages of 50 and 64.
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 8
Strategy
While the marketing efforts of FWK are limited to repeat clients, the relationship
with them remains one-sided. Clients call when they are ready to fish. They could be
nurtured throughout the year through the use of social media.
Overall the recommendation is to shift away from a one-way conversation to a
two-way dialogue built on influence and recommendations. Today’s social media
marketing means that a simple engagement with one consumer could potentially have
global impact. As Erik Qualman states in his book, Socialnomics, “We don’t have a
choice on whether we DO social media, the question is how we DO it.”
According to Social Media Today, 71 percent of women are active on social
media and responsible for 62 percent of shares on Facebook. They are more prone to
seek out the social page of a brand and 70 percent of referrals are generated from pins
on Pinterest. (Kinsey, 2013) Sixty percent of consumers say the integration of social
media is a motivating factor in doing business with and sharing the brand. (Digital
Insights, 2013) The key to growing fly fishing followers is to introduce more people to
the sport. Once this is accomplished, brand ambassadors are established.
By taking advantage of popular social media outlets such as Facebook, Twitter
LinkedIn, and YouTube, Fish with Kyle (FWK) will be able to create deeper connections
with existing and potential clients in its primary target demographic – females between
the ages of 45 and 49 – as well as its secondary audience – men between the ages of
50 and 64.
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 9
Fly fishing takes people to beautiful places, in clean water, and they connect with
the natural world in a way that is magical. There is an explosion of interest among
women that has taken off in the last few years. (Angling Trade, 2012)
Women are the routers and amplifiers of the social web. Women are thought to
be more social, more interested in relationships and connections, better at multi-tasking,
and able to maintain more relationships within every ring of closeness than men.
(Holland, 2014) Women represent the majority of the online market and more likely to
pass along information about deals or finds to others. (Kinsey, 2013) Knowing that is
important to build and encourage social network effects. More female users will likely
help the brand awareness of FWK mature faster.
Facebook is one of the more popular social media platforms available to small
businesses, especially when it comes to reaching the female audience. The number of
Facebook users over the age of 45 has increased by 45 percent since 2012. A majority
of these users are female. (Fitzgerald, 2012) Posting content regularly is an important
part of using this platform to develop and maintain a presence for FWK.
By contrast, Twitter users are primarily male and especially loyal. (Digital
Insights, 2013) This platform would be used to drive conversations in real time with
clients and prospects. Tweeting photos of clients and river updates would keep
prospects engaged. Offers for last minute fishing opportunities and promotional offers
would be an easy way to gain followers.
LinkedIn users are also primarily male, but the platform allows FWK to push its
messages through to an audience who may not be on Facebook or Twitter. (Digital
Insights, 2013) The typical male angler is more affluent and connected to similar
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 10
individuals. Having endorsements from past clients demonstrates credibility for FWK.
From there is the potential to reach influencers beyond FWK’s normal circle of influence
through second or third degree connections. LinkedIn provides the opportunity to start
and nurture conversations with clients and prospects, create leads, and promote other
social media channels and initiatives.
FWK has an existing website that could be promoted more by driving visitors to it
from Facebook and Twitter. Adding a blog and YouTube account to the website is
recommended. Brand advocates are looking for businesses to provide a consistent
stream of valuable content.
Adding clients and prospects to a database for monthly email newsletters wraps
up these social media efforts into a complete package. Providing links to Facebook,
Twitter, LinkedIn, YouTube, FWK blog, and the FWK website ensure that the recipients
can find FWK wherever they want to look.
Executing a social media plan involves a commitment to developing quality
content and being consistent with sharing it. The biggest challenge for FWK will be
managing this process. There are social media management tools, such as Hoot Suite,
that could be employed to distribute messages in a regular schedule. A regular
communication strategy will ensure that followers of FWK will keep returning to its social
media platforms to read updates, view photos and videos, and stay engaged.
There is a tremendous opportunity for FWK to capture huge market share with
the female fly fishing audience through the use of social media. These advocates can
help promote FWK through these collaborative social media conversations.
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 11
Social media will help raise brand awareness and help position Fish with Kyle
(FWK) as a recognizable name in the fly fishing community. Sharing valuable content
will help FWK connect with its target audience and engage with them. The opportunity
also exists to connect to key journalists and bloggers in the fly fishing industry to
achieve maximum publicity. (Williams, 2014)
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 12
Channels
Social Networks
Social networks offer a rich platform for business purposes allowing FWK to share
unlimited content, including images and videos.
Facebook Recommendations:
Share articles / blog posts / expertise
Start discussions and ask questions to encourage interaction
Create surveys to encourage participation from visitors
Share positive product reviews / client testimonials
Generic news – what’s happening in the office, the weather
Share a mix of relevant links, engaging content, photos, and videos
Promote fishing availability and upcoming events using the events tab
Post a minimum of three posts per week
LinkedIn Recommendations:
Create a LinkedIn profile and making connections within the fly fishing
community
Create an FWK group; join similar groups
Engage with connections and influencers
Post a minimum of one post per week in FWK’s group
Post a minimum of two posts per week on FWK’s company page
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 13
Blog (WordPress)
Blogs form the backbone to most businesses social content. They provide the
perfect opportunity to share relevant and well optimized content to attract people to the
FWK website.
Blog Recommendations:
Brand FWK as an expert fly fishing guide service by creating a blog and
collecting followers
Encourage comments – ask the reader questions or for their opinion on the
subject
Share with social media audience
Encourage engagement with posts about fishing conditions, client photos,
and articles of interest
Tie blog posts into other social media platforms connecting accounts
Post a minimum of three entries per week during off season to create and
maintain interest of followers
Post a minimum of one entry per week during busy season, more as time
permits
Microblogging (Twitter)
Twitter is a ‘microblogging’ platform which allows users to post short messages and
converse with other users. Unlike email or text messaging, these conversations take
place in the open and engage audiences in discussions about services, products,
issues, the company and brand – connecting a vast amount of likeminded people in an
often targeted and purposeful way. (Qualman, 2012)
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 14
Twitter Recommendations:
Build reputation for FWK and encourage followers
Share relevant articles / blog posts / expertise
Start discussions and ask questions to encourage interaction
Link to Facebook content / surveys / pictures / videos
Follow and participate in discussions with other related tweeters
Comment on tweets and re-tweet other posts to build community
Promote content through Twitter
Utilize promoted tweets
Listen to relevant conversations
Tweet at least three times a day
Bookmarking / Tagging
Social bookmarking is a way for Internet users to rank and store websites, blogs,
articles, videos and other types of website content. When done properly, social
bookmarking can be an efficient and cost-effective social media marketing tool to drive
traffic to the FWK website and promote its fly fishing services. (Qualman, 2012)
Social Bookmarking Recommendations:
Post items of interest to Tumblr, Delicious, Reddit, Digg, and StumbleUpon
Review blog sources to identify additional bookmarking sites that may drive
traffic
Encourage referrals from other bookmarking / tagging sites to increase rank
of FWK contributions
Post a minimum of three contributions per month
TACTICAL SOCIAL MEDIA MARKETING PLAN FOR FISH WITH KYLE 15
Social media can be used by FWK as an effective and measurable way to
achieve consumer engagement and attract potential customers. Those who engage
with what FWK is talking about will tell others which creates growing brand awareness
by positive word of mouth. Hard selling is not effective on social media platforms; the
objective is to get people interested and engaged by providing authentic, transparent
and relevant information. (DeMarco, 2010)
However, managing the workflow is very challenging. It is important to distribute
content regularly through each social media channel to attract and retain interest.
Having an editorial calendar to manage the process will serve as a road map for the
months ahead to ensure FWK’s content is optimized to meet its business goals and
targets the right audience. (Marketo, 2014)
Running Head: SOCIAL MEDIA PLAN FOR FISH WITH KYLE 16
Seasonal Tactical Social Media Marketing Plan for Fish with KyleRAMP UP FISHING STARTS WYOMING SEASON FISHING ENDS
March April – June July – September October – DecemberWEBSITE Add Social Media Icons
to websiteUpdate website as needed
SOCIAL NETWORKSFacebook GOAL: 3 posts per week (12 posts per month)Actions Link to HootSuite Build following by offering promotion for “Likes” and “Shares”Topics Promote new social media
channelsFishing reportsPhotos of clientsUpcoming events and availabilityPromotional pricing offers
Fly fishing in WyomingPhotos of clientsUpcoming events and availability
How to tie specific fliesBook 2015 trips for discounts
LinkedIn GOAL: 1 post per week in group (4 posts per month) and 2 posts per week on FWK page (8 posts per month) = 12 posts per month
Actions Create profile on LinkedIn and link to HootSuite
Seek out connections in community
Topics Promote existence of FWK Fishing reports Fishing reports How to tie specific fliesBLOG
GOAL: 3 posts per week (12 posts per month)GOAL: 1 post per week
(4 posts per month)GOAL: 3 posts per week
(12 posts per month)Actions Create WordPress account
and connect to HootSuiteProvide insight into fly fishing in Atlanta
Provide insight into fly fishing in Wyoming
Topics Promote existence of FWK Fishing reportsFavorite flies to useStories of clients
Fishing reportsFavorite flies to useStories of clients
Favorite fly patternsHow to tie specific fliesBook 2015 trips for discounts
TWITTER 3 tweets per day (21 per week) = 84 tweets per monthActions Create profile and link to
HootSuiteBuild following by offering promotions for retweets
Topics Promote existence of FWK Fishing reportsPhotos of clientsPromotional pricing offers
Fishing reportsPhotos of clientsPromotional pricing offers
Favorite fly patternsBook 2015 trips for discounts
BOOK MARKING 1 entry per week (4 per month)Actions Create profiles and link to
HootSuiteSeek out content for topic
Topics Promote existence of FWK Fly fishing outfitters Destinations for fly fishing Fly patterns Ownership Key: FWK Marketing Combination of FWK and Marketing
Running Head: SOCIAL MEDIA PLAN FOR FISH WITH KYLE 17
Measurement
Social media is a channel, not an activity. The channel is difficult to measure, but the
activity and content communicated can be. It starts with a plan. From there it is possible to
determine how to measure the objectives for the social media plan recommended for FWK.
The goal is to produce content that aligns with these objectives and audience and measuring
results to determine the success of the overall campaign.
The metrics that will be measured include:
Quantitative – Activity and Connections
Qualitative – Reach and Engagement
Return On Investment (ROI) – Conversions and Growth from Current Benchmark
Quantitative Metrics
These are the workhorse metrics – the numbers that show exactly what is happening,
including posting, scheduling content, answering questions, and solving problems. These
metrics are data-intensive and number-oriented and should be measured monthly to compare
growth over the plan period to determine from where the growth is coming. (Yuki, 2013)
Because branding is a primary objective, it is important to measure the number of posts,
audience size, and the posting change rate to calculate the percentage of change based on
the number of posts created in a given month. Comparing this to audience change rate will
calculate the percentage of change in audience size. This will determine if an increase in
posts leads to an increase in audience. (comScore, 2013)
For FWK, this means tracking everyone who talks about FWK, the audience interests,
geography, gender, activity, and content trends to see who the influencers are, who is positive
or negative, and who is most active. This will determine the best angle for engaging them,
identify the overlapping interests, and connections between audiences, brands, and
campaigns; while uncovering untapped online communities of potential brand advocates.
SOCIAL MEDIA PLAN FOR FISH WITH KYLE 18
There are many things in social media that can be quantified: followers, likes, fans,
retweets, comments, click-through rates, referrals to the FWK website, traffic coming from
targeted geographic, etc. It is finding the correct mix of these items that allow for measurement
of how to leverage word-of-mouth to drive brand credibility, and, ultimately new clients.
(Evans, 2008)
Quantitative Metrics: Post Rate, Response Rate, Website Traffic, and
Number of Followers/Likes/Fans, Retweets/Shares, and Comments
Qualitative Metrics
Reach metrics are all about quantifying who is hearing the message and how the FWK
brand is perceived. They determine how large the potential audience is, at what rate it’s
increasing, and the sentiment surrounding FWK to define what the audience really thinks.
Qualitative metrics have an emotional component to them and show how many people had a
positive, neutral, or negative experience with the messages being communicated. (Yuki, 2013)
Reach Metrics: Audience Growth Rate, Brand Awareness, Sentiment, Share of
Conversation
Engagement metrics focus on the effect the message is having on those who hear it —
how engaged the FWK audience is, including how likely they are to spread the message and
more. By dissecting these engagement metrics, it will be possible to determine what types of
content resonate most with the FWK audience. (comScore, 2013)
Engagement is more than just the total number of people liking posts, it is what drives
action. By identifying the posts that generate the highest conversation rates, these topics can
be used to guide future posts and tailor content to what the audience enjoys. The total number
of conversations, mentions, and shares will create a more complete picture of how people are
engaging with the content.
SOCIAL MEDIA PLAN FOR FISH WITH KYLE 19
Engagement Metrics: Conversation Rate, Amplification Rate, and Overall Engagement
Rate
ROI Metrics:
In the world of social media, all roads should lead to ROI. Tracking the percentage of
people converted from a prospect to a client through the social media platforms recommended
will make it possible to measure the success of the campaign. The first step is to benchmark
the current number of supporters on each of these channels.
While it can be tempting to measure success simply on how many followers FWK has or
how many comments received on its posts, the amount of likes and +1s are simply numbers;
to gain insight into what these numbers represent, they must be interpreted in a meaningful
way. (SocialBakers, 2014) There are a number of programs that can be used to report on
social media conversions.
Bottlenose is a vendor that offers integrated Facebook, Twitter, LinkedIn, Google
Analytics and Bit.ly Analytics, where FWK can view likes, follows, and shares all in one place.
(Bottlenose, 2014) The program makes it easy to understand which posts are working and the
demographics of its fans, track how often its mentioned, re-tweeted, and followed, see how its
content is being shared, what’s connecting with its target audience, what it needs to change
and how to do it best.
ROI Metrics: Audience Growth Rate and Conversion to Clients
Every day, millions of consumers converse in online communities, discussion boards,
blogs, and social networks. They turn to the Internet to share opinions, advice, grievances,
and recommendations. It is important for FWK to listen, connect, and respond in a way that
protects and promotes the brand as well as measure the interaction to make any adjustments
to quantity or quality of conversations. It is crucial for benchmarking and tracking success over
time.
SOCIAL MEDIA PLAN FOR FISH WITH KYLE 20
Fly fishing is roughly a $750 million dollar market in America. Local guide services
totaled $95.5 million of the entire $750 million market. This means access is going to remain a
critical issue in fly fishing. Guides are viewed as key gatekeepers for the sport. Guides and
outfitters teach people to fish. The future of fishing depends on recruiting new anglers - in
particular, the female audience. A $95 million dollar contribution to their local economies – a
sustainable and renewable contribution – is a big deal. (Gasson, 2013)
SOCIAL MEDIA PLAN FOR FISH WITH KYLE 21
References
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