REVENUE GENERATION

WORKSHOP

OBJECTIVE

Podium results

Athlete development

WHAT DOES IT TAKE?

The Best Form of Marketing is…

WHAT DOES IT TAKE?

DOUBLE YOUR REVENUES

‘Make our sport a Choice Among Fans’ ‘Win More medals’ ‘Establish long term athlete development

model’ Develop a ‘Strategy at all levels of our

sport’ Break Records Make our ‘Sport’ more relevant

HOW TO WIN THE BUSINESS1. Recruit the Best People in the industry.2. Train and educate the sales and

marketing people extensively.3. Have a game plan.4. Define $$$$ as the Goal.5. Give Stakeholders what they want.6. Have an action plan, with realistic

timelines.7. Understand competition, employ best

practices.

FOCUS ON WINNING THE BUSINESS (NOT EXCUSES)1. Don’t Blame the Sport2. Don’t Blame the Athletes3. Don’t Blame the Funding

BE PROACTIVE…

REVENUES1. Sport Canada2. Sponsorship3. Memberships4. Events/Hosting

REVENUE GENERATION FORMULA

STAKEHOLDERS

SELL

DELIVER

SERVICE

SPONSORS1. To Make Money (ROI, Traffic, Activation,

Awareness)2. To Reward My Customers (see #1)3. To Appreciate My Employees (see #1)4. To Support Good Causes (see #1)

KEYS TO SPONSORSHIP Mood of the Fan/Participants Benefits vs. Features Remove Bureaucracy Provide Access Return on investment Grassroots activations

INNOVATION

INCREASE YOUR MEMBERSHIP

‘Health and Fitness’ ‘Quality Time’ ‘Fun’ ‘Sense of Community’ ‘Charity’

KEYS TO MEMBERSHIP Provide Superior Value Member-Friendly Brand

INNOVATION Season-Ticket Mentality

NEEDLE IN A HAYSTACK

4 C’S1. CAPTURE2. CATEGORIZE3. CARE4. CALL

EVENT REVENUES Fun Cool Value Rewards Quality Time Kids Charity Dream

BUSINESS MENTALITY1. STOP PLANNING2. INSTILL ‘REVENUE URGENCY’3. TAKE STAKEHOLDERS VIEWPOINT4. R&D5. SELL6. DELIVER7. SERVICE

ACTION PLAN Set Priorities Delegate Responsibility Set Timelines Measure Results Implement

COSMOS SPORTS RECRUITMENT EDUCATION BRANDING INNOVATION IMPLEMENTATION