PGA Needs more exposure

Hard to believe huh? To even suggest that a sport with an icon like Tiger Woods needs more exposure seem ridiculous.

Or does it? The PGA with Tiger is a machine. The PGA without Tiger is the local State Am.

In my opinion one of the reasons is because the public has not been communicated who else is out there. There can not be a less endorsed group of high profile athletes as the PGA tour - sans Tiger. To give you a strong parallel, they are NASCAR in the late eighties.

In NASCAR in the late eighties, the major corporate sponsors were Valvoline, STP, Shell, Skoal, and maybe Holley (carburetors). Now, let's look around at some of the NASCAR title sponsors - M&Ms, Tide, Kellogg's, US Army, Home Depot, and Budweiser. Most of the major team sponsors of NASCAR in the past were centered around "cars". Today they center around the top consumer products on earth.

Now, fast forward to the PGA. The major sponsors are either tied to golf in some sort of way or some obscure financial advising company. Those sponsors are certainly worthwhile and have provided a significant source of revenue for the PGA players, but I believe the tour needs to figure out ways to break into the consumer product categories. Hell, they copied NASCAR's playoff system in their FedEx Cup, why not follow their business model pertaining to sponsors?

Let's take someone close to Vanderbilt, Brandt Snedeker. All American at Vanderbilt, soon-to-be PGA Rookie of the Year, and top ten on the money list for 2007. Not bad. What would be a perfect product for him to endorse that might fit the above mentioned challenges? (look at him) See that damn million dollar smile? How about Crest? Brandt may or may not continue to have outstanding success on the golf course, but his smile is going nowhere. By Brandt leveraging Crest, and assuming Crest activates around him, he could truly become a household name - at least every time you go to brush your teeth. A mom might bump into his stand up cutout at the grocery store and wonder who is this floppy-haired guy?

NASCAR also does a phenomenal job of getting their drivers to interact with their respective sponsor's clients/fans, thus enhancing the relationship tenfold. In our Brandt example, all those with a Crest toothbrush are allowed entry into an exclusive event with Brandt, or private golf demonstration, etc.

One final brilliant NASCAR strategy that the PGA should copy was the ABC primetime reality series inside the lives of four NASCAR families. Like The Contender meets the Bachelor. As much of a non-NASCAR fan as I am, if I am stuck watching a race I am definitely pulling for Pablo Montoya who apparently is despised by everyone for his aggressiveness. I would say I am a casual PGA fan, but how much do I really know about Jim Furyk? Or Vijay Singh? Zero.

Bottom line, for the PGA to better "Tiger proof" its tour, some creative awareness might need to be discussed in order to create the NASCAR version of the links.

Take care.

Who's the boss?

First and foremost, I must apologize for the long ... long ... long delay in posts. I made a commitment to this blog, and I have not made it enough of a priority.

However ...

That changes today! (for now)

The question to ponder is "Who is the boss?"

To ask the question differently, who should be the target of a marketing staff in regards to game entertainment? I have operated for years with the mindset that everything I do should be to "Make money and make fans." It is even on the bottom of every staff meeting agenda. Everything we do is aimed at those paying the bills.

However, I recently have been involved in some eye-opening conversations with our coaches. While I still maintain my current opinion of where our attention should be, I see a little bit more of the other side.

For example: our basketball game entertainment has carefully been crafted to create our own niche in the Nashville market while creating and deepening our brand with a distinctly collegiate feeling. That is what is selling tickets, that is what entertains our fans, and that is what differentiates us from the pro sports around town.

But, for a coach, what matters most is "pumping up" their own players for the game at hand and also entertaining their recruits in the stands. Those two objectives are usually mutually exclusive to what our department has tried to create. A 55 year old woman in the bleachers would really rather not hear the latest from Jay Z played at deafening decibels. She could have got that at a Predators game down the road.

My opinion is unchanged, but surely there is a way to marry the two together.

Take care.

Lessons learned

If you didn't know, Vanderbilt's outspoken maverick, also Chancellor, accepted the same position back at Ohio State where he was President from 1990-97.

Many friends and colleagues have been asking the obvious question related to athletic ... "will you be getting an AD again?"

Of course, I have no idea. Anyone who has an idea is a fool unless they are position on the Vanderbilt Board of Trust or the search committee.

I still am not sure whether or not the restructuring is the right way to go for VU, but there have definitely been some lessons learned throughout the process.

The much ballyhooed integration of the athletic department focused on student-athlete integration. But perhaps, in my opinion, the most important lesson learned through Gee was entire University integration.

I routinely have interaction with colleagues from the VU Hospital, Children's Hospital, University Public Affairs, and University donor relations. In most Universities, the tail many times wags the dog - Florida, Ohio State, Notre Dame, Alabama, etc By working hand in hand, not only did the University community develop some new found respect for each other, we also realized the value in leveraging our assets and relationships.

So if I had one request from Chancellor (Fill in the blank), please allow/encourage cross departmental organization. It is for the good of the University and the employee.

Take care.

Naming Not Nonsense

What do the following have in common:
iPod
Flugtag
iTunes
Google
Which Wich
Venti Caramel Mocchiato
Cherry Garcia

Not only are the above very successful products or brands, but they are also incredibly fun to say. Are they not?

I mean, two weeks ago I probably had 30 people asking other folks what the heck a Flugtag was. I didn't know either, but after asking and discovering, I felt I had some sort of weird, event-name currency because not everyone knew what it was. It is this type of "currency" that is the foundation of Buzzmarketing.

Clearly the Flugtag was a pretty good event, but the more interesting thing was that not once did I see one mass media ad. Not one. Yet I wanted to go, many people I knew went. Why? I think a lot goes back to having a fun name.

So what in the world might this have to do with college marketing? That is what I trying to determine. Since I can't rename our University, let's look at some opportunities we may have.

Concessions, parking lots, ticket packages, seating sections, game personnel, etc. With our branding efforts centered around true student-athlete, social affair, Nashville tradition, collegiality, family entertainment, and the underdog below are some random attempts:

• Buttonhook Burger (might allow a Dad to explain what the heck a buttonhook is to his son)
• Hot Diggity Dog (stolen)
• Me, Mom, and Pop Pack (family ticket package)
• Yippi Di Do Da Dollar Days ($1 ticket games)
• Tickle Me Tater Tots

You see where this is going. Join in, and send me your samples.

Take care.

Little Johnny

For those that don't know me, I am a freak about customer service. That being said, I am still not thrilled with the level of customer service we provide at Vanderbilt events. I think it is very good, however my expectations are closer to Disney than to a college football game.

Enter Johnny.

While incredibly cheesy, and closely resembling some sort of powerpoint chain email my Mom might send, the message should come through loud and clear.

Make a difference. Impact one of your customers in a special, unexpected way.

While we certainly are not quite the caliber of Johnny, we have a pretty good program called Deputy Dores where we provide "random acts of kindness" to our patrons. These 'random' acts are hardly random at all, only random in that they appear to be random to the fan who receives one of them. The experiences can range from a free golf cart ride from the parking lot, complimentary concessions for an entire family, a seat upgrade from the rafters of basketball to the 3rd row (but we do not make a big scene about it like some people's Best Seats in the House), or handing out free Kid Commodore hats and face tattoos.

We estimate that our 40 Deputy Dores "touch" or provide Magic Moments (yea, stolen from Disney) to about 500 fans per game or 3,000 people over the course of a 6 game football season. Obviously there is some possible overlap, but if 3,000 people tell 10 fiends about their "Magic Moment" we have imprinted a positive image of a Vanderbilt game on 30,000 potential VU fans. That is the kind of viral marketing we could be proud of.

We have not cured cancer or anything, but these types of programs are far underutilized when creating a solid marketing plan. So go put the 'ole phrase (it takes $7 more to attract a new customer as to retain a current one) to practical use. Yea, I said it, take your AD BUDGET to fund your Magic Moment program.

Take care.

Maker's Mark's Word of Mouth Program

While planning our annual trip to Keeneland for the Bluegrass Stakes horse race, I was talking to a friend who used to live in Lexington for some advice. She informed me of a great little party on the Friday night put on by Maker's Mark, but it is "Invite Only". After visions of all the clips and photos from Millionaire's ow at the Derby, I immediately discounted what sounded like a great party - Thoroughbreds and Redheads.

Then the kicker - she said all you have to do is register at makersmark.com for their free Ambassadors program. Voila.

After logging on, registering myself as an Ambassador for Maker's Mark, researching the party a little bit, it hit me - this is brilliant buzz marketing. To take it a step further, I called the other couple who are making the trip with me about the program and more importantly the party.

Here's the highlights of the Ambassadors Program:

• Free by simply filling out an online form
• Access to a password protected website containing historical info, upcoming events, my barrel update, and tools
• As an Ambassador I get my name (along with 17 others) as an owner of a whiskey barrel. Plus, I can purchase whiskey from my barrel in just 7 short years.
• Exclusive access to free events like the after party of the Makers Mark Mile (the Friday horse race before the Bluegrass Stakes)
• Tools - these are brilliant, availability to request (free) invitation cards to invite others to join the club
• Free, unannounced gifts. Actually they do not promote this as it is intended to be a surprise. Apparently, at Christmas, and my barrel's birthday I will get gifts in the mail. Good gifts like a set of bourbon glasses with stirrers.

I know you are thinking, why in the world is Eric talking so glowingly about whiskey, is he an alcoholic? No, I don't even like whiskey. (first alcohol I ever got drunk on, now I cringe at the smell) But I am intrigued at this level of marketing.

They are obviously holding out the special parties as a carrot to get people talking, to get people to sign up, to begin the relationship with Maker's Mark. That is what got me. Once hooked, they have a very extensive program by which I should become more engaged in our new relationship.

Maker's Mark is capitalizing on everyone's desire to be an "insider".

My question is, how can we do that with Vanderbilt Athletics? I mean, I have absolutely no interest in drinking Maker's Mark, but I feel connected, almost obligated to purchase a bottle or two to have in my house when we entertain those that do like whiskey. Perhaps we can accomplish the same sort of connection with the hundreds of thousands of transplants to Nashville as it relates to VU? I mean, they are "true Michigan State fans" or "the biggest Nebraska fan", but perhaps by creating a program by which a connection can be made we can begin the acceptance of Vanderbilt as their "2nd" favorite team - or "my new home team".

Maybe the carrot could be an exclusive tailgate party in Vandyville. Or a pregame exclusive credential granting field level access before kickoff. Maybe exclusive gear.

The issue I am running in my head is how to generate revenue. Or how to enable them to spread the word. Or how to spread the word while keeping it exclusive.

Thoughts? Email me.

Take care.

ROI Gone Wrong

Call me a "flip-flopper".

Call me "John Kerry wannabe".

Wave your hands from side to side emphatically to illustrate I can not stand by my own philosophies.

That's OK, I'm man enough to take it. I have recently reconsidered my position on ROI as it relates to marketing.

My longtime belief was that it was absolutely stupid to spend any money if you did not expect a significant return on the investment. The theory came from Jon Spoelstra. I am a disciple, and I usually follow his models religiously. However, I find myself in a baseball mess where I can almost guarantee a 0 ROI, but I am spending anyway.

Let's get one thing straight though, I am still not spending cash on the antiquated idea of mass media marketing. Every dollar will go into direct mail, email, or database phone messaging.

Our situation at VU could not be better. Our baseball team is currently ranked No 3, we have an All American pitcher in David Price (above) and an All American 3rd baseman in Pedro Alvarez who are both considered the top overall picks in their respective MLB drafts (o7, 08). We have a lot of equity in a very likable, intense head coach in Tim Corbin. We have a great atmosphere, but it could improve. We are sold out of season tickets before we throw the first pitch.

What's wrong? No shows.

I know, I know a pro team would NEVER do what I am doing. But I think college sports might be a slightly different animal in that we count on the collegiate energy generated from a good crowd to be a big part of our entertainment. When they are not there, we do not have the entertainment to assist in a poor performance we lose a little equity.

You might be saying "People do not like your product?". That is not entirely true. We have a great turnout, but with only 2,000 seats a missing 150 really is noticed. Word from our fans is that committing to three straight days of baseball in this town with so much to do is quite the tall task.

Therefore, my challenge is to get people who have already paid for their tickets to show up to all three games. Therefore, every ounce of money we spend, will get 0 return. (obviously there are ancillary revenue sources such as concessions) So I will concede and put together a database marketing plan to fill the seats at Hawkins Field. Below are a few of the ideas I am thinking of:

1. Tennessean.com ad - part of an existing deal, we plan on creating a flash video preview of the next homestand.
2. Voicemail - We have worked very hard on a very clean database. We will send the audio of the flash presentation via a broadcast voicemail
3. Email - We will send our flash presentation via email to our qualified database
4. Gameday promotions - We will begin Fireworks Fridays, and bring our tailgate party from football, Vandyville, to baseball Saturdays filled with kids activities and inflatables.
5. Direct mail - We plan on sending a letter that would be in homes the Saturday before a home weekend series which would include self addressed envelopes and encouraging season ticket holders to send in their tickets if they do not plan on attending.

We'll see how it will work. I am crossing my fingers. It helps that we are good, and I mean very good.

Take care.