SlideShare una empresa de Scribd logo
1 de 46
Descargar para leer sin conexión
Growing Profits With
NFL Sunday Ticket
NFL Based Solution Sales with Financial
Analysis & Customer Specific ROI
1
By: Alexander Pietryga & Allen Haley
Agenda
NFL Sunday Ticket Basics
Introduction
Components of NFL Sunday Ticket
Commercial iPad App
Benefits for Business Owners
NFL Sunday Ticket Offers & Promotions
Consultative Selling Techniques
NFL Sunday Ticket Profit Calculator
Market / Business Analysis
Creating a Compelling Proposal
2
Section One:
“If you can believe it, the mind can achieve it.” – Ronnie Lott
NFL Sunday Ticket: Basics
3
NFL Sunday Ticket: Basics
A Little History…
First launched in 1994, same year DIRECTV went live
Originally available on C-Band and Ku-Band Satellites
Games only in standard definition
Today
Every game broadcast in crystal clear high definition
Additional features and services added every year
Available exclusively to DIRECTV subscribers
4
NFL Sunday Ticket – What is it?
Up to 40 out of market games every Sunday. All in HD
Nearly 200 games during the regular season. That’s 17 weeks of action.
Follow every team. Every week.
5
NFL Sunday Ticket – What is it?
NFL Game Mix Channel
Up to 8 live games on a single channel
Score and game clock displayed for each feed
Change audio by highlighting a specific game
Easily tune to game by selecting while highlighted
6
NFL Sunday Ticket – What is it?
RedZone Channel
Never miss a play inside the 20.
Get all the final stats from around the league. All in HD!
Hosted by DIRECTV exclusive commentator Andrew Siciliano
7
NFL Sunday Ticket – What is it?
Player Fantasy Tracker
Track up to 18 players with live stat monitoring
Instant notifications on screen for big plays
8
NFL Sunday Ticket – What is it?
Enrollment in DIRECTV MVP Marketing Program
Listing in DIRECTV Sports Bar Finder app
On site MVP Marketing Kit included FREE
Additional marketing materials available for order
Access to exclusive MVP Marketing Website
9
MVP Marketing Kit – Included Free
10
Coaster
front and back
TV Strip Pad
LetterWindow Cling – front and back
Poster
Coaster Caddy
MVP Marketing Kit – Available for Order
Large Hanging Schedule
Pad
Flip Calendar
Sidewalk Talker
5 x 3 Banner
Table tent front and back
Aluminum Bucket
Pocket schedule and holder
Pennants
11
Commercial iPad App
12
Control up to 35 receivers from a single location
Pull up programming guide and browse sports games
Tunes in on selected receiver without guide appearing on TV
“My Teams” allows businesses to edit and track teams for quick tuning
Download DIRECTV app off iPad App Store
Requires installation of SWiM equipment, CCK, and internet connection
Section Two:
“I know I’m capable of greatness. And I’m expecting to reach that level.” – Aaron Rodgers
Benefits for Business Owners
13
NFL Statistics
Highest Revenue Sport in United States
Nearly $10 billion in league revenue in 2012
Over 200 million unique television viewers in 2011
2011 season averaged 27.9 million viewers on Sundays
14
Content to Grow Customers
What Does That Mean for a Business?
Ensure a fraction of those 200 million viewers come to your
business on Sundays
Subscription to NFL Sunday Ticket allows business to cater to
fans of any team across the country
Become a destination choice during the football season
Customers watching a game will stay longer and spend more
More customers Longer Stays
Increased
Food & Drink
Sales
15
We Call it “Beer Math”
16
Marketing to Grow Customers
Advertise to New and Existing Customers
Advertisements inside & outside bar attract new business
Listing in Sports Bar Finder App increases visibility
Widely recognized DIRECTV brand seen as an amenity
MVP Website for Improving Marketing Strategy
Tips on improving your online & social marketing presence
Weekly sports schedules help to plan games and specials
How to host a draft night using the Fantasy Football Draft Kit
All Benefits Exclusive to DIRECTV Customers
17
Marketing – Digging a Little Deeper
18
DIRECTV Customer
● ● ● ● ● ● ● ● ●
Marketing – Digging a Little Deeper
19
Marketing – Digging a Little Deeper
20
Marketing – Digging a Little Deeper
21
Section Three:
“Winning isn’t everything, it’s the only thing.” – Vince Lombardi
Current Offer & Promotions
22
23
NFL Sunday Ticket – Public Viewing
2013 Season Pricing
Promotions & Offers – Public Viewing
24
FREE Commercial Xtra Pack for 6 months
$127.99 credit off bill for 6 months
Requires enrollment in auto bill pay at point of sale
Cannot be combined with 3 or 12 month discount offers
Commercial Choice Plus Savings
EVO 101-200 Save $900 ($300 x 3 months)
EVO 201-500 Save $1,200 ($400 x 3 months)
EVO 501+ Save $1,500 ($500 x 3 months)
Customers must purchase NFL Sunday Ticket to receive discounts
Integrated Into Sales App (www.dtvdealers-salesapp.com)
Customize variables to improve relevance for business
25
NFL Sunday Ticket Profit Calculator
Positioning the Offer
26
Sunday Ticket is an Investment
Financial benefits outweigh the cost
Use “Beer Math” & Profit Calculator
Break costs down over 17 week season
Use the Discounts as a Closing Tool
“If you enroll in Sunday Ticket today, I can even get your base
programming package free for the first six months.”
With ROI of NFL Sunday Ticket shown, additional discounts
become an enticing bonus.
Our free MVP marketing tools further sweeten the pot.
Section Four:
“Today I will do what others won’t, so tomorrow I can accomplish what others can’t.” – Jerry Rice
Consultative Selling Techniques
27
Know Your Market and Your Prospect
Become a revenue/profit growth consultant
Ask relevant qualifying questions
Expert on competition, demographics and implementation
Value is the focus, not price
On-going relationship with customer base
28
Market and Business Analysis
Pequod's overview from initial meeting
Long term neighborhood presence - Pizza & Beer Pub
Established lunch and dinner customer base
Dining and bar area seating 80 with 4 HD flat screens
Fair weekend late evening bar traffic
Goal is to reduce cost based on slowest business days
29
Business Analysis – Pequod’s Pizza
Current Product
30
Comcast
Sports & Entertainment package
150 channels
No market support
Only one regional sports channel
No premium sports packages
No NFL Sunday Ticket
Monthly Cost: $189.95
Pequod's Pizza
Chicago north side residential location
Located on high foot traffic main street
Six major universities within 5 miles
Large college educated population within 10 miles
Large displaced employee and student population
31
Demographics
Affluent area & university residential base
Avid sports market with regional rivalries
Midwest football, baseball, basketball, Big 10 college teams
Huge professional and student resident population
Large base of students and young professionals
Competitive market with multiple sports bars nearby
Pequad's needs DIRECTV to better compete and attract customers
32
Leverage the Demographics
DIRECTV solution for Pequod's Pizza
Commercial XTRA Pack
Access to over 180 channels including locals
Over 35 specialty and regional sports networks
The most sports in HD
Special mix channels
NFL Sunday Ticket
Every game, live every Sunday
Up to 200 games during the regular season
33
The Special Recipe
Partnership - DIRECTV
• Qualify business growth needs1
• Market to target audience2
• NFL Sunday Ticket3
• Continued support & partnership4
• Immediate MVP program entry5
• Weekly information and ideas6
34
Investment
35
COMMERCIAL XTRA Pack & NFL Sunday Ticket
XTRA Package $127.99 x 12 = $1536
NFL Sunday Ticket $135.00 x 17 = $2295
______________
Total $3831
Pequad’s Pizza – The ROI
The Call to Action
Marketing to bring in both current and new customers
Target event - average customer stay: 2-4 hours
Total estimated revenue per “NFL Customer” = $28.00
(drinks: $16 (4 x $4.00)+ avg. food: $12.49 ($7.99 + 16.99/2)
36
Profit Point
$1,100
ROI – Use The Profit Calculator
37
DIRECTV at Pequod's Pizza
Market to neighborhood
NFL Sunday Ticket banners & coasters
Listing in Sports Bar Finder
Offer specials for NFL kickoff week
Your first weekend
Host a Fantasy Football Draft night
Sponsor a local recreational sports league
Thursday morning 8:00am or 8:30am ?
38
New Customers Start This Weekend
The sales process in review
Become a revenue/profit growth consultant
Ask relevant qualifying questions
Expert on competition, demographics and implementation
Value is the focus, not price
On-going relationship with customer base
39
What Just Happened?
Solution Selling and Commercial
This approach applies across all verticals
Commercial customers need a ROI to buy
The more compelling the ROI the easier the close
Market expert and analysis approach
Be a consultant for their business
40
Wrap Up
Section Five:
“In this world you’re either growing or you’re dying, so get in motion and grow.” – Lou Holtz
Business & Private Viewing
41
42
Business / Private Viewing - Pricing
Draw new business and improve customer loyalty in 2013
Business / Private – Promotions & Offers
43
FREE NFL Sunday Ticket
Requires selection of Business Choice package
Select in “Closing Offers” tab to ensure discount
Will automatically roll-to-pay for 2014 season
44
Who is open on Sundays?
Barbershops/Hair Salons/Nail Salons/Spas
Car Washes
Laundromats
Retail locations
Qualify and Consult
Use the same approach as public viewing
Identify a problem, propose a solution
Reduce loss of business during the NFL season
Close with free NFL Sunday Ticket offer
Finding the Right Customer
45
Stay Focused, Not Fatigued
Nfl based solution sales with financial analysis & customer specific roi

Más contenido relacionado

Destacado

Brazil 2014: World Cup faces
Brazil 2014: World Cup facesBrazil 2014: World Cup faces
Brazil 2014: World Cup facesguimera
 
Photo Recap of the Al Sands & Andres Taylor Fight at Black Bear Casino
Photo Recap of the Al Sands & Andres Taylor Fight at Black Bear CasinoPhoto Recap of the Al Sands & Andres Taylor Fight at Black Bear Casino
Photo Recap of the Al Sands & Andres Taylor Fight at Black Bear CasinoChuck Horton
 
Charlotte Bobcats Scouting Report of Utah Jazz
Charlotte Bobcats Scouting Report of Utah JazzCharlotte Bobcats Scouting Report of Utah Jazz
Charlotte Bobcats Scouting Report of Utah JazzChris Oliver
 
Psychodynamic exercises in goalkeeper training Marek Dragosz
Psychodynamic exercises in goalkeeper training Marek DragoszPsychodynamic exercises in goalkeeper training Marek Dragosz
Psychodynamic exercises in goalkeeper training Marek DragoszMarek Dragosz
 
Best of the 2014 US Open
Best of the 2014 US OpenBest of the 2014 US Open
Best of the 2014 US Openguimera
 
PHOTOBOOK OF 2014 FIFA WORLD CUP SUPERSTARS
PHOTOBOOK OF 2014 FIFA WORLD CUP SUPERSTARSPHOTOBOOK OF 2014 FIFA WORLD CUP SUPERSTARS
PHOTOBOOK OF 2014 FIFA WORLD CUP SUPERSTARSSnaps.sg
 
How to pretend you know soccer
How to pretend you know soccerHow to pretend you know soccer
How to pretend you know soccerDevesh Khanal
 
Dakar rally 2015: dirt, dust and delirious fans
Dakar rally 2015: dirt, dust and delirious fansDakar rally 2015: dirt, dust and delirious fans
Dakar rally 2015: dirt, dust and delirious fansguimera
 
Super Bowl XLIX: Battle between the Seahawks and Patriots Mobile Apps
Super Bowl XLIX: Battle between the Seahawks and Patriots Mobile AppsSuper Bowl XLIX: Battle between the Seahawks and Patriots Mobile Apps
Super Bowl XLIX: Battle between the Seahawks and Patriots Mobile AppsNeil Horowitz
 
eSports
eSportseSports
eSportsxGeek
 

Destacado (11)

Brazil 2014: World Cup faces
Brazil 2014: World Cup facesBrazil 2014: World Cup faces
Brazil 2014: World Cup faces
 
Photo Recap of the Al Sands & Andres Taylor Fight at Black Bear Casino
Photo Recap of the Al Sands & Andres Taylor Fight at Black Bear CasinoPhoto Recap of the Al Sands & Andres Taylor Fight at Black Bear Casino
Photo Recap of the Al Sands & Andres Taylor Fight at Black Bear Casino
 
Charlotte Bobcats Scouting Report of Utah Jazz
Charlotte Bobcats Scouting Report of Utah JazzCharlotte Bobcats Scouting Report of Utah Jazz
Charlotte Bobcats Scouting Report of Utah Jazz
 
Psychodynamic exercises in goalkeeper training Marek Dragosz
Psychodynamic exercises in goalkeeper training Marek DragoszPsychodynamic exercises in goalkeeper training Marek Dragosz
Psychodynamic exercises in goalkeeper training Marek Dragosz
 
Best of the 2014 US Open
Best of the 2014 US OpenBest of the 2014 US Open
Best of the 2014 US Open
 
PHOTOBOOK OF 2014 FIFA WORLD CUP SUPERSTARS
PHOTOBOOK OF 2014 FIFA WORLD CUP SUPERSTARSPHOTOBOOK OF 2014 FIFA WORLD CUP SUPERSTARS
PHOTOBOOK OF 2014 FIFA WORLD CUP SUPERSTARS
 
How to pretend you know soccer
How to pretend you know soccerHow to pretend you know soccer
How to pretend you know soccer
 
Dakar rally 2015: dirt, dust and delirious fans
Dakar rally 2015: dirt, dust and delirious fansDakar rally 2015: dirt, dust and delirious fans
Dakar rally 2015: dirt, dust and delirious fans
 
Game Sense approach
Game Sense approachGame Sense approach
Game Sense approach
 
Super Bowl XLIX: Battle between the Seahawks and Patriots Mobile Apps
Super Bowl XLIX: Battle between the Seahawks and Patriots Mobile AppsSuper Bowl XLIX: Battle between the Seahawks and Patriots Mobile Apps
Super Bowl XLIX: Battle between the Seahawks and Patriots Mobile Apps
 
eSports
eSportseSports
eSports
 

Similar a Nfl based solution sales with financial analysis & customer specific roi

How to Drive Revenue & Results with Football Promotions
How to Drive Revenue & Results with Football PromotionsHow to Drive Revenue & Results with Football Promotions
How to Drive Revenue & Results with Football PromotionsUpland Second Street
 
Pro Printersonlinegames.
Pro Printersonlinegames.Pro Printersonlinegames.
Pro Printersonlinegames.Derek Miller
 
Media Deck - Dish Network
Media Deck - Dish NetworkMedia Deck - Dish Network
Media Deck - Dish NetworkSean Arthur
 
Social to Drive Conversions
Social to Drive ConversionsSocial to Drive Conversions
Social to Drive ConversionsVolume Nine
 
Spartanssponsorpackage
SpartanssponsorpackageSpartanssponsorpackage
Spartanssponsorpackageguestc3007
 
Footy tribe columbia univ jan 2014
Footy tribe columbia univ jan 2014Footy tribe columbia univ jan 2014
Footy tribe columbia univ jan 2014Stanford University
 
Fanranker presentation \
Fanranker presentation \Fanranker presentation \
Fanranker presentation \JudL541
 
FAN SEGMENTATION DRIVING TICKET SALES
FAN SEGMENTATION DRIVING TICKET SALESFAN SEGMENTATION DRIVING TICKET SALES
FAN SEGMENTATION DRIVING TICKET SALESVivastream
 
Future of Entertainment | NFL
Future of Entertainment | NFLFuture of Entertainment | NFL
Future of Entertainment | NFLDigiday
 
Soccer Fan Fest with GRAVY
Soccer Fan Fest with GRAVYSoccer Fan Fest with GRAVY
Soccer Fan Fest with GRAVYReneRodriguez
 
FAN SEGMENTATION DRIVING TICKET SALES
FAN SEGMENTATION DRIVING TICKET SALESFAN SEGMENTATION DRIVING TICKET SALES
FAN SEGMENTATION DRIVING TICKET SALESVivastream
 
Fantasy 6 Sports Deck - April 2016
Fantasy 6 Sports Deck - April 2016Fantasy 6 Sports Deck - April 2016
Fantasy 6 Sports Deck - April 2016F6Sports
 
Digiday Publishing Summit Europe: Data Driven Engagement
Digiday Publishing Summit Europe: Data Driven EngagementDigiday Publishing Summit Europe: Data Driven Engagement
Digiday Publishing Summit Europe: Data Driven EngagementDigiday
 
Alexandr Galkin, Competera. Customer Development – the founding story and pra...
Alexandr Galkin, Competera. Customer Development – the founding story and pra...Alexandr Galkin, Competera. Customer Development – the founding story and pra...
Alexandr Galkin, Competera. Customer Development – the founding story and pra...IT Arena
 

Similar a Nfl based solution sales with financial analysis & customer specific roi (20)

How to Drive Revenue & Results with Football Promotions
How to Drive Revenue & Results with Football PromotionsHow to Drive Revenue & Results with Football Promotions
How to Drive Revenue & Results with Football Promotions
 
Group 10 pkl
Group 10 pklGroup 10 pkl
Group 10 pkl
 
VICTIERY
VICTIERYVICTIERY
VICTIERY
 
Presentation full
Presentation fullPresentation full
Presentation full
 
Pro Printersonlinegames.
Pro Printersonlinegames.Pro Printersonlinegames.
Pro Printersonlinegames.
 
Media Deck - Dish Network
Media Deck - Dish NetworkMedia Deck - Dish Network
Media Deck - Dish Network
 
Social to Drive Conversions
Social to Drive ConversionsSocial to Drive Conversions
Social to Drive Conversions
 
Spartanssponsorpackage
SpartanssponsorpackageSpartanssponsorpackage
Spartanssponsorpackage
 
Footy tribe columbia univ jan 2014
Footy tribe columbia univ jan 2014Footy tribe columbia univ jan 2014
Footy tribe columbia univ jan 2014
 
Media Kit
Media KitMedia Kit
Media Kit
 
Fanranker presentation \
Fanranker presentation \Fanranker presentation \
Fanranker presentation \
 
The marketing game2
The marketing game2The marketing game2
The marketing game2
 
FAN SEGMENTATION DRIVING TICKET SALES
FAN SEGMENTATION DRIVING TICKET SALESFAN SEGMENTATION DRIVING TICKET SALES
FAN SEGMENTATION DRIVING TICKET SALES
 
Future of Entertainment | NFL
Future of Entertainment | NFLFuture of Entertainment | NFL
Future of Entertainment | NFL
 
Soccer Fan Fest with GRAVY
Soccer Fan Fest with GRAVYSoccer Fan Fest with GRAVY
Soccer Fan Fest with GRAVY
 
FAN SEGMENTATION DRIVING TICKET SALES
FAN SEGMENTATION DRIVING TICKET SALESFAN SEGMENTATION DRIVING TICKET SALES
FAN SEGMENTATION DRIVING TICKET SALES
 
Upfront2015
Upfront2015Upfront2015
Upfront2015
 
Fantasy 6 Sports Deck - April 2016
Fantasy 6 Sports Deck - April 2016Fantasy 6 Sports Deck - April 2016
Fantasy 6 Sports Deck - April 2016
 
Digiday Publishing Summit Europe: Data Driven Engagement
Digiday Publishing Summit Europe: Data Driven EngagementDigiday Publishing Summit Europe: Data Driven Engagement
Digiday Publishing Summit Europe: Data Driven Engagement
 
Alexandr Galkin, Competera. Customer Development – the founding story and pra...
Alexandr Galkin, Competera. Customer Development – the founding story and pra...Alexandr Galkin, Competera. Customer Development – the founding story and pra...
Alexandr Galkin, Competera. Customer Development – the founding story and pra...
 

Último

Kobe Bryant, The story of the "Black Mamba"
Kobe Bryant, The story of the "Black Mamba"Kobe Bryant, The story of the "Black Mamba"
Kobe Bryant, The story of the "Black Mamba"bmfcavalchini
 
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...mxmindia
 
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...mxmindia
 
IPL 2024 Fixture List Match Dates, Participating Teams, Stadiums, Venues, and...
IPL 2024 Fixture List Match Dates, Participating Teams, Stadiums, Venues, and...IPL 2024 Fixture List Match Dates, Participating Teams, Stadiums, Venues, and...
IPL 2024 Fixture List Match Dates, Participating Teams, Stadiums, Venues, and...Sportsnewstec24
 
Instruction Manual | Nightforce CFS 6-36x50 F1 | Optics Trade
Instruction Manual | Nightforce CFS 6-36x50 F1 | Optics TradeInstruction Manual | Nightforce CFS 6-36x50 F1 | Optics Trade
Instruction Manual | Nightforce CFS 6-36x50 F1 | Optics TradeOptics-Trade
 
Nicholas Kodomichalos: A Tale of Sporting Brilliance with Nick Kodos
Nicholas Kodomichalos: A Tale of Sporting Brilliance with Nick KodosNicholas Kodomichalos: A Tale of Sporting Brilliance with Nick Kodos
Nicholas Kodomichalos: A Tale of Sporting Brilliance with Nick KodosNicholasKodomichalos1
 
Euro 2024 Serbia's Return to the European Championship.docx
Euro 2024 Serbia's Return to the European Championship.docxEuro 2024 Serbia's Return to the European Championship.docx
Euro 2024 Serbia's Return to the European Championship.docxEticketing.co
 
TheOrmaxSportsAudienceReport2024-MediaHighlights.pdf
TheOrmaxSportsAudienceReport2024-MediaHighlights.pdfTheOrmaxSportsAudienceReport2024-MediaHighlights.pdf
TheOrmaxSportsAudienceReport2024-MediaHighlights.pdfSocial Samosa
 
NCAA Tournament Free Pick, March 22 From Top March Madness Sports Handicapper
NCAA Tournament Free Pick, March 22 From  Top March Madness Sports HandicapperNCAA Tournament Free Pick, March 22 From  Top March Madness Sports Handicapper
NCAA Tournament Free Pick, March 22 From Top March Madness Sports HandicapperJoe Duffy
 

Último (9)

Kobe Bryant, The story of the "Black Mamba"
Kobe Bryant, The story of the "Black Mamba"Kobe Bryant, The story of the "Black Mamba"
Kobe Bryant, The story of the "Black Mamba"
 
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...
 
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...
Changing mindsets, rebuilding lives: Celebrating 25 years of First World Cup ...
 
IPL 2024 Fixture List Match Dates, Participating Teams, Stadiums, Venues, and...
IPL 2024 Fixture List Match Dates, Participating Teams, Stadiums, Venues, and...IPL 2024 Fixture List Match Dates, Participating Teams, Stadiums, Venues, and...
IPL 2024 Fixture List Match Dates, Participating Teams, Stadiums, Venues, and...
 
Instruction Manual | Nightforce CFS 6-36x50 F1 | Optics Trade
Instruction Manual | Nightforce CFS 6-36x50 F1 | Optics TradeInstruction Manual | Nightforce CFS 6-36x50 F1 | Optics Trade
Instruction Manual | Nightforce CFS 6-36x50 F1 | Optics Trade
 
Nicholas Kodomichalos: A Tale of Sporting Brilliance with Nick Kodos
Nicholas Kodomichalos: A Tale of Sporting Brilliance with Nick KodosNicholas Kodomichalos: A Tale of Sporting Brilliance with Nick Kodos
Nicholas Kodomichalos: A Tale of Sporting Brilliance with Nick Kodos
 
Euro 2024 Serbia's Return to the European Championship.docx
Euro 2024 Serbia's Return to the European Championship.docxEuro 2024 Serbia's Return to the European Championship.docx
Euro 2024 Serbia's Return to the European Championship.docx
 
TheOrmaxSportsAudienceReport2024-MediaHighlights.pdf
TheOrmaxSportsAudienceReport2024-MediaHighlights.pdfTheOrmaxSportsAudienceReport2024-MediaHighlights.pdf
TheOrmaxSportsAudienceReport2024-MediaHighlights.pdf
 
NCAA Tournament Free Pick, March 22 From Top March Madness Sports Handicapper
NCAA Tournament Free Pick, March 22 From  Top March Madness Sports HandicapperNCAA Tournament Free Pick, March 22 From  Top March Madness Sports Handicapper
NCAA Tournament Free Pick, March 22 From Top March Madness Sports Handicapper
 

Nfl based solution sales with financial analysis & customer specific roi

  • 1. Growing Profits With NFL Sunday Ticket NFL Based Solution Sales with Financial Analysis & Customer Specific ROI 1 By: Alexander Pietryga & Allen Haley
  • 2. Agenda NFL Sunday Ticket Basics Introduction Components of NFL Sunday Ticket Commercial iPad App Benefits for Business Owners NFL Sunday Ticket Offers & Promotions Consultative Selling Techniques NFL Sunday Ticket Profit Calculator Market / Business Analysis Creating a Compelling Proposal 2
  • 3. Section One: “If you can believe it, the mind can achieve it.” – Ronnie Lott NFL Sunday Ticket: Basics 3
  • 4. NFL Sunday Ticket: Basics A Little History… First launched in 1994, same year DIRECTV went live Originally available on C-Band and Ku-Band Satellites Games only in standard definition Today Every game broadcast in crystal clear high definition Additional features and services added every year Available exclusively to DIRECTV subscribers 4
  • 5. NFL Sunday Ticket – What is it? Up to 40 out of market games every Sunday. All in HD Nearly 200 games during the regular season. That’s 17 weeks of action. Follow every team. Every week. 5
  • 6. NFL Sunday Ticket – What is it? NFL Game Mix Channel Up to 8 live games on a single channel Score and game clock displayed for each feed Change audio by highlighting a specific game Easily tune to game by selecting while highlighted 6
  • 7. NFL Sunday Ticket – What is it? RedZone Channel Never miss a play inside the 20. Get all the final stats from around the league. All in HD! Hosted by DIRECTV exclusive commentator Andrew Siciliano 7
  • 8. NFL Sunday Ticket – What is it? Player Fantasy Tracker Track up to 18 players with live stat monitoring Instant notifications on screen for big plays 8
  • 9. NFL Sunday Ticket – What is it? Enrollment in DIRECTV MVP Marketing Program Listing in DIRECTV Sports Bar Finder app On site MVP Marketing Kit included FREE Additional marketing materials available for order Access to exclusive MVP Marketing Website 9
  • 10. MVP Marketing Kit – Included Free 10 Coaster front and back TV Strip Pad LetterWindow Cling – front and back Poster Coaster Caddy
  • 11. MVP Marketing Kit – Available for Order Large Hanging Schedule Pad Flip Calendar Sidewalk Talker 5 x 3 Banner Table tent front and back Aluminum Bucket Pocket schedule and holder Pennants 11
  • 12. Commercial iPad App 12 Control up to 35 receivers from a single location Pull up programming guide and browse sports games Tunes in on selected receiver without guide appearing on TV “My Teams” allows businesses to edit and track teams for quick tuning Download DIRECTV app off iPad App Store Requires installation of SWiM equipment, CCK, and internet connection
  • 13. Section Two: “I know I’m capable of greatness. And I’m expecting to reach that level.” – Aaron Rodgers Benefits for Business Owners 13
  • 14. NFL Statistics Highest Revenue Sport in United States Nearly $10 billion in league revenue in 2012 Over 200 million unique television viewers in 2011 2011 season averaged 27.9 million viewers on Sundays 14
  • 15. Content to Grow Customers What Does That Mean for a Business? Ensure a fraction of those 200 million viewers come to your business on Sundays Subscription to NFL Sunday Ticket allows business to cater to fans of any team across the country Become a destination choice during the football season Customers watching a game will stay longer and spend more More customers Longer Stays Increased Food & Drink Sales 15
  • 16. We Call it “Beer Math” 16
  • 17. Marketing to Grow Customers Advertise to New and Existing Customers Advertisements inside & outside bar attract new business Listing in Sports Bar Finder App increases visibility Widely recognized DIRECTV brand seen as an amenity MVP Website for Improving Marketing Strategy Tips on improving your online & social marketing presence Weekly sports schedules help to plan games and specials How to host a draft night using the Fantasy Football Draft Kit All Benefits Exclusive to DIRECTV Customers 17
  • 18. Marketing – Digging a Little Deeper 18 DIRECTV Customer ● ● ● ● ● ● ● ● ●
  • 19. Marketing – Digging a Little Deeper 19
  • 20. Marketing – Digging a Little Deeper 20
  • 21. Marketing – Digging a Little Deeper 21
  • 22. Section Three: “Winning isn’t everything, it’s the only thing.” – Vince Lombardi Current Offer & Promotions 22
  • 23. 23 NFL Sunday Ticket – Public Viewing 2013 Season Pricing
  • 24. Promotions & Offers – Public Viewing 24 FREE Commercial Xtra Pack for 6 months $127.99 credit off bill for 6 months Requires enrollment in auto bill pay at point of sale Cannot be combined with 3 or 12 month discount offers Commercial Choice Plus Savings EVO 101-200 Save $900 ($300 x 3 months) EVO 201-500 Save $1,200 ($400 x 3 months) EVO 501+ Save $1,500 ($500 x 3 months) Customers must purchase NFL Sunday Ticket to receive discounts
  • 25. Integrated Into Sales App (www.dtvdealers-salesapp.com) Customize variables to improve relevance for business 25 NFL Sunday Ticket Profit Calculator
  • 26. Positioning the Offer 26 Sunday Ticket is an Investment Financial benefits outweigh the cost Use “Beer Math” & Profit Calculator Break costs down over 17 week season Use the Discounts as a Closing Tool “If you enroll in Sunday Ticket today, I can even get your base programming package free for the first six months.” With ROI of NFL Sunday Ticket shown, additional discounts become an enticing bonus. Our free MVP marketing tools further sweeten the pot.
  • 27. Section Four: “Today I will do what others won’t, so tomorrow I can accomplish what others can’t.” – Jerry Rice Consultative Selling Techniques 27
  • 28. Know Your Market and Your Prospect Become a revenue/profit growth consultant Ask relevant qualifying questions Expert on competition, demographics and implementation Value is the focus, not price On-going relationship with customer base 28 Market and Business Analysis
  • 29. Pequod's overview from initial meeting Long term neighborhood presence - Pizza & Beer Pub Established lunch and dinner customer base Dining and bar area seating 80 with 4 HD flat screens Fair weekend late evening bar traffic Goal is to reduce cost based on slowest business days 29 Business Analysis – Pequod’s Pizza
  • 30. Current Product 30 Comcast Sports & Entertainment package 150 channels No market support Only one regional sports channel No premium sports packages No NFL Sunday Ticket Monthly Cost: $189.95
  • 31. Pequod's Pizza Chicago north side residential location Located on high foot traffic main street Six major universities within 5 miles Large college educated population within 10 miles Large displaced employee and student population 31 Demographics
  • 32. Affluent area & university residential base Avid sports market with regional rivalries Midwest football, baseball, basketball, Big 10 college teams Huge professional and student resident population Large base of students and young professionals Competitive market with multiple sports bars nearby Pequad's needs DIRECTV to better compete and attract customers 32 Leverage the Demographics
  • 33. DIRECTV solution for Pequod's Pizza Commercial XTRA Pack Access to over 180 channels including locals Over 35 specialty and regional sports networks The most sports in HD Special mix channels NFL Sunday Ticket Every game, live every Sunday Up to 200 games during the regular season 33 The Special Recipe
  • 34. Partnership - DIRECTV • Qualify business growth needs1 • Market to target audience2 • NFL Sunday Ticket3 • Continued support & partnership4 • Immediate MVP program entry5 • Weekly information and ideas6 34
  • 35. Investment 35 COMMERCIAL XTRA Pack & NFL Sunday Ticket XTRA Package $127.99 x 12 = $1536 NFL Sunday Ticket $135.00 x 17 = $2295 ______________ Total $3831
  • 36. Pequad’s Pizza – The ROI The Call to Action Marketing to bring in both current and new customers Target event - average customer stay: 2-4 hours Total estimated revenue per “NFL Customer” = $28.00 (drinks: $16 (4 x $4.00)+ avg. food: $12.49 ($7.99 + 16.99/2) 36 Profit Point $1,100
  • 37. ROI – Use The Profit Calculator 37
  • 38. DIRECTV at Pequod's Pizza Market to neighborhood NFL Sunday Ticket banners & coasters Listing in Sports Bar Finder Offer specials for NFL kickoff week Your first weekend Host a Fantasy Football Draft night Sponsor a local recreational sports league Thursday morning 8:00am or 8:30am ? 38 New Customers Start This Weekend
  • 39. The sales process in review Become a revenue/profit growth consultant Ask relevant qualifying questions Expert on competition, demographics and implementation Value is the focus, not price On-going relationship with customer base 39 What Just Happened?
  • 40. Solution Selling and Commercial This approach applies across all verticals Commercial customers need a ROI to buy The more compelling the ROI the easier the close Market expert and analysis approach Be a consultant for their business 40 Wrap Up
  • 41. Section Five: “In this world you’re either growing or you’re dying, so get in motion and grow.” – Lou Holtz Business & Private Viewing 41
  • 42. 42 Business / Private Viewing - Pricing Draw new business and improve customer loyalty in 2013
  • 43. Business / Private – Promotions & Offers 43 FREE NFL Sunday Ticket Requires selection of Business Choice package Select in “Closing Offers” tab to ensure discount Will automatically roll-to-pay for 2014 season
  • 44. 44 Who is open on Sundays? Barbershops/Hair Salons/Nail Salons/Spas Car Washes Laundromats Retail locations Qualify and Consult Use the same approach as public viewing Identify a problem, propose a solution Reduce loss of business during the NFL season Close with free NFL Sunday Ticket offer Finding the Right Customer