Case Study: Tennis Sponsorship Campaign

Sinclair and Ruiz designed and implemented a sports marketing sponsorship campaign to reach a niche market for a resort client. The client’s infrastructure encompasses 4 hotels, a marina, golf and country club, and a gated residential community. The multi-dimensional campaign included advertising, PR and event participation, which secured leads as desired.

Following the initial campaign and implementation of the subsequent inbound marketing strategy, leads purchased all-inclusive packages at our client’s resort to participate in a 4-day tennis tournament.

The tournament was incorporated into the sports marketing campaign in order to generate an immediate return on investment. In addition to the tournament participants, those leads provided referrals to spouses and other family members who also traveled to the resort on dates within the 4 months following the conclusion of the campaign. Therefore the encouragement of referrals as part of the campaign increased the client’s short-term return on investment.  Within the first 4 months following the conclusion of the campaign, our client registered a lead conversion rate of 11%, concluding the 12 month cycle with a conversion rate of 33%.

Contact info@sinclairandruiz.com to discuss how sponsorship campaigns and sports marketing can increase your organization’s brand awareness and sales. You may also visit www.sinclairandruiz.com.

 

 

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Case Study: Fly and Buy Discovery Week Campaign

Sinclair and Ruiz promoted and coordinated a Discovery Week trip for a developer client who was seeking to promote awareness of their new rental and property management service; along with the remaining units available for sale in their latest condominium project.  The campaign was designed to convert leads obtained through different marketing efforts into clients.

Our team assisted with the design and implementation of the Discovery Week invitation and travel logistics. In order to engage with the leads, we designed a communications strategy to speak to the needs and emotional wishes of the prospective clients. We delivered this communication strategy via inbound marketing efforts, and providing easy contact with our branded representatives for interested parties. Upon reaching the desired level of engagement we maintained frequent communication with the prospective clients to answer questions, assist with travel arrangements, collect any required fees, and increase excitement about the Discovery Week.

To support our developer client, assisted in the design of the Discovery Week Schedule, in order to optimize the possibility of obtaining successful fly and buy sales results.

At the campaign conclusion, our client obtained a 52% conversion rate of prospective clients that paid their own flight and a discounted condominium rental rate to spend a week at the units available for rent. In addition to earning new rental clients, our client sold condominium units by the end of the Discovery Week, thus generating a short term return on their investment.

 

Contact Sinclair and Ruiz today at info@sinclairandruiz.com to learn how we can design and manage your successful Fly and Buy campaign. www.sinclairandruiz.com

Marketing Strategy vs. Execution: Ending the Blame Game for the Sake of Success

Blame is often distributed generously when companies don’t obtain the expected return on investment. Most often, the “execution” phase becomes the accused party. As noted in a recent article in the Harvard Business Journal, it is common for businesses to follow the mantra that “a mediocre strategy well executed is better than a great strategy poorly executed.”[1] The article argues that the metaphor is misguided, and that having a good strategy is important. Therefore, a poor strategy won’t cut it even with a spectacular execution.

We agree. Success depends to a great extent on a sound strategy – because even great execution simply follows a blue print. A key element to designing a good strategy is considering the realities and needs of the business from the perspective of the staff that will execute strategy, as well as management’s expectations.  Communication across the board is important if you want to start on the right foot.

Having said that, once you have a sound strategy  it is not wise to underestimate the importance of the execution phase. Follow-up, guidance and communication will continue to be necessary throughout the execution phase.  This way management can determine if processes are flowing effectively and  if there are any areas for improvement.

Strategy and execution go hand-in hand. Although it is essential to stick to the strategy’s framework, it is also important to allow it a measure of flexibility. Thus, the strategy can be modified or improved according to the needs of the company’s day to day operations. Companies and – especially- organizations that depend on external funding are subject to ebbs and flows, and do not always operate under ideal circumstances.  The strategy must be able to adapt to changes.

In conclusion, strategies should not be abstract concepts designed from the top-down. Their design requires communication with all levels of the company to become truly effective. Execution must be properly monitored to ensure the strategy is implemented correctly. Both phases are important and fulfill specific needs. Both must be approached seriously if your goal is success rather than reaching a state of “good enough”.

CIS

Carolina@sinclairandruiz.com

www.sinclairandruiz.com/marketing

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[1] Roger L. Martin, “Drawing a line between strategy and execution almost guarantees failure,” Harvard Business Review, July – August 2010, 66.

Event Management: 5 tips for increasing attendance

Organizing a successful event requires detailed planning. A great part of the success will depend on generating the desired attendance.

You may have the perfect food, entertainment, exhibitors and ambiance; but you also need to attract people – which can often be one of the bigger challenges of organizing an event.

One of 26 exclusive events managed by S&R to date.

The following are a few tips that will help you improve attendance:

1.- Information: Your invitations should have all the necessary information (date, time, place); but also describe de event in a way that will peak the interest of the people you want to see there.  This may sound obvious, but often invitations lack detail about the type of event and its purpose.

2.- Invite Existing Clients: Even if the purpose of your event is to connect with potential clients, be sure to invite existing clients. Not only is it great to keep in touch with them, but they are also a great source of referrals. Encourage them to bring along friends or colleagues.

3.- Be accessible: Provide a telephone number and email address where the event can be reached to answer questions. This is especially important if you are reaching out to potential clients who may have questions before committing their time to you.

4.- Automate: Become more efficient by setting-up  online registration, RSVP, and method of payment (if applicable).

5.- Confirm: Once a guest RSVPs or registers be sure to confirm it right away. Confirmation is very simple when you have an automated system. Furthermore, it is important to send a reminder of the event if guests register a few  days before the event actually takes place.

These tips can be adapted in different ways depending on the type of event and its objective. We encourage you to seek the assistance of a professional event manager to ensure all aspects of planning are taken care of, so you can enjoy your event and focus on your clients, prospects and reaching your goals.

Carolina Ibarra Sinclair

http://www.sinclairandruiz.com

info@sinclairandruiz.com

Related articles:

http://xicoarteycultura.wordpress.com/2012/01/14/event-planning-the-fundraiser/

http://www.coachdanfoster.com/2010/06/7-tips-for-planning-a-great-event/