Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Sponsorship pricing session

617 views

Published on

Published in: Business, Technology
  • Be the first to comment

  • Be the first to like this

Sponsorship pricing session

  1. 1. How Much is it Really Worth? <br />Pricing Guidelines<br />Pierre Laxa and Gabriele Drechsel<br />FMWRC Corporate Partnerships<br />
  2. 2. Agenda<br />1. Overview of Pricing Guidelines<br />2. Case Study<br />3. Garrison Examples <br />4. Practical Exercises<br />
  3. 3. Overview of Pricing Guidelines<br />There are no absolute rules<br /><ul><li> Pricing is most challenging
  4. 4. Trading value for value
  5. 5. Industry guidelines
  6. 6. Reputation and track record
  7. 7. Economy</li></li></ul><li>Pricing Guidelines<br />Overall Considerations<br /><ul><li> Name and date of event
  8. 8. Location of event
  9. 9. Attendance history
  10. 10. Demographics
  11. 11. History of event
  12. 12. POC name and contact information
  13. 13. Generic marketing opportunities
  14. 14. Generic participation ideas</li></ul> <br />
  15. 15. Pricing Guidelines (cont’d)<br />Tangible Assets<br /><ul><li> Face Value
  16. 16. Tickets to event
  17. 17. Program ad
  18. 18. Booth/display space
  19. 19. VIP opportunities
  20. 20. Publications and collateral materials
  21. 21. Signage
  22. 22. Website
  23. 23. Sampling/couponing</li></li></ul><li>Pricing Guidelines (cont’d)<br />Intangible Assets<br /><ul><li> Category exclusivity
  24. 24. Right of first refusal
  25. 25. Protection from clutter
  26. 26. Audience loyalty
  27. 27. Prestige of property
  28. 28. Activation
  29. 29. Networking opportunities
  30. 30. Media coverage potential</li></ul> <br /> <br />
  31. 31. Pricing Guidelines (cont’d)<br />Establishing the Price<br /><ul><li> Two methods
  32. 32. IEG
  33. 33. Cost/benefit ratio
  34. 34. Sylvia Allen
  35. 35. Gross Impressions
  36. 36. Number of impressions
  37. 37. Duration of exposure</li></li></ul><li>Pricing Guidelines (cont’d)<br />Advertising<br /><ul><li> Rate card
  38. 38. Cost per thousand</li></li></ul><li>Pricing Guidelines (cont’d)<br />Case study: <br /><ul><li> Soldier Show</li></ul>Garrison examples / Practical exercise<br />
  39. 39. Pricing Guidelines (cont’d)<br />Contact Information:<br />Gabriele Drechsel<br />Senior Client Relations Manager<br />Ph: 703-681-1622; e-mail: gabriele.drechsel@us.army.mil<br />Pierre Laxa<br />Chief, Corporate Partnerships<br />Ph: 703-681-1547; e-mail: pierre.laxa@us.army.mil<br />

×