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Timer Business Session
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- 2. Hello! We are BryanJenkins & Crisp McDonald We’re here to chat about the Business of Timing You can reach us at: bryan@runsignup.com crisp@runsignup.com 2
- 3. 3 RunSignup Timer Survey Results - 213 Timersresponded - 81% see your book of business growing - 67% welcome the growth - 66% of your races are local (<100 miles)
- 4. Three Biggest Challenges asa Timer 4
- 5. 3 Biggest Challenges ▷Staff management and training ○ 48% ▷ Lack of time ○ 44% ▷ Not making enough money ○ 32% 5
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- 7. Staff Recruitment 7 ▷ Considerasking STEM Middle/High School teachers about interest ○ Usually very tech savvy ○ Good with client facing services ○ Can problem solve ○ Weekends/Summers off ○ Interested in second income ▷ Create a one page document that outlines the benefits and expectations of a staff member ▷ Invite them to volunteer to get a feel
- 8. Staff Training 8 ▷ Upfrontinvestments in your time pay dividends down the road ○ Take the time in your slow season to train new staff with test events ▷ Use the tools at your disposal ○ www.runsignup.com has TONS of ‘How To’s’, blog posts and pre- recorded webinars ○ Create a list that a new staff must complete and let them work independently
- 9. Staff Management 9 ▷ Staffmanagement is normally a function of staying organized ▷ Consider Adding Project Management software ○ Basecamp (fee) ○ Trello (fee) ○ Google Sheets/Dropbox (no cost) ▷ Set stock staff emails confirming work dates, location, timelines, expectations ○ Send email on Wednesday asking for confirmation of receipt
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- 14. Work Smarter 14 ▷ Consideradding a general support inbox to take pressure off you (info@xxxxxx.com) ▷ Consider adding software to help you track customer support ○ FreshDesk ○ ZenDesk
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- 18. Automated Emails Price Increase,Registration Follow Up, RaceJoy and Incomplete Registration Emails are great ways to stay connected with your registrants (current and past). Turn On Our Marketing Integrations 18 Referral Programs Engage more participants with referral and/or swag rewards. Great way to re- engage after a participant is already registered.
- 19. Check-In App Reports After usingthe Check-In App you have reports lots of useful data that can be used to project for following years. Use the Information You Have Referral Reports Easy to run reports showing ROI and total sales from Referral programs. These snapshots reinforce your understanding of their race’s pulse. 19 CRM Reports Using the CRM to drive marketing campaigns can prove incredibly effective and an efficient use of marketing funds. Give Away Reports Give away projection tools help you let the race know approximately how many items they will need (and of what size) with the click of a button.
- 20. Work in YourDown Time 20 ▷ During your Slow Season (mid-Winter/mid-summer) ○ Set up Pre/Post Event Emails ○ Create Finisher Certificate Template ○ Create a branded ‘how to’ for your training tools ▷ During your slow day(s) ○ Turn on Private Expo Mode and Fast Registration Mode ○ Turn on Check-In App and settings ○ Test prior to use
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- 22. Partner Revenue Share Passing onthe processing fee partner revenue share (or a portion of it) to larger events can lower your overall price making you more competitive. Ways to Optimize Contractual Pricing Timer Pricing By setting an agreed upon timer pricing, a portion of your variable costs can be paid directly by the registrant. 22
- 23. Revenue ❖ Sell RaceJoyas add-on service. ❖ Charge race or participants through timer fee. Upsell RaceJoy 23 Expand your timer service offering with the most advanced form of tracking
- 24. Lead Generation Race DirectorMeet- Up Host a Race Director meet up in your area(s). RunSignup will help provide content and will support you in this effort. Exclusively for RaceDay Certified Timers. 24 Marketing Strategies Take note of marketing strategies working for your events and help (or upsell) these tools for your races. Local Race Calendar Buy a domain and add a calendar of local races. Highlight the ones you work with. Create a Listserv off interactions and look for sponsor sales for site.
- 25. Brand Marketing Create an AmbassadorTeam Pull from your current listserv to pinpoint athletes/RDs/volunteers to help organically promote your brand 25 Company Marketing Content Build a brand image with professionally created layouts and a quality video highlighting your company and services. Actually Market Your Company Buy ads, promote your business, follow up with leads, cold call events to see if they’d be interested in a conversation
- 26. Project Level Finances 26 Trainon Bookkeeping Quickbooks Online has lots of training documents. Specifically check out classes and projects. Track your profitability.
- 27. Thanks! Any questions? You canfind us at: bryan@runsignup.com crisp@runsignup.com 27
Editor's Notes
- #4 Some of you may have seen this info towards the end of yesterday, we just want to reinforce the hurdles presently before most timers More races, More competition: Means the bar has changed and continues to change. Participants: expect packet pickup to go smoothly, to be able to change things easily, to get results, to be able to be tracked by others. Spectators: are more an more part of the race experience and will be very public if the race logistics are not easy. They want information about their participant in a timely manner. With growing expectations, profits continue to be squeezed. So, races are figuring out ways to increase revenue through new revenue opportunities, or through reducing costs and creating greater efficienices. --------- More races, More competition: Means the bar has changed and continues to change. Participants: expect packet pickup to go smoothly, to be able to change things easily, to get results, to be able to be tracked by others. Spectators: are more an more part of the race experience and will be very public if the race logistics are not easy. They want information about their participant in a timely manner. spectators through social media have an avenue to communicate during the race, larger audience than just those who are running, both positive and negative, their experience matters too ⅘. With growing expectations, profits continue to be squeezed. So, races are figuring out ways to increase revenue through new revenue opportunities, or through reducing costs and creating greater efficienices.
- #5 In a crowded market, you have to figure out ways to set yourself apart (providing great guidance and support), upsell and cost cut
- #6 There are several things to consider here. You must have internet access This might seem obvious…. You must have a device(s) for registrants to use Tablets seem good in theory, but registrants tend to like to use a keyboard Chromebooks are inexpensive, durable and can serve for a variety of functions You must have Registration OPEN!!! This is the most challenging theory for some. If you don’t want athletes to be able to register online, that’s fine. But you must have RSU registration open, you can then click a setting in PEM to only allow for registrants to use SUA, KM, or EM to register.
- #13 Makes you more ‘sticky’ as they rely on you for more and more. In turn you can charge for these types of management services
- #14 Let’s break these apart and add a screen shot of each….
- #19 Let’s break these apart and add a screen shot of each…. Make mention of replacement tags in emails - use for Check-App
- #20 Let’s break these apart and add a screen shot of each….
- #21 Let’s break these apart and add a screen shot of each….
- #24 Make sure to reinforce – for Certified timers.
- #25 Let’s break these apart and add a screen shot of each….
- #26 Let’s break these apart and add a screen shot of each….
- #27 Let’s break these apart and add a screen shot of each….