Twins Help Sponsors "Keep Score"

 
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September 6, 2006

Volume 5, Issue 15

Twins Help Sponsors "Keep Score"

By Teaming Up With Nielsen Sports - Twins Demonstrate ROI to Sponsors

Contact:  Eric Curry

                   VP Corporate Partnerships, Minnesota Twins

                   [email protected], (612) 642-7098

 

                   Douglas Barshop

                   Account Manager, Nielsen Sports

                   [email protected]

                   (646) 654-5985

 

Team: Minnesota Twins

 

Program Title: Maximizing the Value of Sponsor-Placed Media using Nielsen Sports' Sponsorship Scorecard® Service

Objective: The Minnesota Twins wanted to determine how successfully it was using its stadium advertising locations to drive additional revenue for the team and provide greater exposure for sponsors.

 

Program Description: Until recently, the only way the Twins could gauge the value of its field level signage was to review clips from broadcast coverage of its games.  But the team recognized that if it could find a more effective way to measure sponsor-placed media, it could improve its sales efforts by clearly demonstrating to sponsors the positive return on investment.  That’s why, in 2005, the Twins became one of the first Major League Baseball teams to sign up for Nielsen Sports’ Sponsorship Scorecard service.

Sponsorship Scorecard measures:

·        The number of times a sponsor’s brand is seen or mentioned during a televised sporting event.

·        The duration of each exposure.

·        Household and demographic impressions for all occurrences.

The Twins were certain they could optimize additional stadium locations to benefit new sponsors; and to confirm this, it placed team logos in strategic sites throughout the stadium.  Sponsorship Scorecard then measured each time a logo appeared on camera, and delivered the results via its online tool. 

“We placed Twins banners or logos in locations we believed had great exposure potential, and then had the Nielsen folks code those areas for us,” said Eric Curry, the Twins’ Vice President of Corporate Sponsorships.  “A couple of the areas were so good, we were able to take the data to perspective sponsors and sell the signage location.”

Results: With the information provided by Sponsorship Scorecard, the Twins could identify the most valuable locations for sponsor-placed media and fully leverage its “television real estate.”  This allowed the team to validate its 2006 sponsorship rates, or even charge more for the same signage spots by providing both current and potential sponsors with quantifiable data based on Sponsorship Scorecard results.

At the same time, the club was able to project the number and duration of occurrences and household impressions for each stadium location, as well as the sponsors seen or mentioned during 2005 home games. 

In one instance, the Twins learned that one of its unused locations achieved 535 occurrences; more than 26 minutes of television exposure; and 12.5 million household impressions (equivalized to 30 seconds).  These impressive findings helped the team upgrade a sponsor to the new location at a 30 percent premium.

“We got great results,” said Eric Curry. “Some of the spots we thought were getting good exposure actually turned out to be much better than we thought.  We were able to substantiate some sizeable package increases using some of the data in renewal proposals.  In every recap in which the package included field level signage our clients very much enjoyed getting some tangible evidence that their logos and messages were getting out there.”

It was a win for the sponsor as well, who this year expects to see the number of impressions grow significantly more than the percentage of its rate increase.

 

 

Looking Ahead: The Minnesota Twins continues to be a leading organization both on and off the field by providing sponsors with actionable data.  Like all other MLB clubs that signed up for Nielsen Sports’ Sponsorship Scorecard, the Twins renewed for 2006 and look forward to using Sponsorship Scorecard data to increase sales and build even better relationships with its sponsors.

 


 

 

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