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It is well documented that brands that increase advertising during a recession, when competitors are cutting back, can improve market share and return on investment at lower cost than during good economic times.
John Quelch that appeared in The Financial Times (2008)
SMEs see direct mail as offering the best return on investment of all their marketing spend.
New Brand Vision Group 2008 Survey
The Challenge
Introduce a new database that will be able to touch all areas of
the Association from
1.) Administration to
2.) Revenue Generation/Marketing
Coaching
Player
E-Learning
One main
Database
NIBFA
Email/Letter/SMS
Womens
High
Performance
FSI
Data
Discipline
Email/Letter/SMS
Data
Data
Comp/Fixture
Management
Email/SMS/Letter
Referees
Membership
Loyalty Caps
Loyalty Points
Data
Email/Letter/SMS
International
Management
Media
Accreditation
E-Marketing
Ticketing
Event
Management
Admin: Discipline
Admin: Coaching
Admin: Refereeing
Integrated Solution
Increased revenue
Single Record for each Individual
Audit trails and accountability ticket sales
Reduced Human Error due to applied rules in the software
Increased accessibility to data real time
Future proof expansion able to add additional modules to the
main CRM system
Reduced demand on IFA staff ie ticketing
Able to market and communicate to our fan base
Advantages v Disadvantages
Advantages
One database, one record per
individual
Plug and play system with a company
with previous history in the sports
sector
Transformed our processes
Modular based system so the database
can be expanded in the future
Access to the system is via an internet
browser
Database for Marketing (Revenue
generation and keeping fans informed)
and administration (cost saving/more
efficient in the way we work)
Disadvantage
Guinea Pig it has been hard
work! First users in some of
the modules
Culture Change getting staff
to change the way they are
working
Cost for change requests
Issues if the internet goes
down
Learning's
This is not an easy project!!
It is good to have one project manager in your
business who has previous experience and
knowledge in database and data cleansing.
Scope all areas first (be specific as possible
and try to cover all areas) change request are
costly!!
Hold monthly conference calls and develop a
work stack report
Learning's
Agree maintenance fee up front
Agree a change request fee up front push
them down on price!
Bring on board a partner who has previous
CRM knowledge
Basic Tips
Basic Tips
Basic Tips
Pin Point those customers who buy from you and get
them to spend more (high valued and most profitable)
this is one of the ways to tough out the recession!
Introduce a loyalty scheme to reward your customers
Target new customers with the same profile as your
current profitable customers
Make sure your DM has the right message to the right
customers, a call to action, may be lead with an offer
Data Protection Act make sure you comply with this
Act
Make sure your database is flexible ie able to expand,
add more fields etc.
Basic Tips
Campaigns
BT
Direct Mail campaigns acquisition and retention
and loyalty campaigns
Irish FA:
Renewal of our block booking ticket sales
Identification of new Sponsors telesales