10 fei vienam workshop marketing

Nick DoddsManaging Director

DAY THREE – AGENDASession OneMarketing:– Basic Introduction, Audience Development, Media and PRSession TwoMarketing– Online Marketing: Edinburgh International FestivalSession Three and FourFundraising:– Governments, Sponsorship, Trusts and Foundations,

Individuals

British Council VietnamFestival Workshop17-20 March 2010


Marketing and CommunicationsThis section aims to give those who are newto festival marketing and communicationsa basic guide to help them through theplanning process. It may also act as a stimulus for more experienced festival & eventmarketers to review or rethink existing activity.


GENERAL MARKETING PRINCIPALS

The development of an effective marketing and communications plan is essential for the delivery of a successful festival.

The key is to match your festival concept (the theme, programme, etc) with the appropriate audience (those who will attend or participate in your event). In order to do that, you must have a strong idea of what the event actually offers and to whom. You also need to have an effective plan of action and the necessary resources to implement it.


SPECIAL FESTIVAL MARKETING CONSIDERATIONS

Festival are, in general, special annual or one-off manifestationsthat take place in a specific, relatively short time-frame.

You have a finite period to plan and action your marketing activity and a one-time-only chance to mount your festival. Remember, attendees that you attract to your festival as a result of your marketing activity are themselves key to the event’s success. If you attract the right type and level of attendees, this will help create the special atmosphere and experience that the Festival aspires to offer, not to mention any financial or other targets that you have set.


FESTIVAL MARKETING Where to start: the situational analysisThe first stage of devising your marketing plan

involves what is sometimes called the ‘situational analysis’.

It basically means taking a step back and having a good look at all the available information that relates to the festival before devising a plan to move forward


SIYUATIONAL ANALYSISThe existing audience for the event (i.e. who comes, where from, how many, levelof repeat attendees, level of first time attendees, has the audience profile changedover the years, etc?)If there is any existing research (i.e. do you hold any hard information on youraudiences, have you closely examined it, what does it tell you, is it recent, whatelse do you need to find out, etc?)Previous marketing activity and resources (i.e. what has worked in the past,what could be developed further, etc?)Available resources (i.e. budget, staff, stakeholder support and amount of timeavailable to deliver the plan, etc)Competitor analysis (i.e. does the event have any competitors, can you learnfrom them?)Income targets (i.e. what level of return does the marketing activity aim to deliverby way of ticket sales, what are the other sources of potential income and canmarketing activity influence these?)


MARKETING RESOURCESWhen preparing your Marketing and Communications Plan you

must keep the available resources at the forefront of your mind.

There are three key resource factors to consider:> Budget – you need to establish the basic marketing budget at

the outset. 5-10-15-20%> Time – you need to be aware of what’s actually possible in the

time available – GETTING EASIER> Staff – you need to agree who’s responsible for what and

identify if there are any sources of additional assistance


Identifying Target MarketsIdentify in detail the types of groups that you will actually spend time and

money trying to attract: specific and realistic.

Who are the Target Markets?: Residents and Visitors: these may include previous attendees; new audiences; special interest and community groups; schools; specific age, socio-economic and ethnic groups; families, couples, tourists, future sponsors, the media, stakeholders, key influencers

Where are the Target Markets?: for each entry in the WHO category you should identify WHERE they are likely to be drawn from, i.e. the local community, the wider region, Vietnam, Asia, the world. Be Realistic

.


Building and Developing your audienceYour existing audiences are one of your most important assets. • At the very least you need to ensure that you are constantly building and utilising

your audience database. You need to understand your current audience profile in order to maintain and develop it further.

• Audience data should be captured at every event and trends analysed and compared to previous years. Your existing audiences can be useful ambassadors for your event. They are important in spreading positive word-of-mouth and should be nurtured in order that they will return.

• In accordance with budget limitations, remember to concentrate on your existing and ‘potential new audiences’ and don’t spend valuable time trying to convert groups that your research and experience tell you may be indifferent or unlikely to attend.

• The more you understand about your current and potential audiences, the more sophisticated you can become in using different techniques to target specific groups

• Remember to talk to them regularly – mailings, offers etc. Build relationships


Building the Marketing and Coms Plan

Marketing Objectives: Where do you want to go?Make sure your marketing objectives are SMART :Specific – do they describe precisely what are you aiming to

achieve?Measurable – can you define and measure them?Achievable – do you have the resources to put them into action?Realistic – never over-estimate anything, especially financial targetsTimely – can you achieve them in the timeframe available


Developing the Marketing Strategy: How are you going to get there?

Marketing Mix: What makes people attend events?

Product – what the event offersCan you develop the product any further? PackagingPrice – the cost of attendingHow does the cost of attending the event add up? Discounting?Convenience – making it easy to attend Access to tickets. Getting there?Promotion – saying the right things to the right people What’s the message? Why you have to be there?


• Marketing Tools: Some of the most commonly used event marketing tools include:

• Print: posters, leaflets, postcards, programmes, etc• Direct mail and print distribution• Media advertising: print, radio and TV• Website/internet/e-bulletins• Outdoor advertising: billboards, bus sides, poster sites, street

dressing, etc• Friends/ambassadors’ programmes/clubs• Media releases, promotions and activity• Media sponsorship


Top Tips….

Build your customer database….

Choose the most practical method of delivery...Direct Mail?


Media Relations and Planning• Build a media database.• Be aware of deadline days and preferred format (email or post) • Keep a track of media response and interest.• Create a good relationship with the local paper and appropriate

journalists.• Think about angles and sell the story• Always be accurate and honest when dealing with the media.• Provide appropriate accreditation and facilities for the media to report

from the event. • Remember to invite journalists to review the event.• Always say “thank you” if the event is covered.


Lots of Resources On-Line

Event Scotland• http://www.eventscotland.org/funding-and-re

sources/event-management-a-practical-guide/

http://www.eventscotland.org/funding-and-resources/event-management-a-practical-guide/




Marketing Plan Template


Marketing Action Plan Template


Thank You

Questions ?

10 fei vienam workshop marketing

Education

Transcript of 10 fei vienam workshop marketing