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Frank Pudarich

Unique insights to help you get sponsored – Part 2

Here’s part 2 of my interview with Frank Pudarich, owner of bespoke automotive marketing company Octane Garage.

In part 1 of the interview we covered:

  • Leveraging your sponsorship dollars
  • Marketing 101 – What to include in a sponsorship proposal
  • Delivering sponsorship value and managing expectations

Sponsorship objectives: business-to-business and business-to-consumer

Kym: There’s different types of businesses that use sponsorships for different types of reasons. For example if you were a manufacturer and distributor of batteries and battery-related products, what would your major objectives be, or what equates to a return on investment for you? Is it purely about more units being sold or are there other factors?

Frank: There’s other factors. It’s similar to when I was working in car care, most automotive industries are the same, they’re very similar in their customer base and their areas of distribution; so you’d have the automotive service and retail chains, and you’ve got the individual workshops, and you may have wholesalers.

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Frank Pudarich

Unique insights to help you get sponsored – Part 1

Today it’s my pleasure to introduce Frank Pudarich, owner of bespoke automotive marketing company Octane Garage.

Frank has a long history in the automotive industry, from managing Frank’s Paint and Panel, a hugely successful business which specialised in custom car restorations to consulting with Turtle Wax to build their brand in Australia. While working at Frank’s Paint and Panel, Frank graduated from university with a marketing degree and is also a licensed tradesman.

One of Frank’s roles as a marketing consultant is to review sponsorship proposals and determine how they could work with a businesses marketing programs. Having also been on the other side of the table, preparing sponsorship proposals for his own businesses, Frank is uniquely positioned to give us some great insights into the sponsorship process.

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Sponsor Pitch

What’s the one thing sponsorship seekers have too little of (apart from money)?

It’s not passion and it’s not motivation.

It’s time; time to find and research sponsors, time to prepare sponsorship proposals and time to create unique marketing opportunities.

As a sponsorship seeker you can spend a heap of time finding and researching potential sponsors, creating spreadsheets, recording contact details and analysing the data.

I know from personal experience that sponsorship research can take days and days of your time. Research is a necessary step in the process of preparing and delivering targeted sponsorship proposals that have the best chance of success.

So what are the alternatives? Can we save time and reach better qualified leads?

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Julian Moore

Interview with a guru, a sponsorship guru

When someone’s twitter name is @SponsorshipGuru expectations are going to be high. And Julian Moore certainly lived up to my expectations.

Truth be told, I’m not really a fan of the term guru but in this case it’s an accurate description, Julian truly is “Australia’s no.1 nonprofit sponsorship specialist”.

A few months ago I was fortunate enough to attend one of Julian’s sponsorship breakfasts (organised by Strategic Membership Solutions, the consulting services company Julian and Belinda Moore own and operate), where I was able to corner him for a few minutes and fire off questions in rapid succession (something I’m known for).

I was even able to sneak my sponsorship proposal into the conversation. Julian obliged by flicking though it and pointing out a number areas that needed work and some thoughtful tips.

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Ignition Productions

Motorsport, TV and Sponsorship – Interview Summary

A while back I had the pleasure of interviewing Nathan Prendergast of Ignition Productions.

Nathan knows a thing or two about motorsport, sponsorship and TV with his role as broadcast director for the V8 Supercar telecasts.

To read the full interview use the links below or continue reading to check out Nathan’s top sponsorship tips…

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Darren Morgan - Top Fuel

Top Fuel champion Darren Morgan speaks about sponsorship

Motorsport is expensive, very expensive. Without sponsorship many forms of motorsport simply wouldn’t exist at the levels they do today.

Recently I caught up with Darren Morgan of Darren Morgan Racing; the 2011, 2012 and 2013 Australian National Drag Racing Association (ANDRA) Top Fuel Champion.

Affectionately known as Morgs, Darren is one of a handful of professional drag racers whose racing operation is completely funded by sponsorship and local investors. In Australia, the norm is for sponsorship to fund part of the racing program, with a significant portion often coming from a racer’s business interests.

Darren was introduced to Top Fuel in the 90s while crewing for drag racing legend Graeme Cowin, both here in Australia and in the US. In 2004 Darren joined the Lamattina Top Fuel Racing team, putting together the total race package including training the crew, building the transporter, preparing the tooling AND taking on the driving duties, winning the 2005 Top Fuel Championship in the process.

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Ignition Productions

Motorsport, TV and Sponsorship – part 3

Welcome to part 3 of my interview with Nathan Prendergast of Ignition Productions.

In part 2 of the interview we covered:

  • Keep your eyes open for opportunities
  • The importance of creating a personal brand
  • Forget the camera and be natural

Provide value and don’t overrate your worth

Kym: What common mistakes do you see sponsorship seekers make?

Nathan: I would be guessing. But I would think that overrating their worth would be one of them. People can be a little bit arrogant about the way they approach things. Again, potentially, depending on who’s evaluating their worth.

Kym: Does that come back to how you value a sponsorship? It’s not about cost. It doesn’t matter what you think you’re worth. It’s actually about how much value you can return to the sponsor?

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Ignition Productions

Motorsport, TV and Sponsorship – part 2

Here’s part 2 of my interview with Nathan Prendergast of Ignition Productions.

In part 1 of the interview we covered:

  • Exposure and being unique
  • Being prepared
  • Create and leverage your media opportunities

Keep your eyes open for opportunities…

Kym: So you’ve got to always be thinking. You can’t just focus purely on what you’re doing right now, but you need to be looking for opportunities, keep your eyes open?

Nathan: You can’t just sit there. You can’t chase the sponsor. They give you a check and go, “Great. Deal Done.” I can go race for the rest of the year because what benefit is a sponsor going to get out of that unless you win every single race, and there’s only a couple of people in our sport that are good enough to do that. I think you need to be constantly thinking, “Okay, how can I service this sponsor better?

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Ignition Productions

Motorsport, TV and Sponsorship – part 1

Hi and welcome to the third interview here at Practical Sponsorship ideas. This week it’s my pleasure to introduce Nathan Prendergast, head-honcho of Ignition Productions.

Nathan has a long history with motorsport, growing up around race tracks his family owned and operated during the 80s and 90s. From the age of 16 Nathan began commentating at drag racing events at Eastern Creek Raceway. This led to opportunities to work in front of the camera on TV programs like Speed Week here in Australia.

Keen to work behind the camera, Nathan honed his editing skills by putting together drag racing promos. After demonstrating his abilities he was given the opportunity to become an editor with AVE. For close to ten years Nathan worked with AVE, learning how to edit, produce, direct and manage the cameras.

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Brett De Hoedt

Brett de Hoedt – Interview Summary

Here’s a summary of my interview with Brett de Hoedt including common mistakes sponsorship seekers make, golden rules for a successful sponsorship and key points from the interview.

The full interview was pretty long so I divided it into 3 parts:

5 common mistakes sponsorship seekers make:

  1. Bland proposals that don’t grab the sponsor’s attention.
  2. The sponsorship proposal is all about logos on things. This is too simple and offers no value to the sponsor.
  3. Not offering a range of options to suit a sponsor’s budget.
  4. Not providing unique experiences for the sponsor, their staff and clients. Clients of the sponsor are often overlooked.
  5. Sponsorship proposals are often too general or broad and don’t focus on discrete benefits for the sponsor.
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