Wednesday, November 13, 2019
has columns on motorsports in the Media Group Newspaper;
PennSports.Live; Inside Track Motorsports News,
Canada and Area Auto Racing News, Trenton, NJ, and Late Model
For many years his sponsorship column has appeared in the
Considered an authority on
the subject of sponsorship marketing.
He has been quoted regarding motorsports sponsorship in
a variety of publications including USA Today, NY Times,
National Speed Sport News, and others.
In addition Saxton publishes Motorsports Sponsorship
Marketing News, a newsletter that informs and educates
readers about sponsorship marketing. The newsletter is in
its 32nd year.
He was president of the Eastern Motorsport
Press Association for more than 40 years.
Saxton was one
of the original members of the NASCAR Hall of Fame Voting
CONTINUOUSLY SINCE 1985
Racer, the Promoter and Event Organizer.
the Newsletter that offers the latest news, tips, helps, expert
advise and success stories in motorsports sponsorship - it has
helped many be successful with their sponsorship marketing
Experts in the industry appear in each issue giving you exclusive
insight into the Motorsports Sponsorship Industry.
Learn How To Be More Successful From Those Who
STAY INFORMED WITH THIS NEWSLETTER
NEWSLETTER THAT KEEPS YOU INFORMED ON THE LATEST NEWS IN
SPONSORSHIP MARKETING IN MOTORSPORTS !!
brainstorming session on sponsorship marketing!
MOTORSPORTS SPONSORSHIP MARKETING NEWS
"Marketing Through Motorsports"
$29.95* - per Year
$5.00 per year subscriptions outside the U.S.
now...VISA and MasterCard are
accepted OR ..... mail check or money order to:
Ernie Saxton Communications
1448 Hollywood Avenue
Langhorne, PA 19047
Twitter @ ernsax
... more than 40 years
of Sponsorship Marketing
and Public Relations experience !!!
"Ya can't talk
Indy without Foyt, just like you can't talk sponsorship
without Saxton" - Karl Fredrickson of Speedway Illustrated
1448 Hollywood Avenue
Langhorne, Pa. 19047-7417
Twitter @ ernsax
IT IS TIME TO BE WORKING
ON SPONSORSHIP FOR 2020 AND WE OFFER SOME HELPS
LANGHORNE, PA August 10, 2019 . . . Another motorsports
season is moving closer to being over. At least that is true in
a big area of the country. With that in mind it is time to be
working on sponsorship for next year. In fact you should be well
into your sponsorship efforts for 2020.
There is a new issue
of Ernie Saxton Motorsports Sponsorship Marketing News hot off
the press and it can, will be, a big help to you in your
Attorney Michael K. Spotts teaches
readers how written sponsorship agreements come together.
Ten essential steps to creating a winning sponsorship
proposal is offered by Kym Oberauer.
And there is the
sponsorship checkup by Kristin Swartzlander that will tell you
what you have been doing right and what is being done that is
Marcie Barlow will teach you about the all-important
social media influencers.
How about learning what press
release basics are being ignored and what can be done to correct
them. PR expert Mickie Kennedy shares his ideas with readers.
And there is a bunch of sponsorship news being shared with
A sample edition of the newsletter, it its 35th
year of publication, is available upon request. Just send an
email to publisher Ernie Saxton at firstname.lastname@example.org and
include your postal mailing address.
A one year
subscription can be had for just $29.95 (regular price is
$39.95). Just telephone 215.752.7797 and have your Visa or MC
ready please. And we will include the new edition free with your
subscription starting with the next edition. Of course a check
can be mailed to ESC, Inc., 1448 Hollywood Avenue, Langhorne, PA
Ernie Saxton Communications, Inc. provides public
relations and publicity services to racers, race teams and track
operators. Ernie Saxton has been involved in motorsports for
more than 60 years.
In addition to the newsletter Saxton
also has a column appearing in the nationally circulated Area
Auto Racing News. September will mark his 39th year with the
weekly publication. In addition his columns can be found in Late
Model Racer, Inside Track Motorsports News, Media News Group,
PennSports.Live and from time-to-time a variety of other
publications. His firm, Ernie Saxton Communications, provides
public relations and marketing services to a number of long term
ESC is located in Langhorne, PA and can be
reached at 215.752.7797, 267.934.7286 or email@example.com.
THE LATEST EDITION OF
ERNIE SAXTON'S MOTORSPORTS SPONSORSHIP MARKETING NEWS TALKS
ABOUT NEW MARKETING, OLD MARKETING AND BEING PREPARED
LANGHORNE, PA May 29, 2019 . . . Contrary to some opinions
traditional marketing methods are not dead. In fact nothing
could be farther from the truth.
In the latest edition of
Ernie Saxton's Motorsports Sponsorship Marketing News, now in
its 35th year of publication, Attorney Michael K. Spotts offers
"Change is upon us in Motorsports Marketing, Are you Prepared
for the Changes?"
The article talks about the traditional
ways of motorsports marketing and what is happening in the way
of changes. It is important information to help readers be
successful with their sponsorship efforts.
Swartzlander, an expert in sponsorship marketing, shares her
thoughts with "Helping Marketing Partners Achieve Goals Starts
With Knowing What They Are."
"Social Media: The Good, The
Bad And The Ugly" is presented by Marcie Barlow.
there are a number of other articles that will be helpful to
those seeking sponsorship and looking to improve their
sponsorship marketing efforts. In addition there is news on a
number of new sponsorship deals in motorsports.
copy of the latest Ernie Saxton's Motorsports Sponsorship
Marketing News can be had by emailing Esaxton144@aol.com and
include your name and POSTAL mailing address.
A one year
subscription is available for just $19.95 (a $20 savings from
the regular price of $39.95) though that special offer could end
at any time.
To order a one year subscription telephone
215.752.7797 and have your Visa or MasterCard ready. If you
prefer to mail a check make it payable to ESC, Inc. and mail to
1448 Hollywood Avenue, Langhorne, PA 19047.
also available to create sponsorship proposals, sponsorship
campaigns, press releases and as a consultant. He has been
involved in the business of motorsports for more than 50 years.
Got a question about sponsorship? Give Ernie a call on his
cell at 267.934.7286.
“HOW TO FIND TIME FOR SPONSORSHIP WORK” AND MORE IN THIS EDITION
OF ERNIE SAXTON’S MOTORSPORTS SPONSORSHIP MARKETING NEWS
LANGHORNE, PA March 2, 2019 . . . Often times we hear racers
tell us that the reason they are not successful at securing
sponsorship is because they just don’t have the time needed to
devote to it. In the latest edition of Ernie Saxton’s
Motorsports Sponsorship Marketing News Kristin Swartzlander,
considered an expert in sponsorship marketing, shares some ideas
on “How to Find Time for Sponsorship Work”. We are sharing a few
of the ideas but you will have to sign up for a subscription to
see the rest of the article.
When working with clients,
answering questions in our sponsorship success group, fielding
emails or talking to racers at events, one of the biggest
barriers teams feel in finding sponsorship is: "I don't have
It's a legit concern, but it's a claim that
we make probably every day.
Think about the conversations
you just had over the holiday season. When someone mentions what
they're up to or their goals for the next year, we've all said
we don't have time for things that we legitimately want to do.
It might be finding sponsors for the upcoming season. It might
be starting a side business or working out or cooking
home-cooked meals or taking the kids to a trampoline park. (<-
That's what you do with children, right? 'Trampolines' seems
We've never been - or felt - busier. There's never
But here's the hard truth: if you don't have
time to find sponsorship, you don't have time to have marketing
partners because you don't have time to serve them.
And the Swartzlander article goes on.
Also in this edition of Motorsports Sponsorship Marketing News
is the finish of a two part article by Attorney M.K Spotts on
“Social Media Management”.
Kym Oberauer offers some great
sponsorship help with his article titled “How to Attract
Sponsors Using Irresistible Opportunities”.
And there is
some help with public relations efforts including an article
from Mickie Kennedy’s eReleases that offers great tips on
producing news releases that will be used plus a load of news on
successful sponsorship deals that have recently been announced.
A one year subscription to the newsletter, now in its 35th
year, is priced at $29.99 while a two year subscription is just
$39.95. That is quite a savings. And if you sign up by April 1st
we will include the issue which has the first part of the Spotts
article at no charge.
Send check payable to ESC at 1448
Hollywood Avenue, Langhorne, PA 19047 or have your MasterCard or
VISA ready and telephone 267.934.7286.
Saxton, with more than 45 years’ experience in sponsorship and
public relations, offers his services in sponsorship marketing,
public relations and consulting. Telephone 267.934.7286 or email
Esaxton144@aol.com to have some questions answered or just find
out how we can help you. Or check out our website at
POTENTIAL SPONSORS TOO-SMALL OR TOO-LARGE?
By Ernie Saxton
If you are going sponsorship hunting you should know your
audience and your assets. Know what you have to offer.
Too-Small Sponsorship Prospects.
Instead of crossing them
off your list as having too-little budget for your team or no
interest in regions outside of theirs when you're growing your
racing schedule, ask yourself: how can I serve them within their
region and their budget?
Could you consider offering
these types of smaller/regional businesses a (smaller) package
based on their portion of your schedule?
positively must lay everything on the table, just to be clear,
so nobody thinks they're paying for a placement at all of your
races and only getting the ones in their region. But having a
wing or body panel that changes over depending on where you're
racing, and activation on the local level that reflects that
local partnership, would be a good way to not stretch a local
company's budget with placements and activations that don't
Too-Large Corporate Sponsorship Prospects.
The challenge with large or national corporations is
two-fold: if you're a local or regional racer, they probably not
interested in â€˜playing small' and dedicating the time needed to
activate a local or regional partnership when they can do that
with larger media buys. It's also difficult to reach a
decision-maker at the national level when you're playing in
One thing to think about here is franchising.
While some companies own all of their own locations, many large
corporations license franchises that are owner-operated. Meaning
that each location is owned and operated individually. That
means that although they generally need to have their marketing
spend approved by corporation, the decisions are largely their
Approaching a franchise owner in your region is a
way to get the ball rolling with a partnership that benefits
that location and doesn't require working with the national
marketing director or, often the advertising agency that
represents their marketing.
Many franchisees also own
more than one location in the same region, so the same
decision-maker may be able to pool funding from more than one
store. That's a way to turn a small business into a medium
business, or a big business into a medium one, depending on how
you look at it.
Another thing to think about is that they
often receive a portion of an advertising co-op fund. That means
that the company sets aside an amount of money for their
franchisees to spend on advertising. The franchisees will either
get a portion of that money or they will vote as a group on
where to spend that pool.
If they are not a franchise
model, they most likely have a regional marketing director or a
regional manager that oversees stores in certain regions.
They're likely making the marketing decisions for more than one
store. Just picking one region to start with may eventually lead
you to a major partnership. Another way to turn a big business
into a medium or small business that aligns with your audience
size and reach.
One last thing to keep in mind with
corporations is that one of the reasons that big companies like
that are so difficult to reach is that they are utilizing an
advertising agency to guide them on their marketing spend. Most
advertising agencies don't ever look at race cars for ad spend
for a number of reasons â€“ having worked in them, I could go on
all day about why â€“ but that's one hoop you'll jump through in
trying to reach them. It's often better to get one or two stores
involved at first and have them take it to the person above them
who works it up the ladder to the agency than trying to approach
the national marketing director, who's just managing the ad
Just Right-Sized Sponsorship Prospects.
know, we're getting thereâ€¦how do you find Goldilocks? Well, you
can tailor your packages to make the too-small ones work, or you
can break the too-big ones into bite-sized regions. Or, you can
look at both of these companies' competition.
large and small company that fits your brand, there is a
competitor. There likely is a medium-sized competitor or
The same qualities that make your
team a good fit with the audience of national brands are the
same things that make your team a good fit for their smaller
competition. Those who want to reach a medium-sized audience at
a medium-sized price in the region they're looking to serve.
The good news is that Goldilocks is out there. In fact, you
can find her in places that you previously might have thought
were too large or too small. All you have to do is look.
SOMETHING HAS BEEN BOTHERING ME. I have noticed more and more
that racers going to victory lane are being forced to stand
behind fake checks, event sponsor signs, organization sponsor
signs and more. The result is that the racer has his or her
sponsor names and logs hidden from view and the result is that
the sponsors, the ones that sponsor the racers throughout the
season, foot the bill for him or her to go racing, are being
denied the exposure to fans and media that has been promised in
the sponsorship proposal.
There should be a way to have a
raised platform that has the racer and car displayed in the back
with the signage on the lower level in front. Or put the signage
on the raised platform in the back with the racer and race
vehicle in front. That way everyone gets the exposure they paid
for and deserve.
CHECK IN at
www.dirtymouthcommunications.come or www.saxtonsponsormarket.com
for additional information or helps.
SPECIAL OFFER. Until
the end of the year we are offering a one year subscription to
Motorsports Sponsorship Marketing News for just $29.95 and we
will include our Hodgepodge of Sponsorship Helps. And you can
get two years for $39.95. Call us at 267.934.7286.
TEN QUESTIONS YOU MUST
ASK A POTENTIAL SPONSOR BEFORE PREPARING A PROPOSAL
TWO YEARS FOR THE PRICE OF ONE MAKES A GREAT CHRISTMAS GIFT
LANGHORNE, PA NOVEMBER 25, 2018 . . . The racing season is over
and the search is on as racers work at attracting new sponsors
and replacing those that are leaving. Sponsorship success is
becoming more difficult with so much competition out there for
the marketing dollar. The latest edition and all editions of
Ernie Saxton1s Motorsports Sponsorship Marketing News offers
just the information, expert help, which is needed to be
successful at attracting sponsorship.
The latest edition
offers another great article by Attorney Michael K. Spotts
titled 'Business to Business Sponsorships'. This article shares
his secrets of success in this important area of sponsorship
that can add so much value.
Sponsorship expert Kym
Oberauer offers 'Ten Questions You Must Ask A Sponsor.' A wealth
of good ideas.
With the season winding down and
sponsorship efforts getting started, actually should be started,
these and other articles in the newest edition of Ernie Saxton?s
Motorsports Sponsorship Marketing News will be a big help.
Kristin Swartzlander explains the difference between a
sponsor and a marketing partner.
Marcie Barlow shares
with readers the successful and unique sponsorship efforts of
racer Austin Berry,
Speedway Illustrated writer Bruce
Bennett shares his thoughts on why he feels media coverage is so
And there is sponsorship potpourri that offers
news on new sponsorship deals that have been announced recently.
This info packed issue will be sent FREE when you sign up
for a one year subscription to Ernie Saxton's Motorsports
Sponsorship Marketing News, now in its 35th year of publishing.
One year is priced at just $29.95, or two years for $39.95. A
great Christmas gift idea for that racer on the list. To order
telephone Ernie Saxton at 215.752.7797. Or just send your check
to ESC, Inc., 1448 Hollywood Avenue, Langhorne, PA 19047.
Ernie Saxton, involved in sponsorship, marketing and public
relations in motorsports for more than 40 years, is available to
consult regarding sponsorship, put together a sponsorship
package, contract representation of race team and track
sponsorship marketing efforts and more.
articles on sponsorship can be found in a variety of
publications including National Dragster and Late Model Racing.
His columns on the sport can be found in Area Auto Racing News,
Canada's Inside Track Motorsports News, PennSports.Live, Digital
First Media (a chain of daily and weekly newspapers along with
THE SEASON IS WINDING DOWN,
TIME TO GO SEARCHING FOR MARKETING PARTNERS/SPONSORS
LANGHORNE, PA August 16, 2018 . . . "Six reasons why you
should be Sponsored" is an article that every reader will find
helpful and rewarding. Sponsorship expert Kym Oberauer talks
about the halo effect, engaged and passionate audience of fans,
social proof and influence, word-of-mount referrals,
irresistible experiences and content creation.
season winding down and sponsorship efforts getting started,
actually should be started, this and other articles in the
newest edition of Ernie Saxton's Motorsports Sponsorship
Marketing News will be a big help.
returns with "The right-sized sponsorship Prospects" while
Marcie Barlow shares her thoughts on sponsorship engagement.
Attorney Michael K. Spotts shares his thoughts on IndyCar
and NASCAR Monster Energy sponsorship.
PR expert Mickie
Kennedy shows how enhanced press releases are important to
And there is news on new sponsorship
deals that have been announced recently.
This info packed
issue will be sent FREE when you sign up for a one year
subscription to Ernie Saxton's Motorsports Sponsorship Marketing
News, now in its 35th year of publishing. One year is priced at
just $29.95, or two years for $39.95. To order telephone Ernie
Saxton at 215.752.7797. Or just send your check to ESC, Inc.,
1448 Hollywood Avenue, Langhorne, PA 19047.
involved in sponsorship, marketing and public relations in
motorsports for more than 40 years, is available to consult
regarding sponsorship, put together a sponsorship package,
contract representation of race team and track sponsorship
marketing efforts and more. You can also go to
www.saxtonsponsormarket.com to place your order.
Saxton's articles on
sponsorship can be found in a variety of publications including
National Dragster and Late Model Racing. His columns on the
sport can be found in Area Auto Racing News, Canada's Inside
Track Motorsports News, PennSports.Live, Digital First Media ( a
chain of newspapers, plus a variety of daily and weekly
newspapers along with websites.
SPONSORSHIP TIPS YOU NEED TO KNOW TO BE SUCCESSFUL AND MORE
LANGHORNE, PA June 8, 2018 . . . Have
you struggled to get noticed by potential sponsors? Do your
emails, phone calls and other forms of communication go
unanswered? Or you make a great pitch to a potential sponsor
only to hear "thanks but no thanks".
In the latest
edition of Ernie Saxton's Motorsports Sponsorship Marketing
News, published since 1985, an article titled "Seven Sponsorship
Tips You Need to Know" could very well be what you need to know
to find sponsorship success.
You need to stand out from
the crowd and the article gives you tips to do that. And a
unique part of the article will give you tips on how to take the
pain out of the price of the sponsorship.
"I think this
is one of most informative articles we have been able to offer
our readers," said publisher Ernie Saxton. "And there is so much
more information offered that can be helpful to readers as they
carry out their sponsorship efforts."
Attorney Michael K.
Spotts offers "One Day, Three Races and Their Approaches to
Sponsorship". This article offers a perspective on sponsorship
at Monaco, Indy and the Coke 600. This is a two-parter that will
finish in the next issue.
Marcie Barlow gives readers
"Motorsports Marketing Trends".
And there are a number of
sponsorship announcements and other articles to help keep
readers informed on sponsorship happenings that can be a help to
readers as they carry on with their sponsorship marketing
Those taking advantage of the
opportunity to subscribe to the newsletter, published since
1985, can get quite a bargain. Sign up now and receive two years
subscription for just $39.95, the same price as a one year
subscription and the edition with the articles mentioned will be
included. To order telephone 267.934.7286 or send a check in the
amount of $39.95 to Ernie Saxton Communications, Inc., 1448
Hollywood Avenue, Langhorne, Pa 19047. You can also go to
www.saxtonsponsormarket.com to place your order.
Ernie Saxton, involved in sponsorship, marketing and public
relations in motorsports for more than 40 years, is available to
consult with regarding sponsorship, put together a sponsorship
package, represent team and track marketing efforts and more.
Saxton's articles on sponsorship can be found in a variety
of publications including National Dragster and Late Model
Racing. His columns on the sport can be found in Area Auto
Racing News, Inside Track Motorsports News plus a variety of
daily and weekly newspapers plus website.
MICHAEL K. SPOTTS TELLS READERS OF
MOTORSPORTS SPONSORSHIP MARKETING NEWS WHY
IT IS SO IMPORTANT TO HAVE A WRITTEN
LANGHORNE, PA April 23, 2017 . . . "I
have tried to stress time and time again how
and why it is important to have a written
sponsorship agreement and to communicate
effectively with your marketing partners,"
said Attorney Michael K. Spotts in the
latest edition of Ernie Saxton's Motorsports
Sponsorship Marketing News. "Many in the
industry have gotten away from the term
'marketing partners' with an underlying
reason oftentimes being due to liability
and having a written sponsorship agreement
has gotten a lot more attention lately with
the dispute between Stewart Haas Racing and
Nature's Bakery. It is a dispute making its
way through the courts.
an outstanding job of pointing out the
reasons for a well written sponsorship
That three page article is
a must read as is Building Value in your
Brand by Kristin Swartzlander, This Is Who
We Are by Jay Gonzalez, and Attracting New
Fans is a Must by Marcie Barlow. There is a
wealth of information and a lot to be
learned in those articles plus more that
makes up the latest edition of Ernie
Saxton's Motorsports Sponsorship Marketing
A special offer is now
available that includes a one year
subscription to the newsletter, published
since 1985, and the outstanding sponsorship
book written by Alex Striler titled
Motorsports Marketing and Sponsorships. The
book has earned rave reviews. Purchased
separately the cost would be $64.95 plus
postage and handling. For a short time the
newsletter and book package is available for
$39.95 plus $6.95 to cover priority mail
To take advantage of this
great offer grab your MC or VISA and
telephone Ernie Saxton at 215.752.7797 or
mail your check payable to ESC, Inc. in the
amount of $46.90 to 1448 Hollywood Avenue,
Langhorne, PA 19047. That is a savings of
Ernie Saxton Communications
Inc., offering more than 45 years'
experience, is available as a sponsorship
consultant. In addition he is available to
prepare sponsorship proposals, contact and
cover letters, media releases and more.
Saxton has columns on sponsorship and
motorsports in general appearing in several
newspapers and trade publications including
Area Auto Racing News, National Dragster,
Inside Track Motorsports News and Late Model
Racer. He welcomes news releases from race
teams, tracks, sanctioning organizations and
others involved in the motorsports industry
Check out the
ESC website at www.saxtonsponsormarket.com.
FIND OUT REASONS COMPANIES GET INVOLVED
IN SPONSORSHIP AND IT IS NOT ALWAYS EXPOSURE;
SPECIAL TWO FOR ONE OFFER ON ERNIE SAXTON'S
MOTORSPORTS SPONSORSHIP MARKETING NEWS
LANGHORNE, PA February 16, 2017 . . . "Most of
the racers that we hear from about sponsorship still
think that logos on the race car or media exposure
are the main reasons for businesses getting involved
in sponsorship," said sponsorship expert Ernie
Saxton. The latest edition of his Motorsports
Sponsorship Marketing News newsletter offers an
article penned by Kristin Swartzlander of
dirtymouthcommunications.com that includes at least
ten reasons why companies get involved in
sponsorship and it is not always exposure.
Swartzlander includes increased brand loyalty, drive
retail traffic and/or sales, entertain clients and a
number of other reasons. Media exposure did not make
the top ten.
Joe Verdegan offers a great
article titled "Dealing With Social Media" and
handling social media is becoming more important for
racers and event organizers every day.
Marcie Barlow will tell you how important
Collaboration can be to a successful sponsorship and
Racer Rewards, of interest to racers and race
promoters, outlines their latest sponsor additions.
The January/February, 2017 issue, kicking off
the 33rd year for Motorsports Sponsorship Marketing
News, offers a number of articles that will help
readers with their sponsorship efforts along with
sponsorship news that includes the announcement of
Hooters return to NASCAR.
"There is a lot of
helpful information for those seeking sponsorship,"
said publisher Ernie Saxton. "The Kristin
Swartzlander article is worth the price of a
subscription on its own."
available for just $39.95 and for the next month new
subscribers will receive two years for the price of
one. So that is a total of $39.95 for two years.
Subscriptions mailed out of the USA are priced at
Telephone 267.934.7286 to subscribe.
Visa and MasterCard are accepted. Or mail your check
payable to ESC, Inc. to 1448 Hollywood Avenue,
Langhorne, PA 19047.
Communications Inc., offering more than 45 years'
experience, is available as a sponsorship
consultant. In addition he is available to prepare
sponsorship proposals, contact and cover letters,
media releases and more.
Saxton has columns
on sponsorship and motorsports in general appearing
in several newspapers and trade publications
including Area Auto Racing News, National Dragster,
Inside Track Motorsports News and Late Model Racer.
He welcomes news releases from race teams, tracks,
sanctioning organizations and others involved in the
motorsports industry at Esaxton144@aol.com.
ERNIE SAXTON COMMUNICATIONS, INC
Public Relations, Sponsorship
Publisher: Motorsports Sponsorship
Award winning motorsports
215.752.7797 & 267.934.7286-Esaxton144@aol.com
WHAT NOT TO DO AT A TRADE SHOW
By Ernie Saxton
Much of our column this issue
deals with trade shows since the season is over and
we felt it would be a good time to offer some
helpful sponsorship advice and a friend, a respected
marketer, sent along some helpful information.
Trish Yunick, daughter of the late and great Smokey
Yunick (a legend in NASCAR racing), sent us a letter
and I wanted to share it with our readers. It
includes some outstanding helps for those seeking
sponsorship especially since we are well into the
trade show season.
Hi Mr. Saxton,
was a long-time spokesperson for a performance
manufacturer. Today I work with them in marketing. I
handle the website and social media during the year.
As we prepare for the SEMA and PRI shows, I work on
the visual booth displays and their annual catalog.
I work the booth with them at SEMA and PRI, and I
can promise you that by the time we reach the end of
either show, we will have gotten over a hundred
unsolicited sponsorship requests at each. The past
few years it seems like we see nearly as many
sponsorship requesters as we do customers. By and
large these packets end up in the trash heap when we
leave the show hall.
Here are my hints to give a
sponsorship request the best chances of being
accepted and a relationship started:
- First of
all, understand we are not likely to make a deal
with you at the trade show. We're usually very busy
with customers who have questions about our
products. Please respect that.
- Don't leave your
unrequested proposal in our booth. Send it via mail
or electronically to our office. We don't want to
carry heavy bags on the plane any more than you do.
- Understand that appearances matter. We remember if
your posse was hanging around impatiently. We
remember how you were dressed if it wasn't
- Please make sure your proposal
is a neat looking document and have someone do a
- We prefer a mailed
document over an emailed file. Yes, it's the digital
age, but respect the sensibilities of the folks
you're asking for money.
- Send your proposal a
week or so after the show. Getting back into the
swing of things takes a few days and it's much
easier to say NO when you're overloaded.
sent, follow up a couple of times. We're busy and
often need a little push. However, gracefully accept
a NO if it's given.
- Please don't make
sponsorship requests via social media. Rarely is the
person behind those accounts actually a decision
- Consider your website and social media
presences. We look at these. We look at the quality
and frequency of material being posted. We look to
see that your traffic is what you say it is.
Run our sticker. It's sad how often that is
- Send us race updates and hi-res
photos. Your news on our sites benefits both of us.
I shouldn't have to chase you to get good photos.
- If we have a partnership in place, do come by the
booth at the show and say hi. Take just a minute to
shake a hand and say thank you. If you're in the
area of our shop, do the same thing.
time comes for us to make a decision on whether or
not to continue an agreement, what we get in return
from you really matters. Like I said, we've got an
awful lot of applicants just looking for that money.
This may not be worth anything more to you than
an unsolicited portfolio is to me at a trade show,
but maybe a glimpse behind the sponsor's eyes will
All the best,
the years in seminars and columns and in our
Motorsports Sponsorship Marketing News newsletter
(www.saxtonsponsormarket.com) I have covered all of
this material. She has given us some great material
to share with you and we say a big thank you. It
amazes me how few racers do what is outlined or keep
the promises they make when seeking the sponsorship
support. I think if racers and promoters were to do
more of this their success at obtaining and keeping
sponsorship would be much improved.
SHARES HIS SPONSORSHIP SUCCESS STORY
By Ernie Saxton
is always great to hear from someone who has
followed our advice, used some of our
materials/books, and been a success at securing
sponsorship. I wanted to share this email with you
from Mr. Amenta because it offers some great advice
as to how he was able to secure substantial
"Paul Amenta here. I
did the sponsorship hunt for Travaglin Racing here
in Connecticut. Even though I am not in that
business anymore, I still read your columns, all the
time. I'm amazed that you have to keep drilling the
same point's home to the weekly racing teams.
When I started the
sponsor hunting, I went to one of your seminars in
Daytona, bought the recommended books and followed
all the steps you have outlined in the most recent
article. We hunted for a year. We joined the local
Chamber of Commerce, and passed out business cards.
We wrote letters,
typed of course, and I had someone proofread them
for me because I would read it and not see a
mistake. Someone else's eyes would pick it up right
away. We went to all meetings dressed in business
attire, not the cloths we wore around the shop.
Once we found our
Marketing Partner, we stayed in touch with them.
Every Saturday after the races, I sent an email to
not just our primary sponsor but to all our
associates as well. If you remember, we worked a
four year contract with Kozy Shack Pudding.
Everything was laid out in the contract so there was
no pointing saying "I thought you said this". Over
the four years, we were contracted for 22 shows by
Kozy Shack. We did a total of 80 for them.
Everything from a Cub Scout Pine Wood Derby to the
St. Patrick's Day Parade in Boston, MA. The car was
on a roll off truck. We had uniforms, hats, polo
shirts, jackets, and on and on. All of the team wore
something with Kozy Shack's name on it every place
We invited the owner
of the company to the track. He came with his two
son-in-laws and had a blast in the pits with us.
We even went to their
factory and got samples of their product to pass out
to crowds at different shows.
As you can see, I followed the Ernie Saxton
recipe for success and it worked. That contract
landed us $140,000.00 to race with for four years.
Not bad for a local team.
Oh yes, I also did all the press releases for
our local papers. People that could not go to the
track would wait to read our stories of how we did
every week. It takes a lot of work, but well worth
Even when we had our
sponsor, many teams were jealous that we had some
good money from Kozy Shack. Here's a quick story.
Standing in line to go
into the pit area. Another team members says to me,
"It must be nice having the big money from Kozy
Shack." I replied, "Yes it is." Then I asked what
time they get home from Stafford on Friday night,
like us, around 1:00 AM Saturday morning. They said
yes to that. Then I asked what they do on Saturday
morning. The man responded saying maybe they go to
the shop around 11 and maybe unload the car, and
maybe not. I told them that when we get back to the
shop at 1:00 AM we have to unload the race car and
load up the show car and head out at 6:30 AM to do a
show for our sponsor. The response I got was, "I
wouldn't want to do that." Then I said, "Then you
don't want the big money."
I guess everybody thought they just handed us a
check and said go have fun boys. I believe local
teams sometimes are their own worst enemies."
That is my story and I
am sticking to it was the comment of Paul Amenta at
As someone who has
been helping racers with their sponsorship efforts
over the years it does my heart and my ego good to
hear from someone who has been successful and shares
some of the credit with us. Read what he had to say
carefully because it makes a huge amount of sense.
There are so many out
there that want the sponsorship support but many of
them are not willing to do what it takes to gain
sponsorship, especially serious sponsorship, and if
they are fortunate enough to gain the sponsor the
deal often does not last very long as the racer just
does not follow through with what was promised.
A RACER had a question
about entertaining a potential sponsor.
In a recent edition of the Lehigh Valley
Business Journal there was an article regarding
Business Meals. Over the years I have had probably
thousands of meals with clients and potential
sponsors. Quite frankly I prefer breakfast meetings.
Those you are meeting with usually are sharper at
breakfast and pay more attention. Breakfast usually
keeps alcohol out of it.
Let them pick the spot
for whatever meal you choose.
The conversation should not all be about
business. Use the meeting to learn more about the
potential sponsor. You will probably meet again and
the more you know about them, the better.
When the meal is
complete, recap or summarize the business discussed.
If nothing was settled try to set up another
And be prepared to
pay. You might be surprised to hear how many racers
feel the potential sponsor should pay. If you let
that happen you can be pretty much assured that
there will be no next meeting and no sponsorship.
LET'S SEE IF WE HAVE
SERIOUS SPONSORSHIP SEEKERS that want to take
advantage of a bargain. For just $19.95 you receive
a one year subscription to Motorsports Sponsorship
Marketing News newsletter, a couple back issues and
our famous Hodgepodge of Sponsorship Helps (4 pages
of helps and ideas). Call me at 215.752.7797 to
THE MEDIA SEEMS TO BE FORGOTTEN
when was the last time that you or someone involved
with your racing program contacted the media? A
large number of the sponsorship proposals that I am
asked to review for racers and event organizers
promise media exposure but it amazes me how few keep
Working with the media, keeping them informed, is an
important part of the sponsorship marketing effort
or what I would call the sponsor satisfaction plan.
You might even say that working with the media is
part of the activation of the sponsorship. And if
you read our last column you are familiar with what
activation is all about.
is true that some sponsors do not make media
exposure a priority but I am sure that the sponsor
will appreciate any good media exposure they
some of you know I pen columns in a variety of
publications including two daily newspapers, a trade
publication, magazine (Canadian) and publish a
newsletter Motorsports Sponsorship Marketing News.
Oh, by the way that list does not include this
column which I have been doing for a number of
Understanding how important media exposure can be to
the success of a sponsorship program I make an
effort to make mention of sponsors when I receive
such news. You probably would be surprised to find
out that I receive very few news releases regarding
sponsorship announcements. And then are some that I
receive that should never have been sent. In total,
during the racing season, I receive about 800 each
day and many of them are never considered for use
because they are poorly written, do not contain
information of interest, come across as ads rather
than news and finally do not follow the rules for
How many of you are aware that the early part of a
release should include who, what, where, why and
when? Answer those questions in the first few
paragraphs and you will have a lot better chance of
getting my attention and getting the release used.
you do not have a decent command of the English
language then I would suggest you find a friend that
does or hire someone.
News releases should contain news. Right about now
the season is coming to an end for many of you so it
would be a good time to do a "season wrap" release
that talks about the highs and lows. Work into the
release mentions of the key sponsors. Mention them
in the order of their importance so that when the
release is edited the important ones have a better
chance of surviving and appearing in the story that
is written as a result of your release. Offer a good
quality photo that shows the driver and race
vehicle. Of course with publication making cutbacks
there is a good chance the photo will not be used or
will be cropped (made smaller).
What I am finding these
days is that the weekly newspaper that covers news
of your area is becoming important. They are often
called throwaways. However those weeklies, with
small staffs, are often looking for news so your
well written news release, in a story format, will
have a good chance to be used. And your release has
a good chance to being used in its entirety.
There are a large number
of motorsports and sports websites out there that
will use your releases and often without cuts or
Important to remember. You should have your website
(you do have a website don't you?) updated so all
the information is current and there are new photos.
And don't forget your Facebook page. With a website
and Facebook you market yourself and your sponsors.
News releases should be kept tight, not wordy, and
to the point. Use bullet points to highlight key
information, making it easier for the recipient to
scan through the information. The more you do to
make it easier for the media the better the chance
it will be used.
Storytelling in your press release makes them more
interesting and easier for the media to use. Again
it is important that in your story telling that you
include mentions of the sponsor but try to limit
those mentions or they will become a turnoff. The
primary sponsor gets the most play.
When sending your release by email be sure to
include a subject line that attracts the interest of
the media person receiving it. Example: "Local
professional race car driver finishes successful
Work on building relationships with the media that
cover your sport and those that cover sports and
business in your local media. Make sure they know
who you are. Put them on the list to receive all
sure that your releases have contact information
(name, phone numbers and email) so that the media
that receive them and have need of additional
information or want to turn your release into a
bigger story and have need for more information can
A RECENT EDITION OF SUCCESS MAGAZINE I found the
results of a survey that really caught my interest.
With all the hype about Facebook, Twitter, Google,
LinkedIn and more, sixty-two percent of Americans
say social networks have zero effect on their buying
decisions. Thirty percent said social media has
"some influence"; 5 percent, a great deal of
influence; 3 percent were undecided. U.S. businesses
spent more than $5 billion on social media in 2013.
That is some information you just may want to store
away for future use in your sponsorship efforts.
AND FINALLY make sure you have us on your media list
to receive your season wrap release, your plans for
2015 and your sponsorship news releases. Send them
Marketing and Communications Service
Specializing in Motorsports of all types.