The digital age demands everything from those responsible for marketing in sports companies. It is almost impossible for an individual to be perfectly familiar with all the facets of sports marketing. Daniel Macaulay, founder and managing director of the full-service sports marketing agency Brandwave, gives an overview of the ten biggest sports marketing trends and exciting examples.
Netflix, Amazon Prime or Facebook are the classic examples of OTT offers. OTT stands for "Over the top" and means that the content can ultimately be received independently of the terminal device.
What's that got to do with sports? Platforms like Facebook or Amazon turn the sports rights market, as it has been known for decades, upside down. For example, the Primera Division, Spain's best professional soccer league, runs exclusively on Facebook in India. And even the short news service Twitter is involved in sports rights. "If you wanted to watch soccer before, you turned on the TV," explained Daniel Macaulay. "Now you can watch live sports anywhere, on any device."
Even former niche sports profit from the streaming possibilities. "Facebook has secured the rights to the World Surf League and will pay 30 million US dollars for two years," Macaulay said. Surfing fits perfectly to the digital target group.
The competition from the Internet is causing problems for traditional media companies. And the platforms have another big advantage: "They create profiles of their users, so they know exactly who sees their content and when - and can then play targeted advertising," said Macaulay.
This database takes sports marketing to a whole new level. According to Macaulay, a company has another decisive advantage: Amazon. "Amazon has what no one has: The largest online shop in the world. So any content can be capitalized directly."
AI stands for Artificial Intelligence. Al is changing the world, there's no doubt about it. But three things are needed for this: Data, data and data. And of course a fast Internet connection.
Chatbots are an exciting form of artificial intelligence for sports marketing, reports Macaulay: "FC Arsenal has developed a chatbot called Robot Pires with the specialists from GameOn, which communicates with fans via Facebook Messenger, Skype, Slack, Kik and Telegram".
And that's very entertaining. Robot Pires - the name is derived from Arsenal legend Robert Pires - provides users with results, statistics, news and partly exclusive videos of the Premier League Club in humorous and simple language.
The use of chatbots in sports marketing offers several advantages:
- An entertaining and clever chatbot can reach new target groups and strengthen fan loyalty because it offers extraordinary content.
- The sports company or the club present themselves as innovative thought leaders and thus also strengthen their brand in the B2B segment.
- Chatbots collect data that can give important hints on fan or customer wishes.
Whether the investment in AI is worthwhile for sports marketing, however, is still questionable. And so the chatbot of FC Arsenal should be understood more as an experiment.
The developments in VR (Virtual Reality), AR (Augmented Reality) and MR (Mixed Reality) are impressive, reported Daniel Macauly. "In the past, VR and AR were expensive and uncomfortable, but now the focus is on benefits," the sports marketing specialist said.
Online shops have to struggle with high CPAs (cost per acquisition) because the free delivery conditions have resulted in an unpleasant pattern of behavior: "Customers order each product in three different sizes and colors, try everything on at home and in the end - if at all - keep only one. The rest go back."
With the help of AR, for example, sports shoes can be tried on virtually beforehand. Through glasses or a smartphone, the customer can see what the shoe looks like on his own foot - and hopefully selects more precisely.
The wearables market has emerged from its niche and has long since become one of the most important fields of the entire sports industry. Or as Daniel Macaulay put it, "wearables are mainstream."
According to a study, global wearables sales are expected to exceed 95 billion US dollars in 2021. With his self-lacing shoes Hyperadapt Nike has created an exciting example of a product from the future, Macaulay said.
But the sports marketing expert was also impressed by intelligent soles such as Digitsole presented at ISPO Munich 2019.
No sports marketer can afford not to take eSports seriously. By 2021, the number of eSports enthusiasts worldwide is expected to rise to over 250 million, with a further 300 million occasionally consuming eSports. "That eSports have their place at the ISPO Munich 2019 is therefore only consistent," Daniel Macaulay said.
But the Brandwave CEO has noticed another development: "It's exciting that there are now also sports areas at tech conferences."
With his remarks on Dark Social, Daniel Macaulay provided many thought-provoking faces, as most listeners had not yet dealt with this phenomenon. "Dark Social refers to all website traffic that cannot be accurately attributed," Macaulay explained. "Over 80 percent of global traffic comes from Dark Social."
Such traffic occurs when users send each other links via whatsapp, instagram or e-mail. Then the analysis tools are overwhelmed, because one does not understand "why the user suddenly stands in front of the door and how he got there". And what you can't analyze, you can't (well) use for marketing.
Adidas understood the phenomenon as an opportunity and initiated an exciting Dark Social campaign with Adidas Tango Squads. "Selected influencers were provided with exclusive products and invited to events," Macaulay explained. The dissemination of information then took place mainly via messenger services and social groups.
Sustainability and sport are now closely linked. "80 percent of the products are purchased for emotional reasons - and 20 percent for functional reasons," Daniel Macaulay said. Sports marketing is therefore increasingly about giving customers the feeling that they are doing something good.
Good examples of sustainable sports products are outdoor jackets or sports shoes made from recycled plastic. The trend towards environmental protection even goes so far that plogging, collecting rubbish during jogging, has become a serious movement.
"Good gym has spread in Great Britain," Macaulay reported. The point is to do good while jogging, for example by shopping for the old neighbor on the way back.
But "ethical consumerism" also knows limits, the sports marketing expert said. It is essential to ensure that a campaign also fits the brand. As a negative example, Macaulay cited Gillette's #MeToo advertising, for which the company had massively lost brand popularity: "The tone was completely wrong."
For decades, the sports business was a male domain. But with the changes in society, the sports industry is also being strongly mixed up. This is also due to the fact that women are an increasing financially strong group of buyers. "Like many other industries, the sports business is experiencing increasing target group segmentation," Macaulay said.
ISPO recognized this trend at an early stage and with "Connecting Women" offers a top-class program for committed women.
But companies such as North Face, which are also attracting attention with their "She Moves Mountains" campaign, are specifically campaigning for women in sport, reported Macaulay, who brought another example from the British Isles with him: With "This Girl Can" the Government of England addresses the female population.
In times when eSports are booming and news about overweight children and adolescents are being spread daily, a counter-movement is all the more important. Not only for noble goals, but also because digitalization offers completely new distribution opportunities. Manufacturers of niche products, such as e-mountainbikes or climbing shoes in children's sizes, can advertise and sell their products specifically on the Internet.
According to Daniel Macaulay, it is important that children are introduced to sport as early as possible because "it will be much more difficult later to motivate people to take part in sport". With „The Daily Mile“ the sports marketing expert presented a campaign involving almost two million children in the UK. The principle is simple: the children jog at their own pace for 15 minutes every day during their visit to school.
If you look at the large public advertising campaigns of sports companies, it should quickly become apparent that they use pictures of extremely sporty and active people who are full of life. But here, too, rethinking is taking place: More and more sports products for older people are coming onto the market. On the one hand, because the target group of senior citizens is growing from year to year, on the other hand, because this target group is extremely financially strong and is becoming much more demanding.
Many Western societies are aging - "this creates enormous costs for the public health system," Macaulay said. He cites "Make Health Last" from Canada as a particularly successful example of a campaign for active seniors. "What will your last ten years look like?" is the motto of this campaign - and offers a variant with and without sport for illustration purposes.
Digitalization, individualization and sustainability are certainly three of the most important trends in the sports industry - and they also require a fundamental change in sports marketing. "The world is undergoing extreme change and digitalization is accelerating it," said Daniel Macaulay, summarizing the situation.
To be successful in sports marketing, you should always know what is going on left and right. Not all the possibilities that are opening up are becoming mainstream. However, it is advisable to keep an eye on the ten sports marketing trends listed here.