Research: The Key to Maximizing Your ROI

MH3 —  June 10, 2011

One of the Forum’s most popular return speakers, Don Mayo from IMI International, wrapped up the first day of CSF 2011 with a keynote presentation on using research to maximize ROI.

One of the first steps to engaging consumers is to research their passions and interests to understand what excites them. The fact is that 30% of the population isn’t passionate about anything – forget about them. Focus on the people who do care, and figure out what it is that they care about. Don’t rely on the media to inform you about what people think – according to media coverage, hockey is too violent and it’s in trouble, but the truth is that violent sport is not dead. In fact, it’s seeing tremendous growth. So don’t listen to the opinions of the media, coworkers, or bosses – take the time to conduct the research and arm yourself with facts.

Before the presentation, Don and the IMI International team explored Montreal’s Crescent St, which is a hub of Formula 1 activity, to see how sponsorships are being activated at this highly visible national event by a variety of companies, from Sirius Radio to Dr. Pepper, Smirnoff to Ford. Their observations revealed that Formula 1 has effectively incorporated sponsors into the event to entertain tourists and ultimately integrate assets and passions. The most effective of these activations entertained consumers, remained consistent with the company’s brand messaging and engaged the largest number of people in the shortest amount of time.

Don wrapped up with a discussion of how the magic number for maximizing sponsorship ROI is three. No more than three objectives. Three properties and three seasons. Three measures, three-year contracts, and a maximum of three tactics.

Don’s real-time data analysis, backed up with his years of research experience with IMI International, were a great way to cap off a fantastic first day of CSF 2011.