A presentation focused on how to get the attention of major skydiving manufacturers and win sponsorships. Receive insights on manufacturer pain points, applicant "do's" and "dont's" and a general guideline of how to go about it.

1. SPONSORSHIPS
WINNING AND KEEPING

2. WHO HERE HAS SPONSORSHIP
AND TO WHAT DEGREE?
SPONSORSHIPS

3. PAIN POINTS
UNDERSTAND THE
OF MANUFACTURERS

4. UNDERSTAND WHAT VENDORS ARE LOOKING FOR
PAIN POINTS
▸TOO CASUAL /
INFORMAL
WITH THE
APPROACH

5. NEVER ASK THE QUESTION, “WHAT DO I
HAVE TO DO, TO GET SPONSORSHIP?”
DON’T ASK THAT, EVER.
NOT EVEN AS A JOKE BECAUSE YOU
THINK THE SPONSORSHIP REP IS YOUR
BUDDY.
REP FROM MAJOR MANUFACTURER
DON’T DO THIS… LIKE EVER!

6. THEY ARE NOT YOUR BUDDY WHEN
IT COMES TO SPONSORSHIP.
UNFORTUNATELY, THERE ARE A FEW PEOPLE WHO
ARE NOT SPONSORED BY ____________
BECAUSE THEY DIDN’T DIFFERENTIATE BETWEEN
FRIENDS AND BUSINESS.
REP FROM MAJOR MANUFACTURER
…AND TO FURTHER THE POINT

7. UNDERSTAND WHAT VENDORS ARE LOOKING FOR
PAIN POINTS
▸NO
FOLLOW-
THRU

8. OFTEN ONCE THE SKYDIVER GETS THEIR
“FREE SHIT,” IT IS NEARLY
IMPOSSIBLE TO GET ANYTHING
IN RETURN.THEY FEEL THEY DESERVE
THE FREE SHIT JUST BECAUSE THEY ARE
“HOT SHIT.”
REP FROM MAJOR MANUFACTURER
A STRONG POINT BEING MADE HERE

9. UNDERSTAND WHAT VENDORS ARE LOOKING FOR
PAIN POINTS
▸EXPECTATIONS
NOT IN LINE
WITH REALITY.

10. “MANY IF NOT MOST SKYDIVERS
MISTAKE THE PARACHUTE INDUSTRY FOR
OTHER MAIN STREAM CONSUMER
PRODUCT MARKETS. THE MARKETING
BUDGET FOR SPONSORSHIPS IS
NOT QUITE LIKE RED BULL.”
REP FROM MAJOR MANUFACTURER
EXPECTATIONS VS. REALITY

11. UNDERSTAND WHAT VENDORS ARE LOOKING FOR
PAIN POINTS
▸OVER-
ASSESSMENT
OF ROI.

12. “MANY SPONSORED ATHLETES DON’T
PUT ENOUGH THOUGHT INTO ACTUAL ROI.
IF WE SPONSOR A TEAM WITH $20K
WORTH OF EQUIPMENT, THE MENTALITY
SHOULD BE THEY’LL GENERATE AT LEAST
THAT MUCH IN SALES.”
REP FROM MAJOR MANUFACTURER
WHAT’S THE ROI?

13. HOW MUCH DO SPONSORED
ATHLETES AFFECT YOUR
BUYING HABITS FOR GEAR?
AN HONEST QUESTION

14. Photo by Max Haim

15. UNDERSTAND WHAT VENDORS ARE LOOKING FOR
PAIN POINTS
▸LACK OF
UNDERSTANDING
THAT YOU ARE
AN EXTENSION
OF THE
COMPANY

16. “MORE THAN ONCE, WE’VE BEEN
SURPRISED TO HEAR OF OUR OWN
SPONSORED ATHLETES
VERBALLY TRASHING OUR
GEAR.”
REP FROM MAJOR MANUFACTURER
YOU’RE A BRAND AMBASSADOR

17. IS IT WORTH THE RISK?
PAIN POINTS
▸HIGH RISK &
EXPENSIVE

18. IS IT WORTH THE RISK?
PAIN POINTS
▸SHOPPING FOR
BEST PRICE

19. SHOPPING FOR THE BEST
PRICE WILL ALWAYS
RESULT IN NO
SPONSORSHIP AT ALL.
REP FROM MAJOR MANUFACTURER
NEVER ASK:

20. REP FROM MAJOR MANUFACTURER
“THERE IS A DIFFERENCE BETWEEN APPROACHING
MORE THAN ONE MANUFACTURER, PROFESSIONALLY
AND HONESTLY, AND SIMPLY HUNTING FOR A GREAT
PRICE ON GEAR, YET SO MANY POTENTIAL ATHLETES
CREATE A BLANKET PRESENTATION AND SEND IT TO
SEVERAL MANUFACTURERS…

21. REP FROM MAJOR MANUFACTURER
SOME EVEN SEND IT IN ONE E-MAIL AND EVEN
WORSE, SOME HAVE DONE THAT WITHOUT PUTTING
THE RECIPIENTS IN THE BCC LINE. INSTEAD,
ATHLETES WHO ARE ONLY HUNTING FOR THE BEST
PRICE SHOULD APPROACH DEALERS. THEY SHOULD
ASK ABOUT THE POSSIBILITY OF A DEEPER THAN
NORMAL DISCOUNT OFF THE LIST PRICE BASED ON
A 3 – 5 RIG PURCHASE.”

22. IS IT WORTH THE RISK?
PAIN POINTS
▸NOT
KNOWING
THE
PRODUCT.

23. SPONSORED ATHLETES
PAIN POINTS FOR ATHLETES
▸ NOT KNOWING HOW TO
EXECUTE WELL
▸ NOT ENOUGH TIME TO
EXECUTE
▸ OVERPROMISING /
UNDERDELIVERING

24. 7 STEPS
HOW TO GAIN SPONSORS IN
photo by Chad Wilcox

25. STEP 1
SOLVE ALL OF
THE PAIN POINTS
LISTED

26. MEDIOCRITY OPENS UP
OPPORTUNITY.
James La Barrie
MY MARKETING MIND

27. SPONSORSHIP | STEP 1 | CREATE AN EXTRAORDINARY FIRST IMPRESSION
SOLVE THESE ISSUES
▸CREATE A FORMAL PRESENTATION
EXPLAINING HOW YOU
INTEND TO GENERATE
POSITIVE ROI AND LISTING ALL
YOU WILL DO FOR THE COMPANY.

28. YOU ONLY HAVE ONE CHANCE
TO MAKE A GREAT FIRST
IMPRESSION. KILL THE
FORMAL PRESENTATION.
DON’T SCREW THIS UP

29. SPONSORSHIP | STEP 1 | DO WHAT YOU SAY
SOLVE THE PAIN POINTS
▸DO WHAT YOU SAY YOU’LL
DO… AND THEN OVER-
DELIVER.

30. SPONSORSHIP | STEP 1 | DON’T PUT THE RISK ON THE MANUFACTURER
SOLVE THE PAIN POINTS
▸REDUCE RISK WHEREVER
POSSIBLE.

31. SPONSORSHIP | STEP 1 | AIN’T NO ONE GOT TIME FOR THAT
SOLVE THE PAIN POINTS
▸HAVE A GREAT
ATTITUDE. ALWAYS.
EVERYWHERE. NO ONE
LIKES A SKYGOD.

32. STEP 2
FIGURE OUT HOW
TO EXCEED
EXPECTATIONS

33. LOOK AROUND AND SEE WHAT
THE BEST ARE DOING. ASK
SPONSORS WHO THEY LOVE
AND WHY… THEN BE BETTER
THAN THAT.
WHO’S DOING IT THE BEST?

34. STEP 3
VIEW YOURSELF
AS AN EXTENSION
OF THE COMPANY

35. AN EXTENSION OF THE COMPANY… BE AN AMBASSADOR OF QUAN
WHAT DOES THAT MEAN?
▸YOUR PRESENTATION / STYLE
▸KNOW THE HISTORY OF THE
COMPANY

36. AN EXTENSION OF THE COMPANY… KNOW YOUR SH*T
WHAT DOES THAT MEAN?
▸KNOW THE PRODUCT
INSIDE AND OUT AND THE
DIFFERENCES TO OTHERS.

37. AN EXTENSION OF THE COMPANY… REPRESENT
WHAT DOES THAT MEAN?
▸BE AN AMBASSADOR

38. STEP 4
BE A CONTENT
MARKETER.

39. AT THE ABSOLUTE MINIMUM
THE MINIMUM EXPECTATION
▸SUBMIT YOUR BEST
PHOTOS EVERY MONTH
▸ BUILD A STRONG SOCIAL
PRESENCE

40. AT THE ABSOLUTE MINIMUM
THE MINIMUM EXPECTATION
▸USE CORRECT SPONSOR
#TAGS
▸ COORDINATE SPONSOR
UNIFORMS

41. AT THE ABSOLUTE MINIMUM
THE MINIMUM EXPECTATION
▸BRAND PLACEMENT

42. TAKE IT TO THE NEXT LEVEL
EXCEEDING EXPECTATIONS
▸CREATE VIDEOS
▸UTILIZE FACEBOOK LIVE

43. TAKE IT TO THE NEXT LEVEL
EXCEEDING EXPECTATIONS
▸MAINTAIN A BLOG “OUR
JOURNEY TO NATIONALS
POWERED BY PD” ETC
▸GENERATE CONTENT FOR
MAGS

44. STEP 5
COMMUNICATE.
Photo by Dave Wybenga

45. COMMUNICATION
THE MINIMUM EXPECTATION
▸CHECK IN AT LEAST TWICE
PER QUARTER
▸CREATE AND SUBMIT
TEAM REPORTS

46. COMMUNICATION
THE MINIMUM EXPECTATION
▸SUBMIT PHOTOS AND
GEAR FEEDBACK UNTIL
YOU ARE TOLD TO STOP.

47. REP FROM MAJOR MANUFACTURER
“KEEP COLLECTING AND CATALOGING THEM BOTH FOR
SUBMISSION LATER. OUR BEST TEAMS SEND ME PICTURES
AFTER EVERY EVENT OR CAMP AND GEAR FEEDBACK
QUARTERLY (-ISH). USUALLY THE PHOTOS COME AS A LINK
TO SOME FILE SHARING SITE LIKE WETRANSFER.COM, OR A
DROPBOX FOLDER. EVERY PHOTO DOES NOT HAVE TO BE
MAGAZINE COVER WORTHY. JUST SEND PHOTOS WHERE
SMILES AND PRODUCT LOGOS ARE VISIBLE. LET THE
GRAPHIC ARTIST AT THE MANUFACTURER WORRY ABOUT
HOW TO USE THEM.

48. REP FROM MAJOR MANUFACTURER
POSITIVE GEAR FEEDBACK SHOULD COME IN
SHORT BULLET COMMENTS THAT CAN BE EASILY
QUOTED IN PRINT AND ONLINE ADVERTS.
“NEEDS IMPROVEMENT” FEEDBACK SHOULD COME
IN THE FORM OF AN E-MAIL WITH SUPPORTING
PHOTOS OR VIDEO.

49. COMMUNICATION
EXCEEDING EXPECTATIONS
▸ASK IF THERE’S ANYTHING YOU
CAN DO. PITCH IDEAS. DON’T
WAIT TO BE ASKED.
▸OFFER TO DONATE YOUR TIME
AS AN LO, ‘SPONSORED BY UPT
VECTOR’

50. COMMUNICATION
EXCEEDING EXPECTATIONS
▸OFFER TO PACK FOR A DAY
DURING A BOOGIE / ASSIST
WITH TENT SETUP

51. STEP 6
YOU’RE A
PROFESSIONAL.
ACT LIKE ONE.
Photo by Dave Wybenga

52. BEING PROFESSIONAL
THE MINIMUM EXPECTATION
▸PUT A LOT OF EFFORT INTO YOUR PITCH
AS IF IT WERE FOR A MAJOR JOB
▸PROMPT E-MAIL RESPONSE
▸SHARING SPONSOR CONTENT ON FB
▸DELIVER WHAT YOU PROMISE
▸DON’T BE CASUAL

53. BEING PROFESSIONAL - SAY THANK YOU REALLY, REALLY WELL
EXCEEDING EXPECTATIONS
▸CREATE A PLAQUE THANKING THE
SPONSOR
▸WRITE PERSONAL LETTERS TO DIR. OF
SPONSORSHIP AND COMPANY OWNER
▸SEND A COFFEE TABLE / PHOTO BOOK
SHOWCASING THE TEAM USING THE
PRODUCTS

54. STEP 7
SHOW YOUR
WORTH
Photo by Dave Wybenga

55. SHOW YOUR WORTH
RECORD EVERYTHING
▸BENCHMARK WHAT YOU SAID
YOU’D DO, WHAT YOU DID AND
WHEN YOU DID IT.
▸RECORD ANY SALES WHICH
OCCURRED AS A RESULT OF YOUR
EFFORT

56. SHOW YOUR WORTH
RECORD EVERYTHING
▸SUMMARIZE WHAT YOU DID AND
HOW YOU WILL IMPROVE NEXT
YEAR

57. STEP 8
PERSONALITY.
Photo by Dave Wybenga