| Winning consumers - Marketing
The attention focused on runners of the Chevron Houston Marathon
on Sunday won't just be coming from spectators along the route.
Grocery chain H-E-B will serve them breakfast, water company
Watermill Express will make sure they have plenty of fluid,
and doctors from the Roger Clemens Institute for Sports Medicine
and Human Performance will treat their injuries.
All free of charge.
The marathon, which has gone from the corporate names of
Tenneco, Methodist Health Care and HP to Chevron, has long
had sponsors. But this year, event organizers say the demand
is particularly high.
"This is our greatest year ever with the amount of sponsors
wanting to affiliate themselves with our event," said
Steven Karpas, the Houston Marathon's marketing and race development
director. He did not offer financial details.
With more consumers using technology, from TiVo to satellite
radio, to steer clear of commercials, marketing observers
say more companies view sport sponsorship as an effective
way of getting their message across and establishing a bond
with consumers.
The marathon and the other races held Sunday are expected
to draw about 20,000 runners, not to mention the friends,
family and fans.
"You just cannot avoid the message when you are part
of the event," said Kirk Wakefield, chair of the marketing
department and head of the sports sponsorship and sales program
at Baylor University.
"It's important because the segment they are reaching
is very well defined with consumer characteristics."
Wakefield noted that with so many businesses competing for
the attention of consumers, finding a way to make a positive
impression is a "huge issue" for advertisers.
Amparo Flores, marketing director of the Watermill Express,
the marathon's official water sponsor, said for the past two
years her company has shifted its marketing strategy from
radio advertisement to sports sponsorships and promotions.
"We see an opportunity to reach that person who is running,
someone who is goal-oriented, conscious about their health,"
Flores said. "Hopefully we can pick up some additional
customers."
While the effectiveness of the sponsorship is hard to measure,
some runners say they are paying attention.
"I do get a good feeling toward the company that sponsors
the event that gives the sense of accomplishment," said
Jim Murphy, a high school football coach from Houston who
won't be in the marathon this year because of an injury.
Murphy said he still remembers the sponsor's name of a race
he ran in the 1980s.
"The thing I like about this is that they are investing
in the event that I enjoy," said marathon runner Jenny
Oliver, a doctoral student at Rice University. "It's
much more personal than a TV commercial."
Betsy Gelb, professor of marketing and entrepreneurship at
the University of Houston's Bauer College of Business, said
consumers are especially health-conscious after the holidays.
That's why more businesses want to affiliate themselves with
a positive, "health-affirming event."
Generate some buzz
For some corporate sponsors, such as JetBlue Airways, which
last year began service between Houston's Hobby Airport and
New York's JFK Airport, the Houston Marathon is a chance to
generate some buzz. On Sunday, the participants will be able
to relax in actual plane seats. The company is trying to convince
them its seats are more comfortable than the competition's.
"It's like killing two birds with one stone," said
Mark Roger, JetBlue's promotions coordinator. "Not only
are we attracting customers flying to the marathon, but we
have an opportunity to reach the local community."
The new Roger Clemens Institute, the health and fitness sponsor,
will also spread the word about its grand opening inside Memorial
Hermann on Monday. The institute's doctors will offer free
fitness consultations and provide medical assistance to the
runners during the race.
"It's one of the core mechanisms that we are relying
on to announce that we are born and to launch our business,"
said Troy Wenzel, the institute's executive director. The
institute will offer a wide range of services, including sports
research, education and nutrition as well as surgery and sport-specific
treatment for patients.
The promotions have already begun. On Friday, when runners
picked up the packets with the numbers they'll wear in the
race, they also received a variety of promos and discount
coupons.
The target audience at the Houston Marathon goes beyond the
runners to the thousands of people attending the event. The
marathon expo at the George R. Brown Convention Center, which
is near the start and finish line, features exhibitors selling
the health and fitness products.
"The expo definitely helps with the name recognition,"
said Jim Braden, owner of the Fleet Feet Sports running stores,
which are affiliated with the official shoe sponsor of the
Houston Marathon, New Balance.
Giving back
But not every sponsor sees it that way.
"It's another way to give back to the community; a number
of people involved are our customers," said Cyndy Garza-Roberts,
director of public affairs at H-E-B. The supermarket chain
is planning to bring a moving kitchen to the site and serve
healthy breakfasts to the runners after the marathon.
But one runner says the commercial message is not that important.
Omar Garcia, a contractor from Sugar Land, said he wants
to know the name of the sponsor only when it comes to the
Komen Houston Race for the Cure or other events with a charity
cause.
"I run this marathon because it's a marathon, not because
of who is sponsoring it," Garcia said.
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