Ashley Karl Alexandria Svisco Halea McAteer Kela Vargas Reetu Sandhu
2 Table of Contents
Letter of Transmittal.......3 Executive Summary........4-5 Company/Product Overview...5 Target Audience..............5-7 Ad Campaign Strategy and Objectives...8-12 Advertising Medium.......12-13 Advertising Budget.........14 Specific Advertising Campaign..14-20 Campaign Calendar........20 Evaluation......................21-22 References.....................23 Appendices....................23
3 Ashley Karl, Alexandria Svisco, Halea McAteer, Kela Vargas, Reetu Sandhu Regis University Marketing Development 3333 Regis Boulevard Denver, CO 80221 303-458-4126
April 13, 2014
Jonathan Sabar DEFY! Powered by CrossFit 6850 W. 116 th Ave. Broomfield, CO 80020
Ref: Submittal of DEFY! Campaign Plan
Greetings Mr. Sabar,
Over the passed 14 weeks, our group focused on different strategies to help market your business better. We specifically chose veterans between the ages of early 30s to mid 40s as our target markets. After meeting with you at your facility, we know your gym offers CrossFit techniques, but you also offer other exercises as well. Combining our team with the two other DEFY! teams, we were able to make a Facebook page where each of our target markets is identified with resources specifically geared toward them. Our team has recorded a video tutorial in your gym with a veteran from Regis University, Kyle Knapp. We were able to not only show a tour of the gym itself, but also different workouts performed on a typical day. Those workouts will attract the veteran clientele, especially with the portrayal of a veteran executing the workouts in the video. The personal introduction you gave in our video also helps future clients understand the environment before starting. We also had the chance to team up with the other groups to create a page on a new suggested website design specifically geared towards veterans.
Our aim is to implement our plan and recreate your brand image with connections to the Veterans Association of Colorado and a YouTube tutorial of the facility for the target audience in order to provide information on what you have to offer and why it makes your business unique from other ordinary crossfit gyms. With a host of veterans living in the Broomfield area and the Veterans Association of Colorado being nearby, you have two additional opportunities for growth with veterans in addition to those who will be linked to DEFY! through the Facebook page. With the help of our research and restoration of your brand identity, we look forward to having the opportunity to work with you as you reach out to this clientele and expand your business.
Sincerely, Reetu, Ashley, Halea, Alexandria, and Kela
4 Executive Summary DEFY! is an exercise facility owned and operated by veteran Jonathan Sabar, who focuses on small group workouts tailored to individuals in order to maximize results. The service has wonderful potential for growth and is seeking outlets for expansive advertising and marketing strategies toward target audiences in the Broomfield area. Because of the small class sizes, Jonathan can provide one-on-one attention, which is unique to the facility and creates a sense of security and trust in the customers knowing that they are receiving high quality accommodations. Jonathan strives to instill the notions of strength, determination and perseverance into his clients, which makes for an inspiring, motivating and powerful workout facility. As a strategic marketing team, we understand the potential this business has and note that it could have positive effects on a plethora of target markets. Knowing how wide the diversity is among these segments, we have turned the focus toward two groups of veterans, one aging 30-35 and the other aging 45-50. Through our concentration on these target audiences, we have developed an advertising campaign that seeks to expand the customer base and the overall presence of DEFY! as a successful exercise facility. As a team, we have researched our target audience, both sectors of veterans, and have conducted PEST and SWOT analyses for the business and its surrounding area. In our thorough research, we believe we have established a successful campaign that reaches our target markets. We produced specific advertising and communication objectives that include building brand awareness among the target community through creating a connection with the Veterans Association in Colorado, increasing brand image by refurbishing the logo and website, and constructing an innovative, eye-catching virtual tour of the facility to assist in the progression of increased clientele. Our team is working with a multitude of materials such as website renovation, social media advancements and an enhanced logo for marketing purposes. We have collaborated and found three keywords that we would like to reiterate for the ad campaign: strength, determination, and perseverance. Our aim is to use our creative strategies to enrich Jonathans brand image on a variety of platforms in order to draw clients in and allow them to experience what he has to offer. Through our research, the informational lectures received throughout the semester, and our own personal insights, our team hopes to expand Jonathans customer base while increasing advertising and overall awareness of DEFY! by constructing a brand identity that accurately represents Jonathon and his business.
5 The Organization: DEFY! We are doing our campaign on Jonathan Sabars DEFY! CrossFit gym. DEFY! stands for defining excellence in fitness and functionality. The clients who come to DEFY! are looking for individual attention in a small class environment. Jonathans class size typically is six people or under for an affordable price. He mixes CrossFit strategies with other workouts such as walking lunges, plank holds, and squats for a continuous 60-minute workout. According to Jonathan, CrossFit is a small but nationally known company presenting a fitness system consisting of constantly varied high intensity functional movement. CrossFit exercises are often skill-based and need to be approached with patience and determination, and can be greatly facilitated by a competent trainer (DEFY! Limitations). Each class of his engages in different exercises for the best results, but one class example states, 9:00 am team workout, each team of 4 will complete: 200 walking lunges, 160 atlas stone-over-bar, 120 power cleans (155/105 lbs), and 80 axle shoulder-to-overhead (135/95 lbs) (DEFY! Limitations). Jonathan uses CrossFit for majority of his workout sessions, however, he is still having trouble wanting to associate himself with CrossFit when we spoke with him. With it being one of the most popular workouts today, he needs to choose whether he is or is not a CrossFit gym so that we are able to better advertise him to our Veteran clientele. Target Audience The target audience that we chose for this assignment is veterans, specifically male veterans between the ages 30-35 and ages 45-50. The younger group of veterans, ages 30-35 are primarily minorities earning an average yearly income of $52,900+. The majority of this target audience are college graduates and work in management positions, which indicates that they are determined individuals who are working to provide for their young growing families. This target
6 audience is full of small families ranging from 1-4, 1 meaning they are single (not as common), 2+ meaning they are married and have several children (most common). The older group of veterans, ages 45-50 are primarily white middle class earning an average yearly income of $50,000+. The majority of this target market has a high school diploma and work in management positions, this indicates that they are again determined individuals but because of their older age are probably more focused on providing their children with a higher education (high school, college) that is much more pricey than the begging years of their childrens education. This target markets family sizes range from 1-4. 1, which means they are either single or divorced, or 2+ meaning they are married and have several children. CONSUMER MARKET CHARACTERISTICS- Younger Group
DEMOGRAPHICS- Segmenting markets by Socio-economic criteria Information found based on area code and age range, paired with information found on veterans in this same age group. Age Range 30-35 Religion No particular religious affiliation Gender Males Race/ethnic group Minorities Income Level $52,900 Education College graduates Occupation Management positions Social Class Working class Home ownership Modest Home Ownership Household size 1-4 Marital/Parental Status A majority of all enlisted personnel are married
GEOGRAPHICS-Segmenting Markets by location Country USA City/town Broomfield Region Midwest Size of Population 55,889 State Colorado Climate All Seasons County Jefferson Population Density 2,150 per square mile Zip-code 80020
PSYCHOGRAPHICS-Segmenting markets by consumer's attitudes, beliefs and/or lifestyles
7 We want to look at the white picket fences living in this zip code along with veterans information. Lifestyle characteristics Young, Middle Class, Married with Children. Leader or Follower Leader Conservative or liberal Conservative Extrovert or introvert Extrovert Traditional or experimental Experimental Achievement oriented or content w/status quo Achievement Societally-conscious or self centered Societally - Conscious Independent or dependent Independent
CONSUMER MARKET CHARACTERISTICS- Older Group
DEMOGRAPHICS- Segmenting markets by Socio-economic criteria Age Range 45-50 Religion Majority Catholic/Christian Gender Male Race/ethnic group White Income Level $50,000+ Education Majority with high school diploma Occupation Management Social Class Middle Class Home ownership Modest Home Ownership Household size 1-4 Marital/Parental Status Majority married
GEOGRAPHICS-Segmenting Markets by location Country USA City/town Broomfield Region Midwest Size of Population 55,889 State Colorado Climate All Seasons County Jefferson Population Density 2,150 per square mile Zip-code 80020
PSYCHOGRAPHICS-Segmenting markets by consumer's attitudes, beliefs and/or lifestyles We want to look at the boomtown singles living in this zip code along with veterans information. Lifestyle characteristics Active lifestyles, working class. May have had children but are now empty-nesters. Lower-Middle class. Generally shop at places like Target, and watch FX Network. Leader or Follower Leader Conservative or liberal Conservative Extrovert or introvert Introvert Traditional or experimental Traditional Achievement oriented or content w/status quo Status Quo Societally-conscious or self centered Societally-Conscious
8 Advertising and Communication Objectives DEFY! as a company has a few aspects to be worked on, but one that needs to take precedence is bringing in more customers that way the other things that need to be improved as well may follow after business increases. The objective of this advertising campaign will be to increase business and the number of people filling Jonathans training sessions, specifically by bringing in more veterans. By increasing sales, Jonathan will be more able to expand his business, which would include hiring more trainers. This will be something crucial to occur after bringing in more customers, there will be a clear need to have more trainers to continue the individualized attention Jonathan prides himself on. Another objective of this campaign is to really diversify Jonathans product from his competitors. Currently, he is having a hard time placing his business against his competition because he does not have a clear brand image. This will be another thing this campaign will work on. Our objective for this campaign is to bring in more customers, specifically filling up at least five of his session times during the day with at least four people in his classes with a max of six people within the next year. One way in which we plan to tackle these goals is by creating a connection with the Veterans Association in Colorado. This could be accomplished by targeting both the older and younger generations discussed earlier. One way to target the older sector of veterans would be to place print advertisements for his business at veterans associations around Broomfield. Using things like social media cites that they already use on a regular basis can better target the younger crowd. Again, connecting with the Veterans Association but this time with their Facebook page. This will be a great connection between these two groups because Jonathans training can be very helpful and rehabilitative. This factor supports what DEFY! and the Veterans Association stands for. This same sort of connection could also be made with the
9 Veterans Hospital at their location, and their Facebook page again playing off the rehabilitative aspect. DEFY! will be more able to differentiate itself by making better use of its own Facebook page as well as its website. One way to do this is by posting more pictures as well as videos. The videos will be put to use by showing specific workouts he uses and explaining not only what they are but how to do them, and ways in which they are beneficial. This will highlight not only the benefits that Jonathan offers, but what sets him apart from other gyms in the area. The message theme of this advertising campaign involves a few things. The key ideas that will be highlighted are that he is focused on not only helping people grow stronger, but also rebuilding people and their bodies at any age. This is something that will target both age groups. It is good for the younger veterans living in that area because they are living active lives, which fits perfectly with Jonathans training. While it works well with the older age group because they might be looking for something that is not as fast pace as at other gyms. Jonathan will be able to the fit this need due to the individualized attention he offers and being able to see what training will best suit his customers. This individualized attention is part of his unique selling point that will be another part of the message theme. This advertising campaign will feature his individualized approach and how this sort of training best suits all that come to his business and is one thing that sets him apart from all others in the area. This message theme including these aspects will be something that features an emotional aspect and highlights ideas of rehabilitations and strength at any age. As well as feeling the sort of connection with Jonathan, and other people at DEFY! that is similar to the sort of experience many veterans are familiar with. All together, these things highlight Jonathan and his unique training that can be helpful to people from many different walks of life.
10 Advertising Creative Overall Strategy When carefully identifying which supporting elements would best attract a larger veteran audience, our team decided a YouTube video, t-shirts tailored to veterans and a well-developed webpage would be three key creative treatments to Jonathans success. First, we plan to film a commercial at DEFY! to move the focus toward the incredible features his gym has to offer and have plans to air this commercial on channels that we find are appealing to veterans. We will show various aspects of the gym while also filming Jonathan in action as he performs a typical class scenario with one of our very own veterans at Regis University, Kyle Knapp. Kyle has offered to feature in our commercial because he understands how crucial it is to display a veteran, who has endured such pain and hardships both mentally and physically, working his body in order to stabilize his overall health and strength post-war. A common misconception that we are trying to prove wrong in our commercial is that crossfit exercises can do further damage to veterans who have suffered severe injuries, when in fact, the movements work to loosen up the joints and allow the body to regain muscle and power in those problem areas. We think a television ad that presents a veteran getting the most out of a workout with Jonathans tailored classes while also giving a brief of Jonathan as a trainer could be enticing to our target audience of veterans. The second creative treatment we will bring forth is the customized veteran t-shirts Jonathan can sell in the gym. Merchandize can increase revenue for Jonathan while also serving as free advertising when people wear his products outside of the gym. This is especially vital because the more people who wear DEFY! t-shirts around the Broomfield area, the more likely Jonathan is to have new customers stop by and observe the gym, allowing Jonathan to offer a free session that entices the customer to purchase a monthly membership. T-shirts are a unique
11 way to reach out to the target audience, especially when we can put an emphasis on veteran humor through the quotes or imagery used on the shirts. Our team suggests offering army green, navy blue, tan, and camouflage-colored shirts to first attract the eye of a veteran in order to draw them closer only to find a quote such as, Check out these guns, Survived one battle to face a new one or Strength: surviving battles one day at a time. We could even include quotes in reference to the workout facility such as, Theres no fit like crossfit or Blood, Sweat, and Crossfit: DEFY your limitations. We think there is a multitude of clever ways to endorse Jonathans gym through merchandize that is affordable, comfortable and aesthetically appealing to the veterans. Thirdly, our team would like to give Jonathans website a makeover so that he appears to be more credible and serious about his passion for his work. The webpage of DEFY! needs to express Jonathans desires for his gym and his clients and should portray forward-thinking, motivational features that persuade people, especially veterans, to join the gym. We believe by adding photos and videos of daily workouts to the site could enhance his brand and one very vital aspect he must display in order to capture the audience is that he is in fact a veteran. In our opinion, nobody knows a veteran quite like a veteran. If our target market can see that the very man constructing the classes and assisting people in bettering their life both mentally and physically is a veteran, it will increase his veteran customer-base. Jonathan should describe his own experience in the military on his website and explicitly state how crossfit has had a positive impact on his mental health as well as the condition of his body post-war. Our team can use this emotional appeal to our advantage as Jonathan can directly relate to our target audience and the veterans can view him as someone to trust and who knows that what he is doing is fully beneficial to a person who has endured the difficult physical endeavors of war.
12 In conclusion, we think Jonathan has a wonderful opportunity to expand his veteran customer-base through the strategic usage of a television commercial, t-shirts and a credible, progressive website. These supporting elements are crucial in defining Jonathans gym as the best in the area, especially for veterans who are skeptical of crossfit-styled exercise due to common injuries in joints and muscles. We are trying to give Jonathan an opportunity to prove the common misconceptions wrong through actual, real life examples in the commercial as well as on the website, while the t-shirts serve as an incentive to continue working out at DEFY! while also showing a direct focus on veterans as a target audience. Our team is currently developing these ideas and we plan to put them into action and express the changes we will be making during our presentation of the final ad campaign plan. Advertising Mediums Our group decided to use three types of advertising for our campaign for Jonathan. The first type of advertising medium that we will use is a YouTube video page for Jonathan. On this website he can talk about workouts that he promotes for the week and can demonstrate how to do these workouts safely and effectively. This YouTube Channel will also be used so that people can get to know Jonathan on a more personal level by learning about his past military background so that he can appeal to our target market (Veterans) and tell us how his gym came to be. The next advertising medium that we will use is Facebook. Currently Facebook is a very attractive way of promoting your business or getting your company out there. With a Facebook page Jonathan can post pictures of his gym and customers working out. Also, he can do before and after pictures of his customers getting into shape since they started working out at his gym, which can be extremely attractive to customers seeing as many people are looking for results. In
13 addition, we will use his Facebook as a place where his YouTube videos can be displayed as well. Linking the videos to YouTube and Facebook will create a larger audience for people to become interested in joining Jonathans gym. Our final advertising medium is going to be Jonathans website once we fix it up. As of now Jonathans website is a mess. The links dont work and there are not any photos posted to his website. Not only that but Jonathan associates himself with Crossfit on his website, however, when you talk to him in person or over the phone he says he doesnt associate himself with Crossfit, all of these little details we must improve. We will use the new logo that we have created on this updated website to give Jonathan a new image. His YouTube videos will also be posted under a video section on his website along with pictures that will be posted weekly of all the workouts and activities going on within the gym. We will also include a place for an Athlete of the Month where we will ask the chosen person to talk about their experience at the gym and how much they have improved or how much better they feel since working out with Jonathan.
14 Advertising Budget Budget Chart
# of Units/ Runs Cost per Unit/ Run Sub-Total Re-Do Sign 1 $10,000 $10,000 T-Shirts 50
*Short Sleeves 25 $6.99 $174.75 *Long Sleeves 25 $11.20 $280 Re-Do Logo 1 $250 $250 Flyers for the VA 50 $0.70 $34.99 Website Design 1 $2,800 $2,800 GRAND TOTAL: $13,539.74
Example of Recommended Advertising/ Promotion for Campaign Logo Change The current logo for DEFY is not very representative of Jonathans business and his product. In order to create a brand identity, we created a new logo. This logo features a silhouette
15 of a gender-neutral individual lifting a barbell; representative of the services Jonathan has to offer. It was important for us to make the silhouette one of someone who could be male or female in order to not limit his clientele. This is far more representative of Jonathan than his current sketch represented on his logo. We also picked a different font. The font we chose was Stencil Std, one with very bold and strong lettering which is cohesive with the workouts Jonathan offers. This is a better option to the current font because it is bolder and fits with the identity of his business. Added into the logo, is a slogan to match the theme of the rest of the business. The slogan reads ReDEFYne Yourself DEFY Your Limitations. This goes along with the message theme of individualized, resilience, and strength. It shows that he will push you, but to the point of the betterment of yourself. Old logo: Suggested new logo:
16 Mock-Up of Suggested Design for New Business Card
YouTube An example of what we suggest to help differentiate and give a brand identity to DEFY, is creating an informational video. This video will not only showcase what a typical workout would be with Jonathan, but also incorporate the new logo as well as slogan that we are suggesting. The theme within the video is cohesive with that of the rest of the campaign for this business; that being individualized, strength, and resilience. The video will show that people from all different experience levels may come to DEFY receiving the personal attention they need in their workout regime. It does not matter if that person has never worked out before, if they have worked out but are injured, or if he or she has only worked out a few times. This video will show that anyone can come to DEFY and receive the workout that is best for them. The video features a veteran within our suggested target market audience who has experienced an injury in the past and needs be careful with his injury, but is ready to rebuild, and
17 re-strengthen. This video will be included on the businesses YouTube page, as well as Facebook and website. This will increase the amount of exposure the video gets and therefore the business. With this spread of the business and product, people will become more aware of the services and the brand, therefore encouraging them to come in and see if Jonathans services are what they are looking for. In the video Jonathan will show how someones first time coming to his gym might go, and the workouts that he might try with them after that. The video will also show his work out space, and parts of the video will feature his logo as well as the slogan to reinforce the brand identity. Facebook With DEFYs Facebook page, there is a lot of room for growth. Jonathan can continually post videos, pictures, inspirational quotes and so on to keep an interaction going with his clients to encourage people to continue to come workout with him. Videos, like the ones discussed above would be a great opportunity but even more importantly, pictures. Due to the fact that pictures are the most shared and liked items on Facebook it is a great opportunity for Jonathan to use his page to post pictures of others working out at his gym, running outside, or doing some other work out to give clients that extra push to come workout with him at his gym. This interaction Jonathan will have on the Facebook page is consistent with the theme of individualization in his business. By keeping up the sense of personalized training through his Facebook as well by interacting with the people who have liked his page will reinforce his businesss brand identity that much more. Veterans Associations
18 While connecting on Facebook makes sense towards the younger age group of our target market, it will not work as well for our older age groups that we are focusing on. In order to best target the older group, we suggest having posters at local veterans associations such as Veterans of Foreign Wars, The Veterans Association of Colorado and more. By connecting with these places, we will be able to target an older group of veterans who may need help rebuilding from experiences they may have had while serving in the Military. By creating this connection, there will also be an opportunity for therapists and or other physicians working with these veterans associations to recommend they come to Jonathan for rehabilitative purposes. This connection will be enforced not only by word of mouth at the veteran locations, but also with business cards and flyers to be posted around at the businesses promoting a half off their first session. After their first experience with Jonathans training, they will be more inclined to come in again.
19 Mock-Up of Suggested Flyer
20 Website One aspect of this campaign that will bring all of these elements together is DEFYs website. The website will have a link to the Facebook, the YouTube page, as well as links to veterans pages that support Jonathan and his business. The website will also include more professional pictures of people working out within his facility to show the type of product he is offering. With all of these connections, it will help make a cohesive and strong brand identity.
Campaign Calendar Types of Advertising Audience Targeted Target Dates Costs Print (Re-Do logo, sign, T-Shirts, and flyers) 1. Logo- All prospects as well as current participants. 2. Sign- Prospects around Jonathan's gym (car traffic, foot traffic, bike traffic, etc.) 3. T-Shirts- Participants as well as prospects. 4. Flyers- Veteran prospects. 1. Logo- April 14th 2. Sign- May 14th 3. T- Shirts- May 14th 4. Flyers- May 1st 1. Logo- $250 2. Sign- $10,000 3. T-Shirts- $454.75 4. Flyers- $34.99 Internet (Website and YouTube) 1. Website- Prospects, primarily older Internet users who arent familiar with Social Media networks such as Facebook who are interested in Jonathan's gym and what services he provides. Also current participants who are interested in Jonathan's technique videos. 2. YouTube- Prospects as well as current participants interested in Jonathan's workouts. Also a target audience who is interested in seeing visuals (videos). 1. Website- April 16th 2. YouTube- April 16th 1. Website- $2,800 2. YouTube- $0
21
Measurement/Evaluation We will measure our online success by measuring our campaign efforts using Google Analytics. Google Analytics has many features that can be extremely helpful to knowing if we have been successful such as social reports, advertising reports, campaign measurement, and many other helpful tools. These tools will help us to monitor our three advertising mediums and how well they are attracting an audience. We also will know that our plan is successful when Jonathan starts to bring in new customers and Jonathan feels like he is a more successful business. Our group is hoping that the number of customers he will take in will increase by 20% in the first month and about 10% we are thinking will be veterans. It would be even more ideal if Jonathan could make the ranks for top 10 gyms in Broomfield. Even though we want all of these things to be possible we all understand that campaigning does not happen over night and we must accept that we may not reach our goals the first time around. When we first took on this project as a group, we realized that a lot of work needed to be done. With an all-new logo, an updated website, a Facebook, and YouTube page, we have given Jonathan all of the means to become a very successful business.
22
23 Works Cited "How Much Does a Logo Cost | Logo Design 101." Howmuchdoesalogocost.com. Logo Design 101, n.d. Web. 13 Apr. 2014. <http://www.howmuchdoesalogocost.com/>. "How Much Does A Small Business Website Cost in 2013?" Theexecutionists.com. Executionists, n.d. Web. 11 Apr. 2014. <http://www.executionists.com/blog/website- design/cost-to-build-websites-2013/>. Sabar, Jonathan. "DEFY! Limitations." DEFYLimitations.com. Jonathan Sabar, n.d. Web. 26 Jan. 2014. <http://www.defylimitations.com/>. "Signage Cost." CostHelper.com. Cost Helper, n.d. Web. 13 Apr. 2014. <http://smallbusiness.costhelper.com/signage.html>. "Staples: Copy and Print." Staples.com. Staples, n.d. Web. 13 Apr. 2014. <http://www.staples.com/sbd/content/copyandprint/flyers.html>. "Vista Print." VistaPrint.com. Vista Print, n.d. Web. 13 Apr. 2014. <http://www.vistaprint.com/t- shirts-multi- squares.aspx?mk=t+shirt+printing&ad=p&crtv=40900521739&psite=mkwid%7cY6gu4U di&device=c&GP=4%2f13%2f2014+7%3a15%3a36+PM&GPS=3157263860&GNF=1& couponAutoload=1>. Appendices YouTube Video- Virtual Tour of DEFY Provided on Prezi Presentation New Brand Logo- Exhibited on Flyers and Professional Business Cards