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Mission – Marketing – Membership (AMMC 2013)
1. A Magic Mix for Success
AMMC 2013
Mission – Marketing - Membership
2. • Dana Hines, President and CEO, Membership
Consultants - Moderator
• Karin Jaros, Head of Membership and Annual
Fund, The Morton Arboretum
• Rosie Siemer, Principal, fiveseed
• Maureen McCarthy, Manager, Membership
Programs, Saint Louis Zoo
Presenters
3. Dana Hines
President and CEO
A Magic Mix for Success
Mission – Marketing – Membership
Introduction
4. Membership Department Positioning
Where do we fit? Are we marketing? Are we
fundraising? Are we the promoters of our
organization’s mission?
We are all of that!
Mission – Marketing – Membership
6. Does Membership planning occur with and do you have the
support of the following Departments? (check all that apply)
7. • Membership is out in front of other departments with
graphic needs
• Membership can’t “fit into” Marketing or IT’s email
communications schedules
• Institutional marketing messages and Membership
marketing messages are disparate
• Marketing databases and Membership database don’t
talk, overlap but no one coordinates
• Members expect to “know first” – and should!
• Member online communications are not specific to their
membership status
• …and many other scenarios!
Common Challenges
8. Karin L. Jaros
Head of Membership and Annual Fund
A Magic Mix for Success
Mission – Marketing – Membership
Membership and Marketing
9. Full color vintage illustration of the Three Bears discovering that someone has eaten their porridge.
Drawing was scanned from a 1933 children’s fairy tales book.
Membership and Marketing can be like
Goldilocks and the Three Bears.
The porridge is too cold. It’s too warm. Or –
if you’re lucky – it can be “just right”!
The Three Bears
10. Or, Membership and Marketing can be like
the Goldilocks Zone – an area of space in
which a planet is just the right distance
from its home star (or sun) so that its
surface is neither too hot nor too cold.
For example, Venus roasts in a runaway
greenhouse effect and Mars exists as a
frozen, arid world. But in between - on
Earth - the conditions are just right (so that
liquid water remains on the surface of the
planet without freezing or evaporating out
into space). Planets that may be “just right”
are in the Goldilocks Zone.
The Goldilocks Zone
11. How does this analogy play out for
Membership and Marketing?
It’s a bit like standing around a campfire on
a very cold night. Stand too far away and
you freeze, stand too close and you catch
on fire and burn to death.
If the Membership and Marketing
departments are too far away, then the
relationship freezes and life can’t emerge. If
they orbit too closely the relationship can
be roasting hot and nothing can live.
It gets a bit more complex than this, of
course! And it also has some pretty
significant implications for the search for
extraterrestrial life . . .
Just Right
12. How do you get it “just right”?
• Process
•Communication
•Communication
•Communication
•Communication
•Communication
•Communication
•And More Communication
Just Right
15. Make Membership and Marketing your
Goldilocks story.
If the porridge is too cold. If the porridge is too
warm. If the bed is too big. If the bed is too
small.
It’s your job to . . .
Make it “JUST RIGHT.”
Get into the Goldilocks Zone!
Your Goldilocks Story
20. • Raise awareness, drive traffic to membership
webpages, capture prospect data
• Highly targetable
• Thread in mission-oriented messaging
• Capture member stories
• Integrating online/offline
• Earned and paid media
• Adherence to TOS
Contests
21. • Shared goals, metrics, schedules & reporting
• Google Analytics (traffic and conversion goals)
• Google AdWords/Targeted Display Advertising
• Tailored email campaigns and landing pages
A Seat at the Table
22. • QR Codes
• Text Campaigns
• Mobile Optimized/Apps
• SoLoMo
The Mobile Imperative
24. Saint Louis Zoo Overview
Brand Messaging
Media Campaign 2012
Media and Membership
Saint Louis Zoo
25. Mission of the Saint Louis Zoo
To conserve animals and their habitats
through animal management, research,
recreation and educational programs
that encourage the support and enrich
the experience of the public.
26. Animals: 19,000
Acres: 90
Forest Park: 1,371 acres, 7th largest
urban park in the U.S.
Annual Visitors: 3,000,000+
2012 Record Year : 3,500,000!
2nd only to Arch in Tourism Attendance
AZA – Association of Zoos and
Aquariums
Named America’s #1 Zoo in 2004
Saint Louis Zoo
27. Organization Structure
External
Relations
Development
Public Affairs
Marketing -
Membership
Public Relations
Group Sales
Welcome Desk
Operations
Internal
Relations
Human
Resources
Training
Volunteer
Services
Internal
Communications
Visitor Relations
Information
Systems
Animal
Collections
Registrar
Aquatics/Herps
Carnivores
Primates
Antelope
Elephants
Birds
Invertebrates
Children’s Zoo
Water Quality
Zoological
Operations
Animal Health
Education
Conservation
Research
Animal
Collections
Business
Operations
Food Service
Gift Shops
Rides
Facilities
Grounds and
Housekeeping
Distribution
Finance
Guest Services
Architecture
& Planning
Planning and
Project
Development
Design
Construction
Administration
27
President & CEO
28. Organization Structure
Vice President of External Relations
• Responsibilities include Marketing and
Membership
Membership reports into
Director, Marketing
Manager, Membership Operations
and Programs
Saint Louis Zoo
29. Manager, Membership Operations and
Programs
• 40 Employees – Full time, Part time, Seasonal
• Welcome Desk “Front End Staff”
• Membership Services “Back End Staff” – Data
Management, Fulfillment, Communications
• Zoo Friends Services – Donor phone calls
• We support donors, visitors and events
• Seasonal peaks exist in all areas
Saint Louis Zoo
30. Membership Department benefits from
being part of the Marketing Department
Membership messages are consistent
with overall Zoo media plans
Media may feature new Exhibit,
Theme, Animal News or a Zoo Event
Saint Louis Zoo
31. Strong Marketing, Public
Relations, Development and
Membership Departments have existed
for many years
Core Brand messages remain
consistent
Animals Always Zoo logo
“It is all about the animals…”
Saint Louis Zoo
32. Can You Come Out and Play?
Launched in 1997
Based directly from brand position:
• The Zoo is a great place to spend the day outdoors
with your family
• Always features animals and families
• Campaign is always TARGETED to women 25 – 54
• Tone is always fun; reminder that a Zoo visit is fun
33. Can You Come Out and
Play?
• Research Based
• Part of our Brand Message
• Emotional Connection with Visitors
Saint Louis Zoo
40. Membership Department benefits from
being part of the Marketing Department
Membership messages are consistent
with overall Zoo media plans
Sea Lion Sound exhibit opened in 2012
Saint Louis Zoo
42. First Major Exhibit Since 2009
Sea Lion Show
rated among
top value
attractions
Sea lion basin
among original
exhibits
43. Sea Lion Sound - Plans
Creative Strategy
• “Immerse yourself in the new Sea Lion Sound
exhibit as sea lions swim over and around you for
a one-of-a-kind experience.”
Strategic Direction
Internal Communication
Critical for Success
44. Communication
External
Relations
Development
Public Affairs
Marketing
Membership
Public Relations
Group Sales
Welcome Desk
Operations
Internal
Relations
Human
Resources
Training
Volunteer
Services
Internal
Communications
Visitor Relations
Information
Systems
Animal
Collections
Registrar
Aquatics/Herps
Carnivores
Primates
Antelope
Elephants
Birds
Invertebrates
Children’s Zoo
Water Quality
Zoological
Operations
Animal Health
Education
Conservation
Research
Animal
Collections
Business
Operations
Food Service
Gift Shops
Rides
Facilities
Grounds and
Housekeeping
Distribution
Finance
Guest Services
Architecture
& Planning
Planning and
Project
Development
Design
Construction
Administration
44
President & CEO
45. Sea Lion Sound
The Living Promise
Campaign
$18 million investment
Underwater viewing tunnel
Opened June 30, 2012
Member preview week
prior
46. Sea Lion Sound
New Sea Lion Show
Arena
Sea Lion Show
Tickets are a
Member Benefit
48. Change in Promotional Calendar
April May June July Aug Sept Oct Nov Dec
Can You
Come
out and
Play
Can
You
Come
out and
Play
Can
You
Come
out and
Play
Sea
Lion
Sound
Sea
Lion
Sound
Sea
Lion
Sound
Boo at the
Zoo
Wild
Lights
Wild
Lights
Tunnel Delayed
Scheduled for June 30 opening rather than early May
Adjusted New Member Mailing schedule accordingly
52. Membership direct mail campaign
coincided with opening of exhibit
Media coverage of exhibit
opening
Delayed Mailing from May to June
Shared photography
Sea Lion Sound Extended to
New Member Campaign
58. Sea Lion Sound
Great Public
Excitement!
TV
Radio
Print
Membership
• Show tickets
• Extended “New Member
Season”
59. Saint Louis Zoo 2012
Great new Animal Experience
Media Support
Great Weather
Record 3.5 Million Visitors
Membership – Record Year
with 48,000 Members!
60. Lessons Learned
Marketing Support of Membership
Efforts is critical
Zoo Support is important
Feature your logo
• – Reinforce brand message
Saint Louis Zoo
61. Lessons Learned
Aim for consistent messages to
Consumer
Share Imagery, Headlines when it
makes sense
Stay consistent with core brand
messages
• Animal Imagery
• It’s all about the animals!
Saint Louis Zoo
62. THANK YOU
To conserve animals and their habitats through animal
management, research, recreation, and educational programs that encourage
the support and enrich the experience of the public.
The term "Goldilocks planet" is used for any planet that is located within the habitable zone (HZ) and with conditions roughly comparable to those of Earth. The name originates from the story of Goldilocks and the Three Bears, in which a little girl chooses from sets of three items, ignoring the ones that are too extreme (large or small, hot or cold, etc.), and settling on the one in the middle, which is "just right.”
Animal births,
STOP -- I came from Corporate, brand mgmt., trademark mgmt, customer service, consumer marketing and affinity programs --- the Zoo had a healthy membership program of close to 40,000 member HH’s in place. I inherited a robust M program
We utilize the headline use Can You Come Out and Play
Visitor researchMember research
Headline works with variety of messages,Stingray – exhibit openingAnniversary -- 100 year ZootennialChild drawing of the penguins
Vision created two years prior Ready for new SL arenaZoo commitment for major investment
Collaborative across the organizationCommunicationCollaboration
$120 million campaign
Beanie and Roby
PAUSE there were challenges! Membership mailings are in Jan, M, May – springtime is new member season for our Zoo
80,000 circulation
Timing worked!
All about the animals!
PR Department +++
Results Membership over 48,000 HH +12% over 2011 & up 20% since 2009