Top MMA agent breaks down his view on fighter sponsorship

by Jason Genet | source: The Underground

From: Magnetic
Magnetic Marketing Associates, President
Member Since: 9/6/06
Posts: 1905
To sponsor something is to support it. In our sport (MMA) we are talking about athletes, events, and possibly gyms. Since the down turn of the economy you have seen more and more of the main MMA sponsors disappear or change their sponsorship terms.

What is happening today is brands are calling themselves sponsors to Ambush a particular event. We are hearing more and more that sponsor dollars are tied to TV exposure and if a fighter is not on a televised card there is no money available for him or her. Yet the fighters have no control over televising the fight or not. They control the training, the preparation and of course the execution of the fight,

It takes the average top level cycling team about 8-14 million dollars to have riders qualified enough to place at the top of the biggest races in the World. These sponsors invest in equipment, training, physical wellness, and coaches to help there athletes reach the top. Yet only one rider can win the Yellow Jersey. There is no guarantee that the team they assemble will win, challenge or even make it to the top. It is a risk and the reward could be your Team Winning the Tour De France.

NASCAR Teams usually take on a few exclusive brand sponsors that again agree to pay for tires, testing, best pit crew money can buy, engine and aerodynamic science to go faster and win some races. Being in the top 10 is often a goal because the owners and sponsors know that is who the crowd gets behind and that that where the TV Cameras are going to be. These Teams can cost sponsors upwards of 2-5 million per race and no guarantees of TV time, exposure etc.

I can give example after example but this is combat sports and that means most everything is pay for play. Fighters, trainers, training partners live in a Pay for Play world. If they can reach the biggest stage they can then trade placement on their shorts for money. If they get hurt while training for the “bigger stage” they make nothing. If their opponent gets injured and a fight can’t be rescheduled they make no money. If they end up on the un-televised portion of the biggest stage they make less or no money.

There is no support system for building better fighters. Imagine if NASCAR still used 1970 Monte Carlos and never evolved to the speed rockets they have today. What if Coke told its top racer we will give you 8 million if you win and nothing if you don’t make it on TV.

That is what is going on in MMA. You can’t call yourself a sponsor or a supporter of the sport if you are buying patches on fighters that are televised. To be a true sponsor you have to support the fighters through training, through winning and loosing. It is an investment in the fighter’s future and your brands future. If you are just paying when he or she has a televised fight then are you not just stealing exposure from the promoter? The fighter does not own that television time paying them for it and not the sacrifices made by him, his trainers and training partners is a disservice to the sport.

If you’re a sponsor rep and your trading televised spots for money, are you really doing your client any favors? What happens when all organizations charge a sponsor tax? What about when the sponsors refuse to pay because the promotion decided to bump the fight from televised to dark?

Many fighters show up to fight for the money, the show money and the sponsor money. Then they have to collect AFTER they perform. No credit for the training, no credit for the training injuries and the sacrifices in the gym that helped the fighter reach this spot.

Sponsors are not the problem they are operating in a world created by others. Brand X wants to be affiliated with this fighter because this fighter will be on TV. As Managers, Agents, fighters etc we need to look for ways to give the sponsor more then a patch next to their competitor. We need to develop marketing solutions that include activating the brand into the sport and marketing platforms that allow the sponsor to have exposure points when the fighter is not on SOMEONE’s TV show. The fights and ambush branding should be secondary to the overall campaign.

Developing marketing platforms that involve the fighters and brands. Help the brands reach the fans of the sport and stop relying on the UFC or some other organization to build your fighters name and thus allow you to do more sponsoring dollars.

We have been bringing in over $250,000 a year in sponsorship money as a result we have increased sales for companies and opportunities for fighters. We don’t treat the fighter like a commodity that creates opportunity for us. We work for the fighter and the brand. We help them determine goals and build a program that helps them reach those goals. Marketing in this new economy is about delivering results. If you get a brand on the UFC other agents will call that brand, but have you reached or touched the consumer? Converting sales and reaching a measurable return on investment is what brands want. If sponsor reps really believed that merely putting your logo on the ass of a fighter will spur sales wouldn’t they be putting their companies logo and not Tapouts.

As a fighter invest in yourself and your coaches. Build a brand for you. Only fighters and trainers know how hard they work to get to the fight, I think MMA fighters train harder then any other athlete in the world. The Ultimate Fighter tells you that lots of people are interested in seeing no name fighters train and live the fighter lifestyle on that road to greatness. Don’t wait until some promoter or MMA news site say’s you are great, make yourself great and brand yourself like you are the next Fedror. Act as if.

As a sponsor, get involved with your fighters. Make them a part of your brand. Look at Moto for a great example of how to harness the athletes and fans into a billion dollar industry. You wont see riders wearing Yamaha Jerseys riding a Suzuki. You see brands trying to connect with the consumer they want by supporting and developing the future leaders of the sport. Fighters have no control as to when they will be on TV but if you help build the best fighter in the World you will be on every media outlet you could ever had dreamed for,

Support the Sport and those that make it great. The only guaranteed TV time is to buy a commercial or sponsor the event itself.

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tags: Shane Carwin (detail)  Jason Genet   UFC   


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Recent Comments »

HITMAN DAN DIAZ site profile image  

5/18/15 11:40 AM by HITMAN DAN DIAZ

i guess tide really really cares about nascar because you know they would pay the same if the team couldnt wear their logo in any more races right.    lol at that argument.       

Needlemover site profile image  

5/17/15 11:00 PM by Needlemover

This. Not many sponsors do it to "help people develop". It's a business investment aimed at helping themselves with advertising. The reebok deal is good if and only if it comes with the ability to have multiple sponsors or a choice to be in or out.

gorgesjorj site profile image  

5/17/15 10:09 PM by gorgesjorj

TTTOne of the last things that Shane Carwin said on his post from page 2, back in 2010. Great foresight: "The fact is some day we might not even be able to have sponsors clothing in the Octagon. Then how are you going to earn?"-GG

camozzi site profile image  

5/13/15 8:05 PM by camozzi


John 'nottheface' Nash site profile image  

5/13/15 7:37 PM by John 'nottheface' Nash

That's also why the Reebok deal hurts so many fighters. Most NBA or NFL players do not make much of anything off the court or field. There's the few Lebron's and Mannings but for most athletes their sponsor money represents a fraction of their income. They do get a cut of it though thanks to the CBA which dictates that a lump of all the ad revenue at the stadium or arena gets thrown into the pot from which their pay is drawn. The money from the NFL's apparel deal, the ads and logos for beer, fastfood, tire, etc. A cut of all that goes to each of the players even if they don't have a individual sponsor deal with those sponsors. Your typical fighter is now losing out on "on-the-court" revenue stream.

time traveling 12er site profile image  

5/12/15 7:57 PM by time traveling 12er

Timely bump. Great thread.

12SixElbow site profile image  

5/12/15 6:13 PM by 12SixElbow

I agree with most of what OP says, but it goes both ways. Look at Serra / GSP. Serra was sponsored by Tapout for some time, as soon as he could, he dropped them for Ecko (A bigger check) and that was that. Not a knock on Serra at all, but companies can't always throw money at guys and hope they'll stick with the brand later when they've made it, it had to make sense business wise, or you may not have a business for long.  

HITMAN DAN DIAZ site profile image  

5/12/15 6:10 PM by HITMAN DAN DIAZ

lol great thread 

camozzi site profile image  

5/12/15 5:53 PM by camozzi

Crazy that I read the OP and thought this was today and I remembered Jason wrote this post years ago. Today I realized, Jason might know a thing or two in marketing.Just kidding Jason. I knew this years ago. That's why I've only had one manager my entire career

Ingrained Media site profile image  

5/12/15 4:23 PM by Ingrained Media

100% Reebok left a lot of great athletes unsigned and IMO that equals opportunity. However the writing on the wall was when sponsorship dollars somehow equaled card placement and not really based on the athletes.