Marketing in New England: Interview with Revs COO Brian Bilello

Earlier this week, we posted our Q&A with Timbers VP of Marketing Cory Dolich.  Today, we were fortunate to have Revs COO Brian Bilello answer some questions about the Revs marketing strategies and efforts.    The Revs have really amped up their online presence in the last couple of years and have started to aggressively use Twitter as a marketing tool.  Also, their new blogger initiative is very innovative and should provide a great forum for fans to connect with their team.  We last chatted with Mr. Bilello in April of 2009.  A copy of that interview is here.  Thanks to Mr. Bilello.

Footiebusiness.com: In a recent interview with the Sports Business Journal, you discussed the Revs’ decision to credential independent bloggers in 2011.  What is the motivation behind that decision?  Do you believe this will help the team better connect with its fans?  What will qualify a blogger for a credential?

Brian Bilello: In terms of team communication, we’re always exploring ways to better inform, entertain and service our fans. During the past few years, social media has opened new avenues for bloggers to increase their reach to fans. In our case, they can tweet an entry with #Revs or post it on our Facebook wall and have it seen by tens of thousands of Revolution fans. Given that bloggers now have this larger promotional platform, they are reaching more and more fans and becoming greater influences in the soccer community. We feel it’s important to help them get accurate information about the team, so that has been the basis for this new initiative. In terms of qualifying, we’ll be looking to first credential those who have existing blogs and who regularly write content. It will be somewhat of a work in progress as we get into the season and we launch the program. But as you can imagine, we won’t be able to credential 100 bloggers, so we may have to create a new accreditation process at some point.

FB: Similarly, how are the Revs utilizing social media?  Some teams are aggressively relying on Twitter, posting frequent training camp updates, linking to blog posts about the team and providing teasers about signings and ticket promotions, while others have been slower to adopt the technology. You are currently on Twitter as are members of the team’s communications staff.  How do you anticipate the team using Twitter and Facebook going forward?  Does the team have a policy on players using Twitter?

BB: In terms of Twitter and other social media tools, we’re going to continue to use them to update fans on the team, website content and events and give fans some snippets from behind the scenes. For me personally, it is a great way of getting real-time updates on soccer news as I follow all the relevant writers so when Kyle McCarthy or Grant Wahl post an article, I can see it right away. I also like the ability to be able to reach out to fans directly when they have questions about the team.

We don’t yet have any formal policies as they pertain to Facebook and Twitter with players. They are individuals and are, of course, free to do whatever they like, but we are in the process of creating suggested usage guidelines to help them navigate social media. That being said, we continually emphasize that commenting on Twitter or Facebook is the practically same as making an on-the-record statement to a reporter, so they need to be careful as to what they post or say.

FB: With respect to ticket promotions, last year the Revs used Groupon to sell more than 2,500 tickets to the Revs/Seattle game.  Do you anticipate using Groupon in 2011?  Is it possible to identify how many purchasers of that opportunity will become repeat visitors to Revs games? Does the team view that promotion as a success?  Should fans expect other game day promotions in 2011?

BB: We’re certainly looking to work with Groupon again in 2011 but we’re have to be careful not to devalue our tickets through vehicles like this. As a one-off, it’s nice to be able to give fans a free t-shirt or other value-added amenity, but I don’t think it makes a lot of sense to just start throwing such significant discounts out on a regular basis. There is no direct method of tracking GroupOn purchasers since they are fairly protective of their lists. (After all, that list is their business.) However, we used other incentives in the stadium that night to encourage them to sign up for our newsletter, so could communicate with them directly about the team and upcoming games. That promotion was certainly a success and we are looking at more promotions in 2011.

FB: What is the Revs rate of season ticket renewal for 2011?  Will the team announce its final season ticket numbers at some point during the season? What do the Revs offer as season ticket incentives?

BB: At this point we are at 82% with about two months to go in the process. Given past results, that will likely put us among the top 2-3 teams in the league for renewal percentage. That’s also off of a base that is essentially the median for the league.

We really try to provide our Season Ticket Holders the best service and benefits in the league, and this year especially they have rewarded us by coming back strong. Given our performance on the field last year, the success with our Season Ticket Holders renewals really speaks to the hard work done by our customer service team throughout the year. We offer a long list of benefits, including several exclusive STH events with owners, players and coaches, a dedicated parking lot, early stadium entry, discounts on additional tickets and pre-sale opportunities to events at Gillette Stadium (international soccer games, concerts, Patriots games, etc.), not to mention a great discount on their Revolution tickets versus face value. Ultimately, I look at our renewal success this year as a leap of faith by our Season Ticket Holders that we’re going to be better on the field.  Now it is our job to reward them for that faith.

FB: Finally, Commissioner Garber announced in November that a number of teams will announce jersey sponsors for 2011.  The Revs are one of the few remaining teams that have never had a jersey sponsor.  Do you view that as a lost revenue opportunity over the past few years?  Do you anticipate the Revs joining the list of teams with a jersey sponsor in 2011?

BB: Yes, it is a lost opportunity for us and we need to get a partnership finalized. We were very close this off-season, but it didn’t happen. We’re still in talks with a number of companies, but hard to put a timeline on it right now.

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