PriceWeber’s Nonprofit team recognizes that nonprofit clients aren’t just feel-good hobbies for the agency, but real clients with real business issues often more daunting than those faced by businesses in for-profit verticals. Issues of sustainability, unpredictable development environments, increasing competition from hyper-local or hyper-specific digital crowdfunding efforts, aging donor bases, and the rise to prominence of Millennials all compound each year to challenge many nonprofits.
This is why, just as with our for-profit clients, each engagement with a nonprofit client begins with research and insight development to help drill down into solving problems with contextual relevance, institutional and individual development growth, and individual participation in these organizations so they can continue to serve their missions. We deploy these insights through public relations, social media, hyper-targeted traditional and digital media, interactive, and other disciplines to deliver greater and more sustainable donor and public engagement.
Brands We've Done This For
"Get Up, Get Out" Campaign
The Louisville Zoo knew they had to address their ongoing ticket and membership sales challenges. As a nonprofit receiving only a percentage of operating funds from local government, the Zoo remains highly dependent on membership and daily admission sales to open their doors each day. Revenues were flat year-over-year for several years with occasional spikes attributed to new Zoo exhibits or attractions opening only to drop and flatten out again.
Our objective was simple: increase ticket sale and annual membership revenues year over year.
PriceWeber conducted primary research with Zoo annual members and non-members, as well as people who did not visit the Zoo. In doing so, we identified two key insights. First, the driver for Zoo attendance for target stroller moms was much more about getting the kids out of the house and away from “screens” (TV, iPad, computer, etc.) than it was about specifically seeing exotic animals. Second, moms felt good about going to the Zoo because it was a consistently good experience where they felt their kids could learn something and get some fresh air while supporting a worthy cause. Over previous years, the Zoo had focused all of its marketing resources on supporting new or one-off traveling exhibits rather than the primary benefits that our research revealed.
In response to this problem, PriceWeber redirected their resources towards a new messaging concept – the “Get Up, Get Out” campaign – that redirected target moms to think about the benefits of a day with the kids at the Zoo. With a strong call to action and memorable casting, the campaign succeeded in tackling the ticket sales while overcoming brand misconceptions. Because the Zoo is on a very tight budget, all spots were produced by PriceWeber in-house. In all, PriceWeber created eight 15 second TV spots and two 30 second cinema spots for under $20,000, inclusive of all production, location, and talent expenses. Out-of-home, digital banner and display ads, Pandora, and Google AdWords rounded out the marketing mix.
During the Zoo campaign, despite inclement weather that is often disastrous for Zoo attendance, revenue increased 42% year-over-year – without a major exhibit opening.
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