"How branded merch, affinity clubs help teams court female fans"

From SportsBusiness Journal

Review by Sean McGough in KIN 332

As women now account for 45 percent of the NFL’s fan base, according to league officials, marketers are aiming to develop a long lasting and lucrative connection by targeting them. The NFL had never licensed women’s apparel until only two years ago. The attraction of the female fan skyrocketed immediately after. Campaigns such as the “It’s My Team” campaign featured women from former Secretary of State, Condaleezza Rice, Serena Williams, and sportscaster Melissa Stark. Clothing brands jumped on this ship almost instantaneously with brands such as, Nike, 5th and Ocean, and Little Earth. Now all of a sudden NFL women’s apparel is fashionable on any day of the week.

From a marketing perspective, this is an extremely powerful move that could have its failures or its very high success. Affinity clubs for women have sprung up across the league to engage the female in an even more interactive way. First it was just using merchandise such as nail polish the color of “her” favorite team to jewelry and sunglasses. Now in these Women affinity clubs, incentives are given; VIP events are set up along with viewing parties and free merchandise.

While there are many positives to this marketing scheme, it also has its negatives. It can be considered a risk to allot such a large amount of money towards a marketing program that may fail. However, after reading this article I believe that the marketing research was done very effectively and with their focus groups, they found the right target markets to start these Women Affinity Clubs. Right now there are only seven cities that offer this and they are: Baltimore, Denver, Houston, Indianapolis, San Diego, San Francisco, and Washington. Each team has their own name for their female fans to give them a sense of identity within that fan base.

I do agree with this article when it says, “the potential for this growth is unmistakable”. The facts are that some memberships, such as Washington and Baltimore have more than 25,000 members while others have sponsors. The Houston Texans affinity club secured State Farm as a presenting sponsor. Starting in only a few cities seems like a “test” in a sense, but I do believe these affinity clubs will grow as the marketing research continues and more awareness of this opportunity.