Delivery ratio

For a sponsorship partner, inventory delivered at rate card over contract value paid, compared to the ratio the package discount implies. Below it, make-goods are owed; well above it, the partner has received more than it paid for and the renewal should price it in.

DefinitionFor a sponsorship partner, inventory delivered at rate card over contract value paid, compared to the ratio the package discount implies. Below it, make-goods are owed; well above it, the partner has received more than it paid for and the renewal should price it in.

Against the discount

A partner at 70 percent of rate card who bought at 25 percent off is five points under, not thirty.

Timing

Produced at two thirds of the season, so make-goods fit in remaining fixtures and the renewal opens with the numbers on the organisation's side.

How it is computed

Rights delivered and evidenced, valued at rate card, divided by the contract value, per partner, read against the expected pace for the point in the season.

Example

A partner paying $400,000 has received rights worth $170,000 with three quarters of the season played: 43 percent against 75 expected.

Where it goes wrong

Delivery logged in a spreadsheet nobody reconciles to the contract. The partner keeps its own record and brings it to the renewal.

Articles that use this term

Forecast and pipeline · Sports

Renewal timing: when partners sign, and what the late ones have in common

How a sports organisation reads partner renewal timing from its contract history: days before expiry at which each partner renewed in past cycles, the organisation's own norm by partner tier, the partners now past their usual signing point with no renewal, what the late renewers of past seasons had in common, falling delivery ratio, low hospitality yield, a change of marketing director, and the list that says who to call this week.

16 Sept 20263 min read Forecast and pipeline · Sports

Renewal value against delivered value: the partner list before the season ends

How a sports organisation's partnerships team measures what each partner received against what they paid, from the delivery log and the contract file: delivered inventory valued at rate card against contract value, the partners under-delivered who will ask for make-goods, the partners over-delivered whose renewal should price the extra in, and the timing that puts the list in front of the team before the renewal window opens.

16 Sept 20262 min read Coverage and territory · Sports

Ten questions a sports commercial director asks, and the table that answers each

The ten questions a club or league's commercial director puts to the partnerships, hospitality and ticketing teams, which partners were under-delivered against what they paid, which inventory sells out early and which never sells, which partners are late to renew against their own history, which hospitality seats sit empty and whose, which members look like hospitality buyers and were never asked, what is the delivery ratio against package discount, which fixtures leave the most unsold, which partners' primary contact changed, what is partner concentration by value, and what changed, each with the table from the contracts, the inventory master, the delivery log and the ticketing ledger, and the answer to send back.

16 Sept 20262 min read Alternatives and comparisons · Sports

How to choose analytics software for sports: questions, data and traps

How sports organisations should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.

24 Sept 20264 min read Board and management reporting · Sports

Commercial KPIs for sports clubs and rights holders: ten measures that matter, each with its formula and the export it comes from

The ten commercial KPIs a sports club, league or rights holder should run on, each with its formula, the export it comes from and what it tells you: delivery ratio per partner, renewal value against delivered value, renewal timing, inventory utilisation per fixture, hospitality yield per partner, asset fit per partner, partner concentration, conversion from season ticket to hospitality, partner contact recency, and unsold inventory value. Also the three measures most commercial teams miss, the figures to drop, the identities, and who owns what.

17 Sept 20264 min read Forecast and pipeline · Sports

Delivery ratio on three partners: the whole arithmetic on one page

The complete sponsorship delivery ratio calculation on three partners at two thirds of a season, small enough to check by hand: each partner's contracted assets and fixtures, rate card per asset per fixture, units delivered from the delivery log, delivered value at rate card, contract value, the delivery ratio, the expected ratio from the package discount, the gap in points, the unconfirmed fixtures that count as neither, the make-goods owed with a third of the season left, and the assertion that delivered units never exceed capacity, so a reader can reproduce every figure and then run it on their own contract file and delivery log.

17 Sept 20263 min read