Bourbon & Whiskey Sampling: USA Experiential Marketing Benchmarks Report

1.1 Interactions per Activation Hour
1.2 Interactions per Event Day
1.3 Cost per Interaction
1.4 Sampling/Interaction Type
1.5 Interaction Benchmarks for Sampling Interactions by Event Size
1.6 Interaction Benchmarks for Non-Sampling Interactions by Event Size
1.7 Interaction Benchmarks by Venue Type/Industry Category
1.8 Cost per Event Day
1.9 Cost per Event Day Benchmarks by Sampling Interaction Type and Event Size
1.10 Cost per Event Day Benchmarks by Non-Sampling Interaction Type and Event Size
1.11 Cost per Event Day Benchmarks by Venue Type/Industry Category (where available)
1.12 Gender Prevalence Overall
1.13 Gender Prevalence Benchmarks by Venue Type/Industry Category (1 of 2)
1.14 Gender Prevalence Benchmarks by Venue Type/Industry Category (2 of 2)
1.15 Age/Generation Prevalence Overall
1.16 Age/Generation Prevalence Benchmarks by Venue Type/Industry Category (1 of 2)
1.17 Age/Generation Prevalence Benchmarks by Venue Type/Industry Category (2 of 2)
1.18 Parental Status Prevalence Overall
1.19 Parental Status Prevalence Benchmarks by Venue Type/Industry Category (1 of 2)
1.20 Parental Status Prevalence Benchmarks by Venue Type/Industry Category (2 of 2)
1.21 Consumer Brand Awareness Overall
1.22 Consumer Brand Awareness Benchmarks by Gender
1.23 Consumer Brand Awareness Benchmarks by Generation
1.24 Consumer Brand Awareness Benchmarks by Parental Status
1.25 Consumer Brand Awareness Benchmarks by Venue Type/Industry Category (1 of 2)
1.26 Consumer Brand Awareness Benchmarks by Venue Type/Industry Category (2 of 2)
1.27 Consumer Recommend Intent/Advocacy Overall
1.28 Consumer Recommend Intent/Advocacy Benchmarks by Gender
1.29 Consumer Recommend Intent/Advocacy Benchmarks by Generation
1.30 Consumer Recommend Intent/Advocacy Benchmarks by Parental Status
1.31 Consumer Recommend Intent/Advocacy Benchmarks by Venue Type/Industry Category (1 of 2)
1.32 Consumer Recommend Intent/Advocacy Benchmarks by Venue Type/Industry Category (2 of 2)
1.33 Consumer Purchase Intent Overall
1.34 Consumer Loyalty Benchmarks by Gender
1.35 Consumer Purchase Intent Benchmarks by Generation
1.36 Consumer Purchase Intent Benchmarks by Parental Status
1.37 Consumer Purchase Intent Benchmarks by Venue Type/Industry Category (1 of 2)
1.38 Consumer Purchase Intent Benchmarks by Venue Type/Industry Category (2 of 2)
1.39 Current Customers/Buyers Purchase Intent Benchmarks by Gender
1.40 Current Customers/Buyers Purchase Intent Benchmarks by Generation
1.41 Current Customers/Buyers Purchase Intent Benchmarks by Parental Status
1.42 Current Customers/Buyers Purchase Intent Benchmarks by Venue Type/Industry Category (1 of 2)
1.43 Current Customers/Buyers Purchase Intent Benchmarks by Venue Type/Industry Category (2 of 2)
1.44 Win-Back Consumers Purchase Intent Benchmarks by Gender
1.45 Win-Back Consumers Purchase Intent Benchmarks by Generation
1.46 Win-Back Consumers Purchase Intent Benchmarks by Parental Status
1.47 Win-Back Consumer Purchase Intent Benchmarks by Venue Type/Industry Category (1 of 2)
1.48 Win-Back Consumers Purchase Intent Benchmarks by Venue Type/Industry Category (2 of 2)
1.49 Newly Educated/Aware Non-Customer Purchase Intent Benchmarks by Gender
1.50 Newly Educated/Aware Non-Customer Purchase Intent Benchmarks by Generation
1.51 Newly Educated/Aware Non-Customer Purchase Intent Benchmarks by Parental Status
1.52 Newly Educated/Aware Non-Customer Purchase Intent Benchmarks by Venue Type/Industry Category (1 of 2)
1.53 Newly Educated/Aware Non-Customer Purchase Intent Benchmarks by Venue Type/Industry Category (2 of 2)
1.54 Sample Impression Benchmark Values by Media Channel
1.55 Word-of-Mouth Averages: People Told
1.56 Sample Experiential Revenue Model
1.57 Metrics Required for Experiential ROI Modeling
1.58 Derived Return-on-Investment (ROI) Benchmarks
1.59 Derived ROI Variation by Product Price and Event Budget
1.60 Derived ROI Benchmarks by Venue Type/Industry Category (1 of 2; where available)
1.61 Derived ROI Benchmarks by Venue Type/Industry Category (2 of 2; where available)
1.62 Direct ROI Benchmarks Overall
1.63 Direct ROI Benchmarks by Venue Type/Industry Category (where available)
1.64 Full Database Overview: Generation Exit Interview Counts by Gender
1.65 Full Database Overview: Parental Status Exit Interview Counts by Gender
1.66 Full Database Overview: Industry and Venue Classification Counts
1.67 Full Database Overview: Consumer Interview Counts by Geographic Region and State

2.1 Some Legal Context (See Appendix For Full Agreement)
2.2 This Report And Other Reports Available

3.1 Designing A Winning Marketing Campaign
3.1.1 Finding The Right Consumers
3.1.2 Event Size Vs Event Frequency
3.2 Selling To Stakeholders
3.2.1 Differentiating Yourself From Competition
3.2.2 Demonstrating Value Before Money Is Spent
3.3 Negotiating Better Venue/Sponsorship Agreements
3.3.1 Validating Venue Manager And Producer Performance Commitments
3.3.2 Choosing The Best Sponsorship Package
3.4 Validating A Proposal’s Performance Promises And Budget
3.4.1 Validating Agencies’ Performance Commitments
3.4.2 Evaluating A Campaign Budget Before Committing
3.5 Managing Campaign Performance
3.5.1 Defining Campaign Key Performance Indicators (KPIs)
3.5.2 Using Experiential Benchmarks To Manage And Evaluate Performance
3.5.3 Using Benchmarks As A Better Experiential Recapping Tool

4.1 Measuring Experiential And Event Marketing
4.1.1 Introduction
4.1.2 Three Core Questions
4.2 How Event Marketing Drives Purchase Behavior
4.2.2 Purchase Cycles And Event Marketing
4.3 How To Generate Consumer Insights With Your Event Marketing Data
4.3.1 Defining Consumer Insights
4.3.2 The Basic ROI Model
4.3.3 How To Translate ROI Into Insight
4.3.4 Translate ROI Into Strategy: An Example

5.1 How To Choose The Most Appropriate Benchmarks
5.2 Table Structure And Data Anonymity

6.1 Introduction
6.2 Event Marketing Efficiency
6.2.1 Event Marketing Efficiency Metrics
6.3 Cost Per Event Day
6.3.1 Cost Per Event Day Metric
6.4 Event Marketing Reach Quality
6.5 Benchmarking Event Marketing Reach Quality
6.5.1 Gender Categories
6.5.2 Consumer Age Categories As Generations
6.5.3 Parental Status

7.1 Introduction
7.2 The 4-stage Purchase Cycle And Event Marketing Impact
7.2.1 Stage 1: Need - Educating On The Problem
7.2.2 Stage 2: Awareness - Reasons To Believe The Brand Is The Solution
7.2.3 Stage 3: Trial - Trust That The Brand Will Deliver On The Promise
7.2.4 Stage 4: Purchase - Where Expectations Meet Experience
7.3 Event Marketing Impact Metrics - Consumer Awareness
7.3.1 Event Impact Metrics
7.4 Event Marketing Impact Metrics - Advocacy And Purchase
7.4.1 Overall Recommend Intent/Advocacy Benchmarks
7.4.2 Overall Purchase Intent Benchmarks
7.4.3 Customer Loyalty Marketing Strategy - Impact Benchmarks For Customers
7.4.4 Lost Customer Win-back Marketing Strategy - Impact Benchmarks For Win-backs
7.4.5 Conversion Marketing Strategy - Impact Benchmarks For Early-stage Purchase Cycle Consumers

8.1 What Is ROI And What Drives It?
8.1.1 When ROI Is The Wrong Metric For Success
8.1.2 What Bad Experiential Marketing Looks Like
8.1.3 Segmenting ROI Is The Roadmap To Better Marketing
8.2 The ROI Model
8.2.1 The Dollar Value Of Experiential Marketing Impressions
8.2.2 How To Count The Five Sources Of Event Marketing Impressions
8.2.3 Incremental Revenue Realized From New Customers
8.3 Using ROI Modeling To Develop Campaign Strategy
8.3.1 Overview Of The Eight Core ROI Modeling Metrics
8.3.2 Estimating Consumer Engagement Counts With Benchmarks For Predictive ROI Modeling
8.3.3 Translating Consumer Engagements Into New Customers Using Benchmarks
8.3.4 Translating New Customers Into Revenue For The Brand
8.3.5 Using An All-in Program Budget To Calculate ROI
8.3.6 ROI Modeling Sensitivity Analysis Techniques And Application
8.4 Return-on-investment Benchmark Calculations
8.4.1 ROI Benchmark Model Stages And How They Were Derived/Analyzed
8.4.2 ROI Benchmark Budget And Product Price Sensitivity Analysis
8.4.3 Derived vs. Direct ROI Benchmarks

9.1 Appendix A: Full Benchmarking Database Profile
9.2 Appendix B: Benchmarking Definitions, Methodology And Analysts’ Notes
9.2.1 Event Type Definitions
9.2.2 Industry Segment Definitions
9.2.3 Metric Definitions And Data Cleaning Methods
9.2.4 Averages And Outliers
9.2.5 Number Ranges
9.3 Appendix C: Full User Agreement (Copy Of Signed Document)