Sports teams and equipment manufacturers going international: The strategic leverage of co‐branding

Abstract

Purpose

The purpose of this is to analyse co‐branding as leverage for both teams and equipment manufacturers in their internationalization endeavours. In other words, how can teams and equipment manufacturers benefit from their association in order to expand internationally?

Design/methodology/approach

The study involves four football cases for the 2009‐2010 season: Paris Saint‐Germain and Nike, Olympique de Marseille and Adidas, Olympique Lyonnais and Umbro, and the French national football team and Adidas. Semi‐structured interviews were conducted with managers involved with the four teams and their respective equipment manufacturers. The managers were marketing directors, VPs of marketing, sales managers or presidents of their respective organization. Sponsors, university professors and journalists who interact closely with the teams and equipment manufacturers were also interviewed.

Findings

It seems as if the team and its equipment manufacturer do not have a formal strategy to jointly benefit from their association. That would be very important for a successful collaboration and for joint internationalization. Currently, the actions appear a little too ad hoc and opportunistic, with some exceptions (i.e. PSG and Emirates Cup). In other words, the commitment does not really transpire yet in the co‐branding partnerships studied.

Research limitations/implications

Other teams in other sports and other countries should be studied in the next stage of the research. All the more so since the paper focused on a convenience sample, comprised of only French teams. Furthermore, special attention should be paid to the differences between North America and Europe. Indeed, in North America, the league is very much involved and controlling in the international expansion of its teams to the point that the league dictates the internationalization of its teams, brands and merchandising offering; whereas in Europe, teams have much more freedom to expand abroad.

Originality/value

The global brand strategy, which refers to a new market and an existing co‐brand name, would be the most appropriate for sports teams and equipment manufacturers. This would be especially true when both the equipment maker and the sports team benefit from a strong brand equity, which they could carry into international markets and use to trigger a strong synergy abroad. The global brand strategy bears some resemblance with the “Brand Conquistador” strategy, where partnership, either between two teams or between a team and an equipment maker, is used in order to expand internationally.

Citation

Richelieu, A. and Desbordes, M. (2013), "Sports teams and equipment manufacturers going international: The strategic leverage of co‐branding", Sport, Business and Management, Vol. 3 No. 1, pp. 63-77. https://doi.org/10.1108/20426781311316906