🎟️ Mediapoint Medallion Club Program

Purpose: Strengthen relationships with high-value customers and strategically convert prospects, using exclusive AFL access as a premium experience tool.

1. 🎯 Objectives & ROI Goals

Primary Objective:

• Deepen relationships with existing Gold ($100K+) and Silver ($20K–$100K) customers.
  
  

• Strengthen loyalty and minimise churn, particularly in Gold tier.
  
  

• Support conversion of high-potential prospects.
  
  

Secondary Objective:

• Reinforce Mediapoint’s value as a strategic trade partner.
  
  

Target ROI Indicators:

• Retention uplift in Silver & Gold tiers
  
  

• Conversion of at least 3 high-value prospects annually
  
  

• Utilisation rate of >90% of available games
  
  

2. 🧑‍🤝‍🧑 Customer Targeting & Segment Rules

Eligibility Criteria:

• Silver: $20K–$100K spend/year = 1 game per season
  
  

• Gold: $100K+ spend/year = Unlimited invites (as available)
  
  

• Prospects: Must have clear pathway to $50K+ in annual trade spend
  
  

Ideal Invitees:

• Existing high-value customers across diverse verticals
  
  

• Active large prospects not yet maximising Mediapoint
  
  

• Strategic franchise head offices (where referrals scale)
  
  

Team Preference Tracking:

• Proactively ask customers which AFL team they follow
  
  

• Record in HubSpot and in a separate team-based spreadsheet for planning
  
  

3. 📅 Event Allocation & Planning

Seat Use Plan:

• Where possible 2 seats for customer + 1 for Jamie (sales rep) to attend and build rapport - alternatively give all to customer
  
  

• Where suitable, offer customer the option to bring a children and buy seats
  
  

Allocation Strategy:

• Top 5 customers get first right to premium games (openers, key clashes, finals)
  
  

• Bulldogs games primarily reserved for personal/staff/internal use
  
  

• All games first offered to customers; if unallocated, offered to employees
  
  

• No unbooked holding strategy – proactive outreach only
  
  

Tracking Tool:

• Hubspot to have customers tagged with who they support and team lists based on customers

• Google Spreadsheet containing:
  
  

  • Fixture
    
    

  • Who was invited/attended
    
    

  • Tier (Silver/Gold/Prospect)
    
    

  • Outcome/notes
    
    

  • Team supported
    
    

4. ✉️ Invitation & Booking Process

Timing:

• Begin outreach 3 weeks before each match
  
  

• Follow Plan A → Plan B → Plan C sequence if declines occur
  
  

Invite Logistics:

• Jamie (BDM) to handle all invite calls, customer coordination and follow-ups
  
  

• Email used to send tickets & game-day info
  
  

• Phone call is used for invite, qualifying team support, and pre-match rapport
  
  

Tools Used:

• Team support tracked in HubSpot
  
  

• Match planning + invites tracked in Google Sheet (shared with Jason if needed)
  
  

5. 📝 Usage Tracking & Sales Follow-Up

Tracking Sheet Includes:

• Company name
  
  

• Customer tier
  
  

• Match attended
  
  

• Seats used (2 or 3)
  
  

• Supported team
  
  

• Outcome summary (e.g. conversion/retention/re-engagement)
  
  

• Notes for next steps
  
  

Follow-Up Process:

1. Within 2 business days post-game, Jamie sends a personal thank-you (SMS or email).
   
   

2. Within 5 business days, schedule a follow-up call to:
   
   

   • Ask how they found the experience
     
     

   • Gauge upcoming needs or gaps in their current supplier
     
     

   • Reaffirm relationship and plug next step (quote, site visit, proposal)
     
     

Internal CRM Note Template (HubSpot):

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CopyEdit

🎟️ Medallion Club Attendance

Customer: [Name]

Game: [Teams] on [Date]

Seats Used: [2/3]

Rep Present: Jamie

Supported Team: [Team]

Follow-Up Outcome: [e.g., quote sent, confirmed future order, re-engaged account]

Next Steps: [e.g., meeting booked, pricing discussion]

6. 📊 Review & Optimisation

Review Frequency:

• Monthly review of usage and impact
  
  

• Discuss at sales meeting or in monthly scorecard
  
  

KPIs to Track:

• Games used vs total available
  
  

• Number of different customers/prospects hosted
  
  

• Spend trends post-attendance (Silver → Gold uplift)
  
  

• % of retained vs churned customers in each tier
  
  

Feedback:

• No customer feedback mechanism for now (optional in future)