Building and Enhancing Relationships with Key Strategic Partners

1
Building and Enhancing Relationships with Key
Strategic Partners

• Dave Baldwin
• Director of Business Development
• 11/12/04

2
Agenda

• Why partner?
• With whom to partner?
• Due diligence
• Who does what and why, equitable partners?

3
According to PricewaterhouseCoopers

• CFOs embrace alliances
• 65 believe alliances are vital to their business
  today.
• 25 of respondents expect alliances to be more
  important than MA in 3 years.
• 16 believe they are already.

4
Why Partner?

• Innovation
• In house expertise versus contracted.
• Speed to market.
• Budget?
• Extend the Brand
• Promotion with like brands that our family
  friendly esthetic appeals.
• We do very little advertising so additional
  consumer touch points validates our programs.
• Leverage other Brands
• We are the 2 player and access to stronger
  brands is essential.
• Can validate your brand.
• Drive Traffic / Incremental Revenue

5
With Whom to Partner?

• Vertical Markets
• QSRs
• Home Electronics
• CPGs
• Studios
• Big Box Retailers
• Technology
• Stored Value
• Loyalty
• Online Subscription Model (Amazon / Target)
• Data mining
• Business intelligence tools

6
Hollywood Partnerships
7
Hollywood Partnerships
8
Due Diligence / Equitable Partners

• Process
• Weigh value and strategic fit.
• Partner with Strategic Planning and Finance to
  measure similar programs for incrementality,
  success and ROI.
• Negotiate Terms.
• Execute.
• Planning 12 to 18 months out.
• Timeline
• 3-6 months from initial engagement to closed
  deals.
• Equity
• Fair exchange.
• Expectations for success.
• Information and communication.