Winmo Case Study: Pocono Raceway
Pocono Raceway, a family-owned, solar-powered motorsports venue hosting major racing events, has utilized Winmo since 2015 to overcome challenges in direct sponsor contact and adapt its sales strategy during the COVID-19 pandemic by maintaining partnerships and targeting relevant companies, with Business Development Manager Eric Flood highlighting Winmo's role in providing direct access to key contacts.
How Pocono Raceway and Winmo Initiate Sponsorship Relationships That Are All in the Family
About Pocono Raceway
Pocono Raceway, located in the Pocono Mountains of Pennsylvania, has been a family-owned business for over 50 years. The Raceway hosts multiple national motorsports events such as the ARCA Menards Series, NASCAR Cup Series, Xfinity Series, and Camping World Truck Series, along with more than 200 annual events including car clubs and racing schools.
As the world’s first privately-owned solar-powered sports facility, Pocono Raceway operates a 25-acre, three-megawatt solar farm that provides energy for the Raceway and supplies electricity to the local power grid. Business Development Manager Eric Flood and Partnership Sales & Service Manager JJ LaRose both attended motorsport events at the Raceway as children.
Challenges and Objectives
Pocono Raceway has been a Winmo client since 2015. Both Flood and LaRose moved into sales roles after Winmo was already in place for the sales division.
“Before Winmo at the Raceway, a clear pain point for me was when I had a great idea for a company and couldn’t find any way to contact them other than a general contact form or a customer service line,” said Flood. “Just being able to reach someone directly, whether they are the person you need or if they need to pass you along within the company.”
When the COVID-19 pandemic hit in March 2020, Pocono Raceway’s strategy shifted from active prospecting to supporting and maintaining existing partnerships. Flood and LaRose’s teams had to adapt to fanless events, focusing on their own facility and alternative methods to engage fans.
“There were basic needs that had to be covered to ensure that everything operated correctly and the onsite staff members were safe. This is where our focus turned to target companies who could provide items such as masks and hand sanitizers,” said Flood.
How Winmo Helps Pocono Raceway Succeed
Pocono Raceway was attracted to Winmo for its ability to provide deep insights not only into companies but also key decision-making contacts. Flood and LaRose can begin a cold-call, email, or pitch with knowledge of who they’re talking to, thanks to the personality insights feature.
“The contact information and the personality insights are the biggest things,” said Flood. “The ability to see a large sampling of employees at a company really helps narrow down who would be the best target. Every company has different titles for different job tasks, so all of these people housed in one place is valuable.”
In an industry heavily impacted by sponsors, Flood and LaRose often use the quick link to Sponsorship Contacts.
In addition to finding the right contacts at target accounts, Flood and LaRose use Winmo to identify accounts that were not previously on their radar, particularly through the daily opportunity briefing provided by WinmoEdge.
“The daily WinmoEdge emails are huge. They bring so much insight and new ideas. Every day there is at least one company, but usually more, that we never would have even considered on our own,” said LaRose. “We’ve taken information from current partners’ competitors from the Accounts on the Move section directly to that partner to create opportunities that will stand toe to toe.”
Future Plans
As the only family-owned and operated facility on the NASCAR schedule, Pocono Raceway has the freedom to create unique and meaningful experiences for fans and corporate partners. The ability to go straight to the Chairman of the Board allows both Flood and LaRose to get answers quickly and implement partner ideas immediately.
There’s a saying at Pocono: if it sounds crazy, we’re willing to give it a shot.
“Every day we learn what else Winmo can be used for, not only sales prospecting and leads, but marketing as well,” said Flood. “I foresee Pocono Raceway partnered with Winmo for a long time. We’re looking forward to the constant development and what’s ahead.”
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