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cASE STUDY: CONSULTING

Mammoth Mountain Ski Resort

Mammoth Mountain Ski Resort (MMSA) was searching for a company to develop a commercial sales strategy for its extensive list of properties in the Mammoth Lakes area, including a ski resort, hotels, and other facilities. The premier ski resort’s wide range of assets and appealing demographics presented an attractive sponsorship opportunity, but MMSA was uncertain as to how to effectively price, package and sell their assets.

STRATEGIC APPROACH

Premier approached this challenge by utilizing its proprietary Revenue Maximizer™ framework. During the first phase of this project, Premier scoured MMSA’s facilities and events to create a comprehensive catalog of potential sponsorship inventory. Premier then constructed a sponsorship hierarchy with baseline inventory packages. Key to Premier’s approach throughout the project was the ability to team with a variety of internal resources – from operations to group hospitality – to understand the opportunity to fully integrate sponsors throughout MMSA’s properties.

    RESULTS

    • Identified, valued and packaged over 550 individual types of new and existing sponsorable inventory
    • Developed unique and customized sponsorship opportunities at one of the country’s top destination resorts
    • Developed a program that maximized potential MMSA revenues through an integrated sales process
    Premier was masterful in unlocking the tremendous value that had been under-leveraged at Mammoth Mountain and other properties in our portfolio. Premier’s Revenue Maximizer™ structured, organized, and set us on the path to leverage our commercial assets. In short order, Premier was responsible for securing multiple contracts worth seven figures in revenue. We couldn’t be happier.
    — HOWARD PICKETT, Chief Marketing Officer, Mammoth Mountain