Brand Murray Is Just Beginning

Arguably sport always has been, and always will be, associated with stars. Sportspeople of incredible athletic ability make the impossible appear effortless, creating moments of magic that give fans the chance to utter the phrase “I was there”. For an athlete to be held in this rarefied bracket of superstars can bring global fame and vast financial reward, but also a burden of expectation not just from their own fans, but the sports they bestride.

The Next Stage

An athlete who must surely now be considered within this group is Wimbledon Champion Andy Murray. Three years since his first win, Murray once again captured the title that he covets most, placing him alongside esteemed double Wimbledon winners such as Stefan Edberg and Rafael Nadal. The win also topped off an incredible year for Murray. Marriage to his long-term girlfriend, guiding Great Britain to a Davis Cup win and becoming a father has brought about a slow but noticeable transformation of brand Murray. His growing maturity matched with a change in perception among even the most casual of tennis fans offers him the perfect opportunity to take his brand even further as he moves into the next stage of his career.

Star Power

According to London School of Marketing’s 2015 sport power list, Murray ranked in 16th place. Not bad, but when considered alongside his fellow male players, Rafael Nadal (8th) Novak Djokovic (7th) and Roger Federer (1st), there appears to be some room left to grow. Federer’s continued brilliance away from the court is in contrast to his slowly diminishing powers on it. Without a Grand Slam win for four years, Federer’s ‘RF’ brand remains worn by more than just a few of the paying crowd on centre court. His ability to show a side of his personality that resonates with sponsors without a link to the court has helped prolong his marketability and it’s a path that Murray has already started to tread.

Although he counts Under Armour and Head as his on-court equipment partners, Murray’s partnership with Standard Life represents a deal that looks to work with some of the less athletic aspects of Murray’s character and is undoubtedly contributing to a better understanding of the man behind the racket. Yet it’s imperative that the partnership works both ways, with a set of shared traits that can be projected to a targeted audience for the benefit of both sponsor and athlete.

Careful cultivation of these traits can truly transform reputations and Standard Life’s Master Your Dreams film series is a perfect example of the process at work. The films explore a side of Andy Murray that isn’t well-known, helping the audience to see a new thread in the Murray story and one that Standard Life applies to its own organisation. From the meticulous preparations of Andy’s childhood, to meeting his own sporting heroes, viewers have shown a willingness to engage with the films, sharing their changing perceptions and even thanking Standard Life for providing the opportunity for them do so.

Standard Life’s willingness to look beyond the common narrative and work with a different side of brand Murray not only helps them stand out from the crowd but supports their own story, not something every sponsorship or indeed athlete, has the ability to do. The challenge therefore is two-fold, first to identify an athlete whose own brand, ambitions and athletic performance complements that of a sponsor and secondly (and far more challenging) is to select the the correct aspect of an athlete’s story to tell.

Executed properly the rewards are clear for all to see, both on and off the court.

Rule 40 Guessing Game For Brazil’s Rio 2016 Athletes

Here in Brazil, as we reach 100 Days To Go to Rio 2016, the Games buzz is growing, albeit overshadowed by the ongoing political and economic crisis and the latest and most Games-related tragedy in Rio.

Giovane Gavio, two-time Olympic champion and first Brazilian to carry the Rio 2016 torch (Embed from Getty Images)

But day in and day out, Brazilian TV channels are broadcasting test events, qualification events and press conferences. The Olympic Torch Relay starts next week. And of course, Brazilian athletes all over the country are getting ready for the Games.

But on one important front, our athletes face massive uncertainty. While the USOC and their counterparts around the world have released their new Rule 40 positioning, the Brazilian Olympic Committee has yet to confirm its policy. Even by Brazilian standards, this is very late.

With the Games being staged in their home country, many of our athletes have been able to land lucrative personal sponsorships, with some having signed ten or more brands as partners. However, right now, the athletes and their brand partners don’t know what they will be able to do – or not do – to activate their sponsorships before and during the Games.

So with 100 days to go to Rio 2016 and counting, you can add to all the uncertainties about the Games those of the Brazilian athletes, their agents, and sponsors about Rule 40. Watch this space.


Guilherme is the founder of Ativa Esporte, the Brazilian sports marketing consultancy, which is Synergy’s partner in Brazil.