2023 Off Road Fall Sponsorship Summit 2

Starting a factory team requires understanding the full consumer cycle and identifying potential partners within that ecosystem. First, remove all stickers from sponsors who aren't providing substantial value - brands assume you have relationships with companies whose logos you display, which may prevent new sponsors from approaching you. Then identify vendors and partners already connected to your primary OEM (like financing companies, insurance providers, and aftermarket parts manufacturers). The goal is to create B2B relationships where sponsors get actual sales returns, not just logo placement. Work with the OEM to leverage their influence with vendors and provide additional sales opportunities for those vendor partners.

Factory teams look for drivers who understand racing is a business, not just a sport. Key qualities include: treating racing like a job with professional conduct, understanding that your role is ultimately to help sell products and services, having a social media presence with affiliate links so sponsors can track sales you generate, going above and beyond minimum contract deliverables, and demonstrating marketing aptitude. Race results are just the bare minimum - what you do between races and off the track is at least 50% of your value. Teams want drivers who can communicate the brand story authentically and conduct themselves in ways that push sales.