RIYADH: Understanding your fan base is a key element of successfully marketing your sports brand, Manchester United’s director of marketing told the audience at the Athar Festival of Creativity in Riyadh.

During his keynote speech, “Cultural Connection, Unbreakable Bonds and the Power of Stories: Lessons Learnt From a Career in Sports Marketing,” Matt McKie talked about his experience working in notable roles for the Olympics, Nike and EA Sports.

Whether you are a football fan or not, there is no denying that Manchester United is one of the most well-known clubs in the world. But how did it gain its reputation?

Like many popular teams, it is about connecting with your audience and Manchester United has a unique way of “converting followers to fans,” McKie told Arab News.

“I would say the absolute key to finding an audience and growing is really understanding your fans and, in the UK and in Europe, football clubs are bigger than just sports assets, than community assets, they mean more,” he said. “There will be generations of families that have gone to watch the team and support them, so honoring that and respecting that is absolutely key.”

An important marketing tactic for McKie involves researching the upbringing and backgrounds of athletes before their rise to stardom. This is a way to humanize them and create campaigns with a personal touch.

“I think humanizing athletes is an important marketing tactic (and) I think it’s an important human tactic,” he said. “These are individuals in the public eye, there are millions and millions of people watching them, expecting things from them. They have the same problems we have ... so it’s incredibly important that we understand that.”

McKie highlights unique brand identities for emerging football clubs, such as FC Como and Venezia, in Italy, and Forest Green Rovers in England. Venezia is known for its love of fashion while the latter has claimed the title of becoming the first fully vegan football club.

“It’s really about building a profile and understanding who the audience is and then you can serve them the things that will drive them down towards being a fan, and a committed fan, that comes to games etc.

“It’s very important in women’s sports because of the very high proportion of fandom that exists there. It’s important as marketers that we actually bring them closer, we understand them, we give them content that’s going to engage them and not just bring the ideas of men’s football across and expect it to work.”

For Saudi teams, McKie’s advice is to “have a point of view.”

“Within Saudi, a lot of these teams are new or relatively new in the grand scheme of football. So there’s an opportunity to have a point of view and stand for something … to form a team that plays a certain way and isn’t bound by baggage that can come from being a really big heritage brand.”

RIYADH: The second Athar Saudi Festival of Creativity kicked off on Tuesday with a full house in Crowne Plaza Riyadh RDC.

Hosted by UAE-based Motivate Media Group and communications consultancy TRACCS, the festival will feature 100 regional and international speakers and is expected to bring together almost 2,000 professionals and leaders from the creative marketing industry.

Ian Fairservice, managing partner and group editor-in-chief of Motivate Media Group, will chair the event, with Mohammed Al-Ayed, CEO of TRACCS, as vice chairman.

In an interview with Arab News, Fairservice said: “Athar has a role in bringing together the creative community, and the marketing community.

“The whole ethos of Athar is to create a community, albeit just for a couple of days, where everybody can come together and communicate and share ideas and develop new ones.”

He highlighted the increase of attendees this year, compared to last year’s event.

“All of our numbers have pretty much doubled on last year. We have almost 2,000 attendees registered and, as you can see around us here, it’s absolutely buzzing. The main stage area is completely full. There are probably 100 people standing at the back watching our first keynote speaker today,” he said.

“In terms of other numbers, we have 400 entries for the awards for tomorrow night, of which there are 211 shortlisted.”

Fairservice’s knowledge of the region comes from living in Dubai for 47 years. He formed Motivate Media Group back in 1979 and launched one of the country’s first English-language magazines, “What’s On,” which had a primary readership of tourists and expatriates.

The inspiration behind it was simple — there was no media. It was, he recalls, an era “with no television, no radio, no newspapers, no magazines.”

Today, Motivate Media Group publishes numerous magazines such as “Emirates Woman,” “Gulf Business” and “Business Traveler Middle East.”

“We’ve grown the company organically and have gone into every different aspect of media across the board,” said Fairservice. “It’s been a privilege and a fantastic opportunity to have been able to do this from the ground floor.”

Athar Festival will continue on Wednesday with panel discussions, presentations and fireside chats focused on growing the creative landscape in Saudi Arabia, the Middle East and beyond, covering various sectors such as sports, entertainment, and tourism.

The event will conclude with the Athar Awards ceremony on the evening of Nov. 6.