Brian France talks family business, NASCAR at Phoenix conference – Nascar

France created the Chase for the NASCAR Sprint Cup which has led to the most dramatic racing in years; introduced the landmark Charter and track sanctioning agreements that created stability for NASCAR’s teams and race tracks; signed agreements with FOX and NBC worth a reported $8.2 billion deal to broadcast races for the next decade; secured more FORTUNE 500 partnerships than at any time in history; and spearheaded the NASCAR Drive for Diversity program.
France talked about the importance of learning the business from the ground up and how that led to his first signature achievement — when as senior vice president in 1999, he consolidated the sanctioning body’s television rights.
“People said it could never be done, you’re too independent, tracks would never go along with that. And we took revenues at the time from $90 million to now $900 million in that one area,” he said.
Under France’s leadership, NASCAR now has more FORTUNE 500 partnerships than at any time in history and the NASCAR Drive for Diversity program is beginning to bear fruit which is critical to widening the fan base.
“I think communicating with your industry, your stakeholders, you can’t do that enough, you literally can’t do that enough,” he said.


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NASCAR’s new emphasis on collaboration with its industry becomes even more important as fans change the way they consume sports — one of the biggest challenges France says the sanctioning body faces in the next five to 10 years.
“Millennial fans are consuming things way differently,” France said. “They’re getting their NASCAR not just solely from the TV, now it’s online, it’s video clips, it could be a number of things. They want to be entertained at a different level. They want to connect with their friends at the events.”
France believes that NASCAR’s emphasis on technology at the track and in its communication with fans provides it with an advantage over other sports in the changing consumption space. The sanctioning body has emphasized engaging with fans on Snapchat, Twitter, Instagram and Facebook. Year-to-date, the NASCAR Facebook and Twitter accounts have generated 3.8 billion impressions.
NASCAR’s variety of digital offerings include NASCAR Drive, which gives fans drivers’ views from the cockpit, the NASCAR mobile app and a plethora of video content on Across all its digital platforms, NASCAR Digital Media has registered 890 million page views and 296 million video views.
“In our case, we can be a great validator of technology because of all the telemetry and things that go on to make up an event,” he said. “We can be very interactive, we already are, but we can be a lot better for our fan base. We have to get all that stuff right.”


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