Aussie teams power up on home grown technology

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Media Release 

Wednesday 23 January 2019

Australian teams competing in the Cruiser Class of the Bridgestone World Solar Challenge (BWSC) in October this year will be packing a power-filled punch under their solar hoods when they line up on the starting grid, thanks to technology developed in Brisbane.

Clenergy Team Arrow, one of Australia’s most successful solar electric racing teams, has drawn on its BWSC experience to invent, through its spin-off commercial arm Prohelion, a specialist, high-powered, ultra-lightweight, lithium battery ‘power pack’ with an emphasis on performance and safety.

The first to receive this potentially game-changing technology against the world’s best, outside of ‘camp Arrow’, is the new five-state, national, Australian Technology Network (ATN) Solar Car Team.

At the official hand-over on Wednesday 23 January, Cameron Tuesley, Team Arrow Founder and Managing Director of IT provider, Integral, where Prohelion is headquartered, said from the beginning, the vision has been to commercialise and share energy solutions beyond his own team.

‘What we’re attempting is to deliver practical battery systems that could make their way into the mainstream. By collaborating with teams like the ATN Solar Car Team and using a 3,000-kilometre event as a live proving ground, we can demonstrate just how good our local tech is,’ Mr Tuesley said.

‘Safety is paramount, it’s not simply a matter of hooking up hundreds of lithium-ion batteries to get optimum power to your vehicle. These power packs are fully integrated with inbuilt Battery and Cell Management Units with software, control, cooling and safety systems to keep things on track,’ he said.

Andrew Carr, Systems Engineer for the ATN Solar Car Team and IT and Electrical Engineering Student from Queensland University of Technology, said as a first-time team, he and his ATN Solar Car teammates quickly identified battery pressure points and the potential benefits of working with a supplier who had a track record of both safety and success.

‘Working together across the country, the ATN Solar Car Team is all about collaboration. Our model is practical research and real-world industry knowledge working alongside student innovation. We don’t need to design a battery system from scratch if there’s already an ideal solution – it just makes sense to work together,’ Mr Carr said.

‘We want to show that Australian manufacturing, technology and inventiveness can match with the big-budget teams on a global scale. We think the Prohelion Power Pack is an important part of our BWSC journey’ Andrew said.

BWSC Event Director, Chris Selwood said he was delighted Australian teams were collaborating. The Cruiser Class has always been about taking this technology to everyday vehicles, and here we have some of the best minds in Australia working to make that a reality.

IntelliDesign Sponsors Domino’s TeamArrow

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As we continue with our preparations for the 2018 European Solar Challenge in September, we are delighted to inform you that IntelliDesign has joined our solar car family as a sponsor of Domino’s TeamArrow!

IntelliDesign specialise is Electronic Design and Manufacture across a variety of industries including rail, medical, defence and mining in South East Queensland and Australia.

Frank Harrington from IntelliDesign shared “IntelliDesign are proud to support Domino’s TeamArrow in their European Solar Challenge of pushing the boundaries in solar and renewables technologies. IntelliDesign are all about pushing electronic engineering boundaries which makes a great partnership between Team Arrow and IntelliDesign.”

Sam Mostert, Anika Ensinger and Frank Harrington from IntelliDesign view Arrow1’s new Domino’s TeamArrow livery.

IntelliDesign employees Sam Mostert and Anika Ensinger are valuable members of our team are a thrilled to be representing IntelliDesign, TeamArrow and Australia in September.

 

 

Announcing Domino’s TeamArrow and the 2018 iLumen European Solar Challenge

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We are pleased to announce that we have partnered with Domino’s to participate in the 2018 iLumen European Solar Challenge! Domino’s TeamArrow will be Australia’s first representatives at the European Solar Challenge – a flag we wear with pride.

Domino’s has a passion for technology developments, finding ways to utilise green technology with their pizza delivery. Domino’s also utilises a variety of technologies to improve pizza quality and customers ability to track pizza delivery. One of Domino’s values is “Incentivise what you want to change” – something that Team Arrow also stands for. We are very excited to work with Domino’s over the next few months as we prepare and participate in the 2018 iLumen Solar Challenge!

The 2018 iLumen European Solar Challenge (iESC) will be held in Belgium from the 21st till the 23rd of September. Arrow1 has a proven track record in efficiency events including the 2013 and 2015 World Solar Challenges and the 2015 Abu Dhabi Solar Challenge. Our challenge team is undertaking the final preparations on Arrow1 before it will be shipped to Belgium in a few week’s time.

iLumen European Solar Challenge Logo
Welcome Domino’s to the Team Arrow family and thank all our supporters leading up to the 2018 iESC. We look forward to sharing the European Solar Challenge with you over the next few months.

How to ask for sponsorship money – and get it! (Part 3 of 3)

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Fundraising is an essential component of solar car racing and other not-for-profit organisations. A team may have the best technical design, an experienced team and a winning strategy, but without adequate funds these ideas can only ever remain on paper. Sponsorships are a key way of obtaining these funds, but how do you go about it?

This is part 3 in a series of 3 by Anthony Prior. To read the first post, click here.

You’ve got your foot in the door and done the hard yards. Time for the last step, close the deal!

CLOSING THE DEAL
As engineers, there is often the belief that a well written and logical argument will be sufficient to persuade a rational decision maker to give us what we require. However, in the real world, we are dealing with actual people and decisions are often made in the heart or gut based upon feelings and emotion, only using their brains and rational thought afterwards to justify the decision.

There is an entire blog post about the psychological approaches that can be utilised to persuade sponsors to agree to your deal. This can wait for another time. In the meantime I will defer to Cialdini1 who has covered some of my points already with his six methods of persuasion:

Principle #1: Reciprocation

Reciprocation recognizes that people feel indebted to those who do something for them or give them a gift. Give your potential sponsors something in advance. If you give a positive experience to people they will want to give you something in return. The gifts do not have to be expensive or even material; perhaps a free t-shirt or 3d print of your car to the correct person. Invite them to your workshop for a tour. Shout them a coffee or lunch.

Principle #2: Social Proof

When people are uncertain about a course of action, they tend to look to those around them to guide their decisions and actions. They especially want to know what everyone else is doing; especially their peers. The key here is to get one or two respectable sponsors on board. University support is always a good start. Success breed success. Once you have obtained you first sponsor, others will follow.

Principle #3: Commitment and Consistency

People do not like to back out of deals. We’re more likely to do something after we’ve agreed to it verbally or in writing, Cialdini says. People strive for consistency in their commitments. They also prefer to follow pre-existing attitudes, values and actions.

People want to be both consistent and true to their word. Getting sponsors to publicly commit to something makes them more likely to follow through with an action or a purchase. Ask your potential sponsor if they are interested in supporting your project and say why. Getting people to answer ‘yes’ makes them more powerfully committed to an action, Cialdini says. Also getting them to agree to something small will make them more likely to say yes to a larger request further down the line.

Principle #4: Liking

“People prefer to say ‘yes’ to those they know and like,” Cialdini says. People are also more likely to favour those who are physically attractive, similar to themselves, or who give them compliments.

If a potential sponsor has seen your car in the media or in the local car show, they will already be familiar with you. Be active in media and your appearances.

It is important to identify how the potential sponsor’s values are aligned with yours and to know their challenges, preferences and so on.

You will need to align your pitch with companies that have a similar strategic direction. A number of companies have internal “values” such as innovation, excellence, teamwork etc. Research your target companies and align your pitch to what they are communicating both internally and externally.

Principle #5: Authority

People respect authority. They want to follow the lead of real experts. Business titles, impressive clothing, and even driving an expensive, high-performing automobile are proven factors in lending credibility to any individual. Giving the appearance of authority actually increases the likelihood that others will comply with requests.

You must at all times have a professional appearance in the media, both social media and traditional media, aligned with your story. A professional looking website with your own domain name and email accounts helps with building credibility. Have business cards printed and also use professional looking letterheads and email signatures.

When people are uncertain, they look outside themselves for information to guide their decisions. Given the incredible influence of authority figures, it would be wise to incorporate testimonials from legitimate, recognized authorities to help persuade prospects. Emphasise your connection with local universities, get academics, faculty staff or industry professionals to provide testimonials or references.

Principle #6: Scarcity

In fundamental economic theory, scarcity relates to supply and demand. Basically, the less there is of something, the more valuable it is. The more rare and uncommon a thing, the more people want it.

Says Cialdini: “The tendency to be more sensitive to possible losses than to possible gains is one of the best-supported findings in social science.” Therefore, it may be worthwhile to emphasize the potential for a wasted opportunity such as:

  • “Don’t miss this chance to support us”
  • “Here’s what you’ll miss out on if you don’t sign up now”

When structuring the offer, reinforce the limited number of Platinum Gold and Silver sponsorship spots to increase the perception of its scarcity.

You may also create a sense of urgency by highlighting an upcoming media event that they would not want to miss out on or setting a deadline that promotional materials need to be printed.

KEEPING SPONSORS

Once you have obtained your sponsors, treat them well, exceed their expectations and make sure that they obtain the value they expect from the agreement.

It is easier to keep a sponsor than to find a new one!

After the event, create a report to sponsors outlining the team’s performance not just on the race but outlining the media that was generated. It is possible to get reports created which can give an estimate of the overall value of the media generated. We estimate that up to $400,000 of media was generated with Clenergy TeamArrow following the 2015 World Solar Challenge.

Be sure to give your sponsors collateral they can use for their own publicity. It may be useful to provide a portal online where they can access hero shots of the team, logos etc. for their own internal and external communications.

Be sure to provide updates during events, not just via the standard media channels but via direct emails with exclusive images and other media for their own consumption or distribution.

Follow up with sponsors after key events to ensure they feel they are getting value for their dollar. If they do not feel they are getting value, they will not come back for the next race.

OTHER SOURCES OF FUNDS

There are obviously a large number of alternate and creative ways to raise funds which have not been mentioned here. Some of these include:

  • Government grants
  • Crowdsourcing
  • Sausage sizzles/BBQs
  • Sale of team collateral

Clenergy TeamArrow has not had much experience and/or success with these approaches, but have heard that some teams have found them to be successful and so would be very interested in hearing other team’s stories.

SUM IT UP

While fundraising is difficult, and often disheartening, it is also extremely satisfying when you close a deal on a large amount of cash or obtain a key component for free or reduced cost. Every sponsor that you obtain makes it easier to get the next one. As your network of contacts and sponsorships grows your team gets progressively closer to realising their dream of building a world-class car and competing with teams from around the world in the Solar Racing Community.

IMG_7986

References
⦁ Cialdini, R. B. (1984). Influence: The Psychology of Persuasion

How to ask for sponsorship money – and get it! (Part 2 of 3)

Posted by | Sponsorship | No Comments

Fundraising is an essential component of solar car racing and other not-for-profit organisations. A team may have the best technical design, an experienced team and a winning strategy, but without adequate funds these ideas can only ever remain on paper. Sponsorships are a key way of obtaining these funds, but how do you go about it?

This is part 2 in a series of 3 written by Anthony Prior. To read the first blog post click here.

193

STRATEGY

So your team has a story and it has identified key organisations who align with your brand and who you believe will obtain benefits from a sponsorship agreement. It is vital that there be some structure behind:

Who gets what?

It is important to have a strategy and structure for fund raising. You will of course have identified the budget and/or parts that are required to build the car and ship it and your team to the challenge. You will need to break down this budget into a number of “buckets” that will be filled by sponsorships.

A common approach is to have a tiered system, say, bronze, silver, gold, and platinum sponsorship agreements with increasing benefits for increased support. Have a limited number spots for each tier which increase in number as you go down. This promotes a sense of scarcity and establishes the prestige and value of each of the levels.

Offer a single naming rights sponsorship which comes with very significant benefits and a matching very large contribution to the team. If someone want to do this, they get carte blanche. “A bright pink colour scheme with purple polka dots? Sure! Whatever you want!”

Remember, these levels are a starting point for talking to organisations, but should be flexible so be ready to adapt them according to the needs and capabilities of the organisations. As discussed above, all companies are different and will have different requirements that are of value to them. However, it is essential that all companies are treated fairly and that small contributors do not get offered higher tiers than deserved.

GET OUT THERE

You must have a presence in the media, both social and traditional, which communicates your story. This must be aligned with your brand and be professional in appearance and execution. And then repeated, again, and again, and again at every opportunity you get.

Not them AGAIN!

Be a media tart. At all times solicit publicity and seek out opportunities to be in TV, newspapers, radio, magazines, online media etc. If you have any opportunity to work with media – jump on it. People will see you online, on TV or in print and discuss this to their friends and co-workers. Potential sponsors will see you and the seed will be planted.

However, you must have a hook. Your story must be interesting, it must be unique and it should be topical and/or local.

Assign a team for media to develop this story and communicate it to the world. This is not something that necessarily happens naturally to engineers so reach out to university business/media schools for students who are passionate and want to get involved in a real marketing exercise. They can then create press releases, social media pieces and learn how to speak to cameras. When doing media, have a set of prepared “Bites” that you can repeat easily. These may be stats of the car, your team’s story or interesting anecdote about the team’s experience to date.

Appear in local green fairs, conferences, electric vehicle fairs, anything related to your brand. Then broadcast these on all your social and traditional media platforms. People will remember you and speak to their friends about you. These are a great opportunity to start talking in person to the general public or potential sponsors. Follow up on contacts made during these events. Send a personalised email shortly after the event referencing any particular subject that was discussed.

Work with your local solar car organising committees. They have an interest in generating media stories. Be ready and let them know you are available and willing. It helps them and it helps you.

Collateral

Collateral is the handouts, pictures, brochures and business cards that are handed out at events. It is essential to have professional-looking collateral generated and have ready to hand out.

As soon as possible, generate photo-realistic images of the car and put them on your collateral. It will make the whole exercise seem real and get people excited. Even if you do not have these images on your web/Facebook pages so your competitors do not see your brilliant design, have them available to show in private meetings and communications to potential sponsors.

Launch Events

Launch events are essential to grow your sponsor base and media profile. They make great content for media and allow the team to meet the sponsors in a less formal setting and for sponsors to network and make their own connections.

Arrange for interesting speakers to be present. Is a local politician or celebrity going to be there that the media may be interested in?

Sponsors often value the opportunity to network and grow their own networks. Identify if there are any connections that your sponsors would like to make and have someone available on the day to facilitate these introductions.

Be Active

It cannot be reinforced enough the need to be seen to be active. People may seek you out and offer you opportunities if they believe you are in a position to take advantage of it. Open yourself up to opportunities and be ready to take advantage of them opportunities. One of TeamArrow’s key sponsors actually approached us, not the other way around.

MAKING CONTACT

So now you have crafted your story, you have identified how you can add value to companies and developed your fundraising targets and strategy. Now you have to reach out and make your pitch.

Casting the Line

It is often very difficult to contact the appropriate person you need to speak to within a company and then convince them why they should support your team.

Cold-calling is ineffective. Sending emails or letters to individuals within companies rarely works and you should not waste your time. You must have a hook. Either a member of your team or network knows someone who works there, or a there should be a compelling reason why they must talk to you.

Networking is essential. You will need to work your existing networks to find a hook into a company. Ask parents, friends, lecturers, existing contacts, and alumni for contacts in their networks and relentlessly work to grow new ones at all opportunities.

You MUST identify the key person in the organisation to talk to. Send all communications directly to them by name. Do your research. Never, EVER, address a pitch to “To Whom it may concern” or “Dear Sir/Madam”. It shows you are not trying and are not interested in the company.

Make sure you have a hook, a reason why they would talk to you? How do they fit into your team’s story, why are they a perfect fit and how can they benefit from working with you.

Finish the pitch with a call to action. What will the next step be? Always follow up with a phone call a few days later.

Be ready to respond to random opportunities to pitch your story. One of TeamArrow’s major sponsorship deals was initiated in a chance conversation in an elevator where an early image of the car was shown on a phone to the soon-to-be sponsor. Key members of the team should have business cards created and should hand them out at every opportunity.

So what’s next? You’ve got to close the deal!