1. COVERA B l Ac K & B r oW n PA P e r s e r i e sThe Multiculturals in Written BY: Kevin BAnG in PArtnersHiP WitH: HueMAnitAsAction Sports Report GAil BrooKs GeoscAPe JuAn AlBerto DelArocA equiPo rocA MArcus JiMnezMentAlounGe MeDiA

2. DISCLAIMER This report has been prepared by: Huemanitas 6515 E. Union Avenue, Suite 348, Denver Colorado, 80237 Inside Front Telephone: 303-927-6198 Online: www.huemanitas.com Email: info@huemanitas.com COVER Raul PintoIn partnership with: Owner Sa+ellite Board Shop The findings, interpretations, and conclusions expressed here are those of the authors and do not necessarily reflect the views of any person or organization cited in this report. Huemanitas does not guarantee the accuracy of the data included in this work. The boundaries, colors, denominations, and other information shown on any charts and/or tables in this work do not imply any judgment on the part of Huemanitas concerning the accuracy of any reported data.Theres definiTely an opporTuniTy To bring oThers inTo The snowboardcommuniTy. if everyone can geT on The snow aT leasT once, some willevenTually end up aT our shop because of The lifesTyle or shop culTure. raul pinTo, saTelliTe shop owner3 3. TAbLE of ConTEnTS AboutThisReport6Methodology7 Terminology 8 ExecutiveOverview10 Introduction:LookingTowardsTheFuture 15TheBigPicture 16Image TBD GoingDeeper:TheNeedForGreaterIntelligenceSocioeconomics 25 26Geography28 Lifestyle 30 Population32Acculturation34Language 36 ConsumerEngagement 39Sidebar:TheAltruisticAffect 45ContributingAuthors 48ThePartners 49References 50 5 4. AbouT ThIS REpoRTMEThoDoLogyThis report looks at both the quantitative and qualitative sides of where Action INQUIRIES: Cultural IntelllIgenCe a QuantItatIve &Sports will gain its next wave of growth; the urban multicultural marketplace. This In Cultural Marketing and Cultural Intelligence, aQualItatIve OvervIewreport and all its supportive materials are the work of the collective partnership For more information on this Report and whatbetween Equipo Roca, Geoscape, Mentalounge, and Huemanitas. This Hispanic we can do to help you bridge the cultural gaps in large portion of the analysis is done by reviewing and For this report, our research was designed to help your business, please contact Marcus Jimnezanalyzing a variety of information, from focus groupscompanies understand from a topline perspective,Snow Summary was written by Kevin Bang, Juan Alberto Delaroca, Gail Brooks (who at Huemanitas: 303-927-6198 or via email at:also compiled the framework and topline) and Marcus Jimnez (who also served asand interviews to documentary materials and media. both quantitatively and qualitatively, the social marcus@huemanitas.com.the reports Supervising Editor). The report was copy-edited by Angelica De Guzman.and economic viability of the Hispanic snow sports The goal being to uncover, how social reality is market. To compliment the preliminary quantitativeTo access additional support content including video interviews with some of the produced, maintained, challenged, negotiated, anddata, Huemanitas also conducted qualitativeindividuals cited in this report, please visit: http://www.MASreport.com.transformed in the market. This helps us to answer interviews with both Hispanic snowboard how is this reality communicated and represented.consumers, and snow sport industry experts How do members of this community culturallyin order to gain a deeper level of insight and identify themselves? For brands, we need toperspective, The individuals interviewed include:abOut the Data uncover what are the cultural triggers that prompt engagement with communication around assets ofThe data compiled for this report was primarily provided by Geoscape with this community? These dynamics create symbolssupplemental industry data from Snow Sports Industries America, and consumer or icons that equate to a brands value as well assegment data sourced from the Pew Hispanic Center, and U.S. Census. All citations the cultural significance that is linked to it throughand sources have been marked accordingly and provided in the reports references advertising and marketing.section. The findings, interpretations, and conclusions expressed here are those ofthe authors and do not necessarily reflect the views of any persons or organizationscited in this report. Huemanitas does not guarantee the accuracy of the dataincluded in this work. The boundaries, colors, denominations, and other informationInterviewsshown on any charts and/or tables in this work do not imply any judgment on the Bob Holme, Youth Marketing Director, Winter Park Ski Resortpart of Huemanitas concerning the accuracy of any reported data. Larry Nuez, Social Media Manager for VANS Snow Raul Pinto, Owner of Satellite Boardshop, Boulder CO Cristian Rub, Consumer / Hispanic Snowboarding Outreach Program, Denver CO Gaby Hernandez, Consumer / Latina AASI Intructor & SOS Outreach Graduate Pamela Flor, Consumer / Paraguayan National, Winter Park Resort Employee67 5. TERMInoLogyThe terms Latino and Hispanic are used interchangeably in this report. Cultural Space refers to the place or channel where culture is in action.The term youths refers to 14- to 18-year olds unless otherwise indicated. For this report, the terms Hispanic Cultural Marker refers to a symbol or totem that identifies the consumer or brand as a part of the culture. Brandsyouths, Latino youths, young Latinos and young adults are all used interchangeably. must be authentically representative of the culture to gain access to a cultural space or to successfully engage members of the network in that space.All references to whites, blacks, Asians and others refer to the non-Hispanic components of their respectivepopulation.Cultural Code refers to the culturally specific meanings assigned by cultural networks to products, services and brands.Foreign born refers to persons born outside of the United States to parents neither of whom was a U.S. citizen.Foreign born also refers to those born in Puerto Rico. Although individuals born in Puerto Rico are U.S. citizens bybirth, they are included among the foreign born because they are born into a Spanish- dominant culture and because Cultural Frame refers to the situationally driven consumer frame of mind.on many points their attitudes, views and beliefs are much closer to Hispanics born abroad than to Latinos born in the50 states or the District of Columbia, even those who identify themselves as being of Puerto Rican origin. Frameswtiching refers to the conscious and unconscious switching of a consumers frame of mind according to situational context.Native born or U.S. born refers to persons born in the United States and those born abroad to parents atleast one of whom was a U.S. citizen.Unless otherwise noted, this report uses the following definitions of the first, second, third and higher generations:First generation: Same as foreign born above. The terms foreign born, first generation and immigrant are usedinterchangeably in this report.Second generation: Born in the United States, with at least one first-generation parent.Third and higher generation: Born in the United States, with both parents born in the United States. This report usesthe term third generation as shorthand for third and higher generation.Language dominance is a composite measure based on self-described assessments of speaking and reading abilities.Spanish-dominant persons are more proficient in Spanish than in English, i.e., they speak and read Spanish verywell or pretty well but rate their English speaking and reading ability lower. Bilingual refers to persons who areproficient in both English and Spanish. English-dominant persons are more proficient in English than in Spanish.Cultural Networks refers to where people are connected by membership in a particular cultural sphere. Thismembership is intrinsic to how consumers self identify.Source: Between Two Worlds: How Young Latinos Come of Age in America (2009). Washington D.C: Pew Hispanic Center Source: Between Two Worlds: How Young Latinos Come of Age in America (2009). Washington D.C: Pew Hispanic Center8 9 6. ExECuTIvE ovERvIEw baCkgrOunD tO PrOvIDe greater COntext, However, even with statistics as profound as these,the industry posits that if multicultural consumershere are a Few FaCts: multicultural snow sport participation stands at onlyhave no money and no way of getting to the resort, Snowboarding began as a counter-culture in the U.S. and quickly rose from the3.4%.6 Even isolated from the pending results of the then how are they going to participate? experiment of a few, to a $4 billion dollar industry. Retail sales for the sport now 24% upcoming 2010 Census, these statistics already point outpace that of its elder sibling, skiing, and is considered a key contributor to theAfrican American towards an inevitable tipping point on the horizon.Industry outreach efforts have primarily focused revival of the snow sports industry overall. Clearly, the next wave of growth for the snowon exposing urban and multicultural youth to27% sports category squarely hinges on demonstrating snowboarding through non-profit and more Ironically, the sport has now come full circle. From humble, obscure beginningsHispanicand growing the value and appeal of the sport to altruistic platforms. Non-profit programs such as where few knew or participated in the sport, to generating mass appeal, to now multicultural millennials. SOS Outreach and the Hoods-to-Woods FoundationMulticultural millennials (ages 14-29) represent facing perhaps its most critical challenge to date, the growth of the sport amidst aapproximately one-fourth of their respective total have emerged to bridge the divide between urban, plateauing of rider participation since 2004.markets (24% for African Americans, 27% for Yet challenges do exist. Unfortunately, over the pastmulticultural youth and the outdoors. IncrediblyHispanic Americans).1several years, the industry has fallen suspect to aeffective, these programs demonstrate how the sportseries of misconceptions that have limited its ability does indeed resonate with multicultural youth, and lOOkIng tOwarDs the Future to effectively engage with multicultural audiences.just how powerful the use of an influencer model The M.A.S. Report takes a closer aim at answering the question of whether the32% These include misconceptions surrounding within urban ethnic community can be. multicultural market presents a viable and sustainable opportunity for growth to the Combined socioeconomics, geographic proximity to ski resorts, industry. This Hispanic Snow Summary focuses on the Hispanic American snow and consumer disinterest in the sport overall. Through these non-profit outreach efforts, we see a sports market as a precursor to broader multicultural market engagement. Throughglimpse of how interest in the sport does exist and customized demographic and preliminary ethnographic analysis, this summary aimsThe African American & Hispanic American how multicultural youth share a positive attitude to illustrate the untapped potential of this consumer segment. Ultimately, it providesmillennial segments combined make upreal OPPOrtunIty vs. towards the sport overall. However, for the industry industry insiders with a foundational understanding of how this consumer segmentapproximately one-third (32%) of the total U.S.PerCeIveD Challenges to produce significant growth into the future, it mustmillennial segment.2 will impact the action sports category now, and into the foreseeable future.engage the broader multicultural market in a moreFrom a socioeconomic perspective, the sustainable and meaningful way that shifts from 21.46misconception is rooted in the belief that most altruism to active engagement. the bIg PICture MillionAfrican Americans and Hispanic Americans cant Totaledafford to go snowboarding, as they generally share Across America, multicultural millennials are reshaping the world around us, lower household (HH) incomes than their general creating a New American Mainstream. In particular, African American and Hispanic market counterparts. This is compounded with a American millennials make up the fastest growing segments in the country today.belief that as these segments are concentrated inWhen combined, the total multicultural millennial large metropolitan cities only, it places them wellmarket equals 21.46 million Americans.3 This size outside the proximity of most ski resorts. Simply put,in population would rank as the second largest cityin the world, placing it ahead of Los Angeles,New York, Mexico City, and Sao Paulo.41011 7. ExECuTIvE ovERvIEw (COntInueD)) the neeD FOr greater IntellIgenCe sOCIOeCOnOmICs POPulatIOn In the data compiled across the seven DMAsToday, native born births -- not immigration -- are the The M.A.S. Report sets out to better define for marketers the true potential size of highlighted in this summary, approximately 62% ofmain drivers of Hispanic growth in the country.9 the U.S. Hispanic market. To do so, the focus must shift to provide the industry with these Hispanic American households have incomes of Hispanic Millennial teens in particular, represent a deeper and more actionable level of understanding. This means going beyond $50,000 or more. All totaled, this represents a base one fifth of the overall teen market and are growing what is commonly known in an effort to uncover and more closely define which level of over 2 million Hispanic American households. about six times faster than other segments.10 key aspects of Hispanic American consumer demography and behavior, need to be The total number of affluent Hispanic American considered in planning for consumer engagement. households across the seven DMAs reviewed is aCCulturatIOn equal to just over 18%. Put another way, roughly Acculturation rates across the seven key Hispanic In an era where data is abundant, it becomes critical for marketers to be able to one out of every five potential Hispanic AmericanDMAs found that 40% of all Hispanic Americans uncover and interpret implication from key actionable insights. This forms the basis snow sports consumers may very well reside in an consider themselves bicultural, meaning they identify from which this report has been compiled, synthesized, and presented. affluent household with income reaching at least with both American and Hispanic cultures equally. 100k annually. This number represents a staggering 5.1 million This Hispanic Snow Summary aims to also correct the misconceptions cited earlierconsumers in just seven total markets. that have long lingered in the industry. In our analysis of the top seven Hispanic DMAs (Designated Market Areas), we found that Hispanic Americans not only meet geOgraPhy the same standards by which target general market consumers are determined, but The Hispanic American population is not a single,language monolithic culture as the segments composition Of the 13.3 million Hispanic Americans found in our may in fact present the industry with an additional segment of opportunity, affluent is continually shifting by nationality along withtargeted DMAs, over 7.7 million, or 58% of the total Hispanic American millennials. geographical center. Specifically, this report has segments combined, are either English Dependent or identified the following DMAs as representative Bilingual English (preferred). Looking at socioeconomics via household income levels compiled through primary of providing the greatest opportunity for Hispanic and secondary sources, geographic density and proximity to mountain resorts, American consumer engagement. They are: and filtering these analytics through a proprietary acculturation model developed Chicago, IL, Denver, CO, Los Angeles, CA, New York, exclusively by Geoscape, The M.A.S. Report provides marketers with a realistic NY, Sacramento, CA, and San Francisco, CA, and starting point for multicultural planning and engagement. The following are just a Washington D.C. few highlights of what the full report explores in greater depth.1213 8. Gaby HernandezLatina AASI Instructor InTRoDuCTIon SOS Outreach Graduate InTRoDuCTIon lOOkIng tOwarDs the Future Snowboarding began as a counter-culture in the U.S. and quickly rose from the experiment of a few, to a $4 billion dollar industry. Retail sales for the sport now outpace that of its elder sibling, skiing, and is considered a key contributor to the revival of the snow sports industry overall. Ironically, the sport of snowboarding has now come full circle. From humble, obscure beginnings where few knew or participated in the sport, to generating mass appeal, to now facing perhaps its most critical challenge to date, the growth of the sport amidst a plateauing of rider participation since 2004. The M.A.S. Report takes a closer look at this challenge and aims to answer the question of whether the multicultural market presents a viable and sustainable opportunity for growth to the industry. This Hispanic Snow Summary focuses on the Hispanic American snow sports market as a precursor to broader multicultural market engagement. Through customized demographic and preliminary ethnographic analysis, this summary aims to illustrate the untapped potential of this consumer segment. Ultimately, the M.A.S. Report provides industry insiders with a foundational understanding of how this consumer segment will impact the action sports category now, and into the foreseeable future.now more people are geTTing involved and people i knew(hispanics) ThaT didnT wanT To know anyThing abouTsnowboarding are calling me and asking if i can Teach Them...gaby hernandez, laTina aasi insTrucTor15 9. ThE bIg pICTuRE The snow sports industry now finds itself revisiting its earlier days, a period of time tO PrOvIDe greater COntext, levels. Walk by any inner city tennis court, basketball As leaders and influencers in music and skate culture where few knew of snowboarding, had limited access to participate in it, yet were here are a Few FaCts: court or golf course, and one witnesses first-hand therespectively, each have helped usher in an entire eager to embrace it and make it a way of life. Snowboarding is in a decisive position incredible impact of multiculturalism at play. It is a living generation of multicultural skateboarders. Some to recapture the creativity and nostalgia of those early years, by reaching out to a 24% testament to how they and others before them, haveargue that Pharrell Williams showcase of a cultural African new generation of riders multicultural millennials. been able to diversify and grow their sports to becomemash up between Hip Hop and skateboard lifestylesAmerican more inclusive of ethnic youth around the world.in his 2003 video for Frontin featuring Jay-Z (see Across America, multicultural millennials are reshaping the world around us,27% sidebar for video link), helped to launch the era of creating a New American Mainstream. In particular, African American and HispanicHispanicGlimpses of this same phenomenon can also beSkurban and making what was then seen as a American millennials make up the fastest growing segments in the country today. ToMulticultural millennials (ages 14-29) representseen in the world of action sports. Hip Hop producerWhite only sport, cool for ethnic kids to also embrace. provide greater context, here are a few facts:approximately one-fourth of their respective totalPharrell Skateboard P Williams and skateboardingIn the video, audiences witnessed one of the hottest markets (24% for African Americans, 27% for superstar Paul P-Rod Rodriguez Jr., are just a fewup-and-coming artists of the genre, rap alongside the Hispanic Americans).1 However, with statistics as profound as these, multicultural snow sport participation examples of how urban ethnic culture and sport have Hip Hop juggernaut Jay-Z, flanked by skateboarders stands at only 3.4%.6 Even isolated from the pending results of the upcomingcollided to deliver a unique lifestyle blend of culturalof all shades and ethnicities, riding an indoor half 2010 Census, these statistics already point towards an inevitable tipping point pride and urban street credibility. pipe as the main backdrop. on the horizon. Clearly, the next wave of growth for the snow sports category 32% squarely hinges on demonstrating and growing the value and appeal of the sport toCombined multicultural millennials. The African American & Hispanic AmericanFrontin featuring Jay-Z the InFluenCe OF Culture On sPOrtsmillennial segments combined make up approximately one-third (32%) of the total U.S. For over a century, multiculturals have played a pivotal role in reshaping the elitemillennial segment.2 strata of American sports. From Satchel Paige to Jesse Owens, Roberto Clemente to Hideo Nomo, ethnic players have helped to not only breakthrough cultural barriers, 21.46 but also stretch the boundaries of those same sports to include audiences of color Million across the country and the world.Totaled Fast forward to the present day, multicultural athletes continue to expand the boundaries between culture and sport. The impact and influence left by Serena and Venus Williams, Manu Ginbili, and Tiger Woods has been monumental, with each When combined, the total multicultural millennial having expanded the appeal of their respective sports and cultures to unprecedented market equals 21.46 million Americans.3 This size in population would rank as the second largest city in the world, placing it ahead of Los Angeles, New York, Mexico City, and Sao Paulo.416 17 10. ThE bIg pICTuRE (COntInueD) This proud, authentic and seamless display of both skate and Hip Hop lifestyle helped bring into the fold those ethnicskate: the gateway tO snOw skaters in seclusion. A major influencer in popular culture, Williams actions may have ultimately catapulted the sport and culture of skateboarding into the broader multicultural spectrum, making it approachable and evenLike P-Rod, Montoya is the first and only Mexican-American professional snowboarder on the circuit today. acceptable for ethnic participation. By placing the culture front and center for the world to recognize as part of his Picking up snowboarding as a winter pastime for skateboarding, Montoya ultimately reached the sports pinnacle identity, Williams essentially brought together the worlds of urban, ethnic, and skateboard cultures, forming a trulyin 2005, when he was ranked third on Snowboard Magazines Top 10 Riders of the Year. For him, skateboarding multicultural experience.served as the gateway towards a life and career as a professional snowboarder. In looking at the case of P-Rod, he may very well represent the next evolution of the multicultural action sportsAcross America today, as skateparks continue to sprout up in and around urban epicenters, a whole new wave of athlete. The son of a famous Hispanic American actor, Paul Rodriguez, P-Rod has taken the industry by stormmulticultural rider pool is growing, made up of young boys and girls of all shades and backgrounds. Just like their since the age of 11. He is the recipient of back to back gold medal wins in the 2004 and 2005 Summer X Games,general market counterparts, they also desire to be inspired by athletes that they can relate to. This implies that and is arguably one of the best street style skaters on the pro circuit today. His incredible run is helping prove tothe continued cultivation of cultural personalities and influencers like Montoya and P-Rod will be critical to growing the industry that bicultural Hispanics are not only interested in the sport, but that they can also lead it. multicultural participation in the action sports arena. If the industry is going to expand the sport to its fullestpotential, it must seek to increase its participation to include this untapped well of potential consumers. His rise from the shadow of his Hollywood father to superstar skater is a story that people from all backgrounds, especially Hispanics, can relate and aspire to. Sponsors are also taking notice as he is the first Mexican-However, challenges do exist. Unfortunately, over the past several years, the industry has fallen suspect to a American athlete to be sponsored by Nike who in August 2010, launched the Zoom Paul Rodriguez 4 sneakerseries of misconceptions that have limited its ability to effectively engage with multicultural audiences. These globally. This launch clearly demonstrates how much Nike believes in the marketing potential of this incredibleinclude misconceptions surrounding socioeconomics, geographic proximity to ski resorts, and consumer talent. Yet the question remains, who and where will multiculturals look to in the sport of snowboarding?disinterest in the sport overall. Fortunately, over the past decade, a new crop of multicultural snowboarders have steadily made their way into the elite ranks of the sport. Today, they include Japanese sensation, Ryoh Aono, and the revered Mexican- Lat34.com - American, Marc Frank Montoya.Marc Frank MontyaInterviewNikeSB - Paul Rodriguez 4.018 19 11. ThE bIg pICTuRE (COntInueD) real OPPOrtunIty vs. PerCeIveD Challenges Now more people areThe best thing about it is to be walking in the hood with a snowboard and get From a socioeconomic perspective, the misconception is rooted in the belief that getting involved and people I stopped by a bunch of little kids and spend time talking to them. That really makes most African Americans and Hispanic Americans cant afford to go snowboarding,knew (Hispanics) that didntme feel good, that I can spark interest in some young black kids mind. as they generally share lower household (HH) incomes than their general market counterparts. This is compounded with a belief that as these segments arewant to know anything about concentrated in large metropolitan cities only, it places them well outside thesnowboarding are calling meMeanwhile, in Brooklyn, New York, Brian Deka Other outreach efforts such as the creation of Ruby proximity of most ski resorts. Simply put, the industry posits that if multiculturalPaupaw began the Hoods-to-Woods Foundation,Hill Rail Yard, Denvers first sanctioned urban snow consumers have no money and no way of getting to the resort, then how are they and asking if I can teach them a non-profit program that provides inner-cityterrain park, acknowledged the appeal and growth going to participate?or get them involved in SOS.youth with awareness and access to life-changing of snow sports to make it accessible to a broader, experiences found in the outdoors. Snowboarding is more urban and multicultural audience. Results from So industry outreach efforts have primarily focused on exposing urban youth toa core offering of the organization, as the program is visitor surveys indicate the park is making progress snowboarding through non-profit and more altruistic platforms. Non-profit programsdesigned to build confidence and facilitate individual on attracting multicultural youth. Forty percent of such as SOS Outreach and the Hoods-to-Woods Foundation have emerged to bridge discovery among youth participants. Paupaw usesRuby Hill participants were non-white, and 39% of all the divide between urban youth and the outdoors. Incredibly effective, these programs his own personal involvement in snowboarding as aparticipants were beginners. demonstrate how the sport does indeed resonate with multicultural youth, and just how catalyst to reach other young urban teens. powerful the use of an influencer model within the ethnic community can be.Through non-profit outreach efforts such as the ones Paupaw realized that snowboarding was a means of highlighted here, we see a glimpse of how interest in Research participant, Gaby Hernandez, is a testament to this model approach and making a difference by simply exposing urban youth the sport does exist and how multicultural youth share the work being accomplished by SOS Outreach, a non-profit program based into the idea through accessibility. a positive attitude towards the sport overall. However, Avon, Colorado. The program is designed to build self-esteem in youth throughfor the industry to prowwduce significant growth into outdoor activities. Hernandez moved to Edwards, Colorado from Mexico City at the future, it must engage the broader multicultural age 12. She didnt speak English, but that didnt deter her from becoming a certifiedmarket in a more sustainable and meaningful way that AASI (American Association of Snowboard Instructors) snowboard instructor sixshifts from altruism to active engagement. years later. In 2006, Hernandez was named an Outdoor Idol Award recipient by the Outdoor Industry Association, and credits snowboarding for inspiring the core values that led to her success.People might say things like, Whats wrong with you? Thats a white boything but I dont let it stop me, because I used to think the same way soI understand.2021 12. ThE bIg pICTuRE (COntInueD) PuttIng It all tOgether Table 1: Hispanicity In order to gain greater insight and intelligence. we must begin by assessingGEOSCAPE HISPANICITY TM the landscape where the fault-lines of culture appear. These areas include:Geoscape HispanicityTM Acculturation Segmentation socioeconomics, geography, and acculturation. Understanding the nuances across these fault-lines enables us to answer with greater certainty, questions such as: How big is this multicultural snow sports market? How big of an opportunity does it trulyCodeGroup Title Descriptors represent? What areas or cities present the greatest Return-On-Investment (ROI)HA1 Americanizado English Dominant (nearly no Spanish) potential? What role does acculturation level play? How does it impact strategy? Born in US; 3rd+ generationFew Hispanic cultural practices In the sections to follow, The M.A.S. Report sets out to answer these preliminaryHA2 Nueva LatinaEnglish Preferred (some Spanish) questions, with an emphasis on better defining for marketers the true potential sizeBorn in U.S. 2nd generation of the U.S. Hispanic snow sports market. Looking at socioeconomics via householdSome Hispanic cultural practices; often retro-acculturate income levels compiled through primary and secondary sources, geographic density and proximity to mountain resorts, and filtering these analytics through a HA3 Bi-Cultural Bi-Lingual (equal or nearly) proprietary acculturation model developed exclusively by Geoscape (see Table 1: Immigrat as child or young adult Geoscape HispanicityTM), this summary provides marketers with a realistic starting Many Hispanic cultural practices point for multicultural planning and engagement. However, this summary is only theHA4 Hispano Spanish Preferred (some English) beginning of what is ultimately a much larger story that requires further explorationImmigrant as adult, in U.S. 10+ years and investigation through formalized research and more in-depth cultural Pre-dominant Hispanic cultural practices intelligence planning.HA5 Latino AmericanaSpanish Dominant (nearly no English)Recent Immigrant as adult (less than 10 years ago)Primarily Hispanic cultural practicesIdentify with home country more so than U.S. HispanicSource: Geoscape, American Marketscape DataStream: 2010 Series22 23 13. goIng DEEpERBob HolmeYouth Marketing DirectorWinter Park Ski Resortthe neeD FOr greater IntellIgenCeTo more accurately assess the opportunity presented in this summary, the focus must shiftto provide the industry with a deeper and more actionable level of understanding. Thismeans going beyond what is commonly known in an effort to uncover and more closelydefine which key aspects of Hispanic American consumer demography and behavior, needto be considered in planning for consumer engagement.This summary focuses asking fundamental questions to commonly held assumptionsof the market within three key areas: socioeconomics, geography and lifestyle. Theseareas set the base framework for greater consumer and cultural understanding. Thisis overlaid with a second layer of intelligence covering population, acculturation, andlanguage that is aimed at providing the industry with a more holistic vantage point ofthe target market.In a world where data is abundant, it is critical for marketers to be able to uncover keyactionable insights that can clearly transition to implication. This forms the basis fromwhich this report has been compiled, synthesized, and presented.wThe urban (mulTiculTural) markeT is a huge unTapped resource forresorTs. There is a loT of opporTuniTy To reach inTo ThaT markeT and giveaccess To geT on The mounTain and have a ski or ride experience. bob holme, youTh markeTing direcTor 25 14. SoCIoEConoMICS whICh segments rePresentTable 2: Household Income the greatest POtentIal?HOUSEHOLD INCOME From a national perspective, between 2000 and 2006, Hispanic American purchasing power climbed more than 63% to $798 billion.6 By 2011, it is estimated toHH Income Distribution by Top Hispanic Snow DMA, 2010 top $1.2 trillion.7 While the Hispanic median household income is lower than the U.S. DMA$35 50K $50 75K$75 100K$100 150K average of $50,000, sources affirm that more Hispanics are rapidly moving into the middle class (as defined by a household income of at least $40,000). In fact, in theChicago91,442 114,591 67,66950,577 data compiled across the seven DMAs highlighted in this summary, approximately Denver 43,168 45,63124,96018,539 62% of these Hispanic American households have incomes of $50,000 or more (see Los Angeles 302,463 380,063 231,219 217,342 Table 2: Household Income). All totaled, this represents a base level of over 2 million Hispanic American households New York194,851 238,462 141,394 125,520 Sacramento-Stockton-Modesto45,308 55,36532,33029,128 Moreover, Hispanics are an increasing proportion of the total affluent market San Francisco-Oakland-San Jose 69,745 85,02049,62344,666 (defined as adults with household incomes of $100,000 or more). In this case, the Washington, DC (Hagerstown)34,252 45,97930,80029,854 total number of affluent Hispanic American households across the seven DMAs reviewed is equal to just over 18%. Put another way, roughly one out of every fiveTOTAL 781,229 965,111 577,995 515,626 potential Hispanic American snow sports consumers may very well reside in an affluent household. Source: Geoscape American Marketscape Data Stream 2010 Series This preliminary analysis helps to also correct the misconception that has long lingered in the industry that Hispanics cannot afford to participate in the sport. In our analysis of the seven top Hispanic DMAs, we found that Hispanic Americans not only meet the same standards by which determine targeted general market consumers, but may in fact present the industry with an additional segment of opportunity, affluent Hispanic American millennial.26 27 15. gEogRAphy where OPPOrtunIty exIsts To better assess whether proximity is truly a majorcombinations in ultimately targeting and engagingbarrier to growing multicultural participation, we with multicultural audiences. It also provides The Hispanic American population is not a single, monolithic culture as the segments have compiled Table 4: Proximity to Resorts. Itmarketers with a preliminary roadmap for strategic composition is continually shifting by nationality along with geographical center. This implieslists all mountain resorts within 100 miles or less of development with regards to planning media, that the industry must remain conscious of the diversity of the Hispanic American market focus Hispanic DMAs. From here, we can begin to promotions, events, sampling, and sponsorships. nationally, regionally and in many cases, even locally.interpret which DMAs and resorts present the best Furthermore, from a geographic perspective, this also implies that we need to more narrowly define which DMAs (Designated Market Areas) represent the greatest opportunity for HispanicTable 4: Proximity American consumer engagement. They are: Chicago, IL, Denver, CO, Los Angeles, CA, NewPROXIMITY TO RESORTS York, NY, Sacramento, CA, and San Francisco, CA, and Washington D.C. Table 2: below helps Ski Resort Proximity Within 80 miles by DMA, 2010 illustrate how these Hispanic DMAs differentiate by nationality. MIles from DMA Ski Resort City CenterTable 3: Nationality Chicago Raging Bu alo Snowboard Park 39NATIONALITYDenverEldora Mountain30 Hispanic Nationality by Percentage Across Top Hispanic Snow DMAs, 2010Winter Park / Mary Jane 41 Loveland 57 Central South Arapahoe Basin 48 DMAMexican Caribbean American AmericanOther Keystone 53 Breckenridge 58 Nationally 65% 14%8% 6%7% Copper Mountain63 Vail71 Chicago79% 11%3% 4%4% Ski Cooper 75 Denver 77% 2% 3%2% 16% Beaver Creek 100 Los Angeles79% 2% 13% 3% 4% New York12% 53% 10%19% 5% Los Angeles Mountain High43 Sacramento-Stockton-Modesto80% 3% 5%2% 9% Snow Summit78 San Francisco-Oakland-San Jose 67% 4% 17% 5% 7% Big Bear Mountain79 Washington, DC (Hagerstown) 16%11%45%19% 9% New YorkMount Peter35 Total DMA Population Counts7,798,6012,568,6551,680,012 1,164,673 728,827 Hidden Valley (New Jersey) 38 Mountain Creek (New Jersey)38 Source: U.S. Census Bureau: 2006-2008 American Community Survey Shawnee Mountain (Pennsylvania) 61 Ski Big Bear (Pennsylvania)74 Data are based on a sample and are subject to sampling variability. The degree of uncertainty for an estimate Camelback (Pennsylvania) 75 arising from sampling variability is represented through the use of a margin of error. The value shown here is the 90 percent margin of error. The margin of error can be interpreted roughly as providing a 90 percent probability that the interval dened by the estimate minus the margin of error and the estimate plus theWashington, DC (Hagerstown) Ski Liberty (Pennsylvania) 62 margin of error (the lower and upper condence bounds) contains the true value. In addition to sampling Whitetail (Pennsylvania) 75 variability, the ACS estimates are subject to nonsampling error (for a discussion of nonsampling variability, see Accuracy of the Data). The e ect of nonsampling error is not represented in these tables. Source: Geoscape American Marketscape Data Stream 2010 Series2829 16. LIfESTyLE the urban InFluenCe OnIn a behind-the-scenes video piece directed andof the Kansas City Chiefs, Rocawear used the art COnsumer behavIOr.produced by Benedict Hadley for a Rocawear of juxtaposition to tell a story of achievement and Clothing fashion shoot titled From Marcy to affluence in targeting urban and multicultural Snowboarding has been around for more than 25 years and today, the industry has Mountain Top, we see how the symbols of statusconsumers. They clearly understood the value that taken a revisionist approach towards communicating its lifestyle to current and can be carefully intertwined to effectively position Aspen would represent as cultural currency to these future snowboard enthusiasts. Film and viral video highlight the sports outsider a brand targeting the multicultural and urbanaudiences. In describing the concept behind the beginnings and skateboard heritage as a means of articulating the sports culturemarkets. An advertising campaign shot in Aspen,campaign, Jay-Z highlights this very approach. In and lifestyle. This effective method of marketing can be used towards efforts toColorado featuring Jay-Z, fashion supermodelssummarizing the focus of the brand and the role that integrate the Hispanic snowboard experience, as professional Hispanic riders andNaomi Campbell, Jamie King, and Larry Johnsonculture plays in building a brand, Jay-Z stated: skaters like Montoya and P-Rod are in a prime position to inspire a new following of multicultural action sports enthusiasts....Its about bringing that (cultural) divide together. Youve got mash ups Montoyas own life story in particular, is one of rags to riches a theme common and inspiring among multicultural youth and hip-hop culture. Growing up on the happening like myself and Linkin Park...The cultures are so closely intertwined streets of Denvers Northside, Montoya attributes skate and snowboarding as now...So its just about bringing those cultures together...We used to be a the keys to a better life for him and his family, bringing with him an authentic, refreshing, urban identity to a sport that is traditionally ruled by white suburbanites. neighborhood cultural brand, now we have to be a global cultural brand while Today, he remains an iconic symbol in the sport of snowboarding maintaining our (brand) integrity. as a pioneer for his innovative and unmistakable urban style. As the boundaries between sport and culture continue to blur, urban symbols of ...(Its as if) guys from the status are continually expressed and leveraged in a variety of ways and mediums. From music to video to fashion and even marketing, the Hip Hop genre has long hood, got to rent a house used these mediums in often innovative and incredibly effective ways to evoke the somewhere opulent, in an deeper aspirations of consumers, ultimately influencing their behavior. affluent neighborhood, and From Marcy To Mountain Top brought their friends out like Naomi and Jamie for a fun weekend.30 31 17. popuLATIon the hIsPanIC amerICan POPulatIOnIts like putting your identitiy on shuffle. Its the freedom, the power and the Now approximately 50 million strong, Hispanics are the fastest growing populationconfidence to mix and match identities, and to have more than one at any in the U.S., and by 2015, are projected to represent 19% of the entire U.S. population.given moment. They (Hispanic millennials) dont want to be pigeon-holed or This number is estimated to grow to 30% of the total U.S. population and will account for 438 million Americans by the year 2050.8 spoken to as someone apart, or individual, they are very sensitive to that. Today, native born births -- not immigration -- are the main drivers of Hispanic growth in the country.9 This implies that marketers across all categories will need to In the case of retroaculturation, we are witnessing Intraculturation is a recent trend emerging among prepare for a more acculturated Hispanic American market, recognizing the power, among MIllennial and Gen-Xer bicultural Hispanicteenage Hispanic millennials where they actively influence, and needs of bicultural Hispanic American consumers.Americans making a deliberate effort to reclaim pursue and discover sister Hispanic cultures. Driventhe heritage of their country of origin. Seen among by a curiosity to discover, combine or mash up,The New Mainstreamsecond, third, and fourth-generation Hispanics, these share, and recreate their own heritage alongside hIsPanIC mIllennIals:by Guy Garcia segments seek to combine both US and their native other cultures, this phenomenon is attributed to the greatest OPPOrtunIty FOr grOwthHispanic culture by creating a subculture that is helping broaden the Latino consciousness. Thisuniquely their own. This impacts their attitudes andfluid integration of culture is helping shape their The Hispanic market overall skews younger than the rest of the U.S. population. Asbehavior, including at the register. An example of this identities on many levels, resulting in what Guy the median age of Hispanics in 2009 was much younger (27.7 years) compared toin the beverage industry is demonstrated by a growing Garcia, the author of The New Mainstream, calls that of the population as a whole (36.8 years). Hispanic Millennials, teens in particular,number of bicultural Hispanic Americans fueling having identity on shuffle. represent one fifth of the overall teen market and are growing about six times fasterthe sales of non-alcoholic beverages like Malta -- a than other segments..10 In fact, about half of Hispanic males and females fall into thesweetened, malted dark beverage made of molassesOn a broader level, music is perhaps the most 20-to 49-year-old age bracket.11 At over 12 million strong and with a purchasing powerpopular in Caribbean countries -- to Coconut and otherrecognizable category fueling this space of cultural of $285 billion, Hispanic American milliennials represent one of the greatest areas oftropical flavored soft drinks. The desire to retain and fusion & cross-pollination. Modern day Reggaeton opportunity for growth for brands now, and into the future.partake in what are traditional cultural norms whileis a music genre that was born out of the millennialstill maintaining a predominantly American identity isgeneration, giving rise to acts like Grammy Award The influence of Hispanic American millennials is evident throughout Americanan important aspect to bicultural Hispanic Americans, winning sensation Daddy Yankee. The genre is the culture today: music, dance, food, and fashion are just a few examples of theand a powerful insight for marketers to consider when cultural mash up of equal parts Hip Hop, Spanish powerful effect this market segment has on mainstream America. This has resultedengaging this consumer segment. language rap, and reggae rhythms, that when in cultural phenomenons known as Retroaculturation and Intraculturation.combined, results in a unique sound all its own. Thiscultural blending is helping redefine this generationof modern day Hispanic Americans.3233 18. ACCuLTuRATIon Its ImPaCt On InFluenCe & aFFluenCe When looking at acculturation rates in the seventotal markets. Los Angeles and New York Citykey Hispanic DMAs highlighted for this report (see alone represent 65% of this highly influential Acculturation, by definition refers to the adoption of a different, and typically more Table 5: Acculturation), we find that 40% of allconsumer segment. In essence, by targeting these dominant culture. It is a process that affects Hispanics both native and foreign bornHispanic Americans consider themselves bicultural,bicultural consumers can help accelerate the sports that ultimately plays a major role in determining an individuals level of affluence. meaning they identify with both American andacceptance and growth overall, causing a ripple In short, a Hispanics ability to acculturate into American culture, can often aid thatHispanic cultures equally. This number represents effect throughout the industry. individuals ability in several ways including: having greater control over the englisha staggering 5.1 million consumers in just seven language, resulting in greater success in their academic pursuits, which ultimately results in higher waged employment. In many ways, acculturation can be considered for almost all Hispanic Americans, as the necessary step towards reaching the American dream. Table 5: Acculturation In the Hispanic market, the role that affluence plays is that of a conduit or gatewayACCULTURATION that helps expand ones own boundaries and experiences outside of the standard Acculturation Levels For Top Hispanic Snow DMAs, 2010 norm. This participation as an early adopter is what ultimately propels consumers(HA1) (HA2) (HA3) (Combined) into the role as influencer within social networks. As evidenced earlier in the cases DMA Americanizado Nueva Latina BiculturalTotal of Gaby Hernandez and Brian Deka Paupaw, being a pioneer can position that individual as a leader or teacher to others.Chicago 293,872 528,278 515,523 1,337,673 Denver170,327 215,751236,045 622,123 This often results in bicultural Hispanics serving as group leaders to lesser Los Angeles 1,170,608 2,066,603 2,110,127 5,347,338 New York548,1301,184,418 1,269,3743,001,922 acculturated Hispanics. A biculturals ability to seamlessly float between both Sacramento-Stockton-Modesto 195,760 302,810 308,163 806,733 English and Spanish dominant worlds is an asset for them, providing them with San Francisco-San Jose239,655 413,372 467,670 1,120,697 greater exposure to experiences that they ultimately bring back to share with their Washington, DC (Hagerstown)91,282 190,627 218,555 500,464 cultural counterparts. Targeting these bicultural influencers who serve in these roles as guides and gatekeepers for their friends and family, presents the industry with an TOTAL (by Acculturation) 2,752,0514,952,8425,173,96312,878,856 opportunity to accelerate the sports adoption exponentially. Source: Geoscape American Marketscape Data Stream 2010 Series HA 1 Americanizado: English Dominant (nearly no Spanish), Born in US; 3rd+ generation, Few Hispanic cultural practices HA 2 Nueva Latina: English Preferred (some Spanish), Born in U.S. 2nd generation, Some Hispanic cultural practices; often retro-acculturate HA 3 Bicultural: Bi-Lingual (equal or nearly), Immigrant as child or young adult, Many Hispanic cultural practices3435 19. LAnguAgE englIsh, sPanIsh Or sPanglIsh?We made a conscious effortWhen we link this to acculturation and connect thedirectional communication and is part of a consciousimportance of how language can be used to assumeeffort on behalf of the resort to court skiers and Of course, nothing matters if you arent speaking their language. In a 2009 studyabout five years ago to an influencer role within social circles, we can beginsnowboarders of all backgrounds. In an interview conducted by the Pew Hispanic Center, found that language patterns dramaticallyexpand what we alreadyto more fully understand the broader implications with The Industry Report, John McColly, Mountain shift according to nativity. For immigrant millennials aged 16-25, it found that justof language use in consumer communication. In a High Director of Marketing and part owner of the 48% indicated that they can speak English very well or pretty well. This numberhave been doing to make world of such cultural complexity, language presentsresorts management company, stated: We made a doubles to 98% for those millennials born in the United States.12Mountain High a welcoming industry marketers with a strategic asset that when conscious effort about five years ago to expand whatselectively used, can go a long way to promoting an we already have been doing to make Mountain High a The report continues to highlight another interesting point regarding both native- environment for skiers andenvironment of inclusivity and acceptance.welcoming environment for skiers and snowboarders and foreign-born Hispanic millennials. It discovered that seven-in-ten stated that snowboarders no matter what no matter what race, color, or creed. they often or sometimes use Spaniglish when speaking with family and friends. Spanglish is a language blend that mixes words from both English and Spanishrace, color, or creed. A good example of this is taking place today atMountain High Ski Resort. A 2008 Sammy AwardUltimately, marketers must understand that language that has become more and more popular among younger Hispanics. However, this recipient for Diversity and Leadership, Mountaindoes not make a Hispanic platform. Instead, their hybrid language has come under fire over the years as it is frowned upon by most High is regarded as the most diverse mountain goal should be reaching cultural relevancy, and look older Hispanics, and viewed as a deterioration of the Spanish language. Perhapsin the industry. Upon entering the resorts frontto use language as strategic tool to deliver brand seen as the negative by-product of acculturation to American culture.gates, patrons are immediately engaged in messaging in ways that connect with consumers in-bilingual signage that serves both promotional andculture, whether in English, Spanish, or Spanglish. Nonetheless, the use of Spanish is universal among all Hispanic groups, and is what bonds the different pan-Hispanic identities. In determining the language profile for our Hispanic DMAs, we have provided in Table 6: Language, a spectrum that ranges from English Dependence to Bilingual Spanish (preferred). The table helps illustrateTable 6: Language two key considerations for marketers regarding language selection in consumer communication. Know your audience and use language as a strategic tool. LANGUAGE USAGE Language Usage Spectrum by Top Hispanic Snow DMA, 2010 Of the 13.3 million Hispanic Americans found in our targeted DMAs, over 7.7 million, or 58% of the total segments combined, are either English Dependent or BilingualEnglish Bilingual Bilingual Bilingual DMADependent English Equal Spanish English (preferred). Conversely, approximately 75%, or 9.9 million Hispanics are Bilingual to some degree. This only demonstrates the importance of knowing your Chicago 299,976453,156253,519 390,290 consumer segments thoroughly enough to understand how and which languages Denver313,043173,935 77,392 92,131 can be used to connect consumers to brands. Los Angeles 1,357,682 1,839,431 922,815 1,454,656 New York565,2871,151,817 613,133 894,071 Sacramento-Stockton-Modesto322,112 245,747 99,233122,202 San Francisco-Oakland-San Jose380,389369,575172,460258,197 Washington, DC (Hagerstown)108,051 183,972 90,822133,386 TOTAL3,346,5404,417,6332,229,3743,344,933 Source: Geoscape American Marketscape Data Stream 2010 Series36 37 20. ConSuMER EngAgEMEnT we Only buy IF we selF IDentIFy. The M.A.S. Report confirms that snow sport companies must recognize the incredible potential presented when engaging multicultural consumers. Although companies have made strides in outreaching to the ethnic community, the industry as a whole has not, and consumers realize this. Multicultural consumers are savvy brand connoisseurs who know and understand the power they yield at the register. More over, urban, multicultural millennials understand that they set the trends of American pop culture. To engage them, brands must transition from transactional relationships to a more emotionally and culturally enriching one. Marketers must understand that their loyalty is founded on authenticity as they will only look to support those brands they self identify with culturally. This in essence, lays the foundation of a brands cultural identity value that urban, multicultural consumers seek. The findings from our Hispanic Snow Summary underline three key learnings to broader multicultural consumer engagement: that the misconceptions often associated with the multicultural market are in fact unfounded, that multicultural millennials overall represent exponential areas for sustainable industry growth, and that the multicultural movement has perhaps already begun with early adopters being both consumer and retailer. For the industry to realize its potential, it may only need to serve as an accelerating agent within this movement, thereby ramping up momentum towards an inevitable tipping point that breaks open the gates to broader multicultural participation. However, as the multicultural market continues to fragment and grow in complexity, it will be key to view these elements on an integrated and ongoing basis. In addition, as various companies are at different stages along the consumer engagement continuum especially in their understanding of consumers more deeply and culturallymakes it ever more critical to construct a foundation level of intelligence from which to build strategies for culturally relevant, consumer engagement. whaT will make more hispanics parTicipaTe in snowboarding is having oTher friends involved in The sporT. They geT hooked and iT jusT spreads like wild fire.38 gaby hernandez, laTina aasi insTrucTor39 21. ConSuMER EngAgEMEnT (COntInueD) DIgItal & sOCIal meDIa engagementaCtIOn PlannIng FOr engagement An area rich with opportunity can be found in the digital space. The rise of In analyzing and synthesizing the findings in this report, combined with our industry experience and cultural social media tools and networks has coincided with the explosive growth of the consumer insights, the authors of this report have provided a perspective and starting point to building an multicultural market. This convergence of culture and technology provides theeffective, multicultural consumer engagement plan for snow sports companies. In taking these fundamental first industry with a direct channel in targeting future snow sports enthusiasts assteps, marketers will be able to best position themselves in reaching greater performance in the industry. bicultural Hispanics -- and multicultural millennials overall -- have proven to be a leading adopter in the space. Photography, video, and editorial content that is easily produced and shared are capable of providing brands with elasticity, as multiculturalsteP 1: DevelOP a COmPrehensIve Cultural IntellIgenCe Plan. millennials are continually researching and actively seeking out whats next withThis involves recognizing the value and influence that multicultural consumers have on your business today and regards to acculturated lifestyle content, like snowboarding.tomorrow. Marketers must understand the role that culture plays in the lives of consumers. To begin efficiently,brands should start by looking within itself as a starting point. Your employees are your customers, so look to Adoption of social media within the Hispanic market has also remained at a blisteringinclude them as part of the intelligence gathering process. Seek to understand from the perspective of your pace, and not confined to the United States alone. Since 2008, Facebook hastarget urban and multicultural consumers: seen exponential growth coming from the Latin American region. With the aide of translation applications, it has helped build bridges across the pan-Hispanic What meaning does your product/brand bring to their lives? spectrum, providing a window of culture to Latinos both domestically and abroad. How does your brand help consumers build their identities? This cross cultural exchange has fueled an interesting snow sports trend where in How does it help consumers fulfill their important social roles? the last few years, the industry has seen a steady stream of video content emerging from countries including Argentina and Chile. Just a few years ago, little was known about the South American snowboard scene. Today, a wealth of status updatessteP 2: buIlD an aCtIOn Plan that gOes beyOnD altruIsm on both Facebook and Twitter point to a growing community of Spanish-speaking snowboard enthusiasts. Ultimately, this implies that with such prevalent usage Altruistic efforts should continue to remain as a core pillar in any integrated effort to reaching urban and of technology and media exposure, Hispanics both here and abroad are already multicultural audiences, but by itself, does not constitute a complete marketing plan. Becoming and remaining engaging with the lifestyle and culture of snowboarding. This in turn helps to a member of urban and multicultural communities are critical steps for building authenticity within these minimize the barriers to entry into the sport. consumer segments, so any efforts currently underway should continue, as should the development of anyfuture programming. However, actively targeting multicultural millennials with digital snow sports content is needed to fuel industry growth. They make time spent digitally work for The findings in this report clearly demonstrates the broader appeal and viability of the market overall. For them as it is their way to keep in touch with family and friends, search for product this reason, we strongly recommend that in order for marketers to fully realize the potential that these information, compare prices, and shop online. The development and disseminationconsumer segments provide, they must seek to leverage opportunities that help them address a much of more culturally authentic industry media content can prove to be an incrediblybroader audience in waiting. effective method in feeding the multicultural consumers appetite for the unique and compelling content they seek.40 41 22. ConSuMER EngAgEMEnT (COntInueD) steP 3: IDentIFy the barrIers tO entry FaCeD by yOur target multICultural COnsumers. stage 3 evaluatIOn OF alternatIves Lastly, to help identify any existing barriers to entry of multicultural consumers inThe most important attributes Hispanic American consumers place on snowboard equipment and apparel are the sport, we have synthesized and outlined a decision making process below. The durability, quality, and comfort with price ultimately being the deciding factor to purchasing decisions. With following five (5) key stages are provided as a roadmap aimed at helping marketers limited snowboard product knowledge, multicultural consumers primarily gravitate towards products that meet more clearly understand the mind-set of multicultural consumers as they seek totheir budget needs versus buying quality made products. In some cases, initial product purchases will be used engage in the sport. equipment found on Craigslist.org. stage 1 PrOblem reCOgnItIOnstage 4 PurChase DeCIsIOn Once interested in going snowboarding for the first time, Hispanics are challenged inPrice most often trumps quality at the register offline or online. As snowboarding is an expensive sport, how to pursue and continue the snowboarding experience. These challenges appearmulticulturals must consider in the very early stages of decision making if this is a sport worthy of the to focus primarily around cost, access, and time. They must be able to answer forinvestment needed to begin. It is why multicultural snowboarders will often seek other early adopters in an themselves: How much does it cost initially? Are there more economical means ofeffort be in the know on early season sales, demos, and/or events like Sniagrab in Denver, Colorado, where participating in the sport? How do I get to mountains? What things do I need to have products can be found at discounted prices. They visit both chain and specialty retail shops in pursuit of the that first day? Do I need a lesson? How long will the day last?deal, and they do recognize the level of customer service between a chain and specialty store. They cite thatthe specialty shops carry the best knowledge and expertise over equipment and apparel. Most importantly, stage 2 InFOrmatIOn searCh multicultural consumers are looking to be treated as equals to other snowboard customers, and indicate that aculturally relevant approach by sales staff makes for a favorable sales experience. The immediate reaction of multiculturals when seeking out information related to snowboarding is to get advice from friends and peers first. The internet is most oftenstage 5 POst PurChase evaluatIOn the second step in information gathering. A learning process begins with an initial search engine visit, most commonly Google and Yahoo. Burton Snowboards is most With limited research available, it remains difficult to determine with certainty just how well snowboard often recalled as are various other retailers who occupy these top sites. However, products hold up for Hispanic snowboarders. With the sport only in its infancy at this stage with multicultural consumers cite that Spanish language content is also unavailable. There are no consumers, it is estimated that most are on their first set-ups, or looking to graduate from used equipment to recognizable Hispanic athletes or celebrities that come up either, perhaps due tonewer set-ups. However, they are actively searching for information on equipment and apparel options. While limited exposure to teh sport and existing ethnic professionals on the pro circuit. This brick-and-mortar visits continue to be the starting block for many multicultural consumers to get their first ultimately only provides potential multiculturals with Anglo Americans and a verytaste of the sport, they also cite online research as becoming the most effective manner for self-education. few Latino early adopters as the only opinion leaders and influencers to draw insight and relevance from. Lastly, Hispanic Americans also rely heavily on the knowledge of retail associates as a primary source of information on the sport at both chain and specialty channels.4243 23. SIDEbAR: ThE ALTRuISTIC AffECT SOS Outreach is a non-profit organization that was founded by former Eagle County, CO, commissioner Arn Menconi in 1993. Its programs are designed to build character and self-esteem in youth through outdoor activities. Originally known as the Snowboard Outreach Society, before expanding to include skiing, the organization has done aContact Info:phenomenal job of reaching and introducing multicultural youth to snow sports. In 2009-PO. Box 2020 2010, SOS was expected to serve more than 4,500 youths across the nation.Avon, Colorado 81620T: 970-926-9292SOS Outreach has worked with Vail Resorts to help increase ethnic diversity onF: 970-926-7739 the slopes of Eagle and Summit County for over 15 years. According to Menconi,E: sos@sosoutreach.org the group never set out to specifically attract ethnic minorities, but its focus on character building for at risk and underprivileged youth via snowboarding attributes nearly 50% of program participation to Hispanics annually in Colorado. M.A.S. research participant Gaby Hernandez, is a testament to the work being accomplished by SOS Outreach. In the winter of 2007, she was one of the first 11 graduates of the SOS University program that lead to becoming a certified AASI (Association of American Snowboard Instructors) snowboard instructor. Hernandez had moved to Edwards, CO from Mexico City at age 12. The fact she couldnt speak English didnt deter her from going from novice to instructor by the age of 18. Gaby was named an Outdoor Idol Award recipient by the Outdoor Industry Association in 2006, and credits snowboarding for inspiring the core values that led to her success. See Gabys inspiring story and interview for this report below. 45 24. SIDEbAR: ThE ALTRuISTIC AffECT (COntInueD) hOODs-tO-wOODs FOunDatIOnruby hIll raIl yarD The Hoods-to-Woods Foundation is an urban non-profit organization in Brooklyn, NY, that wasRuby Hill Rail Yard is the first city sanctioned urban snow terrain park in the United States. Its made possible started by Brian Deka Paupaw. Their mission is to provide inner-city youth with awareness andthrough the unique relationship between the City of Denver and Winter Park Resort; the resort property is city access to life changing experiences found in the outdoors. Snowboarding is a core offering of theowned and part of its mountain park system. Bob Holme, the Winter Park Director of Youth Marketing, brought organization, with programming designed to build confidence and facilitate individual discovery. the Ruby Hill Rail Yard concept to life in the winter of 2007, after being approached by local teens interested inurban rail contests along the Front Range. Shortly thereafter, and under his leadership, the City of Denver Parks Contact Info: Brian Paupaw is an African American graphic design professional who took his own personaland Recreation department worked to create a public facility that aimed to bring the mountain lifestyle a little Denver Parks & involvement in snowboarding as a catalyst to reach other young urban teens. The sport opened closer to urban residents. Recreation him to a world of possibilities, including riding in South America, and in the process, testing his 201 W. Colfax, Dept. own fortitude. People might say things like, Whats wrong with you? Thats a white boy thing 601Now heading into its 6th year, Ruby Hill consists of various park features that are designed to allow beginning but I dont let it stop me, because I used to think the same way so I understand.Denver, CO 80202 riders the opportunity to progress and learn terrain park skills. Winter Park provides the rails, terrain park P: 720-913-0741design and staff; Chirsty Sports provides free rental equipment; and Denver Parks and Recreation provides Paupaw realized that snowboarding was a means of making a difference by simply exposingyouth programming. Over thirty volunteers and private donations all help to make the terrain park possible. urban youth to the idea of accessibility. The best thing about it is to be walking in the hood with a snowboard and get stopped by a bunch of young (ethnic) kids and spend time talking to them. That Our vision while building and designing Ruby Hill is to take the growing sports of park skiing and snowboarding really makes me feel good, that I can spark interest in some young black kids mind.and make them accessible to a broader market, said Holme. Thank you to our dedicated partners at DenverParks and Recreation, Christy Sports, Johnson Controls, multiple sponsors, volunteers and the staff at Winter Last year, Brian Paupaw made the Hoods to Woods documentary film with the hopes of Park Resort for making this vision a reality, said Holme. inspiring more kids from the hood to go up the mountains and ride the powder. This is why when conditions are right, youll find Brian at Fort Greene Park in Brooklyn, sharing his passionResults from visitor surveys indicate the park is making progress on the multicultural youth front. and love for snowboarding with urban youth. 40% of Ruby Hill participants are non-white For more on Deka and the Hoods-to-Woods Foundation, visit: http://hoodstowoods.com 39% of Ruby Hill participants are beginner Hoods-To-Woods FoundationFor more on Ruby Hill Rail Yard, please see below:46 47 25. ConTRIbuTIng AuThoRS AbouT ThE pARTnERS kevIn bang Kevin is a New Media Producer for KCTS (PBS Seattle) and formerly a snow sports blogger for the Seattle Times. He holds a Bachelors degree in Communications and Sociology from the University of Washington.Huemanitas is a strategic marketing group that focuses on supporting FavOrIte mOuntaIn: mOunt baker, washIngtOnclients through innovative and culturally intelligent marketing solutions thatempowers their businesses.Find out more at: http://huemanitas.com gaIl brOOks Known for her insightful and intuitively strategic thinking, Gail brings over 10 years of proven success developing strategic marketing solutions for clients including Footlocker, Nike, Diageo, and Universal Music Group. With a diverse background in general, multicultural, urban and youth culture marketing, she is also an author ofGeoscape provides strategic analytics, detailed data resources and automated industry white papers published by the Association of National Advertisers. Gail currently lives in Brooklyn, NY.intelligence systems to corporations seeking growth by capitalizing on FavOrIte mOuntaIn: vaIl, COlOraDOopportunities in a culturally-diverse business environment.Find out more at: http://geoscape.com albertO DelarOCa Tracking the ethnic sports space for the last 10 years, Alberto has provided agencies and corporations his unique insight and intelligence to effectively connect brands with multicultural sports audiences. Born in the United Equipo Roca is a Latino action sports intelligence group that specializes in connecting States, of Guatemalan parents, he is trilingual (English, Spanish & German) and holds a Bachelor of Arts from thethe industry with urban and Latino enthusiasts in the U.S. and Latin America. University of Colorado at Boulder. He continues to live in Denver, Colorado and is the Founder and Principal ofFind out more at: http://equiporoca.com Equipo Roca, an ethnic action sports intelligence group. FavOrIte mOuntaIn: CerrO CateDral, argentInaMentoulounge Media is a Colorado based video production company providing marCus JImnez full digital video production and post-production services.Find out more at: http://mentaloungemedia.com Marcus carries over a decade of diversified marketing experience providing innovative solutions for nationally leading agencies and corporations including Clorox, MillerCoors Brewing, and PepsiCo. He holds a Bachelor of Fine Arts degree from the Fashion Institute of Technology, New York and is a Partner and Principal of Huemanitas. A born and raised New Yorican (Puerto Rican born in New York), he now resides in Denver, Colorado. FavOrIte mOuntaIn: beaver Creek, COlOraDO4849 26. REfEREnCES 1Census: American Factfinder (2009). calculation estimates are based on current data available 2Census: American Factfinder (2009). calculation estimates are based on current data available. TheAfrican American segment represents 24% the total African American population while the HispanicAmerican segment represents 27% of the total Hispanic American population 3Census: American Factfinder (2009). calculation estimates are based on current data available 4Worldatlas.com: Varied international public domain sites, the U.S. Census Bureau and Times Atlas of the World 5Packaged Facts: The Young Urban Market Consumer (2008) 6SIA source: Total of African American and Hispanic American participation only. 7University of Georgias Selig Center for Economic Growth 8University of Georgias Selig Center for Economic Growth 9U.S. Census: Percent Distribution of the Projected Population by Net International Migration Series, Race,and Hispanic Origin for the United States: 2010 to 2050 10 U.S. Population Projections 2005-2050 (2008). PewResearch Center 11 Nuestro Futuro (2006). Cheskin 12 Census: American Factfinder (2009). calculation estimates are based on current data available 13 Between Two Worlds: How Young Latinos Come of Age in America (2009). Washington D.C:Pew Hispanic Center50