Sponsorship am I right or wrong?
Discussion
This is not a plea for any - I do not want any at the moment!
I race a car and I have several people who help me f.o.c, I supose you could call them friends now, but they were not originally. They do not give me money, just time support and help, for which I am very greatfulthey are great guys.
-one is my trackside helper/workshop hand
-one is a very good engine builder
Is that sponsorship?
Anyway that is not really the question
- I have got into some discussions with business people - who originally made out they love racing.
Now it appears it is some sales ploy -
- they orginally just offered to charge me for there services simple!
- then they suggested I will not pay them for labour
- then they agreed they would help me f.o.c and advertise on my trailer and car
- Now they seem to think they can advertise on the car and trailer and charge me for materials etc..but cost will be 70per cent less (still good price)
I'm a bit offended! I do not need this particular service, so they will advertise on my trailer and I pay them a small fee for a service I could use, but could do with out. So there help effectively makes my racing more expensive (although cheaper in one sense)and they get some minor perks.
Am I wrong?
I'm just about ready to tell them to .... off.
-I'm annoyed because I already have some people help me f.o.c.(who are really good)feels like rubbing there faces in it?
These business people expect to make money directly from me,not just off potential business in the paddock.
(Not only that they mentioned me charging sponsors to pay a fee towards there services i.e putting names on websites etc.). They are basically looking to run a business off of me racing - yet my understanding was they were enthusiasts and I 'm suposed to promote them to get more work? I thought they were suposed to be happy with a photo in the office of a car with there name on, a mention in the local paper, a websit with a link - like a football fan with a shirt with there own name on it?
They produced a profolio of Ginettas and Touring cars, that have worked for - but it could be work that one of the guys did for a company before he set up on his own?
I was under the impression that company's pay to put business names on the side of trailers for advertising (I know it's specific to market appeal and potential viewers) Not that you pay them a 30 percent of cost for there services then they advertise for free?
I have some good contacts in racing and I'am quite a good sales person, at the moment I'd be scared to recommend these people!
What do you think? - constructive only please
I race a car and I have several people who help me f.o.c, I supose you could call them friends now, but they were not originally. They do not give me money, just time support and help, for which I am very greatfulthey are great guys.
-one is my trackside helper/workshop hand
-one is a very good engine builder
Is that sponsorship?
Anyway that is not really the question
- I have got into some discussions with business people - who originally made out they love racing.
Now it appears it is some sales ploy -
- they orginally just offered to charge me for there services simple!
- then they suggested I will not pay them for labour
- then they agreed they would help me f.o.c and advertise on my trailer and car
- Now they seem to think they can advertise on the car and trailer and charge me for materials etc..but cost will be 70per cent less (still good price)
I'm a bit offended! I do not need this particular service, so they will advertise on my trailer and I pay them a small fee for a service I could use, but could do with out. So there help effectively makes my racing more expensive (although cheaper in one sense)and they get some minor perks.
Am I wrong?
I'm just about ready to tell them to .... off.
-I'm annoyed because I already have some people help me f.o.c.(who are really good)feels like rubbing there faces in it?
These business people expect to make money directly from me,not just off potential business in the paddock.
(Not only that they mentioned me charging sponsors to pay a fee towards there services i.e putting names on websites etc.). They are basically looking to run a business off of me racing - yet my understanding was they were enthusiasts and I 'm suposed to promote them to get more work? I thought they were suposed to be happy with a photo in the office of a car with there name on, a mention in the local paper, a websit with a link - like a football fan with a shirt with there own name on it?
They produced a profolio of Ginettas and Touring cars, that have worked for - but it could be work that one of the guys did for a company before he set up on his own?
I was under the impression that company's pay to put business names on the side of trailers for advertising (I know it's specific to market appeal and potential viewers) Not that you pay them a 30 percent of cost for there services then they advertise for free?
I have some good contacts in racing and I'am quite a good sales person, at the moment I'd be scared to recommend these people!
What do you think? - constructive only please
I suggest making an honest balance about cost-effective things for your racing team. It is vital to assess how interesting their offer really is. Given the service is good value you can now determine if it is relevant for you. It might be if you are looking into expanding your racing or if you are trying to go to the next level of racing.
If you are happy with your racing now I would suggest to tell them off and have a nice 2010 season with your crew and save the money for races abroad or better facilities.
If you are happy with your racing now I would suggest to tell them off and have a nice 2010 season with your crew and save the money for races abroad or better facilities.
Sponsorship is about agreeing a commercial relationship where one party offers equipment, money, professional services etc in return for advertising / marketing opportunities.
If these people work on your car full time you should agree a 'fee' and price out what this is worth on your car, van etc. Otherwise walk away and take your buisoiness elsewhere where you can pay by the hour, job etc and you both know where you stand.
If these people work on your car full time you should agree a 'fee' and price out what this is worth on your car, van etc. Otherwise walk away and take your buisoiness elsewhere where you can pay by the hour, job etc and you both know where you stand.
This has been on going for a little while - I mentioned it to the wife when she got home!
She said perhaps you say to them, will you put my name all over your vehicles and then pay me for the privilige.
(There is some brake down in communication - where I feel quite insulted) unless I'm getting it wrong!
Dont want to be specific or mention names it's not professional -so I guess it's kind of hard to explain.
They are not motorsport people, there portfolio suggests they are, but they say all the wrong things,(I suspect a lot of people I know would get fed up talking to them quite quickly)
- They do advertising etc... they will do the associated tasks for me, but want money off me and my sponsors,
They want to advertise on vehicle f.o.c and I also pay a percentage of the costs -.
I do not need to undertake this extra work (the bulk, a big design on the trailer is actually to benefit there portfolio, not me - which is actually the sore point-)Why should I pay -Hence put my name on your car then, pay me for it!
It would be helpful to get them to do some work,even at a reduced rate, but I can go else where and pay full price for that small amount of work, the work that I actually need to do - and not have the pressure to make every race this season etc..
We are talking small time club racing!
THIS IS NOT A REQUEST!
I bet if I said for example - If some one makes me a website a basic page, I will put there company name on it with a link to there site - name on the car and on my trailer.
Some one thats very efficiant with I.t.
Some one on here, a real motorsport fan would do it f.o.c - perhaps come and have a picture with the car for the office and a mention in the paper. more relevant to a local business!
I could do my home work and do this my self!
I sent the guys an e-mail today, hopefully it was not too blunt just to say I'd rather pay full price than part pay and be expected to promote a business in such away.
regards
stig
She said perhaps you say to them, will you put my name all over your vehicles and then pay me for the privilige.
(There is some brake down in communication - where I feel quite insulted) unless I'm getting it wrong!
Dont want to be specific or mention names it's not professional -so I guess it's kind of hard to explain.
They are not motorsport people, there portfolio suggests they are, but they say all the wrong things,(I suspect a lot of people I know would get fed up talking to them quite quickly)
- They do advertising etc... they will do the associated tasks for me, but want money off me and my sponsors,
They want to advertise on vehicle f.o.c and I also pay a percentage of the costs -.
I do not need to undertake this extra work (the bulk, a big design on the trailer is actually to benefit there portfolio, not me - which is actually the sore point-)Why should I pay -Hence put my name on your car then, pay me for it!
It would be helpful to get them to do some work,even at a reduced rate, but I can go else where and pay full price for that small amount of work, the work that I actually need to do - and not have the pressure to make every race this season etc..
We are talking small time club racing!
THIS IS NOT A REQUEST!
I bet if I said for example - If some one makes me a website a basic page, I will put there company name on it with a link to there site - name on the car and on my trailer.
Some one thats very efficiant with I.t.
Some one on here, a real motorsport fan would do it f.o.c - perhaps come and have a picture with the car for the office and a mention in the paper. more relevant to a local business!
I could do my home work and do this my self!
I sent the guys an e-mail today, hopefully it was not too blunt just to say I'd rather pay full price than part pay and be expected to promote a business in such away.
regards
stig
Edited by The Real Stig on Tuesday 12th January 20:46
On the face of it, it seems as if their offer isn't beneficial at present so a very polite rebuff may be in order (it sounds as if you have done this!).
I will say though, as in any business (it is a business to them), keep the relationship on good terms. You never know when you might need them in the future or someone that deals with them. Business is not just about money it is about building and maintaining relationships thereby making more money
- I'm awful at it 
I will say though, as in any business (it is a business to them), keep the relationship on good terms. You never know when you might need them in the future or someone that deals with them. Business is not just about money it is about building and maintaining relationships thereby making more money
- I'm awful at it No need to feel offended, weigh up the cost/benefit and if it's not working for you don't go with the deal, it's pretty simple really when you get to the heart of the matter.
Just don't do what most people do, which is let mission creep take over, before you know it no one is happy with the arrangement. Be clear about what you are after and be concise with your dealings with them.
I got stung when i first started out in rallying when i was a spotty yoof, i thought i was onto a good deal, it ended up costing me a fortune and putting my rallying finances in the toilet for years, so take the above advice from someone who's been there.
Just don't do what most people do, which is let mission creep take over, before you know it no one is happy with the arrangement. Be clear about what you are after and be concise with your dealings with them.
I got stung when i first started out in rallying when i was a spotty yoof, i thought i was onto a good deal, it ended up costing me a fortune and putting my rallying finances in the toilet for years, so take the above advice from someone who's been there.
If I get what you've siad right it sounds like a fair and clear sponsorship deal for the right person without relevant "friends" to help out. You are not the right person for this deal from what I've read. Pure an simple.
If their business is directly associated to the series you race in, then naturaly they can't help you for nearly nothing or they would be totaly beholden to you and potentialy out of business long term. The best and most sensible thing they could do is offer what they have. That way you get cheaper but, I would expect, a higher experience level of support and they get increased PR and reputation for future business. Its not their problem you have cheaper helpers!
In this type of deal you both win unless either of you is actually not that good or reliable or as in your case you like your mates helping.
If their business is directly associated to the series you race in, then naturaly they can't help you for nearly nothing or they would be totaly beholden to you and potentialy out of business long term. The best and most sensible thing they could do is offer what they have. That way you get cheaper but, I would expect, a higher experience level of support and they get increased PR and reputation for future business. Its not their problem you have cheaper helpers!
In this type of deal you both win unless either of you is actually not that good or reliable or as in your case you like your mates helping.
Simon - I think you've got the wrong end of the stig I mean stick.
This potential arrangemnet is with a very small business, who are looking to out grow some of the bigger business in my town (they are looking at ways of getting work)- they have carried out some work in motorsport from a few pictures I have seen, not anything to do with our championship! They are not a motorsport focused business, just another angle for them.
I think they have some very strange ideas!(when they talk about racing they say some odd things)
When they came to look like at the car they came a cross like educated Dell boy and Rodney!) thats only my opinion, that's from someone who has been involved with motorsport for a while now, but not sponsorship.
My background is really technical but I have had dealings with customers and directors associated with some small teams and some big outfits.
My new friends, are contacts (some would say associates) but as we spend quite a lot of time together occasionally - we have become kind of friends. I'd help them at the drop of a hat too!
1) One of my guys is a very sucessfull racer with a his own team, and also is provided with a team too - whos engines before he got involved with this big team, won a constructors championship at a good level.
He is pro international racer - I'm quite honoured he helps me and he doesnt actually want any advertising - not worth it to Him.
2) The other guy is a full time grp/composite body work specialist who is interrested in motorsport, hence he has his own cars too.
I'd recommend them to any one (character wise too) - but they dont need it or want it.
They were both strangers -
TO SUMMERISE - it's really the fact this partnership want me to pay for them, to put there own great big bit of art work type advertising on the trailer. Like I desperately need them or like a boy racer/show car graphic "looks nice"
MY CONCERN
(They are a unknown brand, and they require the publicity. Not the fact there name will draw other posative attention as I think Simon was thinking!)
Infact I will say once they get a foot in, they could well upset some of the top boys and make me look silly for being involved with them.
1)I feel this company should do the small amount of work I actually want doing in house because it is there domain, f.o.c. If they want to cover my trailer -
2) or not cover my trailer and I will not display there name and I will pay full cost for exactly what I require!
-I'm happy to pay for the work I need doing, But not happy for them to put a design on my trailer that I'm not bothered if it's there or not. If anything - I could potentially sell that space if I get a few good results early on.
Points taken,(I can see how it's diificult to get my point across via a forum)
I feel it's a take take arrangement from them!
Thanks for the reply's chaps, will try to cool down a bit before the next and possibley final discussion with them.
I think I've made up mind now I've vented this (sorry to rant!)
This potential arrangemnet is with a very small business, who are looking to out grow some of the bigger business in my town (they are looking at ways of getting work)- they have carried out some work in motorsport from a few pictures I have seen, not anything to do with our championship! They are not a motorsport focused business, just another angle for them.
I think they have some very strange ideas!(when they talk about racing they say some odd things)
When they came to look like at the car they came a cross like educated Dell boy and Rodney!) thats only my opinion, that's from someone who has been involved with motorsport for a while now, but not sponsorship.
My background is really technical but I have had dealings with customers and directors associated with some small teams and some big outfits.
My new friends, are contacts (some would say associates) but as we spend quite a lot of time together occasionally - we have become kind of friends. I'd help them at the drop of a hat too!
1) One of my guys is a very sucessfull racer with a his own team, and also is provided with a team too - whos engines before he got involved with this big team, won a constructors championship at a good level.
He is pro international racer - I'm quite honoured he helps me and he doesnt actually want any advertising - not worth it to Him.
2) The other guy is a full time grp/composite body work specialist who is interrested in motorsport, hence he has his own cars too.
I'd recommend them to any one (character wise too) - but they dont need it or want it.
They were both strangers -
TO SUMMERISE - it's really the fact this partnership want me to pay for them, to put there own great big bit of art work type advertising on the trailer. Like I desperately need them or like a boy racer/show car graphic "looks nice"
MY CONCERN
(They are a unknown brand, and they require the publicity. Not the fact there name will draw other posative attention as I think Simon was thinking!)
Infact I will say once they get a foot in, they could well upset some of the top boys and make me look silly for being involved with them.
1)I feel this company should do the small amount of work I actually want doing in house because it is there domain, f.o.c. If they want to cover my trailer -
2) or not cover my trailer and I will not display there name and I will pay full cost for exactly what I require!
-I'm happy to pay for the work I need doing, But not happy for them to put a design on my trailer that I'm not bothered if it's there or not. If anything - I could potentially sell that space if I get a few good results early on.
Points taken,(I can see how it's diificult to get my point across via a forum)
I feel it's a take take arrangement from them!
Thanks for the reply's chaps, will try to cool down a bit before the next and possibley final discussion with them.
I think I've made up mind now I've vented this (sorry to rant!)
Edited by The Real Stig on Wednesday 13th January 09:54
Because I'm passionate about what I do, and it's quite hard work at times
(my own fault and for my own benefit) but some people make it more complicated.
It feels like they were insulting my intelligence (the wife thinks so too) and as a valuation of there business were incinutating - as an example
It feels like I'm paying for there tyres not that they are paying for mine - then to add insult I advertise for them too! Hey I'm a mug.co.uk
Hang on isnt it supose to be the other way round?
I have took on board what others have said and it has made me look at things a bit differntly! I will certainly try not to let my heart rule my head
(my own fault and for my own benefit) but some people make it more complicated.
It feels like they were insulting my intelligence (the wife thinks so too) and as a valuation of there business were incinutating - as an example
It feels like I'm paying for there tyres not that they are paying for mine - then to add insult I advertise for them too! Hey I'm a mug.co.uk
Hang on isnt it supose to be the other way round?
I have took on board what others have said and it has made me look at things a bit differntly! I will certainly try not to let my heart rule my head
Kind of hard to struggle through some of the posts, but....
Don't get so cross about it - they're tried, by the sound of things, to get a good deal for themselves and maybe they value their service / business more highly than you. Maybe they don't see why you don't think it's such a good deal from your perspective. Maybe they're expecting you to come back with some sort of counter offer, i.e. you get the services free in return for advertising their business on your trailer.
Either have a chat with them to get both of you comfortable with where the other party is coming from, or just politely decline their 'offer'. Doesn't sound like anyone is forcing you to do anything with them.
And it certainly doesn't sound like something worth getting angry about, unless there's more to this than meets the eye.
Don't get so cross about it - they're tried, by the sound of things, to get a good deal for themselves and maybe they value their service / business more highly than you. Maybe they don't see why you don't think it's such a good deal from your perspective. Maybe they're expecting you to come back with some sort of counter offer, i.e. you get the services free in return for advertising their business on your trailer.
Either have a chat with them to get both of you comfortable with where the other party is coming from, or just politely decline their 'offer'. Doesn't sound like anyone is forcing you to do anything with them.
And it certainly doesn't sound like something worth getting angry about, unless there's more to this than meets the eye.
Sponsorship is a tricky matter, I myself having been looking for this and you need to ask a couple of questions:
1. What is in it for me
2. What is in it for them.
The second is the most important part of this!
You say you are racing in club motorsport:
What car do you run?
Where do you race??
How good are you???
I am often approached by customers asking for discounted performance parts as they are planning to go racing....and usually the offer is "I will put one of your stickers on my car in return"....Im not alone in this, there are plenty of other companies that get offered the same deal....but looking at it, I seem to get the raw deal in this.
So you need to put together a contract with them stating what they get out of this, and what you get out of it. You will get more out of this than they will, unless you can hand on heart say that the work they do on your car will lead to further work on others in your series. I offer a whole package of options for people who want to sponsor the cars...using the cars as publicity for their open days, tickets to their members of staff, options to come to our test days so they can get passenger rides....the list is comprehensive...but necessary! You are selling your car as a business, so as said a contract is necessary.
Yes there are people out there that just like to mechanic, and get a buzz out of seeing their car do well, but they are few and far between!!
The going rate for a mechanic on a race day is £100 and depending on the distance you may have to pay petrol and hotel on top.
All I can say is don't scupper a friendship, I have done this before....and all because of miscommunication! Its just not worth it, over the sake of a couple of quid......so sit down and chat to them, but remain calm and remember this is a business agreement that needs to work for both sides!
1. What is in it for me
2. What is in it for them.
The second is the most important part of this!
You say you are racing in club motorsport:
What car do you run?
Where do you race??
How good are you???
I am often approached by customers asking for discounted performance parts as they are planning to go racing....and usually the offer is "I will put one of your stickers on my car in return"....Im not alone in this, there are plenty of other companies that get offered the same deal....but looking at it, I seem to get the raw deal in this.
So you need to put together a contract with them stating what they get out of this, and what you get out of it. You will get more out of this than they will, unless you can hand on heart say that the work they do on your car will lead to further work on others in your series. I offer a whole package of options for people who want to sponsor the cars...using the cars as publicity for their open days, tickets to their members of staff, options to come to our test days so they can get passenger rides....the list is comprehensive...but necessary! You are selling your car as a business, so as said a contract is necessary.
Yes there are people out there that just like to mechanic, and get a buzz out of seeing their car do well, but they are few and far between!!
The going rate for a mechanic on a race day is £100 and depending on the distance you may have to pay petrol and hotel on top.
All I can say is don't scupper a friendship, I have done this before....and all because of miscommunication! Its just not worth it, over the sake of a couple of quid......so sit down and chat to them, but remain calm and remember this is a business agreement that needs to work for both sides!
AREX -
I agree with your last paragraph - most people say the same, so rather than let it become personal, I have e-mailed them to try and sort it out or we will call it a day.
- NOT RELEVANT, but your discounted parts bit! If you offer below recommended rrp, say you make 40 per cent margin, if you give 10 per cent less rrp/list (if that is possible)
That builds up a loyalty with that customer,so they always use you. Plus will recommend you - if your a small business a racer will /should use the best oil etc... and tonnes of it. Perhaps you would allow them to sell to other racers? I have such agreements and I do not even have to fit stickers for discounts - Just negociated it!
I actually dislike it - because it dictates where you shop
Infact when I worked in sales years ago regular customers never payed full price we had discount stuctures set up depending on how much they spent.
Specifically - I'm not prepared to cover my whole trailer in an advert, then pay for the manufacture and fitting of that advert,pay directly to the company that the advert is for.
They are an advertisng business who own a few business in the same arena (design,graphic's,web etc..)
I do not mind paying for the work that does not benefit them, - but I will not pay a percentage of the cost for a great big advert for there buisness (which is for there portfolio) no matter how pretty it looks - it's not custom car show or drifting, it's circuit racing.
The additional fact nearly every one that races owns a business, is perhaps a bonus and an area they maybe able to benefit from.
I UNDERSTAND where your all coming from. Have to deduct the cost from the benefit! If they wanted paying in full - I'd pay for graphics and other services in full, but not if they want their name advertise too.
I think we've about covered it!
I agree with your last paragraph - most people say the same, so rather than let it become personal, I have e-mailed them to try and sort it out or we will call it a day.
- NOT RELEVANT, but your discounted parts bit! If you offer below recommended rrp, say you make 40 per cent margin, if you give 10 per cent less rrp/list (if that is possible)
That builds up a loyalty with that customer,so they always use you. Plus will recommend you - if your a small business a racer will /should use the best oil etc... and tonnes of it. Perhaps you would allow them to sell to other racers? I have such agreements and I do not even have to fit stickers for discounts - Just negociated it!
I actually dislike it - because it dictates where you shop
Infact when I worked in sales years ago regular customers never payed full price we had discount stuctures set up depending on how much they spent.
Specifically - I'm not prepared to cover my whole trailer in an advert, then pay for the manufacture and fitting of that advert,pay directly to the company that the advert is for.
They are an advertisng business who own a few business in the same arena (design,graphic's,web etc..)
I do not mind paying for the work that does not benefit them, - but I will not pay a percentage of the cost for a great big advert for there buisness (which is for there portfolio) no matter how pretty it looks - it's not custom car show or drifting, it's circuit racing.
The additional fact nearly every one that races owns a business, is perhaps a bonus and an area they maybe able to benefit from.
I UNDERSTAND where your all coming from. Have to deduct the cost from the benefit! If they wanted paying in full - I'd pay for graphics and other services in full, but not if they want their name advertise too.
I think we've about covered it!
I think the fact you've posted here asking for opinions suggests to me that you're not happy about the deal, which would lead me to suggest you walk away.
Maybe I'm being simplistic but to me sponsorship at grass roots level is basically simple.
1. You advertise their name/service on you car/bike/trailer
2. They give you money/services/parts at no cost or something you need at *very* discounted prices.
NOT
1. You advertise their business
2. You pay them for something you don't need/want/ or are already getting from your friends.
Cut through all the details and see which criteria this deal meets and make you decision appropriately?
Maybe I'm being simplistic but to me sponsorship at grass roots level is basically simple.
1. You advertise their name/service on you car/bike/trailer
2. They give you money/services/parts at no cost or something you need at *very* discounted prices.
NOT
1. You advertise their business
2. You pay them for something you don't need/want/ or are already getting from your friends.
Cut through all the details and see which criteria this deal meets and make you decision appropriately?
AtomicRex said:
So you need to put together a contract with them stating what they get out of this, and what you get out of it. You will get more out of this than they will, unless you can hand on heart say that the work they do on your car will lead to further work on others in your series.
Do this. It is the only way to ensure either side doesn't feel put out if something doesn't go the way they thought it should.Be realistic about what you are offering them as well.
If you give away two sides of the car for a few cans of oil, where are the stickers going to go when you land a bigger deal from another, more generous, sponsor later?
Also, don't forget that the rule of thumb is whatever a sponsor pays or donates to you, they will need to spend at least that amount again to capitalise on their investment (by communicating what they have done to their customers).
No matter how small or how friendly/informal the sponsorship is, do a simple contract (it can be just 1 side of A4 easily) and then you both have a written agreement to refer back to. And it will look much more professional which may help you get bigger and better sponsors later.
there is a simple way forward which wont upset anyone.
You need to sit down with them all- individually- and mention that things have changed since you started, and its worth reviewing where we are and what we want. That way you can clear the air and discuss a way froward. Which might or might not involve them.
You need to sit down with them all- individually- and mention that things have changed since you started, and its worth reviewing where we are and what we want. That way you can clear the air and discuss a way froward. Which might or might not involve them.
Basic common sense approach...
You have a car and trailer that you use for racing, this is yours, anything that goes on that car and/or trailer you should have a return for, whether that's in a form of cash sponsorship, or favour in kind, parts, whatever. Nothing else. Unless of course you want to do something for charity?
Why would you let someone else put something on YOUR race car, then allow them to charge YOU for this?
If it's a case of you actually using their services/products/whatever at a cheaper rate than John Smith off the street, fair enough, but you definately shouldn't be being charged extra to have their logos on your car/trailer, that's just not sponsorship, it's taking the piss.
PM me who they are and what they do, I may have heard of them. Difficult to know the exact situation without know what they actually are doing/do for you?
You have a car and trailer that you use for racing, this is yours, anything that goes on that car and/or trailer you should have a return for, whether that's in a form of cash sponsorship, or favour in kind, parts, whatever. Nothing else. Unless of course you want to do something for charity?
Why would you let someone else put something on YOUR race car, then allow them to charge YOU for this?
If it's a case of you actually using their services/products/whatever at a cheaper rate than John Smith off the street, fair enough, but you definately shouldn't be being charged extra to have their logos on your car/trailer, that's just not sponsorship, it's taking the piss.
PM me who they are and what they do, I may have heard of them. Difficult to know the exact situation without know what they actually are doing/do for you?
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