Pricing for Lifelong Loyalty                            March 18, 2012Copyright © 2012 TRG ArtsAll Rights Reserved
National Census of Arts and Culture       Community Databases                                   D                         ...
1,200
25,000,000
60,000,000
Patron BehaviorsAssumption Free Management
Conventional  Wisdom
Pricing and LoyaltyAssumptions  • Higher price makes patrons less sticky  • Higher price create barriers to entryFacts  ...
TRG’s Central Strategic Focus         Patron Loyalty    as measured by enhanced         Lifetime Value
Measuring Loyalty       Patron Loyalty Index4%67%
Demand is not static Relationship between the number of  performances and total sales Demand varies by PLI score “New-t...
StubHub: $12,245   StubHub: $22,000                        Retail: $175                        December 30, 2012          ...
Top Published Price: $92       StubHub: Not AvailableVivid Seats.com: “Will meet buyer the night of       the show and esc...
“It’s onlyworth what you  can get!”
Price Models  Prestige Pricing Model    – Quality is highly subjective    – Higher price implies better      product    – ...
Dynamic Pricing Basics Changes to collateral and advertising Predetermine trigger points and prices Plan for the ticket...
Definitions  Dynamic Pricing                   Demand Based PricingA pricing tactic in which trigger    A process that com...
Goals of Demand Management The perception of success Per capita revenues Inventory management
Scale-of-House                                                                                                            ...
So what drives ticket prices up?                   Specific performances                   “BEST” seat locations        ...
“The hottest ticket in town is theticket no one believes they can get”
Hot Tickets Drive:        RenewalsNew Subscriber Acquisition      Single Tickets        Donations       Sponsorship   Irra...
Hot Tickets Drive:        RenewalsNew Subscriber Acquisition      Single Tickets        Donations       Sponsorship   Irra...
Scale-of-House• Basic tool for building a plan              Box A Left                                              1   2 ...
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
Pricing for Lifelong Loyalty
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Pricing for Lifelong Loyalty

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When done right and well, pricing strategies earn revenue and also create and retain lifelong, loyal patrons. This 3-hour intensive at the Spring 2012 ArtsReach Conference in New York City was led by TRG Arts CEO Rick Lester and his consulting firm colleagues who have helped hundreds of organizations earn millions from demand and pricing strategies TRG pioneered. The intensive is designed for marketing, development and ticketing colleagues to attend together and with other teams. Learn how your role in the process of pricing and demand management can make a positive difference in the way loyal patrons are found, cultivated, and developed over time. Identify the set of facts that tell your organization what’s in demand, and what’s not. Challenge your assumptions about price increases, discount policy, comp distribution, and dynamic pricing. Take home ideas that will build revenues and grow loyal patrons.

Session Topics:
How a Hot Ticket Launches Lifelong Patronage
-What is demand and why manage it?
-How do I know my pricing strategy is working?
-What’s price got to do with patron relationships?

Pricing Fundamentals No Performing Art or Museum Can Live Without
-What are the demand factors in my organization?
-Who gets the best access at the best price and why?
-What’s my job in pricing strategy?

Discounts, Comps, Dynamic Pricing: Challenge Your Assumptions
-Why are certain discounts always available? Should they be?
-How much is too much?
-Is dynamic pricing The Answer?

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  • The National Arts and Culture Census contains the data of 1,200 organizations…
  • …consisting of 25 million arts patron households…
  • … and 60 million transactions.
  • Pricing for Lifelong Loyalty

    1. 1. Pricing for Lifelong Loyalty March 18, 2012Copyright © 2012 TRG ArtsAll Rights Reserved
    2. 2. National Census of Arts and Culture Community Databases D D D D D D
    3. 3. 1,200
    4. 4. 25,000,000
    5. 5. 60,000,000
    6. 6. Patron BehaviorsAssumption Free Management
    7. 7. Conventional Wisdom
    8. 8. Pricing and LoyaltyAssumptions • Higher price makes patrons less sticky • Higher price create barriers to entryFacts • Advocates want the company to financially thrive • Highest value patrons generally buy “best” seats • Subscription packages are key to loyalty • Inventory management guides relevancy • No one can succeed from sales-only
    9. 9. TRG’s Central Strategic Focus Patron Loyalty as measured by enhanced Lifetime Value
    10. 10. Measuring Loyalty Patron Loyalty Index4%67%
    11. 11. Demand is not static Relationship between the number of performances and total sales Demand varies by PLI score “New-to-file” households Perceived demand causes irrational behavior
    12. 12. StubHub: $12,245 StubHub: $22,000 Retail: $175 December 30, 2012 Seat Geek: $500-700StubHub: $7,995 $6,000
    13. 13. Top Published Price: $92 StubHub: Not AvailableVivid Seats.com: “Will meet buyer the night of the show and escort into venue”
    14. 14. “It’s onlyworth what you can get!”
    15. 15. Price Models Prestige Pricing Model – Quality is highly subjective – Higher price implies better product – Price has a psychological impact that drives demand higher than expected.
    16. 16. Dynamic Pricing Basics Changes to collateral and advertising Predetermine trigger points and prices Plan for the ticketing system Staff training and internal messaging
    17. 17. Definitions Dynamic Pricing Demand Based PricingA pricing tactic in which trigger A process that combines datapoints guide the manipulation of analysis, scale-of-house, ticketprices after an event has gone inventory management, pricingon-sale. Price is the only and other marketing tools tovariable. predict and then manipulate patron demand. The goal is maximized per capita sales revenues. Perceived Scarcity 20% 80%
    18. 18. Goals of Demand Management The perception of success Per capita revenues Inventory management
    19. 19. Scale-of-House 5 3 1 A 116 115 114 113 112 111 110 109 108 107 106 105 104 103 Is your scale optimal? 17 15 13 11 9 7 5 3 1 B 116 115 114 113 112 111 110 109 108 107 106 105 104 103 21 19 17 15 13 11 9 7 5 3 1 C 116 115 114 113 112 111 110 109 108 107 106 105 104 103 23 21 19 17 15 13 11 9 7 5 3 1 D 117 116 115 114 113 112 111 110 109 108 107 106 105 104 25 23 21 19 17 15 13 11 9 7 5 3 1 E 116 115 114 113 112 111 110 109 108 107 106 105 104 25 23 21 19 17 15 13 11 9 7 5 3 1 F 117 116 115 114 113 112 111 110 109 108 107 106 105 104 27 25 23 21 19 17 15 13 11 9 7 5 3 1 G 118 117 116 115 114 113 112 111 110 109 108 107 106 105 104 27 25 23 21 19 17 15 13 11 9 7 5 3 1 H 117 116 115 114 113 112 111 110 109 108 107 106 105 104 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 J 118 117 116 115 114 113 112 111 110 109 108 107 106 105 104 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 K 117 116 115 114 113 112 111 110 109 108 107 106 105 104 • Does the house 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 L 118 117 116 115 114 113 112 111 110 109 108 107 106 105 104 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 M 117 116 115 114 113 112 111 110 109 108 107 106 105 104 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 N 118 117 116 115 114 113 112 111 110 109 108 107 106 105 104 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 O 117 116 115 114 113 112 111 110 109 108 107 106 105 104 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 P 118 117 116 115 114 113 112 111 110 109 108 107 106 105 104 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 R 119 118 117 116 115 114 113 112 111 110 109 108 107 106 105 35 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 S 118 117 116 115 114 113 112 111 110 109 108 107 106 105 37 35 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 T 119 118 117 116 115 114 113 112 111 110 109 108 107 106 105 37 35 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 U 118 117 116 115 114 113 112 111 110 109 108 107 106 105 naturally dress? 37 35 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 V 119 118 117 116 115 114 113 112 111 110 109 108 107 106 105 35 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 W 120 119 118 117 116 115 114 113 112 111 110 109 108 107 106 A 3 1 35 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 X 121 120 119 118 117 116 115 114 113 112 111 110 109 108 107 106 B 3 1 35 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 Y 120 119 118 117 116 115 114 113 112 111 110 109 108 107 106C 5 3 1 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 Z 121 120 119 118 117 116 115 114 113 112 111 110 109 108 107 106 D 5 3 1 33 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 AA 120 119 118 117 116 115 114 113 112 111 110 109 108 107 106E 7 5 3 1 31 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 BB 121 120 119 118 117 116 115 114 113 112 111 110 109 108 107 106 F 7 5 3 1 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 CC 120 119 118 117 116 115 114 113 112 111 110 109 108 107 106 • Does performance G 7 5 3 1 H 7 5 3 1 J 9 7 5 3 1 Grand Tier Boxes K 7 5 3 1 1 2 3 4 1 2 3 1 2 1 2 3 1 2 3 1 2 3 1 2 1 2 3 4 1 2 1 L 2 1 5 6 7 8 4 5 6 3 4 4 5 6 4 5 6 4 5 6 3 4 5 6 7 8 3 4 4 P O N M L K J H G F success impact per Dress Circle Boxes 3 2 1 1 2 3 2 1 1 2 2 1 1 2 2 1 1 2 2 1 3 2 2 1 1 2 2 4 5 6 6 5 4 3 4 4 3 3 4 4 3 3 4 4 3 3 4 4 3 3 4 4 3 3 9 8 7 7 8 9 6 5 5 6 6 5 5 6 6 5 5 6 6 5 5 6 6 5 5 6 6 X W V U T S R P O N M L K Dress Circle capita revenues? 23 21 19 17 15 13 11 9 7 5 3 1 A 127 125 123 121 119 117 115 113 111 109 107 105 103 101 A 102 104 106 108 27 25 23 21 19 17 15 13 11 9 7 5 3 1 B ## 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 B 102 104 106 108 110 27 25 23 21 19 17 15 13 11 9 7 5 3 1 C ## 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 C 102 104 106 108 110 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 D ## 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 D 102 104 106 108 11031 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 E ## 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 E 102 104 106 108 110 47 45 43 41 39 37 35 33 31 29 27 25 F 17 15 13 11 9 7 5 3 1 F 112 111 Grand Circle 102 101 • Are areas selling out? 47 45 43 41 39 37 35 33 31 29 27 25 G 17 15 13 11 9 7 5 3 1 G 112 111 102 101 51 49 47 45 43 41 39 37 35 33 31 29 27 25 H 21 19 17 15 13 11 9 7 5 3 1 H 112 111 110 103 102 101 51 49 47 45 43 41 39 37 35 33 31 29 27 25 J 21 19 17 15 13 11 9 7 5 3 1 J 112 111 110 109 108 107 106 105 104 103 102 101 51 49 47 45 43 41 39 37 35 33 31 29 27 25 K 21 19 17 15 13 11 9 7 5 3 1 K 112 111 110 109 108 107 106 105 104 103 102 101 51 49 47 45 43 41 39 37 35 33 31 29 27 25 L 21 19 17 15 13 11 9 7 5 3 1 L 112 111 110 109 108 107 106 105 104 103 102 101 51 49 47 45 43 41 39 37 35 33 31 29 27 25 M 21 19 17 15 13 11 9 7 5 3 1 M 112 111 110 109 108 107 106 105 104 103 102 10153 51 49 47 45 43 41 39 37 35 33 31 29 27 25 N 21 19 17 15 13 11 9 7 5 3 1 N 112 111 110 109 108 107 106 105 104 103 102 101 O Terrace Circle 47 45 43 41 39 37 35 33 31 29 27 25 P 17 15 13 11 9 7 5 3 1 O 109 108 107 106 105 104 103 102 101 47 45 43 41 39 37 35 33 31 29 27 25 R 17 15 13 11 9 7 5 3 1 P 109 108 107 106 105 104 103 102 101 51 49 47 45 43 41 39 37 35 33 31 29 27 25 S 21 19 17 15 13 11 9 7 5 3 1 R 112 111 110 109 108 107 106 105 104 103 102 101 51 49 47 45 43 41 39 37 35 33 31 29 27 25 T 21 19 17 15 13 11 9 7 5 3 1 S 112 111 110 109 108 107 106 105 104 103 102 101 51 49 47 45 43 41 39 37 35 33 31 29 27 25 U 21 19 17 15 13 11 9 7 5 3 1 T 112 111 110 109 108 107 106 105 104 103 102 101
    20. 20. So what drives ticket prices up?  Specific performances  “BEST” seat locations  Cheapest ticket locations
    21. 21. “The hottest ticket in town is theticket no one believes they can get”
    22. 22. Hot Tickets Drive: RenewalsNew Subscriber Acquisition Single Tickets Donations Sponsorship Irrational Behavior Everything!
    23. 23. Hot Tickets Drive: RenewalsNew Subscriber Acquisition Single Tickets Donations Sponsorship Irrational Behavior Everything!
    24. 24. Scale-of-House• Basic tool for building a plan Box A Left 1 2 3 A B C 1 1 2 1 2 3 2 3 4 3 4 5 4 5 6 5 6 7 6 7 8 7 8 9 8 9 10 9 10 11 10 11 12 11 12 13 12 13 14 13 14 15 14 15 16 15 16 17 16 17 18 17 18 19 Price D Stage 18 19 20 21 22 19 $9 21 22 23 20 20 21 22 23 24 23 24 25 24 25 26 25 26 27 26 27 28 27 28 29 28 29 30 29 30 31 30 31 32 31 32 33 32 33 34 33 34 35 34 35 36 35 36 37 D 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 – Requires serious analysis and Box B Left E 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 1 2 F 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 3 4 5 G 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 H 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 PriceLeft Box C A J 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 1 $813 2 4 K 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 5 6 7 L 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 advance planning 1 Box D Left 2 6 3 38% 7 4 8 5 9 M N P Q R 1 1 1 1 1 2 2 2 2 2 3 3 3 3 3 4 4 4 4 4 5 5 5 5 5 6 6 6 6 6 7 7 7 7 7 8 8 8 8 8 9 9 9 9 9 10 10 10 10 10 11 11 11 11 11 12 12 12 12 12 13 13 13 13 13 14 14 14 14 14 15 15 15 15 15 16 16 16 16 16 17 17 17 17 17 18 18 18 18 18 19 19 19 19 19 20 20 20 20 20 21 21 21 21 21 22 22 22 22 22 23 23 23 23 23 24 24 24 24 24 25 25 25 25 25 26 26 26 26 26 27 27 27 27 28 29 30 31 27 Price A 31 28 29 30 28 29 30 31 32 28 29$81 31 32 30 28 29 30 31 32 32 32 33 33 33 33 33 34 34 34 34 34 35 35 35 35 35 36 36 36 36 36 37 37 37 37 37 38 38 38 38 38 39 39 39 39 39 40 40 40 40 40 41 41 41 41 41 42 42 42 42 42 43 43 43 43 43 44 44 44 44 44 45 45 45 Box E Left S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 1 2 3 4 5 T 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 6 7 8 9 10 U 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 V 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 Price B 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 Box F W 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 1 2 X 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30$66 32 31 33 34 35 36 37 38 39 40 41 42 43 44 45 Y 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 Z 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45• Extremely powerful Box A Left 1 2 3 A 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 Box B Left B 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 1 2 3 C 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 4 5 6 D 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 Price A 31 32 33 34 35 36 37 38 39 40 41 42 43 E 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 Box C Left F 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 $81 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 – Managing per capita revenues 1 2 3 4 5 G 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 6 7 8 9 H 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 Box D Left 1 2 3 4 5 A 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 Box E Left B 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 – Directing audiences 1 2 3 C 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 D 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 Price B 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 E 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 $66 31 32 33 34 35 36 37 38 39 40 41 42 43 44 10% F G 1 1 2 2 3 3 4 4 5 5 6 6 7 7 8 8 9 9 10 10 11 11 12 12 13 13 14 14 15 15 16 16 17 17 18 18 19 19 20 20 21 21 22 22 23 23 24 24 25 25 26 26 27 27 28 28 29 30 31 29 30 31 32 32 33 33 34 34 35 35 36 36 37 37 38 38 39 39 40 40 41 41 42 42 43 43 H 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 – Blueprint for loyalty programs

    ×