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TRG Webinar: Stick With Us: Strategies to Keep Patrons Loyal

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What does a loyal patron look like at your organization? A major donor? A long-time subscriber or member? A group organizer? Every department and staff member seems to have an opinion. But assumptions about who these patrons are and what motivates “stickiness”--their commitment to the art form and your organization--can lead you to neglect your most valuable patrons.

TRG President Jill Robinson
In this webinar, TRG President Jill Robinson reprised her popular presentation “Stick with Us!: The Loyalty Business Model” from the June TCG Conference. You’ll learn how some organizations use loyalty analysis to identify the patrons that they should value most (surprise—it’s not just major donors) and devise strategies to keep them loyal. Learn more about the habits of arts patrons and how you can integrate loyalty into your business model.

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TRG Webinar: Stick With Us: Strategies to Keep Patrons Loyal

  1. 1. WebinarStick with Us!:Strategies toKeep Patrons LoyalHosted byJill Robinson, President Copyright © 2012 TRG Arts All Rights Reserved
  2. 2. National Census of Arts and Culture
  3. 3. 23,000,000
  4. 4. 50,000,000
  5. 5. Meet Dr. Jaylee Mead
  6. 6. Lifetime Value $35MILLION GIFT
  7. 7. Lifetime Value
  8. 8. Loyalty Snapshot
  9. 9. Loyalty Snapshot
  10. 10. One HouseholdOne Complete Transaction History One Place
  11. 11. How many different systems does yourorganizations employ to manage all the patron information you maintain? Two 29% One More than one 49% 51% Three 14% Four or more 8%
  12. 12. In your organization, how arerevenue expectations budgeted? One revenue budget 24% that includes both earned and contributed income. Separate revenue budgets for earned 76% (marketing) and contributed (development) revenue.
  13. 13. Loyalty, a theatre case study .1% HH Super Advocates $40,00011% revenue Advocates $4,000 7.9% HH Buyers $52743% revenue 92% HH Tryers $4845% revenue
  14. 14. Loyalty, an opera case study .06% HH Super Advocates $14,96839% revenue Advocates $2,375 1.6% HH Buyers $72413% revenue 98% HH Tryers $4148% revenue
  15. 15. Loyalty, a final case study
  16. 16. What Makes a Super Advocate?Deep, consistent philanthropic activity; single ticket buying
  17. 17. What Makes an Advocate?Performance attendance, less consistent donation activity
  18. 18. What Makes a Buyer? Large group, active ticket buyers
  19. 19. Who are Tryers?Huge portion of patrons; Very little loyalty
  20. 20. Theatre Specifics: Variations on “Advocate”
  21. 21. Single Tickets Super Advocate at The 5th Avenue • Steve Tenge#104 • Subscriber since 1996 • 4 season Subscriptions, all 7 shows • Purchases tickets to each show 15-20 times, via “see it again” $20 ticket offer • $1,000 gift to the annual fund since 2009 • Integrated spend $31,014 since 2007
  22. 22. Gala Attendee Super Advocate at The 5th Avenue#31 • Martha Dawson and Ron Corbell • Subscribers since ’04 • Annual fund contribution of $1,000 • Attend gala each year and since 2007 have spent nearly $40,000 • Integrated spend $90,205 since 2007
  23. 23. Non- Board Super Advocate at The 5th Avenue Major Donor#17 • Beth and Buzz Porter • Subs since 1999 • Started giving $1,000 in ‘02 • Now give an annual gift of $10,000 and attend the gala most years • Integrated spend since 2007 $151,469
  24. 24. Group Leader Super Advocate at The 5th Avenue#5 • Sharon Ahlen • Subscriber since 1990 • Annual fund gift of $1,500 • Purchases nearly $55,000 in subs each year for groups • Integrated spend $441,966 since 2007
  25. 25. Demography and Loyalty
  26. 26. Performing Arts Organization Patron Loyalty Group Distribution by Generation100%90% 18% 22% 19%80% 42%70% 63% 66%60% 50% 49% 49%50%40% 44%30%20% 31% 25% 24% 31% 22%10% 12% 3% 5% 8% 7% 7% 0% 0% 1% 2% Super Advocates Buyers Tryers Total PAO PAO Advocates Community Gen Y Gen X Baby Boomers Traditionalists
  27. 27. Percent of Category 2% 4% 0% 6% 8% 10% 12% 18 - 19 20 - 21 22 - 23 24 - 25 1% $897 26 - 27 28 - 29 Generation Y 30 - 31 32 - 33 34 - 35 36 - 37 38 - 39 8% $747 40 - 41 Generation X 42 - 43 44 - 45 46 - 47 48 - 49 50 - 51 52 - 53% HHs 54 - 55 56 - 57 44% 58 - 59 $1,207 Baby Boomers 60 - 61 62 - 63 64 - 65% Revenue TRG DONOR DATA SET 66 - 67 68 - 69 70 - 71 72 - 73 74 - 75 Age (Head of Household) vs. Contributed Revenue 76 - 77 78 - 79 80 - 81 47% $1,557 82 - 83 84 - 85 86 - 87 Traditionalists 88 - 89 90 - 91 92 - 93 94 - 95 96 - 97 98 - 99 99+ 2010 Aggregated Donor Study
  28. 28. Seating and Loyalty
  29. 29. Super Advocates Terrace Right Terrace Center Terrace LeftC 36 34 32 30 28 26 24 22 20 18 16 14 12 10 8 6 4 2 C 134 132 130 128 126 124 122 120 118 116 114 112 110 108 106 104 102 C 101 103 105 107 109 111 113 115 117 119 121 123 125 127 129 131 133 C 1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 33 35 CB 32 30 28 26 24 22 20 18 16 14 12 10 8 6 4 2 B 134 132 130 128 126 124 122 120 118 116 114 112 110 108 106 104 102 B 101 103 105 107 109 111 113 115 117 119 121 123 125 127 129 131 133 B 1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 BA 28 26 24 22 20 18 16 14 12 10 8 6 4 2 A 134 132 130 128 126 124 122 120 118 116 114 112 110 108 106 104 102 A 101 103 105 107 109 111 113 115 117 119 121 123 125 127 129 131 133 A 1 3 5 7 9 11 13 15 17 19 21 23 25 27 A STAGE Main Floor Left Main Floor Center Main Floor Right A 13 11 9 7 5 3 1 A 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 A 2 4 6 8 10 12 14 A B 15 13 11 9 7 5 3 1 B 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 B 2 4 6 8 10 12 14 16 B C 17 15 13 11 9 7 5 3 1 C 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 C 2 4 6 8 10 12 14 16 18 C D 19 17 15 13 11 9 7 5 3 1 D 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 D 2 4 6 8 10 12 14 16 18 20 D E 21 19 17 15 13 11 9 7 5 3 1 E 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 E 2 4 6 8 10 12 14 16 18 20 22 E F 21 19 17 15 13 11 9 7 5 3 1 F 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 F 2 4 6 8 10 12 14 16 18 20 22 F G 21 19 17 15 13 11 9 7 5 3 1 G 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 G 2 4 6 8 10 12 14 16 18 20 22 G H 21 19 17 15 13 11 9 7 5 3 1 H 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 H 2 4 6 8 10 12 14 16 18 20 22 H I 21 19 17 15 13 11 9 7 5 3 1 I 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 I 2 4 6 8 10 12 14 16 18 20 22 I J 23 21 19 17 15 13 11 9 7 5 3 1 J 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 J 2 4 6 8 10 12 14 16 18 20 22 24 J K 25 23 21 19 17 15 13 11 9 7 5 3 1 K 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 K 2 4 6 8 10 12 14 16 18 20 22 24 26 K L 25 23 21 19 17 15 13 11 9 7 5 3 1 L 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 L 2 4 6 8 10 12 14 16 18 20 22 24 26 L M 25 23 21 19 17 15 13 11 9 7 5 3 1 M 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 M 2 4 6 8 10 12 14 16 18 20 22 24 26 M N 27 25 23 21 19 17 15 13 11 9 7 5 3 1 N 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 N 2 4 6 8 10 12 14 16 18 20 22 24 26 28 N O 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 O 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 O 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 O P 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 P 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 P 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 P Q 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 Q 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 Q 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 Q R 27 25 23 21 19 17 15 13 11 9 7 5 3 1 R 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 R 2 4 6 8 10 12 14 16 18 20 22 24 26 28 R S 23 21 19 17 15 13 11 9 7 5 3 1 S 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 S 2 4 6 8 10 12 14 16 18 20 22 24 S T 19 17 15 13 11 9 7 5 3 1 T 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 T 2 4 6 8 10 12 14 16 18 20 T U 11 7 5 3 1 U 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 U 2 4 6 8 12 U V 7 5 3 1 V 101 102 103 104 105 106 107 108 109 110 111 112 113 114 V 2 4 6 8 V W W 101 102 103 104 105 106 107 108 109 110 111 112 W W Box W V U T S R Q P O N M L K J I H G F E D C B A 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 Balcony Left Balcony Center Balcony Right A 41 39 37 35 33 31 A 27 25 23 21 19 17 15 13 11 9 7 5 3 1 A 119 117 115 113 111 109 107 105 103 101 A 102 104 106 108 110 112 114 116 118 120 A 2 4 6 8 10 12 14 16 18 20 22 24 26 28 A 32 34 36 38 40 42 A B 37 35 33 31 B 27 25 23 21 19 17 15 13 11 9 7 5 3 1 B 121 119 117 115 113 111 109 107 105 103 101 B 102 104 106 108 110 112 114 116 118 120 122 B 2 4 6 8 10 12 14 16 18 20 22 24 26 28 B C 27 25 23 21 19 17 15 13 11 9 7 5 3 1 C 123 121 119 117 115 113 111 109 107 105 103 101 C 102 104 106 108 110 112 114 116 118 120 122 124 C 2 4 6 8 10 12 14 16 18 20 22 24 26 28 C D 27 25 23 21 19 17 15 13 11 9 7 5 3 1 D 125 123 121 119 117 115 113 111 109 107 105 103 101 D 102 104 106 108 110 112 114 116 118 120 122 124 126 D 2 4 6 8 10 12 14 16 18 20 22 24 26 28 D E 23 21 19 17 15 13 11 9 7 5 3 1 E 125 123 121 119 117 115 113 111 109 107 105 103 101 E 102 104 106 108 110 112 114 116 118 120 122 124 126 E 2 4 6 8 10 12 14 16 18 20 22 24 E F 21 19 17 15 13 11 9 7 5 3 1 F 127 125 123 121 119 117 115 113 111 109 107 105 103 101 F 102 104 106 108 110 112 114 116 118 120 122 124 126 128 F 2 4 6 8 10 12 14 16 18 20 22 F G 21 19 17 15 13 11 9 7 5 3 1 G 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 G 102 104 106 108 110 112 114 116 118 120 122 124 126 128 130 G 2 4 6 8 10 12 14 16 18 20 22 G H 17 15 13 11 9 7 5 3 1 H 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 H 102 104 106 108 110 112 114 116 118 120 122 124 126 128 130 H 2 4 6 8 10 12 14 16 18 H I I 125 123 121 119 117 115 113 111 109 107 105 103 101 I I 102 104 106 108 110 112 114 116 118 120 122 124 126 I I J 11 9 7 5 3 1 J 125 123 121 119 117 115 113 111 109 107 105 103 101 J J 102 104 106 108 110 112 114 116 118 120 122 124 126 J 2 4 6 8 10 12 J K 9 7 5 3 1 K 127 125 123 121 119 117 115 113 111 109 107 105 103 101 K K 102 104 106 108 110 112 114 116 118 120 122 124 126 128 K 2 4 6 8 10 K L 9 7 5 3 1 L 131 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 L 102 104 106 108 110 112 114 116 118 120 122 124 126 128 130 132 L 2 4 6 8 10 L M 29 27 25 23 21 19 17 13 11 9 7 5 3 1 M 115 113 111 109 105 103 101 M 102 104 106 108 112 114 116 118 M 2 4 6 8 10 12 14 18 20 22 24 26 28 30 M N 29 27 25 23 21 19 17 13 11 9 7 5 3 1 N 119 117 115 113 111 107 105 103 101 N 102 104 106 108 112 114 116 118 N 2 4 6 8 10 12 14 18 20 22 24 26 28 N O 27 25 23 21 19 17 15 13 11 9 7 5 3 1 O 119 117 115 113 111 109 107 105 103 101 O 102 104 106 108 110 112 114 116 118 120 O 2 4 6 8 10 12 14 16 18 20 22 24 26 O P 25 23 21 19 17 15 13 11 9 7 5 3 1 P 119 117 115 113 111 109 107 105 103 101 P 102 104 106 108 110 112 114 116 118 120 P 2 4 6 8 10 12 14 16 18 20 22 24 26 P Q 25 23 21 19 17 15 13 11 9 7 5 3 1 Q 121 119 117 115 113 111 109 107 105 103 101 Q 102 104 106 108 110 112 114 116 118 120 Q 2 4 6 8 10 12 14 16 18 20 22 24 26 Q R 25 23 21 19 17 15 13 11 9 7 5 3 1 R 121 119 117 115 113 111 109 107 105 103 101 R 102 104 106 108 110 112 114 116 118 120 122 R 2 4 6 8 10 12 14 16 18 20 22 24 26 R S 23 21 19 17 15 13 11 9 7 5 3 1 S 123 121 119 117 115 116 118 120 122 124 S 2 4 6 8 10 12 14 16 18 20 22 S Gallery Left Gallery Center Gallery Right A 25 23 21 19 17 15 13 11 9 7 5 3 1 A 119 117 115 113 111 109 107 105 103 101 A 102 104 106 108 110 112 114 116 118 120 A 2 4 6 8 10 12 14 16 18 20 22 24 26 A B 25 23 21 19 17 15 13 11 9 7 5 3 1 B 121 119 117 115 113 111 109 107 105 103 101 B 102 104 106 108 110 112 114 116 118 120 122 B 2 4 6 8 10 12 14 16 18 20 22 24 26 B C 25 23 21 19 17 15 13 11 9 7 5 3 1 C 121 119 117 115 113 111 109 107 105 103 101 C 102 104 106 108 110 112 114 116 118 120 122 C 2 4 6 8 10 12 14 16 18 20 22 24 26 C D 23 21 19 17 15 13 11 9 7 5 3 1 D 123 121 119 117 115 113 111 109 107 105 103 101 D 102 104 106 108 110 112 114 116 118 120 122 124 D 2 4 6 8 10 12 14 16 18 20 22 24 D E 23 21 19 17 15 13 11 9 7 5 3 1 E 123 121 119 117 115 113 111 109 107 105 103 101 E 102 104 106 108 110 112 114 116 118 120 122 124 E 2 4 6 8 10 12 14 16 18 20 22 24 E F 19 17 15 13 11 9 7 5 3 1 F 125 123 121 119 117 115 113 111 109 107 105 103 101 F 102 104 106 108 110 112 114 116 118 120 122 124 126 F 2 4 6 8 10 12 14 16 18 20 F G 19 17 15 13 11 9 7 5 3 1 G 125 123 121 119 117 115 113 111 109 107 105 103 101 G 102 104 106 108 110 112 114 116 118 120 122 124 126 G 2 4 6 8 10 12 14 16 18 20 G H 19 17 15 13 11 9 7 5 3 1 H 127 125 123 121 119 117 115 113 111 109 107 105 103 101 H 102 104 106 108 110 112 114 116 118 120 122 124 126 128 H 2 4 6 8 10 12 14 16 18 20 H I 15 13 11 9 7 5 3 1 I 127 125 123 121 119 117 115 113 111 109 107 105 103 101 I 102 104 106 108 110 112 114 116 118 120 122 124 126 128 I 2 4 6 8 10 12 14 16 I J 15 13 11 9 7 5 3 1 J 129 127 125 123 121 119 117 115 113 111 J 112 114 116 118 120 122 124 126 128 130 J 2 4 6 8 10 12 14 16 J
  30. 30. Advocates Terrace Right Terrace Center Terrace LeftC 36 34 32 30 28 26 24 22 20 18 16 14 12 10 8 6 4 2 C 134 132 130 128 126 124 122 120 118 116 114 112 110 108 106 104 102 C 101 103 105 107 109 111 113 115 117 119 121 123 125 127 129 131 133 C 1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 33 35 CB 32 30 28 26 24 22 20 18 16 14 12 10 8 6 4 2 B 134 132 130 128 126 124 122 120 118 116 114 112 110 108 106 104 102 B 101 103 105 107 109 111 113 115 117 119 121 123 125 127 129 131 133 B 1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 BA 28 26 24 22 20 18 16 14 12 10 8 6 4 2 A 134 132 130 128 126 124 122 120 118 116 114 112 110 108 106 104 102 A 101 103 105 107 109 111 113 115 117 119 121 123 125 127 129 131 133 A 1 3 5 7 9 11 13 15 17 19 21 23 25 27 A STAGE Main Floor Left Main Floor Center Main Floor Right A 13 11 9 7 5 3 1 A 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 A 2 4 6 8 10 12 14 A B 15 13 11 9 7 5 3 1 B 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 B 2 4 6 8 10 12 14 16 B C 17 15 13 11 9 7 5 3 1 C 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 C 2 4 6 8 10 12 14 16 18 C D 19 17 15 13 11 9 7 5 3 1 D 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 D 2 4 6 8 10 12 14 16 18 20 D E 21 19 17 15 13 11 9 7 5 3 1 E 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 E 2 4 6 8 10 12 14 16 18 20 22 E F 21 19 17 15 13 11 9 7 5 3 1 F 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 F 2 4 6 8 10 12 14 16 18 20 22 F G 21 19 17 15 13 11 9 7 5 3 1 G 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 G 2 4 6 8 10 12 14 16 18 20 22 G H 21 19 17 15 13 11 9 7 5 3 1 H 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 H 2 4 6 8 10 12 14 16 18 20 22 H I 21 19 17 15 13 11 9 7 5 3 1 I 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 I 2 4 6 8 10 12 14 16 18 20 22 I J 23 21 19 17 15 13 11 9 7 5 3 1 J 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 J 2 4 6 8 10 12 14 16 18 20 22 24 J K 25 23 21 19 17 15 13 11 9 7 5 3 1 K 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 K 2 4 6 8 10 12 14 16 18 20 22 24 26 K L 25 23 21 19 17 15 13 11 9 7 5 3 1 L 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 L 2 4 6 8 10 12 14 16 18 20 22 24 26 L M 25 23 21 19 17 15 13 11 9 7 5 3 1 M 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 M 2 4 6 8 10 12 14 16 18 20 22 24 26 M N 27 25 23 21 19 17 15 13 11 9 7 5 3 1 N 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 N 2 4 6 8 10 12 14 16 18 20 22 24 26 28 N O 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 O 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 O 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 O P 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 P 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 P 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 P Q 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 Q 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 Q 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 Q R 27 25 23 21 19 17 15 13 11 9 7 5 3 1 R 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 R 2 4 6 8 10 12 14 16 18 20 22 24 26 28 R S 23 21 19 17 15 13 11 9 7 5 3 1 S 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 S 2 4 6 8 10 12 14 16 18 20 22 24 S T 19 17 15 13 11 9 7 5 3 1 T 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 T 2 4 6 8 10 12 14 16 18 20 T U 11 7 5 3 1 U 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 U 2 4 6 8 12 U V 7 5 3 1 V 101 102 103 104 105 106 107 108 109 110 111 112 113 114 V 2 4 6 8 V W W 101 102 103 104 105 106 107 108 109 110 111 112 W W Box W V U T S R Q P O N M L K J I H G F E D C B A 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 Balcony Left Balcony Center Balcony Right A 41 39 37 35 33 31 A 27 25 23 21 19 17 15 13 11 9 7 5 3 1 A 119 117 115 113 111 109 107 105 103 101 A 102 104 106 108 110 112 114 116 118 120 A 2 4 6 8 10 12 14 16 18 20 22 24 26 28 A 32 34 36 38 40 42 A B 37 35 33 31 B 27 25 23 21 19 17 15 13 11 9 7 5 3 1 B 121 119 117 115 113 111 109 107 105 103 101 B 102 104 106 108 110 112 114 116 118 120 122 B 2 4 6 8 10 12 14 16 18 20 22 24 26 28 B C 27 25 23 21 19 17 15 13 11 9 7 5 3 1 C 123 121 119 117 115 113 111 109 107 105 103 101 C 102 104 106 108 110 112 114 116 118 120 122 124 C 2 4 6 8 10 12 14 16 18 20 22 24 26 28 C D 27 25 23 21 19 17 15 13 11 9 7 5 3 1 D 125 123 121 119 117 115 113 111 109 107 105 103 101 D 102 104 106 108 110 112 114 116 118 120 122 124 126 D 2 4 6 8 10 12 14 16 18 20 22 24 26 28 D E 23 21 19 17 15 13 11 9 7 5 3 1 E 125 123 121 119 117 115 113 111 109 107 105 103 101 E 102 104 106 108 110 112 114 116 118 120 122 124 126 E 2 4 6 8 10 12 14 16 18 20 22 24 E F 21 19 17 15 13 11 9 7 5 3 1 F 127 125 123 121 119 117 115 113 111 109 107 105 103 101 F 102 104 106 108 110 112 114 116 118 120 122 124 126 128 F 2 4 6 8 10 12 14 16 18 20 22 F G 21 19 17 15 13 11 9 7 5 3 1 G 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 G 102 104 106 108 110 112 114 116 118 120 122 124 126 128 130 G 2 4 6 8 10 12 14 16 18 20 22 G H 17 15 13 11 9 7 5 3 1 H 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 H 102 104 106 108 110 112 114 116 118 120 122 124 126 128 130 H 2 4 6 8 10 12 14 16 18 H I I 125 123 121 119 117 115 113 111 109 107 105 103 101 I I 102 104 106 108 110 112 114 116 118 120 122 124 126 I I J 11 9 7 5 3 1 J 125 123 121 119 117 115 113 111 109 107 105 103 101 J J 102 104 106 108 110 112 114 116 118 120 122 124 126 J 2 4 6 8 10 12 J K 9 7 5 3 1 K 127 125 123 121 119 117 115 113 111 109 107 105 103 101 K K 102 104 106 108 110 112 114 116 118 120 122 124 126 128 K 2 4 6 8 10 K L 9 7 5 3 1 L 131 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 L 102 104 106 108 110 112 114 116 118 120 122 124 126 128 130 132 L 2 4 6 8 10 L M 29 27 25 23 21 19 17 13 11 9 7 5 3 1 M 115 113 111 109 105 103 101 M 102 104 106 108 112 114 116 118 M 2 4 6 8 10 12 14 18 20 22 24 26 28 30 M N 29 27 25 23 21 19 17 13 11 9 7 5 3 1 N 119 117 115 113 111 107 105 103 101 N 102 104 106 108 112 114 116 118 N 2 4 6 8 10 12 14 18 20 22 24 26 28 N O 27 25 23 21 19 17 15 13 11 9 7 5 3 1 O 119 117 115 113 111 109 107 105 103 101 O 102 104 106 108 110 112 114 116 118 120 O 2 4 6 8 10 12 14 16 18 20 22 24 26 O P 25 23 21 19 17 15 13 11 9 7 5 3 1 P 119 117 115 113 111 109 107 105 103 101 P 102 104 106 108 110 112 114 116 118 120 P 2 4 6 8 10 12 14 16 18 20 22 24 26 P Q 25 23 21 19 17 15 13 11 9 7 5 3 1 Q 121 119 117 115 113 111 109 107 105 103 101 Q 102 104 106 108 110 112 114 116 118 120 Q 2 4 6 8 10 12 14 16 18 20 22 24 26 Q R 25 23 21 19 17 15 13 11 9 7 5 3 1 R 121 119 117 115 113 111 109 107 105 103 101 R 102 104 106 108 110 112 114 116 118 120 122 R 2 4 6 8 10 12 14 16 18 20 22 24 26 R S 23 21 19 17 15 13 11 9 7 5 3 1 S 123 121 119 117 115 116 118 120 122 124 S 2 4 6 8 10 12 14 16 18 20 22 S Gallery Left Gallery Center Gallery Right A 25 23 21 19 17 15 13 11 9 7 5 3 1 A 119 117 115 113 111 109 107 105 103 101 A 102 104 106 108 110 112 114 116 118 120 A 2 4 6 8 10 12 14 16 18 20 22 24 26 A B 25 23 21 19 17 15 13 11 9 7 5 3 1 B 121 119 117 115 113 111 109 107 105 103 101 B 102 104 106 108 110 112 114 116 118 120 122 B 2 4 6 8 10 12 14 16 18 20 22 24 26 B C 25 23 21 19 17 15 13 11 9 7 5 3 1 C 121 119 117 115 113 111 109 107 105 103 101 C 102 104 106 108 110 112 114 116 118 120 122 C 2 4 6 8 10 12 14 16 18 20 22 24 26 C D 23 21 19 17 15 13 11 9 7 5 3 1 D 123 121 119 117 115 113 111 109 107 105 103 101 D 102 104 106 108 110 112 114 116 118 120 122 124 D 2 4 6 8 10 12 14 16 18 20 22 24 D E 23 21 19 17 15 13 11 9 7 5 3 1 E 123 121 119 117 115 113 111 109 107 105 103 101 E 102 104 106 108 110 112 114 116 118 120 122 124 E 2 4 6 8 10 12 14 16 18 20 22 24 E F 19 17 15 13 11 9 7 5 3 1 F 125 123 121 119 117 115 113 111 109 107 105 103 101 F 102 104 106 108 110 112 114 116 118 120 122 124 126 F 2 4 6 8 10 12 14 16 18 20 F G 19 17 15 13 11 9 7 5 3 1 G 125 123 121 119 117 115 113 111 109 107 105 103 101 G 102 104 106 108 110 112 114 116 118 120 122 124 126 G 2 4 6 8 10 12 14 16 18 20 G H 19 17 15 13 11 9 7 5 3 1 H 127 125 123 121 119 117 115 113 111 109 107 105 103 101 H 102 104 106 108 110 112 114 116 118 120 122 124 126 128 H 2 4 6 8 10 12 14 16 18 20 H I 15 13 11 9 7 5 3 1 I 127 125 123 121 119 117 115 113 111 109 107 105 103 101 I 102 104 106 108 110 112 114 116 118 120 122 124 126 128 I 2 4 6 8 10 12 14 16 I J 15 13 11 9 7 5 3 1 J 129 127 125 123 121 119 117 115 113 111 J 112 114 116 118 120 122 124 126 128 130 J 2 4 6 8 10 12 14 16 J
  31. 31. Buyers Terrace Right Terrace Center Terrace LeftC 36 34 32 30 28 26 24 22 20 18 16 14 12 10 8 6 4 2 C 134 132 130 128 126 124 122 120 118 116 114 112 110 108 106 104 102 C 101 103 105 107 109 111 113 115 117 119 121 123 125 127 129 131 133 C 1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 33 35 CB 32 30 28 26 24 22 20 18 16 14 12 10 8 6 4 2 B 134 132 130 128 126 124 122 120 118 116 114 112 110 108 106 104 102 B 101 103 105 107 109 111 113 115 117 119 121 123 125 127 129 131 133 B 1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 BA 28 26 24 22 20 18 16 14 12 10 8 6 4 2 A 134 132 130 128 126 124 122 120 118 116 114 112 110 108 106 104 102 A 101 103 105 107 109 111 113 115 117 119 121 123 125 127 129 131 133 A 1 3 5 7 9 11 13 15 17 19 21 23 25 27 A STAGE Main Floor Left Main Floor Center Main Floor Right A 13 11 9 7 5 3 1 A 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 A 2 4 6 8 10 12 14 A B 15 13 11 9 7 5 3 1 B 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 B 2 4 6 8 10 12 14 16 B C 17 15 13 11 9 7 5 3 1 C 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 C 2 4 6 8 10 12 14 16 18 C D 19 17 15 13 11 9 7 5 3 1 D 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 D 2 4 6 8 10 12 14 16 18 20 D E 21 19 17 15 13 11 9 7 5 3 1 E 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 E 2 4 6 8 10 12 14 16 18 20 22 E F 21 19 17 15 13 11 9 7 5 3 1 F 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 F 2 4 6 8 10 12 14 16 18 20 22 F G 21 19 17 15 13 11 9 7 5 3 1 G 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 G 2 4 6 8 10 12 14 16 18 20 22 G H 21 19 17 15 13 11 9 7 5 3 1 H 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 H 2 4 6 8 10 12 14 16 18 20 22 H I 21 19 17 15 13 11 9 7 5 3 1 I 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 I 2 4 6 8 10 12 14 16 18 20 22 I J 23 21 19 17 15 13 11 9 7 5 3 1 J 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 J 2 4 6 8 10 12 14 16 18 20 22 24 J K 25 23 21 19 17 15 13 11 9 7 5 3 1 K 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 K 2 4 6 8 10 12 14 16 18 20 22 24 26 K L 25 23 21 19 17 15 13 11 9 7 5 3 1 L 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 L 2 4 6 8 10 12 14 16 18 20 22 24 26 L M 25 23 21 19 17 15 13 11 9 7 5 3 1 M 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 M 2 4 6 8 10 12 14 16 18 20 22 24 26 M N 27 25 23 21 19 17 15 13 11 9 7 5 3 1 N 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 N 2 4 6 8 10 12 14 16 18 20 22 24 26 28 N O 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 O 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 O 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 O P 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 P 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 P 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 P Q 29 27 25 23 21 19 17 15 13 11 9 7 5 3 1 Q 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 Q 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30 Q R 27 25 23 21 19 17 15 13 11 9 7 5 3 1 R 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 R 2 4 6 8 10 12 14 16 18 20 22 24 26 28 R S 23 21 19 17 15 13 11 9 7 5 3 1 S 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 S 2 4 6 8 10 12 14 16 18 20 22 24 S T 19 17 15 13 11 9 7 5 3 1 T 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 T 2 4 6 8 10 12 14 16 18 20 T U 11 7 5 3 1 U 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 U 2 4 6 8 12 U V 7 5 3 1 V 101 102 103 104 105 106 107 108 109 110 111 112 113 114 V 2 4 6 8 V W W 101 102 103 104 105 106 107 108 109 110 111 112 W W Box W V U T S R Q P O N M L K J I H G F E D C B A 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1001 1002 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1003 1004 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1005 1006 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 1007 1008 Balcony Left Balcony Center Balcony Right A 41 39 37 35 33 31 A 27 25 23 21 19 17 15 13 11 9 7 5 3 1 A 119 117 115 113 111 109 107 105 103 101 A 102 104 106 108 110 112 114 116 118 120 A 2 4 6 8 10 12 14 16 18 20 22 24 26 28 A 32 34 36 38 40 42 A B 37 35 33 31 B 27 25 23 21 19 17 15 13 11 9 7 5 3 1 B 121 119 117 115 113 111 109 107 105 103 101 B 102 104 106 108 110 112 114 116 118 120 122 B 2 4 6 8 10 12 14 16 18 20 22 24 26 28 B C 27 25 23 21 19 17 15 13 11 9 7 5 3 1 C 123 121 119 117 115 113 111 109 107 105 103 101 C 102 104 106 108 110 112 114 116 118 120 122 124 C 2 4 6 8 10 12 14 16 18 20 22 24 26 28 C D 27 25 23 21 19 17 15 13 11 9 7 5 3 1 D 125 123 121 119 117 115 113 111 109 107 105 103 101 D 102 104 106 108 110 112 114 116 118 120 122 124 126 D 2 4 6 8 10 12 14 16 18 20 22 24 26 28 D E 23 21 19 17 15 13 11 9 7 5 3 1 E 125 123 121 119 117 115 113 111 109 107 105 103 101 E 102 104 106 108 110 112 114 116 118 120 122 124 126 E 2 4 6 8 10 12 14 16 18 20 22 24 E F 21 19 17 15 13 11 9 7 5 3 1 F 127 125 123 121 119 117 115 113 111 109 107 105 103 101 F 102 104 106 108 110 112 114 116 118 120 122 124 126 128 F 2 4 6 8 10 12 14 16 18 20 22 F G 21 19 17 15 13 11 9 7 5 3 1 G 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 G 102 104 106 108 110 112 114 116 118 120 122 124 126 128 130 G 2 4 6 8 10 12 14 16 18 20 22 G H 17 15 13 11 9 7 5 3 1 H 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 H 102 104 106 108 110 112 114 116 118 120 122 124 126 128 130 H 2 4 6 8 10 12 14 16 18 H I I 125 123 121 119 117 115 113 111 109 107 105 103 101 I I 102 104 106 108 110 112 114 116 118 120 122 124 126 I I J 11 9 7 5 3 1 J 125 123 121 119 117 115 113 111 109 107 105 103 101 J J 102 104 106 108 110 112 114 116 118 120 122 124 126 J 2 4 6 8 10 12 J K 9 7 5 3 1 K 127 125 123 121 119 117 115 113 111 109 107 105 103 101 K K 102 104 106 108 110 112 114 116 118 120 122 124 126 128 K 2 4 6 8 10 K L 9 7 5 3 1 L 131 129 127 125 123 121 119 117 115 113 111 109 107 105 103 101 L 102 104 106 108 110 112 114 116 118 120 122 124 126 128 130 132 L 2 4 6 8 10 L M 29 27 25 23 21 19 17 13 11 9 7 5 3 1 M 115 113 111 109 105 103 101 M 102 104 106 108 112 114 116 118 M 2 4 6 8 10 12 14 18 20 22 24 26 28 30 M N 29 27 25 23 21 19 17 13 11 9 7 5 3 1 N 119 117 115 113 111 107 105 103 101 N 102 104 106 108 112 114 116 118 N 2 4 6 8 10 12 14 18 20 22 24 26 28 N O 27 25 23 21 19 17 15 13 11 9 7 5 3 1 O 119 117 115 113 111 109 107 105 103 101 O 102 104 106 108 110 112 114 116 118 120 O 2 4 6 8 10 12 14 16 18 20 22 24 26 O P 25 23 21 19 17 15 13 11 9 7 5 3 1 P 119 117 115 113 111 109 107 105 103 101 P 102 104 106 108 110 112 114 116 118 120 P 2 4 6 8 10 12 14 16 18 20 22 24 26 P Q 25 23 21 19 17 15 13 11 9 7 5 3 1 Q 121 119 117 115 113 111 109 107 105 103 101 Q 102 104 106 108 110 112 114 116 118 120 Q 2 4 6 8 10 12 14 16 18 20 22 24 26 Q R 25 23 21 19 17 15 13 11 9 7 5 3 1 R 121 119 117 115 113 111 109 107 105 103 101 R 102 104 106 108 110 112 114 116 118 120 122 R 2 4 6 8 10 12 14 16 18 20 22 24 26 R S 23 21 19 17 15 13 11 9 7 5 3 1 S 123 121 119 117 115 116 118 120 122 124 S 2 4 6 8 10 12 14 16 18 20 22 S Gallery Left Gallery Center Gallery Right A 25 23 21 19 17 15 13 11 9 7 5 3 1 A 119 117 115 113 111 109 107 105 103 101 A 102 104 106 108 110 112 114 116 118 120 A 2 4 6 8 10 12 14 16 18 20 22 24 26 A B 25 23 21 19 17 15 13 11 9 7 5 3 1 B 121 119 117 115 113 111 109 107 105 103 101 B 102 104 106 108 110 112 114 116 118 120 122 B 2 4 6 8 10 12 14 16 18 20 22 24 26 B C 25 23 21 19 17 15 13 11 9 7 5 3 1 C 121 119 117 115 113 111 109 107 105 103 101 C 102 104 106 108 110 112 114 116 118 120 122 C 2 4 6 8 10 12 14 16 18 20 22 24 26 C D 23 21 19 17 15 13 11 9 7 5 3 1 D 123 121 119 117 115 113 111 109 107 105 103 101 D 102 104 106 108 110 112 114 116 118 120 122 124 D 2 4 6 8 10 12 14 16 18 20 22 24 D E 23 21 19 17 15 13 11 9 7 5 3 1 E 123 121 119 117 115 113 111 109 107 105 103 101 E 102 104 106 108 110 112 114 116 118 120 122 124 E 2 4 6 8 10 12 14 16 18 20 22 24 E F 19 17 15 13 11 9 7 5 3 1 F 125 123 121 119 117 115 113 111 109 107 105 103 101 F 102 104 106 108 110 112 114 116 118 120 122 124 126 F 2 4 6 8 10 12 14 16 18 20 F G 19 17 15 13 11 9 7 5 3 1 G 125 123 121 119 117 115 113 111 109 107 105 103 101 G 102 104 106 108 110 112 114 116 118 120 122 124 126 G 2 4 6 8 10 12 14 16 18 20 G H 19 17 15 13 11 9 7 5 3 1 H 127 125 123 121 119 117 115 113 111 109 107 105 103 101 H 102 104 106 108 110 112 114 116 118 120 122 124 126 128 H 2 4 6 8 10 12 14 16 18 20 H I 15 13 11 9 7 5 3 1 I 127 125 123 121 119 117 115 113 111 109 107 105 103 101 I 102 104 106 108 110 112 114 116 118 120 122 124 126 128 I 2 4 6 8 10 12 14 16 I J 15 13 11 9 7 5 3 1 J 129 127 125 123 121 119 117 115 113 111 J 112 114 116 118 120 122 124 126 128 130 J 2 4 6 8 10 12 14 16 J

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