Is your organization’s pricing strategy focused only on the cost of admission? Developed in just one department? This 90-minute workshop, presented at the Arts Reach Canada Conference in May 2013, was designed to show leadership teams how much more there is to consider and to gain. High-impact pricing generates positive perception, improved patron loyalty, and greater revenue for every admission or seat sold. Jill Robinson, President of TRG Arts, the consulting firm that pioneered dynamic pricing and demand management in the arts, will open the session with a short quiz. You’ll evaluate your organization’s pricing approach. Then, hear how best pricing practices can earn double-digit revenue increases when your management and staff play the right roles. Take home new ideas for effective pricing leadership, decision-making, and staff team participation.
Идея календаря была придумана и воплощена сотрудниками банка. Для съемок использовались настоящие краски холи и дым. Моделями стали реальные сотрудники банка.
The Art of the Upgrade: A TRG Master Class for BlackbaudBlackbaud
This document discusses strategies for increasing patron loyalty and donations through targeted "upgrades." It defines upgrades as asking patrons to take the next step, such as renewing a membership at a higher level, adding an additional donation, or attending more events. The document outlines how upgrades can be identified through data analysis to recognize patterns. It provides examples of increasing yields from single ticket buyers to renewing subscriber-donors. The key is engaging patrons at multiple touchpoints and across organizational assets. Effective upgrading requires having a plan for every patron type and focusing first on the biggest opportunities to cultivate meaningful relationships and growth.
This presentation was given by Anita Hansen of TRG Arts and Charlie Wade, consultant and former director of marketing, Atlanta Symphony at the 2013 Association of California Symphony Orchestras Conference.
Description:
Talk about a changing universe! What does the future hold if subscriptions are truly a thing of the past? Current thinking postulates that a long-term decline in audience commitment is inevitable. A meteoric shower of “one-time” promotions and discounts – crowdsourcing, Goldstar, Fill-A-Seat, Living Social – has captivated the general public and given us options for filling our venues. But is this solution sustainable? Let’s assess the situation and determine if belief in accepted prevailing societal trends will lead to an ever-downward spiral to obscurity. Identify the “hidden” and unique performance assets you already possess to cultivate patron loyalty and grow participation. Perhaps there’s a way to re-create a winning game with new awareness of how to play.
Tech Trends: What's new, What's important in 2013TRG Arts
Technology moves fast. It's hard to keep up with all the shiny new apps, devices, social networks and overall technology trends--and still do all the things you need to in order to market your chorus. This session, presented by Amelia Northrup-Simpson at the 2013 Chorus America conference, focuses on the top technology trends and concerns you may need to act on in the coming year, including big data for arts organizations, mobile technology, and where to focus your social media efforts.
This document provides information about 105 projects on OpenNTF and includes a link to www.notessidan.se, a website based in Sweden. It thanks the reader for visiting www.notessidan.se and provides no other context or details about the 105 projects.
Carbon nanotubes (CNTs) are tubular structures made of carbon with diameters as small as 1 nanometer and lengths ranging from a few nanometers to microns. CNTs can be thought of as sheets of graphene rolled into tubes that can take armchair, zigzag, or chiral configurations depending on how the graphene sheet is rolled. CNTs are synthesized using methods such as arc discharge, pulsed laser deposition, and chemical vapor deposition and have excellent mechanical, electrical and thermal properties making them useful for applications in energy storage, electronics, sensors and composite materials.
10/5 What are the three types of radioactive decay?mrheffner
The document discusses radioactive decay and the three main types: alpha, beta, and gamma decay. It defines each type of particle in terms of its symbol, description, and penetrating power. The key points are that alpha particles have low penetration and are equivalent to helium nuclei, beta particles are equivalent to electrons or positrons and have medium penetration, and gamma rays are high-energy electromagnetic radiation with high penetration.
The presentation introduces students to the scheduling and registration process at OSU. It provides tips for completing a class schedule and registering for fall term classes. It explains the tools needed for scheduling like the course catalog and placement requirements for math, foreign language, and sciences. It also recommends orientation and introductory classes for different majors and emphasizes meeting with an advisor to develop a class schedule and register for the fall term.
Идея календаря была придумана и воплощена сотрудниками банка. Для съемок использовались настоящие краски холи и дым. Моделями стали реальные сотрудники банка.
The Art of the Upgrade: A TRG Master Class for BlackbaudBlackbaud
This document discusses strategies for increasing patron loyalty and donations through targeted "upgrades." It defines upgrades as asking patrons to take the next step, such as renewing a membership at a higher level, adding an additional donation, or attending more events. The document outlines how upgrades can be identified through data analysis to recognize patterns. It provides examples of increasing yields from single ticket buyers to renewing subscriber-donors. The key is engaging patrons at multiple touchpoints and across organizational assets. Effective upgrading requires having a plan for every patron type and focusing first on the biggest opportunities to cultivate meaningful relationships and growth.
This presentation was given by Anita Hansen of TRG Arts and Charlie Wade, consultant and former director of marketing, Atlanta Symphony at the 2013 Association of California Symphony Orchestras Conference.
Description:
Talk about a changing universe! What does the future hold if subscriptions are truly a thing of the past? Current thinking postulates that a long-term decline in audience commitment is inevitable. A meteoric shower of “one-time” promotions and discounts – crowdsourcing, Goldstar, Fill-A-Seat, Living Social – has captivated the general public and given us options for filling our venues. But is this solution sustainable? Let’s assess the situation and determine if belief in accepted prevailing societal trends will lead to an ever-downward spiral to obscurity. Identify the “hidden” and unique performance assets you already possess to cultivate patron loyalty and grow participation. Perhaps there’s a way to re-create a winning game with new awareness of how to play.
Tech Trends: What's new, What's important in 2013TRG Arts
Technology moves fast. It's hard to keep up with all the shiny new apps, devices, social networks and overall technology trends--and still do all the things you need to in order to market your chorus. This session, presented by Amelia Northrup-Simpson at the 2013 Chorus America conference, focuses on the top technology trends and concerns you may need to act on in the coming year, including big data for arts organizations, mobile technology, and where to focus your social media efforts.
This document provides information about 105 projects on OpenNTF and includes a link to www.notessidan.se, a website based in Sweden. It thanks the reader for visiting www.notessidan.se and provides no other context or details about the 105 projects.
Carbon nanotubes (CNTs) are tubular structures made of carbon with diameters as small as 1 nanometer and lengths ranging from a few nanometers to microns. CNTs can be thought of as sheets of graphene rolled into tubes that can take armchair, zigzag, or chiral configurations depending on how the graphene sheet is rolled. CNTs are synthesized using methods such as arc discharge, pulsed laser deposition, and chemical vapor deposition and have excellent mechanical, electrical and thermal properties making them useful for applications in energy storage, electronics, sensors and composite materials.
10/5 What are the three types of radioactive decay?mrheffner
The document discusses radioactive decay and the three main types: alpha, beta, and gamma decay. It defines each type of particle in terms of its symbol, description, and penetrating power. The key points are that alpha particles have low penetration and are equivalent to helium nuclei, beta particles are equivalent to electrons or positrons and have medium penetration, and gamma rays are high-energy electromagnetic radiation with high penetration.
The presentation introduces students to the scheduling and registration process at OSU. It provides tips for completing a class schedule and registering for fall term classes. It explains the tools needed for scheduling like the course catalog and placement requirements for math, foreign language, and sciences. It also recommends orientation and introductory classes for different majors and emphasizes meeting with an advisor to develop a class schedule and register for the fall term.
The document provides an overview of fundamentals of engineering graphics including drawing instruments, drawing sheets, computer aided drafting and modelling, and drawing processes. It discusses various methods of technical drawing including freehand sketching, manual drafting, and computer aided drafting. Key aspects covered are drawing instruments, types of drawing sheets, software and hardware used for computer aided drafting and modelling, and common drawing processes such as layout, line types, lettering, dimensioning, and scale.
This document contains architectural drawings for a residential unit including:
- Floor plans showing the layout and dimensions of the ground floor and second floor.
- Furniture plans identifying the location and names of furniture and fixtures on each floor.
- Finishes plans indicating the types of finishes (e.g. flooring, paint, tiles) used in different areas.
The drawings were created by Manpreet Kaur and checked by Dr. Maha Salman for a project in December 2016.
1) Brenda Bridges is interested in exploring civil engineering and her schedule includes classes like Civil Engineering 101, Chemistry 201, Math 251, and Writing 121 to help explore this field.
2) Christopher Service is interested in studying human behavior and exploring social science majors. His schedule includes classes like Sociology 204, Human Development & Family Sciences 201, Math 111, and health courses to begin exploring these areas.
3) The document provides an overview of START orientation and advising materials for new students, including information about degree requirements, exploratory courses, advising responsibilities, and the advising appointment scheduled for the next day.
The document appears to be a presentation by Nick Floro on designing mobile learning. It discusses various topics related to designing for mobile such as content strategy, responsive design, prototyping techniques, and testing. It provides examples and recommendations for how to approach designing effective mobile learning experiences and applications. The presentation was delivered on June 24, 2014 at the mLearnCon conference.
Printmaking is a form of art that involves transferring ink from a matrix, such as linoleum, to paper to create multiple copies of the same artwork. The document discusses the history and types of printmaking, including relief printing which uses linocuts. It provides instructions for creating a linocut print, including sketching a design, transferring it to linoleum, carving away areas to create the design, inking the linoleum, and printing the design onto paper. Creating prints with multiple colors requires cleaning and re-carving the linoleum between applying each color.
See the full, written list here! bit.ly/likeable150
Happy 2015! Here's to a making it the most #likeable year yet. Want to know what I love most about Twitter? The people. Reading tweets from my favorite thought leaders gives me such inspiration. That's why I'm thrilled to announce 2015's Top 150 thought leaders to follow on Twitter. Follow these 150 and get the latest from their savvy tweeting.
Follow this list (bit.ly/twitter150) to keep up with all 150 thought-leading marketers in one place.
This document provides an overview of effective communication principles for nursing. It defines communication and discusses the communication process. Key aspects of effective communication highlighted include having clear lines of communication, concise messaging, and feedback. The document also covers types of communication channels, principles for choosing words, listening skills, and non-verbal communication factors like eye contact and posture.
Fantasy Football Info 2009 Yahoo Football Cheat SheetFantasy-Info
Fantasy-Info.com has their 2009 Yahoo Cheat Sheet. We hope you find this fantasy football information valuable to you on fantasy draft day. Here’s wishing you good luck for fantasy football in 2009.
Earthquake load as per nbc 105 and is 1893Binay Shrestha
This document provides an overview of earthquake resistant design philosophy and concepts in building codes. It discusses key topics such as:
- The goal of earthquake resistant rather than earthquake proof design, allowing some damage to occur and dissipate energy.
- Designing structures to resist minor, moderate, and major earthquakes without collapse through ductility and overstrength.
- Methods of seismic analysis including static coefficient and response spectrum approaches.
- Factors influencing earthquake forces such as seismic hazard, structural properties, and performance objectives.
- Detailing requirements for ductile moment frames and bracing systems.
The document summarizes the author's experiences during the first 10 years of his career as a structural engineer from 1958-1968. It describes some of the major projects he worked on, including buildings for IIT Delhi, medical colleges, and factories. It highlights two learning experiences from early in his career - making an error in design calculations that was caught by a site engineer, and receiving guidance from his boss on properly designing brick structures. The boss handled the error calmly and taught the author through demonstrating designs. Overall it provides insights into the author's first decade in the field.
TRG Arts on the Impact of Loyalty: Success stories of growth through retentio...TRG Arts
1) TRG Arts is a consulting firm that has worked with over 1,000 arts and cultural organizations over 22 years to help them grow sustainable patron bases through data-driven strategies.
2) Building patron loyalty is important as loyal patrons have higher lifetime value and renewal rates. TRG advocates treating patrons differently based on their loyalty level through a "loyalty pyramid" with advocates, buyers, and tryers.
3) Case studies show how organizations saw increases in retention rates, revenue, and numbers of loyal patrons by implementing loyalty strategies like membership programs, dynamic pricing, and focusing on reducing churn of first-time patrons.
Rekindling Subscriptions: A Loyalty Love AffairTRG Arts
This document discusses strategies for rekindling subscription programs and loyalty through targeted retention efforts. It shows that focusing on retaining existing patrons through subscriptions generates significantly more revenue than acquiring new single ticket buyers. Specific strategies that helped increase subscriptions by 470% and revenue by over 500% at one organization are outlined, including flexible package options, value messaging, and a new membership program. The document advocates treating patrons differently based on their loyalty level and investing more in retaining renewing subscribers.
Dynamic Pricing is Not Enough: Webinar (April 2018) TRG Arts
Aimed at those in marketing, box office and senior leadership working in arts organisations, hear from TRG Arts’ Christina Hill and Stephen Skrypec, plus special guest Claire Murray, Interim Chief Executive Officer, Sheffield Theatres, and learn about our three-pronged strategy for pricing and demand management.
Copyright TRG Arts, April 2018
2018 Holiday Season Postmortem with Keri Mesropov TRG Arts
In this virtual discussion group, VP of Client Services, Keri Mesropov guides a panel of TRG Arts experts through Holiday Season sales trends across the United States, Canada, and United Kingdom. Holiday programming can make up 60% or more of ticket revenue annually, how are you optimizing this annual cash-cow? Keri and her team answer all of your questions so you can maximize your holiday sales this year.
This document discusses data sharing across cultural organizations through community networks and consulting services. It provides examples of campaign successes from the Museum of History & Industry and Jazz at Lincoln Center that utilized data from community networks. These campaigns achieved increased membership acquisition and ticket sales. The document also discusses insights from a patron loyalty study, including that deeper patron loyalty correlates with engagement across more organizations and that many "inactive" patrons are active with other organizations.
Originally presented at the 2017 NAMP Conference.
Have arts leaders increased the loyalty of their patrons in recent years? TRG Arts is the longest-standing aggregator of loyalty metrics in the arts industry and has recently refreshed its aggregated Patron Loyalty Index. In this presentation, we’ll describe the ways patrons are behaving in terms of their recency, frequency, monetary investment and growth over time, across transactions in single tickets, membership, subscription and donation.
Artistic Programming by the Numbers: A KC Rep Case StudyTRG Arts
One of the biggest challenges for theatre leaders lies in perfecting the balance between commercially popular and artistically ambitious plays. In 2014, Kansas City Repertory Theatre was at a crossroads with programming choices, finding it difficult to grow new audiences and cultivate their current loyal supporters. The artistic and executive director decided to do something quite radical: quantify the impact of programming on audience development. Some of the questions they asked were: Which genres grow new audiences? Which deepen current loyalty? Which plays encourage and discourage repeat attendance? Does venue impact audience behavior? How are factors like per-ticket spend impacted?
Learn what the data said about different artistic genres and the types of audiences it attracted, how KC Rep used the data as inspiration for their new Creative Future Fund, and the results they’ve seen in the following three years in audience and revenue numbers. This presentation was made at the 2017 Theatre Communications Group Conference.
Data Skills: What you and your staff need to know in 2017TRG Arts
You’ve got a CRM system. You’ve got reports galore. But how can you use data to affect change at your theatre? DataArts has partnered with field experts to create a new series of free online courses teaching essential data skills for arts leaders. In this session, TRG Arts will present a brief preview from Connecting the Dots: Audience Data Essentials, a course they co-created with DataArts. Attendees will leave the session with 4 basic metrics to track at their own theatre, plus ideas about how these courses can serve as a valuable resource for their own learning, or as a professional development tool for their staff.
This session was presented at the 2017 Theatre Communications Group Conference by TRG Arts and DataArts.
What changes do you need to make for optimum organizational health? No FitBit required! In this session, presented at the 2017 AAM Annual Meeting and Convention, experts from the National Center for Arts Research and TRG Arts to examine ways to measure and improve organizational health. Using a new free tool, participants will have the opportunity to get individual organizational health scores, discuss what they mean and how they compare to their peers, determine which metrics are most applicable to their organization, and how to change their work to get results. Walk through a process of identifying marketing, attendance, virtual participation, expenses and earned revenue strategies and challenges, as well as examples of data-guided, sustainable change.
TRG's David Brownlee presented new data on touring productions at the 2017 UK Theatre Touring Symposium. David's research (based on 2016 data) illuminates trends in ticket income from touring and non-touring productions over several years.
One major takeaway of the study was that touring accounts for the majority of tickets sold and income at UK Theatre venues, driven by musicals at big venues.
1) There was 13% growth in theatre-going households in DC over the past decade, with increases in new households, returning households, and attriting households.
2) Younger demographic clusters like singles and families saw the fastest growth at 32% and 22%, while older boomer clusters grew 14%.
3) Most patrons (82%) are "Single Ticket Experimenters" who visit only one theatre occasionally, though visiting multiple theatres correlates with more loyal behavior.
Christmas in July: Turn up the heat on the holidaysTRG Arts
Forget about Independence Day. Start thinking about Black Friday.
If not, you could be missing out on your biggest opportunity of next season.
The holiday season starts NOW for arts managers. Don’t let the heat of summer lull you into thinking holiday shows sell themselves—there’s a lot to do. It’s time to dust off and refresh your marketing plan for The Nutcracker, A Christmas Carol, your holiday concert, or whatever hot ticket event you have this December.
In this free one-hour webinar you’ll hear from arts marketers like you who have maximized their holiday programming and gone on to break revenue records. Just when these arts administrators thought their perennial programming couldn’t garner any more, new highs were reached. These experts as well as the consultants from TRG will share the newest best practices for turning up the heat on the holidays.
You’ll learn:
- What, when, and how often: how to optimize campaign timing and frequency, and content strategies for an event that’s repeated annually
- Why a good marketing campaign is nothing without a pricing strategy that allows revenue goals to be met--or exceeded. We’ll explore how the two work together for high-demand programming.
- The importance of realistic budgeting and revenue projections as well as the basics of matching revenue expectations to historical data
My audiences, your audiences: Developing theatre patrons as a communityTRG Arts
Seven theatres. 10 seasons of data. One community. Learn what this study, completed in January 2015, reveals about theatre patrons in one community and their buying and giving habits. The importance of audience development and retention shines through, in light of data analysis on how Washington, D.C. theatres are attracting and holding on to patrons. Zoom in on trends in patronage in this community, including new theatre-goers and patrons who attend multiple theatres. Learn about the clusters of patrons in this community who look demographically or transactionally similar. Unlock the secrets of audience behavior that may point to trends in your own community.
In this session, you’ll learn:
• The benefits of a community wide market research campaign.
• The actions this community is taking as a result of the research findings.
• The role of audience development initiatives in strengthening loyalty and attendance patterns.
Patron Development: Preparing a path from first ticket to planned giftTRG Arts
A patron’s loyalty is built step-by-step with each interaction with your organization. TRG is a data-driven consulting firm that teaches arts and cultural professionals a patron-based approach to sustainable revenue and discussed patron segmentation strategies and proven practices for closing the gap between subscribers and donors.
TRG Webinar: All in: Developing patron loyalty across departmentsTRG Arts
It’s easy to think of audience development or patron loyalty cultivation as a job for the marketing department. The fact is, all the departments in an organization must align around patrons in order to make a patron-centered business model work.
All in: Building patron loyalty through teamworkTRG Arts
Think audience development is marketing’s job? Think again. All departments play a critical role in retaining and cultivating patron relationships. In order to make a patron-centered business model work, all departments—including ticketing and patron services, artistic staff, development, and executive leaders—must align their objectives with that of patron loyalty.
In this session, presented at the 2016 Chamber Music America conference in New York City, both executives and staff members will reexamine how they lead and collaborate on initiatives that create lasting patron relationships. TRG's VP of Client Development Lindsay Anderson looked at how cross-departmental campaigns build loyalty, how a sales orientation in the patron services department can bolster marketing-development collaboration, and how artistic programming can also factor into loyalty-building.
Seat o-nomics: demand-based pricing strategies for chamber music organizationsTRG Arts
What motivates someone to attend a concert? And, more, importantly, what drives them to attend again and again? Arts managers (and patrons themselves) often cite price as the main and biggest incentive for arts attendance. Certainly price plays a major role in a customer’s decision-making process.
But pricing doesn’t mean anything unless it’s attached to value. It’s a two-sided equation, with price on one side and demand—how much a patron wants the experience—on the other.
Luckily, you have tools that can sweeten the value proposition for your audiences. Ticketing inventory, historical data, discounting, and the choice and timing of programming can help you incentivize audiences to engage with you again and again.
This session was presented at the 2016 Chamber Music America Conference in New York City. TRG's VP of Client Development Lindsay Anderson discussed:
- Strategies to attract audiences to low, middle, and high-demand concerts
- How to incentivize loyalty based on demand for programming
- When and how to approach discounting and dynamic pricing
Developing audiences through data (Desarrollar audiencias a partir de los datos)TRG Arts
As public subsidies for the arts change, organizations must rely on people—their audiences and patrons—to provide the revenue to sustain them long-term. How can organizations build a new business model that both serves audiences and relies on them for revenue? The first step is to see what the data says about building these patron relationships.
In this keynote, presented at the 2015 Conferencia de Marketing de las Artes in Madrid and Barcelona, Jill Robinson of the arts consulting firm TRG Arts offered data-inspired lessons on how organizations can monetize patron relationships. These relationships drive the revenue that allows the entire organization to thrive, instead of merely surviving. Jill also discussed data collection and privacy concerns, and how to create incentives for genuine connection between patrons and organization. You’ll learn how pricing and demand, patron loyalty, database management, and artistic programming each impact patron-generated revenue, and how they can be integrated into an organization-wide culture to drive revenue. When marketers leverage this integrated model, they can make the most of their marketing budget, and start cultivating audiences for a sustainable future. This presentation discussed these specific questions:
1. Why does loyalty matter? How can higher ROI on each patron build sustainable arts organizations?
2. Not all patrons are created equal. How can we right-size our marketing investments in different groups of patrons?
3. Does the type of programming that a patron attends determine future ROI?
Stop surviving and thrive: The patron-centered business model
Pricing: High-Impact Business Strategy or Departmental Tactic?
1. Pricing: High-Impact Business Strategy
or Departmental Tactic?
For
Arts Reach Canadian Arts Conference
May 15-16, 2013
2. 2
Who We Are
• Results-driven, data-oriented consulting firm
• 1,200 arts, cultural, entertainment clients in US,
Canada, Australia
• Capacity-building for sustainable, integrated
patron and revenue growth
• Colorado-based with regional offices across North
America
– In business since 1995
– Fulltime staff of 35
12. 12
All Viewed Thru A-B-T
VIP
Access, Pricing
Better access
Incentives for
upgrades, adds
Least attractive access,
most expensive,
incentives to upgrade
17. Organizational Demand Strategy Enables
1. Real growth in demand
2. Perception of success
3. Increased income for in-
demand productions, exhibits,
times of year
3. Increased customer loyalty
4. Improved organizational
performance
18. How?
1. Brave leadership.
2. Patron data stewardship.
3. Understand the impact of demand.
4. Exploit the business role of artistic planning.
5. Then exploit the opportunities therein!
6. Agree that perception matters. And behave
like it.
20. How?
Brave leaders:
• Enable focus on most important priorities.
– Question #1: ―what % of your income comes from patron
sources?‖
– Stop Doing Lists
• Describe and define success clearly.
– What is your patron-centered objective?
– Question #2: ―do you understand the business strategy in your
pricing decisions and how it affects those revenue streams?‖
– Also time to consider:
• Impact of silos on outcomes
• Impact of budget and budgeting process (incentive) on behavior
• Insist on and are involved in strategy and operations that
support success.
21. 21
• Understood as an asset
– Used for budgeting
– Organizational decision-making
• Accurate—do you maintain it? Standards?
• Transactional—you’ll need it for pricing analysis
– Subscribers
– Single Ticket Buyers
– Donors
– Event Attendees
– What else?
Step Two: Patron Data Stewardship
Does your organization value and use patron data?
25. What does this mean?
• Demand’s impact on opportunity…
– Revenue gain when demand exists
– For trial and exposure when it doesn’t
• …and on loyalty
– Loyalists granted early access
– Patrons not yet loyal see clearly the benefit
• Timing
• Access
26. Exploiting demand
• Organizational support and focus where demand
exists
– Everyone on same page for real revenue gain
– Purposeful management of loyalists
– Non-loyal: less desirable access, pricing
• Proactive and opportunistic management where it’s
lower
– Trial, generate awareness, creative promotion
– All customers have access to great times, inventory, pricing!
38. 38
Price to Maximize Income AND Sell Tickets
Guidelines
• Push top prices based on competitive and political
realities
• Offer very low entry level price points
– How close to the price of a movie?
• Design price table for logical up-sale
• Volume of inventory at particular price point MUCH
MORE important than specific prices
40. Dynamic Pricing
• Now public domain
• Dynamically change prices based on patron demand
– Adjustments based on programming (beyond peak/off-peak)
– Based on sales trend analysis of projected outcomes
• Static models are simpler
– Demand based pricing as added increment
• Changes to collateral and advertising
– Published prices
– ―Program, artists and prices subject to change‖
• Technology changes – ticketing system
– Remember: you already demand base prices ―going down‖
• Training – staff
• Predetermine your trigger points – FLEXIBILITY!
44. 44
Step Six: Agree that perception
matters, especially in a seated event
business. And act like it.
Comps?
Discounts?
Exchanges?
Walk up sales?
45. 45
Complimentary Ticket Management
Question 5
• Frequently an area that is out of control
– Paper to made houses look better
– No policy or management
– Greater use of more popular shows!?
– Recent theatre client example typical
47. 47
Per Capita Revenue Management
Organizational Planning
Single Ticket
Revenue Goal
Marketing
Expense
Cost of
Sale
Allotted
Comps
Allotted
Discounts
Projected
Per Cap
Actual
Per Cap
Actual
Comps
Actual
Discounts
Event 1
Event 2
Event 3
Event 4
Event 5
Event 6
Event 7
Event 8
Event 9
Event 10
Event 11
Event 12
49. 49
Roles and Responsibilities
Executive Leader: create organizational priority
Marketing Leader: analyze data, create recommendations for staff
consideration
Development Leader: analyze donor data, understand impact on
loyalty, thought partner with marketing in advance of
recommendations
Box Office Leader: thought partner with marketing in advance of
recommendations, implement recommendations, manage
consumer reaction, take responsibility for demand ―triggers‖
Financial Leader: provide infrastructure for decision-making
Artistic Leader: thought partnership, understand historical data and
potential impact on demand
Our presence in Canada has grown substantially…plug for John’s Canadian conference.
We get to 1200 clients because of our Network Programs…explanation.
And the reason we provide this background is this. TRG is a results-driven company, and without data it’s much harder to accomplish results, and impossible to track/measure them.
And the reason we provide this background is this. TRG is a results-driven company, and without data it’s much harder to accomplish results, and impossible to track/measure them.
And the reason we provide this background is this. TRG is a results-driven company, and without data it’s much harder to accomplish results, and impossible to track/measure them.
And the reason we provide this background is this. TRG is a results-driven company, and without data it’s much harder to accomplish results, and impossible to track/measure them.
Past two years, R&D on most successful clients, we’re bringing to the surface what we’re seeing and hearing in the form of this challenge: it’s all about INTEGRATED, SUSTAINABLE income. And for those of you running seated event businesses, the rules of the road are specific and different and sometimes more complicated for you.
Past two years, R&D on most successful clients, we’re bringing to the surface what we’re seeing and hearing in the form of this challenge: it’s all about INTEGRATED, SUSTAINABLE income. And for those of you running seated event businesses, the rules of the road are specific and different and sometimes more complicated for you.
When we look at integrated loyalty, this is what we do and how we do it, and what comes from it. For us, everything we do ties together into this.
And to make that real tactically, we look to what we call The 10 Steps to Loyalty. OF WHICH PRICING IS A PART.
We’ve been engaged as pricing consultants every year of our nearly 20-year history…the field calls it “pricing,” we call it demand management. And we’ve been pleased to see organizations incorporate—with and without our help—best practices in demand management to great success.
We’ve been engaged as pricing consultants every year of our nearly 20-year history…the field calls it “pricing,” we call it demand management. And we’ve been pleased to see organizations incorporate—with and without our help—best practices in demand management to great success.
I’m using the word “patron” before “data stewardship” because as I sounded this out, I realized that most executive leaders would say, “YES, I use data” They’re thinking spreadsheets. We mean something else.
I said we’ve been engaged as “pricing” consultants for a long time…pricing isn’t the point.
Demand is the point. And you have it everywhere.
So, let’s assume you want to do this. HOW do you operationalize it?
The other is acknowledging that everyone plays different parts.