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.
Connecting Students' Reading, Thinking, and Writingcwalter25
The document discusses connecting students' reading, thinking, and writing by having them ask genuine "why" questions about a text. It provides examples of why questions from Lord of the Flies and passages from the book that could help answer each question. The document also defines words and has students closely analyze language, make connections, and move beyond the literal level of meaning.
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.
Connecting Students' Reading, Thinking, and Writingcwalter25
The document discusses connecting students' reading, thinking, and writing by having them ask genuine "why" questions about a text. It provides examples of why questions from Lord of the Flies and passages from the book that could help answer each question. The document also defines words and has students closely analyze language, make connections, and move beyond the literal level of meaning.
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.
This document provides an overview of basic bookkeeping concepts including debits and credits, cash vs. accrual accounting, T-accounts, the chart of accounts, income and expense accounts, and how to set up journals, income statements, and a balance sheet. It discusses the importance of keeping accurate financial records for a business and introduces key accounting principles and terminology.
Pricing: High-Impact Business Strategy or Departmental Tactic?TRG Arts
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.
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.
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 index and parts listings for a Massey Ferguson tractor. The index is alphabetical and includes parts for the engine, transmission, hydraulics, electrical system, rear axle, front axle, rims and wheels, and various accessories. Sections are dedicated to listing groups of parts by function and providing information on component weights and tire sizes.
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.
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.
Este documento proporciona información sobre diferentes tipos de fondos y salsas. Explica los elementos que componen los fondos, como huesos, vegetales y aromáticos. Describe los tipos principales de fondos, incluidos los fondos claros de ternera, ave y pescado, así como los fondos oscuros. También cubre la importancia histórica de los fondos y salsas, y proporciona detalles sobre la preparación de varias salsas importantes.
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.
The document contains contact information for Owen & Gilsenan Architects, including six addresses of properties in Wahroonga, Port Macquarie, Enfield, Parramatta, Killara, and Gosford. It also lists the architects' office address and phone, fax, and email contact details.
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.
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.
This document provides an overview of basic bookkeeping concepts including debits and credits, cash vs. accrual accounting, T-accounts, the chart of accounts, income and expense accounts, and how to set up journals, income statements, and a balance sheet. It discusses the importance of keeping accurate financial records for a business and introduces key accounting principles and terminology.
Pricing: High-Impact Business Strategy or Departmental Tactic?TRG Arts
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.
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.
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 index and parts listings for a Massey Ferguson tractor. The index is alphabetical and includes parts for the engine, transmission, hydraulics, electrical system, rear axle, front axle, rims and wheels, and various accessories. Sections are dedicated to listing groups of parts by function and providing information on component weights and tire sizes.
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.
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.
Este documento proporciona información sobre diferentes tipos de fondos y salsas. Explica los elementos que componen los fondos, como huesos, vegetales y aromáticos. Describe los tipos principales de fondos, incluidos los fondos claros de ternera, ave y pescado, así como los fondos oscuros. También cubre la importancia histórica de los fondos y salsas, y proporciona detalles sobre la preparación de varias salsas importantes.
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.
The document contains contact information for Owen & Gilsenan Architects, including six addresses of properties in Wahroonga, Port Macquarie, Enfield, Parramatta, Killara, and Gosford. It also lists the architects' office address and phone, fax, and email contact details.
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?
13. How many different systems does your
organizations employ to manage all the patron
information you maintain?
Two
29%
One More than one
49% 51%
Three
14%
Four or more
8%
14. In your organization, how are
revenue expectations budgeted?
One revenue budget
24% that includes both
earned and contributed
income.
Separate revenue
budgets for earned
76% (marketing) and
contributed
(development) revenue.
15. Loyalty, a theatre case study
.1% HH Super Advocates $40,000
11% revenue Advocates $4,000
7.9% HH Buyers $527
43% revenue
92% HH Tryers $48
45% revenue
16. Loyalty, an opera case study
.06% HH Super Advocates $14,968
39% revenue Advocates $2,375
1.6% HH Buyers $724
13% revenue
98% HH Tryers $41
48% revenue
27. 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
28. 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
29. 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
30. 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
32. Performing Arts Organization
Patron Loyalty Group Distribution by Generation
100%
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
Before we get started, I’d like to introduce TRG to you, so that we’re all on the same page about who we are and our approach. TRG is a results-based and data-driven consutling firm based in Colorado. For the past 20 years, we’ve worked with every shape and size of non-profit perofrming arts and cultural institution in the US, Canada and Australia to grow patrons and patronage (define). In the past 3 years, our work has expanded to the commercial entertainment sector, as well.
Additionally, TRG is the largest provider of community data networks designed to provide arts, cultural and entertainment organizations access to each others data for marketing and analytics purposes. In the country’s largest markets, hundreds of organizations share data that is enabling the development of a national census of arts and culture—one that we spend time reviewing on behalf of the field and our clients.
Because all (nearly now) 1,500 TRG clients submit data to TRG to enable our services, we store a lot of it. 23 million households, 50 million transactions that help inform business planning, campaign activity, trend analysis and more. Later in the webinar, you’ll see evidence of this work.
Because all (nearly now) 1,500 TRG clients submit data to TRG to enable our services, we store a lot of it. 23 million households, 50 million transactions that help inform business planning, campaign activity, trend analysis and more. Later in the webinar, you’ll see evidence of this work.
A colleague of mine met this lovely woman and her husband Gilbert at a dinner for a seemingly random group of theater subscribers in Washington, DC some 25 years ago. The Meads were both – literally – rocket scientists, having spent three decades working for NASA. Dr. Mead and Gilbert LOVED the theater. Her eyes lit up as she talked about favorite shows and how she and Gilbert saw just about everything the Washington DC theater community had to offer. After this event my colleague asked why this unassuming theater lover who was about to retire had been invited to this special dinner. “We’re getting to know the Meads,” her development officer told her. Jaylee and Gilbert Mead did give a major gift to this organization. And, their generosity didn’t stop there. Since then, the entire arts industry learned a lot more about Dr. Jaylee Mead. [CLICK]
Dr. Mead – the theatersubscriber -- also got involved with Arena Stage.Before Gilbert died, he and Jaylee gave thirty-five million dollars to Arena Stage – the largest gift ever to a regional theater.
It enabled Arena’s fantastic new Mead Center for the Arts, which you’ve likely heard Chad Bauman speak about. And that was just one way Dr. Jaylee Mead…unassuming subscriber and theater lover …has contributed to the arts. Every one of you could probably tell an important donor story likeJaylee Mead’s. …I see heads nodding yes. ….And, so you’ll get this ….[CLICK]
A decade of TRG patron behavior has led us to conclude about loyalists – the patrons whose attendance and investment keep our art on our stages and in our exhibition halls. Loyalists are MADE, not FOUND out of thin air. Like Dr. Mead…and all the other Major Donors that development officers all over the country are trying to find aren’t going to just materialize – YOU and your colleagues across the hall in marketing, the box office, and the executive offices are going to identify prospective loyalists and cultivate them.
How do we view loyalty? In the context of analysis of fully integrated behavior that we call a Loyalty Snapshot.For more than a decade, TRG has been doing a trademarked form of loyalty analysis that we call theAdvocate, Buyer, Tryer Pyramid. We look at all the households and all their transactions as recorded in an organization’s database. We study the recency, frequency and monetary investments by each household. The resulting analysis ranks everyhousehold from top to bottom. Patrons in the top rank, we call, Advocates – these are the organization’s most loyal patrons . One defining characteristic is: they are donors. More on Advocates shortly. The next group, Buyers, are actively engaged in the organizations we study. They are subscribers….members…frequent ticket buyers and visitors. “And” is the defining factor among Buyers….hold that thought. So two loyal, actively engaged groups of patrons, right? And, here’s the sad truth: Advocates and Buyers together account for 10% or less of all patrons. The rest of the story from our research over the past decade is clear – Nine out ten patron households in the databases of arts organizations are patrons we call Tryers. They are one-time or infrequent and long-ago lapsed customers.
Nine out ten patron households in the databases of arts organizations are patrons we call Tryers. They are one-time or infrequent and long-ago lapsed customers. In our terminology – Tryers– are the least loyal, hardest to acquire and hardest to hold onto .And, they form the foundation of arts patronage today. The instability created by too many Tryers in the patron base – the cracks in the pyramid so to speak – is a real threat to our arts organizations. So we bring this news to you – not be alarmist, although the numbers are alarming. We prefer to think of it as a call to action. And, in that call – pay attention to the dominant behavior pattern among Tryers.
TRG started developing loyalty measurement tools because our industry operates from many systems. While new CRM (define) or Enterprise systems are finding their way into the mainstream, we know that many of you are still searching for the holy grail of One Household, One Complete Transaction History, in One Place.Indeed, a little over half of you operate with two or more systems, as we learned from our pre-webinar survey. CLICK
We’ve found it’s very difficult to produce a complete patron profile – an at-a-glance summary of ALL the transactions a patron makes with an organization –when two or more systems are in use – it sometimes cannot be done in just one system.
Another observation from client experience: Most of you are set up to compete – internally -- for patron investments. Your organizations set separate goals and budgets for marketing and development.Behavior is not either or it’s both andSeparate budgets, competing revenue campaigns is the worst kind of incentive
So what does integrated loyalty, literally, look like when you start studying it? It looks like this theatre company’s case.Tryers = 92% of all households – typical18012,000140,000 (92%)
And this opera company’s case
And this large producing and presenting organization’s case. And here’s what we find nationally.Study period: 2007-2011; Total households studied: 148,673
385 households contribute 15% of all revenueAdvocates attend first, donate second
This is a large group of active ticket buyers -- 21,630 households contribute 54% of revenue.
A loyalty snapshot can also include demography
And an indication about how real estate is valued.
The place to start: leadership.Then, understand your data.
Endorse and enforce a new way of doing things from the top. Changing the way “we’ve always done it” takes institutional fortitude and change only happens when leaders insist upon it. Growth requires institution-wide commitment. It is not a departmental initiative.Analyze patron data across systems to see all transactions at the household level. Information is a powerful, galvanizing force in an organization. The minute everyone in the organization sees a ranked set of individual patron histories, new possibilities are apparent. Every organization’s data set can create the rationale and story line for patron cultivation and development. Seize an opportunity or two to pursue. Patterns that emerge from analysis invariably show where the biggest opportunities lie. That’s where to start– by focusing first efforts on cultivating one or two manageable patron groups or patron patterns with the biggest upside.
Thank you so much for attending.There will be video of the webinar on the TRG website posted in the next week. We will send you an email with the link once it is posted. If you had any remaining questions, we would love to talk to you! Email us at info@trgarts.com.