ROGER TOMLINSON
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Transcript of ROGER TOMLINSON
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FULL HOUSE
Turning data into audiences
21st Century strategic opportunities from ticketing and marketing system databases
Roger Tomlinson & Tim Roberts
www.artsoz.com.au/FULLHOUSE.htm
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ACT CONSULTANT SERVICES
The Old Wood Mill, Church Lane, Madingley, Cambridge CB3 8AF Telephone 01954 210766 www.actconsultantservices.co.uk
Escenium 2010
The Beating Heart
In-house ticketing systems help build audiences
for tomorrow
Roger [email protected]
m: +44 7973 397136
www.brandinyourhand.ning.com
INTIX: Lifetime Achievement Award 2009
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In-house ticketing systems pump the lifeblood:
audience data
Data from:
Ticketing
Transactions
Subscriptions,
Memberships &
Loyalty schemes
Fund-raising
& DonationsSponsorships
& Corporate
giving
Education &
Outreach
Media and
public
relations
Web sites,
on-line sales
Mobiles
& apps
Social
networks,
twitter, etc.
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Ticketing systems join-up data
One Stop in-house database for all the customer-facing functions:• Ticket Sales through all channels
• Packages: subscription and season ticket schemes
• Website integrations and e-marketing
• Memberships & Loyalty schemes
• Development: Fund-raising
• Sponsorship, media and public relations
• Related sales: Merchandising, Food & Drink, Parking
Links to financial administration & enables dynamic revenue management
Joins up data for multiple venues
Drives marketing and customer inter-actions
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Venue A Venue B Venue C Venue D Venue E Venue F Venue G
Venue A 100 40.5 19.5 7.4 6.3 38.2 10
Venue B 6.7 100 4.7 4 2.5 25 2.4
Venue C 29.2 42.7 100 7.9 8.8 37.7 12.9
Venue D 16.9 55.4 12 100 7.4 37.7 7.5
Venue E 20.3 49.3 18.9 10.4 100 38.8 10.1
Venue F 8.7 34.3 5.7 3.8 2.7 100 2.5
Venue G 28.8 41.2 24.9 9.5 9.1 31.9 100
City venues exceeding 10,000 customers per annum
%ages show the proportion of customers for the venue on the left who attend the venue at the top.
Attenders and attendances across a city
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Mosaic Groups at the
Roundhouse, London
Leftfield
World
Music
Bookers
Leftfield
World
Music
Bookers
Snapshot
05/06
World
Music
Bookers
Snapshot
05/06
World
Music
Bookers
Snapshot
05/06
Bookers
(All)
Snapshot
05/06
Bookers
(All)
A Symbols of Success 218 23.12% 5,119 26.68% 128,755 31.57%
B Happy Families 33 3.50% 541 2.82% 14,178 3.48%
C Suburban Comfort 85 9.01% 1,738 9.06% 46,981 11.52%
D Ties of Community 91 9.65% 1,818 9.48% 31,827 7.80%
E Urban Intelligence 380 40.30% 7,472 38.95% 124,370 30.50%
F Welfare Borderline 57 6.04% 1,289 6.72% 18,826 4.62%
G Municipal Dependency 1 0.11% 32 0.17% 907 0.22%
H Blue Collar Enterprise 15 1.59% 248 1.29% 8,242 2.02%
I Twilight Subsistence 10 1.06% 91 0.47% 2,477 0.61%
J Grey Perspectives 37 3.92% 581 3.03% 17,679 4.34%
K Rural Isolation 16 1.70% 255 1.33% 13,555 3.32%
Total 943 100.00% 19,184 100.00% 407,797 100.00%
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There is nothing permanent in life,
except change
E-marketingMy Website
Inter-activity
Social networking‘Mobile’ lifestyle
Content creation
User Input
The niche of one
‘Personalisation’
Instant gratification
The ‘Now’ generation
Mash-ups
‘Pull’ as well as “Push’
Defined by Loyalty
Lifestyle based relationships
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At the beginning: ticketing
• The „Point-of-Sale‟ is the unique opportunity to relate to
customers, talk to them, capture information, find out
who they are
• The system records their contact details, what they
booked for, their interests, and ultimately records their
detailed behaviour
• Customer records enable management of
communications so people can be „recognised‟ as
individuals and inter-actions can be „personalised‟
• The in-house ticketing system creates the “beating
heart” to drive direct marketing and build relationships
with audiences, as real people, not “bums on seats”
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Marketing to real people
• Send direct marketing messages targeted at
specific people
• Identify segments of the market who can be
marketed to separately e.g. young people
• Tailored propositions according to their behaviour
and circumstances e.g. infrequent attenders
• „Recognise‟ returning audiences and treat them as
individuals
• „Personalise‟ contacts and inter-actions
• Build relationships with audiences, develop loyalty
and bring them back more often
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How do we develop audiences?
First time attenders:• Test drivers? What next?
• Persuaded customers, first purchase? Next offer?
• New customers, not known to us? Return offer?
Returners:• build frequency of attendance
• find potential subscribers/frequent flyers
• Improve understanding and appreciation
• make „Friends‟, create a “walled garden”
• establish „loyalty‟, sell membership or similar schemes
More frequent attenders• Cross-fertilise audiences, extend appreciation
• Incentivise exploration & specific events
• Help “Initiators” - and women
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Ticketing Marketing
Relationships
Audience development:
more people, new people,
attending more things,
enjoying new things,
more often
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21st Century solutions
• Venues need to relate directly to customers
• Venues need to market and sell to people using
their own brand, image, personality and values
• “The ticket agent model is a dinosaur”John Pleasants, CEO of Ticketmaster 2003
• Ticketmaster now supplies systems to venues
• Sales through third party agents take large sums of
money out of the marketplace, money that should be
going to the arts
• An in-house controlled solution can cost millions of
euros less, and give the benefits of audience
intelligence and effective direct marketing
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The Ticketing Virtuous Circle
Suspects/Prospects
not known to us
Potentials
registered &
identified
Attenders
details captured,
behaviour tracked
Frequent Attenders
relationship refined
Initiators
Ambassadors
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ACT CONSULTANT SERVICES
The Old Wood Mill, Church Lane, Madingley, Cambridge CB3 8AF Telephone 01954 210766 www.actconsultantservices.co.uk
Escenium 2010
The Beating Heart
In-house ticketing systems help build audiences
for tomorrow
Roger [email protected]
m: +44 7973 397136
www.brandinyourhand.ning.com
INTIX: Lifetime Achievement Award 2009