TRG Insights


Search or browse our knowledge center for TRG insights and solutions that work for arts and entertainment organizations of all genres and sizes.



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Jan26


If the subscription was really dead, wouldn’t it
have just quietly slipped away into that good
night by now and disappeared altogether? 

Photo by Tom Halll via flickr. (CC BY 2.0)

Recently, staff from the Guthrie Theater in Minneapolis attended TCG’s 2014 Fall Forum on Governance. At it, they heard remarks indicating that the subscription is dead. Guthrie leadership stood up and said “NOT AT THE GUTHRIE!”

As a result of renewed focus and investment in marketing subscriptions, the Guthrie saw a 6% increase in subscriptions last season over the previous season. This season they are currently 12% ahead of the same time last year and still selling!

At TRG, we’ve seen this type of investment in subscriptions pay off in markets large and small. In Sioux Falls, South Dakota, presenter Washington Pavilion has experienced 46% subscription growth over 2 years, and has successfully retained new subscribers. The Hollywood Pantages Theatre in Los Angeles has sold nearly 22,000 season packages for its 2014-15 season, following years of consistent increases. And Houston Ballet has grown subscription packages by 25% over the past decade, with the number of actual tickets sold to their subscribers up 27% in the same period. 

So, folks, if most of us accepted that subscription is dead 15 years ago, why are we still talking about it? If the subscription was really dead, wouldn’t it have just quietly slipped away into that good night by now and disappeared altogether? 


Posted January 26, 2015







Jan22

New research reveals key data for developing museum and performing arts audiences

Produced by the Greater Philadelphia Cultural Alliance with support from TRG Arts

 

2014 Patron Loyalty Study: Loyalty By the NumbersThe 2014 Patron Loyalty Study: Loyalty By the Numbers examines the financial transactions (including ticket sales, memberships and donations) of almost a million Greater Philadelphia households, using seven years of data from 17 major cultural attractions in the region. One of the key findings of the report is that, despite the sector’s focus on developing new audiences, the erosion of current audience loyalty represents one of the most significant financial risks for cultural groups. 

The study found that less than 3% of patrons generated over 62% of total patron revenue. However, spending by this small but powerful group of patrons declined 12% throughout the study, driven by a decline in primarily donor activity/revenue.

“While expanding audiences remains critical for the long term,” said Cultural Alliance Vice President John McInerney, “Retention and engagement of current audiences may be the most important strategy for an organization’s bottom line.”


Posted January 22, 2015







Jan20


VP of Client Services
Keri Mesropov

Renewals edition

Tuesday, January 20 at 2 EDT/11 PDT

Edit: Thanks to everyone who attended this chat! Click through to read the transcript. 

Are you making the most of renewals? Each year, your most loyal patrons re-commit themselves to your organization and re-invest in the value your organization provides. In this hour-long Twitter chat with VP of Client Services Keri Mesropov and moderator Amelia Northrup-Simpson, learn what others in the field are doing and tune up your own practices around renewals.

Consult the loyalty experts and share your own experiences about:

  • when to start renewal and acquisition campaigns
  • donation add-ons and other loyalty upgrades
  • talking to first-time and long-term subscribers differently

Posted January 20, 2015







Jan14


An illustration of Seattle Repertory Theatre's "One Patron"
strategy, where SRT streamlined patron messaging and built
long term relationships across all points of interaction.

The Art of the Upgrade

For cultural institutions, the box office is not just the place where ticket orders are passively taken. It plays an active role in growing revenue by developing loyalty. Every time a patron logs in, calls, or visits to buy a ticket, the opportunity exists for them to upgrade and deepen their relationship with the organization. With the right training, the box office can become experts on how to cultivate patron relationships and keep audiences coming back for more. 

TRG President & CEO Jill Robinson presented this session at the 2015 InTix conference in Denver with Jeremy Scott of Seattle Repertory Theatre and Molly Riddle Wink of Denver Art Museum. In this session, they discussed:
- How making loyalty a priority can grow revenues
- How to build a loyalty strategy for every group within your existing audience
- How organizations can train box office staff to take on loyalty responsibilities


Posted January 14, 2015







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