But Do You Get A Gold Star?

by:

Joe Patti

Terry Teachout had a piece in the Wall Street Journal this week about Goldstar Events, a ticket discounting service which is apparently helping to fill lots of empty theatre seats with a young, diverse crowd.

The downside for those who might be slavering for anything to get butts in the old seats is that Goldstar only serves a handful of major metro areas. However, convention and visitor bureaus in cooperation with chambers of commerce in midsize and smaller cities might have the resources to replicate the service. (Those in the aforementioned larger cities who use the service, let me know what you think about it!)

As a marketing tool, Goldstar looks to be doing all the right things in terms of timing of information distribution, ease of purchase and follow up surveys that are used to improve the service.

I am a little dubious about the long term value for performing arts organizations. Teachout notes that the people who use the service “Feel little or no ‘sense of obligation to support important arts and cultural institutions with ticket dollars.'” This makes me suspect that the decision to attend is price sensitive and may be absent any aversion about trying something new at the regular price. If the Goldstar members view it as a bargain night out rather than an introductory price that reduces risk, there may never be a conversion of these people to regular ticket buyers.

Certainly, 200 seats sold at $10 is more sustainable over the long term than 200 empty seats. Over time it is still going to mean a greater dependence on fundraising if $10 becomes the new norm.

I use $10 because Goldstar advertises tickets at the price of a movie. In a study Next Generation Consulting conducted for the Arts Council of Indianapolis, they found that people in the under-40 group is willing to pay an average of $22.19. (which may be different in your locality based on cost of living differences). There is certainly an opportunity to charge more than $10. But if people are getting emails listing movies and live performances for $10 side by side with yours listed at $22, you may feel some pressure to reduce your pricing.

Ultimately, I think it is a mistake to get into a pricing war with competitors because I have never seen any evidence that loyalty was connected with price. You can’t build a relationship with pricing.

If you are considering getting involved with a service like Goldstar but aren’t willing to invest the time in creating an atmosphere that builds a relationship with the people showing up at your door, you might as well not even get started with the service. These folks have different expectations than do your long time supporters. If anything is going to change the absence of feeling obligated to support an arts organization, it is going to be the development of a relationship.

In an earlier entry I cited some findings from Next Generation Consulting that provide a good place to start when trying to figure out how to effect these changes.

Thanks to Theatreforte for featuring the link. I knew Terry was writing the piece, but didn’t know it was available online.

The Employable Complete Human

by:

Joe Patti

By way of Arts and Letters Daily is the text of National Endowment of the Arts Chair Dana Gioia’s graduation address at Stanford University.

He uses the apparent controversy that he wasn’t a big enough celebrity to address the graduation as a springboard for discussing the decline in appreciation of the artist, scientist and intellectual in the country over the last 50 years. But he doesn’t lay the blame entirely on popular culture and technology–

“Most American artists, intellectuals, and academics have lost their ability to converse with the rest of society. We have become wonderfully expert in talking to one another, but we have become almost invisible and inaudible in the general culture.”

While he does engage in some lengthy nostalgia for the way things used to be, I think he makes a valid point about the role of culture in general when he comments, (my emphasis)

“The role of culture, however, must go beyond economics. It is not focused on the price of things, but on their value. And, above all, culture should tell us what is beyond price, including what does not belong in the marketplace. A culture should also provide some cogent view of the good life beyond mass accumulation. In this respect, our culture is failing us.”

I liked how he addressed issue of the disappearance of the arts in schools. He supported up his claim that arts classes don’t train artists, but rather create “complete human beings” by noting that people will need the skills they confer in the emerging creative economy.

He also mentioned that studies in civic participation were showing the emergence of two types of groups, those who sat entranced before their televisions, computers and game consoles and those who balanced these things with exercise, charity work and greater social engagement. What appealed to me in this argument was the evidence that- 1) The numbers show that these behaviors are not specific to education, geography or income so everyone is equally able to participate; 2) The elements that defined what group you tended to be in were reading for enjoyment and participation in the arts.

What I appreciated is that this approach takes advantage of the underlying sentiment of the current “get up, get out and do something” well-being campaign you see a lot of these days to bolster the arts make the whole person argument. Since there has been a feeling that the arts may not be best served by advocacy stressing economic benefit, it was important to provide additional support alongside the future employability point.

As he drew his speech to a close Gioia urges the graduates to be cognizant that while the graduates may have spent a lot of time playing and socializing on their computers, their lives were balanced by intellectual rigor. He notes that this equalizing presence they may have taken for granted will now be absent from their lives upon graduation. They will be entirely responsible for how actively they live their lives.

No Special Grace (Alas)

by:

Joe Patti

I was having a conversation with a friend from a previous job that brought up a few questions for me about what motivates people who work in the arts to attend arts events.

This gentleman was assistant marketing director and then marketing director for a theater at which I once worked. He eventually left to work for another marketing company, formed his own company which was acquired by another and is now a partner in that combined company.

In the same period his wife has been phasing herself out of a career in which her services were in high demand and is trying to earn her Actors’ Equity card. A couple years ago they both traveled to Scotland, young children in tow, to perform at the Edinburgh Fringe.

My friend tells me he hasn’t gone to see a show at the place we worked or almost anywhere else in years because of the ticket plus babysitter costs. This is a barrier to attendance that is commonly cited so there was no surprise in that.

What I was thinking as he told me was that if a guy who was paid to convince others that there was value for them in surmounting this barrier is unwilling to attend, how much harder is it these days to appeal to those without any background in arts attendance at all.

Granted, there is the element of his daughters’ youth that has to be factored in as well. Arts person or not, there is a necessity of child rearing that must be heeded. He gave the impression that he might be attending events more often now that his girls were getting older. It will be interesting to revisit the topic in a couple years to see if he did indeed start paying to attend shows more often.

I make the specific qualifier about paying to attend because he has been attending the shows his wife performs in using the comp tickets she gets. This fact spawned another train of thought that does not reflect on my friend’s practice, but is something I have observed in general.

I have known about 20 people in the last 15 years who haven’t been able to make the philosophical transition from starving artist to paying member of public. They got used to paying $5 or getting comps when they were students and/or starting out and years after won’t attend a show unless they receive the same treatment. In some cases they appeal to some pretty tenuous connections with people they only talk to when they want tickets. At least once a year I get a call invoking the name of someone 10 years gone.

I am betting some of my readers know these people. I am also willing to wager that some of them are pretty well off and put their ramen eating days behind them or worse, are successful professionals in the industry and feel their importance earns them free admission. (I have to confess, much to my chagrin every year I am sent two season passes to a theatre based on my theoretical importance. I am typically too busy and embarrassed by the idea to attend more than once or twice a year.)

I don’t know that this type of behavior is necessarily solely endemic to the arts rather than just being a component of a personality type. I am sure there are people who expect free food when they return to a restaurant where they once worked. Personally, I would prefer the problem to be personality related than to think that a lot of arts people are parasitic jerks.

The problem with this answer is that it provides more evidence that us arts people just like everyone else. If a guy who has performed and worked in theatres for over a decade leaves the performing arts world and has as hard a time motivating himself past to attend as the couple next door, maybe the arts aren’t a calling for a special segment of the population.

Frankly, I hate to have this sort of pessimism creep into my world view. The idea that being part of the arts confers a special grace and nobility makes being flat broke a little more tolerable. (It also dovetails nicely with a Catholic upbringing replete with tales of suffering saints.) And even though I am in administration, I feel the phrase “run arts like a business” robs it of some value.

I have come to realize that this grace and nobility isn’t the sole providence of those working in the industry but rather can be shared among all those encountering it. (Which is not to say that a dirt poor existence doesn’t sharpen the senses and appreciation of those who are receptive to experiencing art!) Partaking of this grace and nobility as a suffering poverty stricken artist in your youth certainly hasn’t earned you comps for life. You can’t be part of the in-crowd forever. One day you have to join the great unwashed and pay for your tickets.

Hard Work Getting Those Grassroots to Grow

by:

Joe Patti

I have been hearing Americans for the Arts’ “The Less Arts Kids Get, The More It Shows” PSAs on the radio lately. Inspired, I went to the website trying to see if they had any banner ads that I could put on my organizational website when I announced my new season. I looked under all the tabs, including resources, get involved and join us. I noticed there were bumper stickers available so I sent them an email asking about web images and floating some ideas.

That was two weeks ago and I still haven’t heard from them. I intended to make a tongue in cheek post about how if I was a 20-something, I would probably simply appropriate the image from their website, photoshop it into something usable and use it in a video I posted on YouTube.

However, upon returning to the site, I noticed a link about becoming an official campaign partner. Since the list of their partners is mostly state and local arts councils, I didn’t think that applied to me. I only wanted to toss up something on my work site to show my support.

It turns out that is exactly what I was looking for. If it wasn’t for my curiosity, I may not have discovered that fact even after following the link since it isn’t until page 3 that you learn you can apply to get the logo for your website and newsletters for free.

Frankly, it seems like a lot of impediments for individual arts organizations to show their support. I can see from the structure of their campaign that they want to provide some exclusivity to the state and community arts partners who paid to participate in the effort. But I think it would all really be effective if members of the community saw the logo on webpages, brochure and program book so often that they automatically began intoning “The Less Kids Get, the More It Shows,” every time the word Art came up in conversation.

In spite of what I feel are missteps, I want to encourage everyone to think about filling out the application as a general level partner and placing the logo on your website as you begin adding the events of your next season.

If you run/host arts classes or have youth arts organizations who rent your facilities for recitals/performances, think about posting a big sign where parents dropping of their kids can see it thanking them for getting their children involved in the arts. Maybe list some of the benefits for their kids, success stories, and maybe how to get a window sticker.

And you know, if you are a passionate twenty-something (especially at heart!) who loves the arts and you are moved to create a video on YouTube…