KIN 4513 Third Exam Review Only

Headliner vs Opening Act

Headliner is the main attraction; opening act performs first and is paid a flat rate

Opening Act Pay

Opening acts are typically paid a flat fee regardless of ticket sales

Box Office Window Capacity

Each window processes about 400-700 tickets per night

Main Box Office Windows

About 40% of total windows should be at the main entrance

Season Tickets & Windows

Season ticket holders do not require box office windows since tickets are pre-sold

Covered Space at Windows

30-50 feet of covered space for lines

Booking vs Scheduling

Booking secures events (sales); scheduling organizes and coordinates events (operations)

Booking Approaches

Opportunity (short-term), long-term (residency), block booking, client-controlled, server-controlled

Long-Term Booking

Extended stay events that provide consistent revenue

Contracts Types

Tentative hold (no deposit), contracted reservation (deposit + agreement), boilerplate (standard contract format)

Garth Brooks Strategy

Low ticket price (~$20) with many shows over time to maximize total revenue

Booking Elite Acts

Secure major performers by offering guaranteed money upfront

Scalping Reduction

Use laws, limits, monitoring, and enforcement to prevent unauthorized resale

Dynamic Pricing

Prices change in real time based on demand

Differential Pricing

Prices vary based on opponent, timing, or demand level

Customer Service Styles

Focus on professionalism, efficiency, communication, and customer satisfaction

Ticket Types

Reserved, general admission, festival, season, partial season, complimentary, student

Luxury Suites (Long vs Short)

Long-term (5-7 years) provides stability; short-term (2-3 years) offers flexibility

Who Sets Ticket Price

Facility (house scale) or performer (performance scale)

Center Stage Effect

Can increase capacity by about 33%

Pricing Psychology

psychological aspects of pricing that affect customer perceptions, which then influence the purchase decision

Tolerance Zone:

acceptable price range

Willingness to Pay

max customer will pay

Expected Price Threshold

price customers won't exceed

Restocking Time

Can take up to 1 week

Perishable vs Non-Perishable

Perishable spoils quickly; non-perishable lasts longer

Servers Ratio

Club seats: 1 per 40; suites: 1 per 5-8

Kitchen Capacity

1 kitchen supports about 1,500 fans

Concession Contracts

In-house: facility runs (more profit, more risk)

Full contract: outsourced (less risk)

Management contract: hybrid

Merchant Selection

Based on financial strength, reputation, staffing, and capability

Profitability Ratios

Measure financial performance and ability to generate profit

Concession Timing

Most sales occur before event and halftime; beer often stops later in game

Beer Revenue

Accounts for 35-55% of concession sales

Restaurant Capacity

150-600 seats

Arena Floor Cost

~$5k (small), $10k (mid), $20k (large) per day

Concession POS Ratios

1:175 seats (lower level)

1:200 seats (upper level)

1:350 seats (no alcohol)

Arena Event Limits

Limited major dates (~60-70 per year)

Ticket Incentives

Discounts, group sales, packages, rewards, guarantees

Bootlegging

Unauthorized selling of merchandise

Revenue Measurement

Per capita sales and fee per person models

Turnstile Attendance

Actual attendance (correct metric; not paid attendance)

Student Tickets

Discounted to build long-term fan base and loyalty

Merch Stands Formula

Number of stands = attendance ÷ 1,500

Ticket Revenue Generation

Sell more tickets or increase price

Energy Usage

About 50% comes from concessions/kitchens

Facility Turnover

Less than 4 hours (hockey to basketball)

Commercial Rights

Naming rights, pouring rights, sponsorships

Concession Codes

Health, safety, and fire regulations

Profit Margins

Highest on low-cost items (drinks, popcorn, hot dogs)

Volunteer Management

Assign roles, train, supervise, and communicate clearly

Booking Starting Point

Begin with understanding why the facility exists

Concession ROI

Depends on attendance, pricing, contracts, and costs

Merch Revenue Models

Flat fee, % sales, fee per person

Most Common Model

Fee per person (per capita style)

Concert Sources

Billboard and Pollstar

Luxury Suites Revenue

About 50% of team income

Pro vs College Suites

Pro = businesses, influenced by performance; College = alumni/families, less performance-driven

Will Call

Ticket pickup area requiring ID

ATTM

Automated Ticket Teller Machine

Ticket Policies

Refunds, exchanges, lost tickets, and customer service rules

Season vs Game Tickets

Season = guaranteed revenue; game tickets = variable

Convenience Foods

Frozen and powdered foods used for efficiency and storage

Senses in Selling

Use atmosphere (sound, smell, visuals) to influence purchasing behavior