The Tampa Bay Rays are unveiling a new marketing campaign that also couples with their new idea of how to sell single game tickets to fans. Their new campaign centers on the phrase “Rays Up”. This phrase is supposed to link the team with the fans by making it a joint effort to turn the season around. Mark Fernandez, senior vice president, said when referring to the new slogan, “Let’s do this thing together.” After finishing last in the MLB in attendance last year, the Rays are using a new ticket plan, called Flex Packs to improve home field attendance. Flex Packs are targeted at single game ticket buyers who usually just buy the one game. With Flex Packs, a fan can buy a three, six, or nine game pack. The fan can then use these Flex Packs to go to any game as long as it is not sold out. This includes marquee games such as the Yankees, Red Socks, or even the season opener with no up-charge on those certain games. The only catch is that they cannot redeem the Flex Pack for sold out games, which makes sense. Tampa Bay has already started their marketing campaign focused around these Flex Packs by displaying billboards all around the city featuring star players and manager Joe Madden that displays their slogan Rays Up. The three game Flex Packs start at $49 and they have already sold 10,000 Flex Packs (of all varieties).
From a marketing stand point I think this is a genius idea. A lot of the problem, I believe, with increasing attendance to home games especially in baseball is getting people to attend multiple games in a season. With the Flex Packs, it could save family money that is just coming in for the weekend and wants to go watch a weekend series or for a fan that lives in the city but is not sure which games they can attend. The only down side I could see with this would be that fans might start buying Flex Packs instead of season tickets. This way the fan could choose which games they want to go to without having to buy all the tickets to the home games. With that being said, I believe a team will still have their regular die-hard fans that will continuously buy season tickets. However for the fans on the fence deciding whether they want season tickets or not, I think this would be a good way to get their foot in the door and hopefully convert them to season ticket holders. If a fan buys the nine game Flex Pack and continually enjoys going to the game then eventually they might think it would save them some money just buying season tickets. Selling tickets is just one part of the equation though. If fans do not enjoy being at the game and are not leaving with a memorable experience then they will not be willing to come back or buy tickets later. So I do not know if the reason Tampa Bay was last in attendance last year was because of ticket prices or plans, or for the game day atmosphere. But both sides of the equation need to be looked at. I still believe that this is a great way to get new fans in the seats and it’s always good to try something fresh and new.
This relates to our course of when we talked about fans and creating fan loyalty. The best way to get a new fan is getting them out the games to watch and creating an identity with the team. With these Flex Packs, the team is getting more on the fence fans that cannot afford season tickets or that only usually come to one game. If you have a fan that usually only comes to one game you can try to push this ticket package on them by saying they can come to three more of their choice without any commitment up front. I think that this is a great way to establish new fans and also expand the loyalty of certain fans.
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