1. Venue Economics and Servicescapes Chapter 4

2. Types of Entertainment Content Performance - music, dance, theater, opera, magic, and combinations Experiential - playing, visiting, recreating, learning, exploring, etc. Media-dependent (property) - TV shows, movies, music sold as DVD, cable, Internet, etc.

3. Entertainment Venues Performance venues - theaters, performing arts centers, cinemas Experience venues - casinos, spas, luxury resorts, cruise ships, museums, theme parks, zoos Arenas and stadiums - specialty activity venues

4. REI rock climbing experience in their retail store

5. Venue as Servicescape Shopping centers and retail superstores Malls and shopping experiences: Flagship stores Concept stores Destination malls

6. Experience Venue Guidelines Landmarks - physical symbols (REI) Malls - strolling with emphasis hubs Conceptual lines - provide direction and suspense Core attraction - “wow” effect

7. Alessi Concept Store

8. Venue Design and Aesthetics Architectural theming Room-in-room principle Furniture for watching Convenience and safety

9. Venue Price Setting Steps 1.Set objectives 2.Estimate demand 3.Calculate costs 4.Analyze competitors 5.Select a pricing policy 6.Determine price-setting methods 7.Decide on final price

10. Ticket Pricing Strategies Competitive pricing - going rate Discriminatory pricing Consumer segment pricing Performance pricing Image pricing Location and time pricing

11. Architecture gives added value to a pricing strategy

12. Ticket Distribution Strategies Venue box office Centralized ticket agencies Internet bookings Ticket consolidators Open marketplace

13. Franchising Paying for a brand’s name and concept and running the business independently Integration of media with licensing and merchandising New opportunities through technology

14. Unlike franchises, Starbucks owns and operates all of its retail locations

15. Questions What aspects of venue aesthetics contribute to experience enjoyment? What venues can you recall that are particularly enjoyable? Which types of piracy are most difficult to control? What policing mechanisms can you suggest for halting global piracy?

16. Operating Statements Gross sales Net sales Cost of tickets sold Gross margin Operating expenses Net income before taxes

17. Performance Ratios Operation ratio - % of net sales Gross margin ratio - % of net sales $ to cover operating expenses & profits Operating expense ratio - % of each net sales $ needed to cover operations Net profit ratio - $ of each net sales $ left after expenses are paid

18. ROI Analytical ratio that compares profits with investment amount needed to sell tickets net profitnet sales ROI = ---------- X -------- ---- net sales investment

19. Promotion Budgets Percent of future sales Competitive comparison Objective task

20. Piracy Optical disc theatrical print theft Internet signal theft Downloadable media Hard goods broadcast piracy Streaming media public performance Circumvention devices Camcording parallel importation Screeners back-to-back copying