Submitted by Jim Hirsch on Thu, 07/31/2008 - 9:39am.
A friend sent me a link to an interesting blog written by Amanda Ameer entitled, “Someone, please just bring the water to
the horse”. This fun-to-read, thought-provoking blog is about how orchestras can do a better job of marketing events to younger consumers. Think of it as our field’s Holy Grail.
I think you will enjoy reading this even if you are not an orchestra marketing director. I’d love to get your take on her conclusions so please return to our site and leave a comment after reading Amanda’s blog, and maybe share some ideas you might have. Enjoy!
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Dileep Gangolli (not verified) | Sun, 08/03/2008 - 4:10pm
Hi Jim,
Thanks for the link.
While I found Amanda's link entertaining and informative, I think it leads to some wrong conclusions and her sample size is too small to draw any real information from (apart from being skewed due to her sister and friends being the test).
I disagree with Amanda on several points:
1) I do not believe that this age group is the CV. Rather, I believe that it is a much older demographic that must be expanded.....baby boomers entering late life. Young folk do not and never have entered into being successful consumers of Classical music (in any culture for that matter).
2) I find it amusing that Classical music is perceived as expensive but in reality it is within what this generation spends when going out on the town. Clearly there is a gap here in terms of perception and reality and it seems to be ongoing. Classical music is perceived to be out of reach.
How do we change this perception?
3)Timing of concerts. If we are not trying to appeal to the young ambitious climbers putting in the overtime hours, then this item is not worth much. Let's go after the law firm partners, hedge fund managers, and C-suite folk who might be more worried about fighting rush hour traffic from the golf course to downtown.
Keep the concerts at a time where us old folk don't fall asleep after our two gin and tonics in the lobby.
4) Arts organizations should not waste money chasing after 30 and younger. Spend the money on chasing after potential board members who can then back fill the gap with contributed income. We all know that ticket sales will never pay the bills. So don't spend money chasing it.
Classical music is an art form. At best it will only appeal to 3% of the total population. Most consumers come to it later in life. The only young people I know who really consume it are musicians themselves.
I remember this same argument regarding the "graying audience" thirty years ago (yes I am that old). And it was the same stuff.
But yet we survive and at times even thrive. Witness the success of Lyric, COT, Chicago Sinfonietta, and the mighty CSO. Why would Muti come here to the New World?
So I put forth, that though I find Amanda entertaining, she misses the mark in her analysis and CV (target market).
Best.
Dileep
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»Guest (not verified) | Mon, 08/04/2008 - 3:02pm
Hi Dileep,
Thanks for your thoughtful comment. Yes, the sample size is too small, and there is no tradition of this group supporting classical music. I like her post because its breezy, fun, and a little thought-provoking. Two last comments. First, young adults (19-30) have much broader musical tastes than people our age. They really are cultural omnivores. My son's iPod has everything from rap to rock to classical on it. He likes almost EVERYTHING! Second, the boomers scare the pants off of me. They are experience junkies who don't exhibit a great deal of patience or loyalty. I hope I'm wrong, but I think they will be tough nuts to crack.
Jim Hirsch
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»Dileep Gangolli (not verified) | Tue, 08/05/2008 - 11:00am
Jim,
I hope that I wasn't being to flippant in my remarks. I do agree that younger listeners, my children included, have wider tastes and are exposed to a greater spectrum of styles.
Perhaps that is why some of the concerts of the CS - that crossover - that you have produced have been so successful.
I did find the blog interesting for the questions it raises and a peek at the attitudes of youngest potential audience members.
I would be curious to hear from other administrators lurking and reading on this site namely:
1 In regards to demographics, what is regarded as the sweet spot of the market for ticket sales for Classical music these days?
2. At what point do arts organizations face a declining rate of return on marketing spend? (for example, is it worth spending $1 today to earn $.50 to lure a younger listener who may successfully convert to be a lifelong consumer and potential supporter of the organization?...is this an investment or waste of funds?)
3. How do we change perceptions on Classical music being expensive to consume? It really is cheaper than many forms of entertainment including a night at the movies, esp if you consider the amount of free quality music that is available in Chicago.
4. Is coming to Classical music more like a spiritual conversion in that age may not matter.....more a timing issue in terms of exposure and fertile ground/spirit. Each individual is converted at a unique time in their lives due to different reasons.
It would be fun to hear from others on the board about this challenging question regarding what Amanda calls the "CV" or coveted demographic.
Other thoughts and ideas from those who lurk in the deep of Classical cyberspace????
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»Guest (not verified) | Thu, 08/07/2008 - 3:52pm
Hi Dileep,
Great questions. I hope others chime in. Here's my 2 cents worth. The sweet spot for most orchestras remains people in their 50s. I think I heard a statistic that proved that the average age of subscribers hasn't changed much over the last decade. Your second question about ROI is a good one. Last year I created a formula with the help of a board member to estimate the lifetime return on investment for a subscriber. The short answer is, yes, it's worth it to lose money in the first year or two to gain a sunscriber who might be active (and a donor) for many years. Finally, in answer to question 4, there was research done a few years ago that suggested that most people discover their love of classical music while in their teens but don't become active consumers until they reach their 50s. Chew on that one for a while!
Jim
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