Sorry Caps, but this is bad marketing

Caps fan packs

On Friday I got the above email from the Caps, offering two 400 Level tickets for $69 to either the October 10 game against the Hurricanes or October 14 versus the Oilers. That’s $34.50 per ticket for seats that cost $51 at full price, which might seem like a pretty good deal at first glance.

But if you visit the TicketMaster website to buy those Fan Packs from the Caps and then click on the “Resale” tab instead, you’ll find that upper level seats to those games can currently be purchased for as low as $11 through the NHL Ticket Exchange, which the Caps have promoted by email, as recently as a week ago, as a place to “buy or sell worry-free.” Seats for October 10 and October 14 are plentiful there, with over 2,000 available to each game.

Hurricanes Ticket ExchangeOilers Ticket Exchange

When I can buy tickets in the same sections of the arena for close to 70% less through the “Verified by TicketMaster” NHL Ticket Exchange, a platform that is accessible from the Caps’ website, why would I take advantage of a $34.50 sales offer from the team? The Caps are promoting a Fan Pack that is nothing more than two seats together at a discounted price that can be had for far less money just a couple of NHL-approved clicks away.

If the Caps want people to buy their remaining 400 Level inventory for these two games, they’re going to need to do better than this. Dropping their prices down to the levels of the resale market wouldn’t make much sense, but they could add more value to the Fan Packs. For example, they could throw in food and drink vouchers or add something unique to this promotion that a fan can’t get anywhere else, giving people a reason to want the team’s offer more than the far cheaper options available through resellers.

Otherwise, the Caps will have to count on some fans buying these Fan Packs because they’re unaware of options like the NHL Ticket Exchange. And depending on your customers being uninformed doesn’t strike me as a great marketing practice.

About Mike Holden

Mike Holden is on Twitter at @mikeholden.

Posted on October 7, 2013, in Washington Capitals and tagged , , , , , , , , , . Bookmark the permalink. Leave a comment.

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