Stimulate Revenue and Intensify Engagement
JCA Arts Marketing helps arts & cultural organizations maximize income and increase attendance through data-enriched, collaborative, strategic and technical solutions. Using a powerful blend of data analysis and strategic communications planning, our consultants dramatically increase ROI for clients across North America. We help you better understand your customers, and engage them with precision marketing using strategies inspired by your transactional data.
JCA Arts Marketing consultants, experts at industry-specific data analysis and strategic marketing, provide ground-breaking tools and services to help you raise more revenue, build loyalty, and stimulate repeat attendance and donations.
Formerly doing business as The Pricing Institute, we advised hundreds of cultural organizations of all sizes, and across all genres, on pricing strategy and analysis . We're experts in strategic pricing, including house re-scaling, discounting, and setting single-ticket and subscription prices.
Customer Behavior Analysis
The best way to understand, change and evaluate your customers is through a deep understanding of their transactional behavior. Using data taken directly from your CRM system, JCA Arts Marketing creates complete customer profiles, including:
- What is his production, performance and genre preference?
- Does he buy in advance, or wait until the week of the performance?
- Is he a subscriber? A single ticket buyer? A multi-ticket buyer?
- How many times has she attended over the past three seasons?
- Does she pay full price, or is she a "discount junkie"?
- When was her last attendance?
- When was his last donation, and what was the amount?
- And most importantly, what is her value to the organization?
The answers to these questions can be found by analyzing the data in your CRM system to determine the patterns and trends of your patron behavior. We collaborate with your team to understand the unique history of your organization, performances, programs and membership. We develop data-driven insights to help your organization meet your strategic goals ... developing new audiences, enhancing revenue, planning sales for new repertoire, and more.
CRM Readiness Assessment
What customer experience does your organization want to offer your patrons? Through a forthright and collaborative analysis of your platform, processes and people, we help you develop a roadmap to instill a CRM culture within your organization. You'll consider the complete customer experience - from the moment a patron becomes aware of your organization to leaving the garage after a performance.
Our approach includes a CRM/customer experience workshop, an analysis of your current approach to the customer experience, and a look at how you use data to enhance and elevate the patron experience.
The Segmentation Engine, jointly developed by JCA and UK-based Baker-Richards, is a new web application that simplifies complex database queries, allowing users to create a sophisticated customer segmentation, and improve accuracy of marketing communications and effectiveness of CRM strategy.
The Segmentation Engine extracts transaction data (not including personal details) to a secure server, and provides a web interface allowing you to:
- Access three alternative dynamic behavioral segmentations which are generated automatically
- Customize a range of over a dozen behavioral variables
- Generate "tags" to send back to your CRM system to:
- Populate attributes in constituent records for information
- Use for list building and extractions
- Enhance analysis using custom dimensions