Sean: And over your time, like customer behavior and ticketing product has vastly changed. You know, if you look back at your early days, you know, at the Mercury and some of your first stops, you would have been selling, you know, paper tickets, full season. And that was the product like, and there wasn't anything else. And now obviously the ticket product has changed in its variety, whether they be flex games and all these different options, but also the consumer has changed in that they…

Sean: They don't want to commit to a whole season. They've got other entertainment options. Obviously COVID's were a curve ball where people went and found other things to entertain them. So how has that, how has that changed, you know, your job and I guess kept it, kept it fresh and exciting because, you know, one, you've got new exciting ticketing products, but you've also got the challenge of customers being in, in wanting different things from, from the world of sport.

Jen: Absolutely. Yeah, it's a great question in that you really always have to be evolving, right? And listening to the customer feedback, I think, is really important. You know, on one hand, you always are going to have your core fans, your die-hard season ticket holders, people that want to be at every game. So how do you continue to make that a benefit and add value to that?

Core group of people that really are so important to your business while also adapting to the customer. And we are going on sale with our flex plans tomorrow. And it's something that it's undated vouchers that you can buy in different increments and use however you want throughout the season because flexibility is something that the consumers want right now. And if you're not willing to change or adapt,

That's something that I think you can kind of stumble over. And then I think two groups, group ticket sales is a space that, you know, while groups will change and evolve over time, of course, that's a sale that, and everybody can be a group buyer, right? And I think for the most part, that's an area that doesn't get enough attention or time or resources allocated to it.

And it's an area of the business that can really make such a big impact. So while the consumer as an individual is changing and you do have to find ways to adapt flexibility, providing value, ease of purchase, I think is something that you always have to be looking at and conversion rates, click through rates.

Pricing has to make sense and has to fit. But group sales is a great way to kind of counterbalance some of the things that are always changing on an individual consumer from an individual consumer standpoint.

Sean: I mean, the thing with group sales, you know, especially again, how the technology is definitely helping that because again, 10 years ago you would have sold 30 tickets to Joe and Joe would have just handed out the 30 tickets to 29 other people and you would be going great, awesome revenue, but you wouldn't know those 29 other people. Whereas now there, you know, it's digital ticketing. You're, you know, 29 of those people might be going to a wings game or a, or a Panther city lacrosse game for the first time. And so it starts at.

Jen: Okay.

Sean: conversation. So not only are you getting that revenue, that data and that new fan that's gone and experienced the game with friends. So it always elevates their experience because they have the joy of the group. I agree. It's an amazing opportunity. You've still got to play that seat Jenga that is part of ticketing. And where do you get them? How do you get them in? How do you make that experience good? But it is an amazing opportunity.

Jen: Absolutely.