117 - Good Deal or Bad Strategy? The Right Way to Use Loss Leaders

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In this episode of The Sports Marketing Machine Podcast, host Jeremy Neisser breaks down one of the most misunderstood tactics in sports marketing: the loss leader. While promotions like $1 hot dogs or “Kids Eat Free” nights can pack the stands and drive in-game revenue, not every deal is a good deal. 

Jeremy explains how smart promotions protect perceived value, generate buzz, and increase total spend — while bad ones can erode your brand and season ticket strategy.

 Learn which deals drive revenue, which ones backfire, and how to craft promotions that make fans feel like they scored — without your team taking a loss.

✅ Top Takeaways

• Not Every Deal Is a Good Deal: Free or steeply discounted offers can do more harm than good.
• Loss Leaders Should Drive Spend: The goal isn’t cheap tickets — it’s getting fans in the door to spend more.
• Perception Is Everything: A $1 hot dog feels like a steal; a free ticket feels like a handout.
• Avoid Undermining Value: Don’t train fans to wait for discounts — protect your full-price strategy.
• Use Promotions to Increase Per Cap: Target food, drink, and merchandise add-ons that drive incremental revenue.
• Track the Right Metrics: Redemption rates and per-cap spending are your best indicators of success.
• Smart Bundles Win: Pair tickets with value-added incentives (not price cuts) to boost attendance and loyalty.

🧠 Sound Bites

• “Not every deal is a good deal.”
• “Loss leaders can work — if they lead somewhere valuable.”
• “The moment you give tickets away, you start losing perceived value.”
• “Watch your data and bundle smartly.”

🕒 Episode Chapters

• 00:00 – Welcome & The Real Role of Promotions
• 01:13 – What Is a Loss Leader? (And Why It’s Misunderstood)
• 03:09 – Real Examples That Work (and Why)
• 06:31 – Promotions That Hurt More Than They Help
• 08:15 – The Psychology of Perceived Value
• 09:40 – Final Thoughts & Actionable Takeaways

Vermont Lake Monsters - Hot Dog Hysteria

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