IntroductionTo the PartyBusiness:

It’s a “$ell-

abration!” Presented by : Dorothy E. Lewis

Fun Station Entertainment Group dlewis@funstationusa.com

Understanding the Marketplace• Birthday Shopping is a $10 billion industry

• About 5 million people celebrate birthdays in the US each week

• For Americans, birthdays are the #1 reason to party

• 11,000 Baby Boomers turn 50 each day, and will for the next 10 years

• 50% of all partyware is for birthdays, with more than ½ for children’s parties

source: MyGuidesUsa.com

According to MSN Money……………………

• Party experts say that spending at all income levels has been rising steadily over the past several years as parents look for ways to connect with their kids.

• WA based, Celebrate Express says the size of its orders has been growing 5% - 7% annually for the last three years. In its fiscal 3rd qtr. birthday-related sales climbed 15% over the same time a year ago.

• Because parents are having children at an older age they have more money to spend on parties.

TODAY’S MOM IS THE MAIN DECISION MAKER

WHEN IT COMES TO BIRTHDAY PARTIES!

WHO IS SHE?

TIME AND CONVENIENCE

ARE VERY IMPORTANT TO HER!

Today’s Kids!

INSTANT GRATIFICATION

MOMS ARE LOOKING FOR:

SHOPPING

ONE

Basic Offerings for

ONE STOP SHOPPING:BE ABLE TO TAKE AS MUCH PLANNING OFF HER HANDS AS POSSIBLE BY OFFERING EVERYTHING SHE NEEDS:• INVITATIONS & THANK YOU CARDS

(have them accessible for downloading from your website)• BALLOONS AND DECORATIONS• FRIENDLY HOST/ESS TO FACILITATE• PAPER PRODUCTS (plates, napkins, cups, candles, matches. etc.)• BIRTHDAY CAKE (offer various sizes and custom cakes)• GOODY BAGS (include coupons for next visit as added value!)• GIFT SERVICE (bag the gifts for her in a clear plastic bag and offer

to carry to her car)

Party PackagesRule #1

PACKAGES MUST HAVE PERCEIVED VALUE!

Rule #2

K.I.S.S. KEEP IT SHORT & SIMPLE!

GETTING STARTED…. (begin with a worksheet)

LIST your MAIN attractions & “OTC” Price examples: Laser Tag $7.00 (10 minutes) Glo-Golf $6.00 (9 holes) Unlimited Ride Bracelet (2 hrs) $14.00

DEFINE what each attraction includes for Party Package examples: Laser Tag : party plays 20mins.($14.00 value)

Glo-Golf : party gets 2 rounds (18 holes)($12.00)

Ride Bracelet Time: good for 2 hours ($14.00)**

INCLUDE: ARCADE/VIDEO PLAY: Included ? What Value?

FOOD: Pizza, Hot Dogs, Soft Drinks

TIME: Length of Party from start to finish (1.5 hrs – 2 hrs)

*EVERY PARTY GETS…..

MINIMUMS LISTED

Double-Sided BrochureFRONT

Double-Sided Brochure

BACK

Double-Sided BrochureFRONT

Double-Sided Brochure

BACK

Something for the Adults.....

VISIBILITY

Will your customers know where to go to book a party or get information on a party in

progress?

Will you have a central

Check-in area?

Open Seating

vs.Private Party

Rooms

FLEXIBILITY!

Removable Walls can make for a larger party

room!

Party rooms

should be clearly

marked and inviting?

MEDIA for Party Marketing

NEWSPAPER: Special Family oriented issues (sometimes produced quarterly)

Pull-out Sections (Party Planning , Back to School, etc.)

Inserts

MAGAZINES : Parenting Magazines

Publications specifically targeted for Party Planning

RADIO: Birthday Club with FREE Party Winner weekly

Gives daily exposure

WEBSITE: Your own website should give complete party information

Coupons during less than busy seasons (ex:summer vacation)

KIDS CLUB: Through your website

Special Party Discounts for Members Only

Send an email reminder for upcoming birthdays with incentives

SOCIAL MEDIA: Contests & deals

OPPORTUNITY IS KNOCKING!

BEHIND EVERY PARTY ROOM DOOR!

LET’S DO THE MATH…….

How many parties? (50)

How many people? (10)

500

That’s a lot of potential parties!

MARKETING “MOMENTS”

YOU HAVE A CAPTIVE AUDIENCERemember…….

• Every guest of the party will celebrate a birthday at some time!

• Mom (or Dad) will get the opportunity to see what a wonderful job you have done for the guest of honor’s Mom!

• Have party information accessible to the guests of the party.

• Give a bounce back or “Birthday Child FREE” coupon to guests.

• Have Adult Party information as well as Corporate events, etc. accessible for the moms & dads!

….she’s not the only Mom in the room!

CREATE THE BUZZ!

Party Tips to Remember

THINK OUTSIDE THE TANK!

BE A LEADER , NOT A FOLLOWER!

Take the ordinary and make it EXTRAORDINARY!

KEEP THE PERSONAL TOUCH IN AN ELECTRONIC WORLD

YOU MAKE THE CALL. Even if you take reservations online it is most important to have someone personally call to let your guests know that you are there and their party is more than a reservation number. This may be your last opportunity to UPSELL !

DON’T SUBSTITUTE TECHNOLOGY OR ELECTRONICS as a “babysitter” for the party guests while the host is out of the room picking up food and drink. Try a word or trivia challenge while away for a brief time.

READ BEFORE YOU START! Become familiar with the print out version of the reservation before the guest of honor arrives.

CONSISTENCY !

EVERY PARTY

IS NUMBER #1

FROM THE FIRST

TO THE LAST!

TAKE TIME OUT TO ANALYZE !

Average AgeMale vs. Female Teens?

Adults?

Most Popular /Least Pkg.Average $$$ Spent Upsells +/- Size of

Parties: # Guests +/-

Siblings Repeat Business Loyalty

Rewards/Discounts

MY CURRENT PARTY BUSINESS SNAPSHOT

“Sometimes you may forget someone’s Birthday, but forgetting something about your party business

can not be forgiven by the guest with a card from Hallmark that say’s “Sorry I Forgot!”

-Dorothy Lewis