Customer Success Story

Orlando Solar Bears Upsell Package Tickets With a >90% Close Rate

Emerging League • ECHL

Challenge

The Orlando Solar Bears wanted to identify and convert strong leads into package ticket buyers. The key issue: how to effectively upsell fans who had shown interest in attending multiple games but had not yet committed to purchasing any ticket packages.

Solution

The Solar Bears implemented an innovative approach to identify and engage potential package buyers. Throughout the season, the team used StellarAlgo to pull lists of fans who had purchased tickets to multiple games but had not bought any ticket package.

Before these fans attended their third game, the sales team sent them an email invitation to a free hospitality experience that included complimentary food and beverages.

The Solar Bears also set expectations by making it very clear to the fans that they would be pitched on a package as part of the event. These fans were already qualified based on their past purchase behavior and their willingness to attend the event, making them strong leads for the Solar Bears.

Results

• Over the full season, the Solar Bears invited over 4,000 fans to the hospitality experience.
• More than 90% of attendees purchased ticket packages, translating to more than $75,000 in package sales.
• This targeted approach led to huge revenue growth as the Solar Bears’ effectively converted engaged fans into package product buyers.

Results Driven By