THE HIGH COST OF HOCKEY
It’s Halloween, and there’s a good chance the majority of seats for tonight’s game between the Islanders and Chicago at Nassau Coliseum will be occupied by the ghosts of Isles Fans Past. It’s a scary thought for an organization struggling to hold onto its fan base.
I hate to say it, but a couple of the sparse crowds this season reminded me of what it was like to cover a Knicks game at Philips Arena in Atlanta, where it seemed a large portion of the people in the stands were there to cheer the visitors. I suppose the Islanders will face that situation the first time the Rangers visit on the day after Christmas.
Just before the NHL lockout, the Islanders seemed to be gaining some traction with their fans in three straight playoff seasons even though they failed to move forward off the seven-game first-round loss to Toronto in 2002. But the lockout effectively killed that momentum for teams in weak markets.
You could say that’s a shame, but in the course of putting together the article about Islanders attendance that appeared in Monday’s Newsday, it became evident that the majority of markets in the league have survived the lockout in reasonably good shape. Even assuming that every team inflates its attendance to some degree, approximately two-thirds of the NHL is running around 85 percent of capacity. So, credit those teams with doing something right to connect to their fans.
Although it’s sad to see the decline in Islanders attendance from where it was in the glory years, it would be hypocritical for any sports writer to fault fans for voting with their feet. It’s the way fans should react when the product doesn’t meet expectations. Believe me, Knicks fans should take a clue from Islanders fans, but maybe there’s something to the cachet of Madison Square Garden that keeps them paying through the nose for an inferior product.
Since coming over to the Islanders beat, one thing that has impressed me is how important it is to the people working in communications and marketing to reach their fan base. They ran into a couple of major obstacles over the summer with the abrupt firing of general manager Neil Smith and the 15-year contract awarded to goaltender Rick DiPietro, two ownership decisions that undoubtedly fed the doubts of skeptical fans.
But the Islanders’ attendance problems were there before those decisions were made, so, let’s put the wisdom of those two particular moves aside for the time being.
If there’s one refrain coming from the fans that hits home with me, as a family man with a mortgage, high property taxes, one kid in college and another set to enroll next fall, it’s the high cost of tickets. It’s not just the Islanders. It’s all major sports franchises.
I know Mike Milbury’s name is a lightning rod for criticism from many fans, but in talking with the senior vice-president recently about the marketing of the team, it sounds as if he really is listening to the economic concerns expressed by so many fans. When I raised the cost issue, Milbury said there has been an internal debate regarding the emphasis on selling full season tickets, which are the lifeblood of any franchise, versus partial ticket plans to get people back in the building.
“How do you treat people who don’t want to be a full season-ticket holder?” Milbury asked. “There are people who either can’t afford to become a full season-ticket holder or don’t have the time. I feel people who buy partial plans should be treated like a season-ticket holder. They don’t get the same benefits, but still, get them the plans early and give them their choices.
“It’s a new day and age when it comes to marketing to your fans, and giving them choices is a very legitimate way to go. Let’s give them the options up front. Let’s show them the menu and let them make their choices. We need to treat those people who don’t come to all 41 games with as much respect as we can.”
As for those who can afford VIP treatment, the Islanders have added perks such as valet parking, have upgraded the accommodations in the luxury suites and have increased access to the team at Saturday practice sessions. The addition of Mike Bossy to the corporate sales team also was a welcome step.
“I think we’re getting a lot of things right,” Milbury said. “Now, we’ve got to get a few more points on the board and get a little momentum, and it will come back.”
That’s assuming the product is going to be good enough to remain competitive for a playoff berth. There will be plenty of time to analyze that. But at least, the Islanders management team seems to grasp the urgency of being more responsive to the fans’ needs.