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You're halfway through the season and the pacing report says you're behind — maybe way behind. This episode breaks down the three levels of being behind pace, how to diagnose the actual problem instead of panic-marketing your way into a deeper hole, and the strategic paths forward depending on how far off target you really are. Jeremy shares a daily pacing tracker template and explains why protecting future value sometimes matters more than saving today.

KEY TOPICS COVERED
- Why being 5% behind pace and 25% behind pace require completely different responses — and why most teams treat them the same
- How to build and use a daily pacing tracker so you evaluate with data, not emotion
- Why schedule context matters: weather, remaining inventory, weekend vs. weekday balance, and premium dates still ahead
- The "diagnose before you prescribe" principle and why reacting before understanding the problem leads to wasted budget
- Four root causes of falling behind: low awareness, weak positioning, struggling game types, or failed pre-season assumptions
- Why clicks and website traffic don't pay bills — only ticket sales do
- The 82% stat: most single-game buyers in MiLB don't return the following season, so there's no hidden reserve waiting to save you
- Three strategic paths when you're behind: optimize the machine, get aggressive with concentrated impact, or protect the rest of the season
- Why over-discounting trains fans to wait, destroys pricing power, and creates long-term problems
- How growing your database and improving the fan experience can set up a stronger next season even when this one is tough
- The difference between quitting and being strategic about what you can realistically recover

TIMESTAMPS
[00:00] - Introduction: the uncomfortable moment when you realize you're behind pace
[02:11] - Three buckets of behind pace: slightly behind, moderately behind, and the danger zone
[04:22] - Why hoping isn't a strategy and the danger zone reality check (20-30%+ behind)
[06:45] - Daily pacing trackers: how to build and use a spreadsheet that tells the truth
[09:03] - Why daily tracking beats emotional or promo-by-promo evaluation
[11:28] - Evaluating remaining inventory: schedule context, premium dates, and what's still ahead
[13:50] - "You can't prescribe until you diagnose" — David Hass, Hickory NC, 2001
[16:10] - Problem: positioning is weak — when you're getting clicks but not selling tickets
[18:33] - Problem: your pre-season assumptions were wrong and the market responded differently
[20:53] - The 82% stat on single-game buyer non-return and why you can't manufacture demand overnight
[23:11] - Three strategic paths: optimize, get aggressive, or protect the season
[25:26] - Why protecting margins and growing your database isn't quitting — it's leadership
[27:47] - Main takeaways recap: pacing daily, diagnosing before reacting, concentrated impact
[30:10] - Don't let panic destroy future value — the Chick-fil-A lesson on discounting
[32:27] - Steve Robinson (Chick-fil-A CMO) interview reference, free pacing template offer, and close

CALL TO ACTION
- Download the free daily pacing tracker template (link in show notes — no email required)
- Listen to Jeremy's interview with Steve Robinson, the first CMO of Chick-fil-A: Episode 84 — Improving the Fan Experience the Chick-Fil-A Way with Steve Robinson

Daily Packer Tracker Download
- Share the episode with someone in sports who's trying to sell more tickets and grow their fan base
- Leave a rating or review on Apple Podcasts or Spotify

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