Industry consultant Kelly Skillen offers her tips for maximizing your investment in booking a touring feature entertainer, whether it’s a “showgirl” or an adult star.
(NOTE: This story written by Kelly Skillen appears in the July 2024 issue of ED Magazine.)
For a moment in time, feature entertainers represented the pinnacle of our industry. They embodied the heights to which a fledgling performer could aspire and provided the over-the-top spectacle our guests craved. Then something happened. The rise of the interweb allowed fans to communicate with their favorite porn stars in a way that was more intimate—from the comfort of their homes! Meanwhile, operators began to question their return on investments, even with respect to the most talented showgirl. The sense of disillusionment flowed both ways; many features were willing to trade grueling travel schedules for the convenience of subscription-based platforms.
Touring features have experienced a renaissance, however, and I am grateful! In our ongoing quest to throw a party every night, we need more special occasions—not fewer. But how can operators be sure to get the most from their bookings? Why should those who don’t regularly incorporate headliners reconsider? Here are my tips for achieving success with features entertainers:
Know what you’re trying to accomplish
Features traditionally fall into two camps—adult stars and showgirls. Although there are exceptions, even the hardest-working actress in porn is unlikely to do backflips onstage, whereas the most dazzling showgirl is unlikely to pack your club to the rafters. Expecting otherwise leads to disappointment and missed opportunities! As a rule, book your adult baddies when you want to drive new guests to your venue—and be prepared to WOW them with all it has to offer! Book showgirls when you already expect a crowd but want guests to leave buzzing about the privilege of stapling a $100 bill to Angel Beau’s … assets.
Be sure to look for the following
It’s not as easy as checking your feature’s IG following. Search for those who actively engage with their followers and are willing to make promo videos, tag the club on their own platforms and interact with yours. (Yes, those deliverables should be in your standard appearance agreement, but contracts are made to be broken.) Finally, reward features who meet their fans, sign merchandise and generate positivity amongst your regular performers. How do you know? There’s some trial and error involved, but multi-unit operators, for the love of everything, create a forum for sharing information amongst your managers!
Bonus tip: Consider hosting a competition, such as Rio Rivers’ The Worlds Pageants series or this publication’s very own EDI. They not only provide hours of self-contained programming but are a great way to meet and evaluate multiple prospective features at once.
“While OnlyFans-esque sites have long been a thorn in the sides of club operators, some forward-thinkers, including Jason Mohney and Joe Carouba with Unfiltrd, have embraced the synergies between subscription-based platforms and their brick-and-mortar establishments.”
– Kelly Skillen
Keep in mind what features want from you
Be assured, features share information about the clubs, so it’s just as important to impress them! None of us love the headliner with a mile-long hospitality rider who wants all the blue M&Ms removed, but certain expectations, such as secure transportation beyond “just get an Uber,” are not unreasonable! In my experience, the clubs that use features optimally have top management or ownership, pick up the visiting headliner and provide them with gracious hospitality. Beyond that, most features are simply looking for what Ginger Wolfe, my friend and multiple title-holder, calls a certain “symbiosis, from which both entertainer and club benefit.” Ginger also believes it’s her job to raise the club’s level of professionalism and inspire its regular performers.
Grow your own feature entertainers
Is the great porn star, capable of generating at least three times her fee in residual revenue, an endangered species? Will tomorrow’s showgirl display the same commitment to theatricality as Angel, BJ, Rubberdoll and Octobooty? Discuss! One possible solution is to cultivate homegrown features. How? Notice performers who demonstrate potential. Offer incentives for them to create their own costumes and props. Promote those who put in the work as “features” in the club and on social media. (Most will not, but that shouldn’t discourage you—we are looking for one or two diamonds in the rough.) Feeling ambitious? Build your own competition, such as Go BEST!’s relaunched Showgirl of the Year.
Independent professional entertainer Jenny Tare Bare of Dream Girls Wilkes-Barre recently joined the pageant circuit and views featuring as her “dream job for years to come.” When asked why more entertainers don’t pursue this particular dream, it generally comes down to the commitment of time and money. “I’ve spent more than I care to admit,” she told me, “but the result is worth it.”
Make it an event
I know, this requires work from the operator who is already paying good money for a booking. “Feature entertainer” and “magic bullet” are not synonymous, though! Don’t sign the contract if you aren’t prepared to promote the hell out of the appearance—DJ drops, in-house loops, promo teams and social calendars—the works! Build a theme around your headliner’s appearance with decorations, signature drinks or food specials; with a little advance communication, most are happy to tailor their shows around your luau, vampire ball or superhero contest. Finally, get your regular performers involved! Perhaps a double bill with your homegrown superstar, or a bikini/pole competition culminating with your headliner’s show. Most importantly, remind your own entertainers that we create events to introduce and retain guests so they can make more money!
Monetize
While OnlyFans-esque sites have long been a thorn in the sides of club operators, some forward-thinkers, including Jason Mohney and Joe Carouba with Unfiltrd, have embraced the synergies between subscription-based platforms and their brick-and-mortar establishments. These sites allow clubs and performers to monetize appearances with advanced ticket sales, online auctions and more. Welcome to the future!
For more information, visit www.kmaconsultinggroup.com.
