An uptick in ticket scans, expansive community and agricultural programming, and promotions addressing affordability strengthened the now 186-year relationship between the Erie County Fair and its fairgoers. By relying on its inherent strengths, beginning with opening day, the fair delivered a very solid 2026 run.
The fair's community-centered approach was perhaps most evident in its traditional start: free admission with a canned food donation to benefit local food banks. Jessica Underberg, CEO and fair manager of the Erie County Agricultural Society, producer of the Erie County Fair, said, “On Opening Day, fairgoers donated 160,905 pounds of food to benefit FeedMore WNY, pushing our partnership beyond the incredible milestone of one million pounds donated since 2013.”
The Erie County Agricultural Society has not released official attendance figures since 2023, when the fair drew 1,125,347 visitors. Instead, the organization now emphasizes agricultural participation, educational programs and community impact when measuring the fair's success.
Opening Day Record
According to Strates Shows, the fair's midway provider for more than a century, this year's opening day set a record. “The midway also made history on Opening Day, as the Fair's annual canned-goods donation promotion at the gates helped generate the most successful opening day on the midway of our 102-year partnership,” said Marty Biniasz, manager of fair and community development for Strates Shows. “Strates Shows enjoyed an outstanding 2026 Erie County Fair, marking our 102nd year in Hamburg in partnership with the Erie County Agricultural Society.”
“I thought it was a very strong Fair,” said Underberg. While developing this year's event, she remained mindful of two trends affecting fairs. Widely reported incidents involving disruptive teens at malls, downtown districts and outdoor events have caused some people to view fairs as unsafe. At the same time, affordability remains top of mind for most Americans, requiring fairs to remind their communities that the annual fair can be among the best staycation values.
“Heading into 2026, we focused on two areas: affordability and safety,” she explained. “We knew families were feeling pressure on their discretionary spending, and we also knew that people need to feel comfortable bringing their families to a large event. So those became priorities in our planning.”
As for discounts, Underberg said, “We made fairly significant changes to pricing and value, and fairgoers responded well. All indicators were up: ticket sales, concession gross and ride gross.”
“In response to consumer concerns about rising costs, Erie County Fair CEO Jessica Underberg challenged all stakeholders to develop promotions and pricing options focused on affordability and value,” said Biniasz. “Despite higher fuel and operating expenses, Strates Shows maintained its weekday pay-one-price unlimited ride price at the same level offered since 2023. Strates Shows also introduced two new midway discount promotions at the 2026 fair: the first $2 Ride Day on the opening Thursday and a Sunday matinee pay-one-price option, the first unlimited ride offer available on a weekend. Together, the promotions delivered added value while expanding choices for families.”
He added, “The Sunday matinee sale, compared with the first Sunday of the 2025 fair, increased sales during the 11 a.m. to 4 p.m. period by 28 percent, while total daily revenue rose 25 percent. Because rain significantly affected attendance and revenue on the final Sunday, the first Sunday provides the most reliable year-over-year comparison. Overall, the 2026 results demonstrated meaningful growth and a strong response to new, value-oriented midway promotions.”
Family Vibe
In addition to the focus on affordability, “the Fair concluded without any significant security incidents,” said Underberg. The result was a fair atmosphere she described as “positive, comfortable, and very family-oriented. There was good energy on the grounds, but what struck me was that it also felt relaxed. People seemed happy to be there. We saw generations of families together, kids in the barns, people staying into the evening, enjoying food and entertainment, and simply spending time together. I think our safety work contributed to that. We concluded the 12 days without a significant security incident. You don't necessarily want guests thinking about your security program; that's really the point. You want them to feel comfortable enough that they don't have to think about it.”
Favorable weather also helped the fair. Underberg described Mother Nature as benevolent. “For Western New York in August, it was about as favorable a stretch as you can reasonably hope for. Most days were in the upper 70s to low 80s, and the majority of the Fair was dry. We had some rain the morning of August 19, then a cooler, wetter closing Sunday when we ceased operations twice, but we didn't have a prolonged weather event that can really disrupt a Fair.”
The favorable weather positively influenced the fair's performance. “Compared with 2025, ticket scans were up, but we also saw growth in several mission-related measures: almost 10,000 entries were brought to the Fair to try to win the coveted blue ribbon, the youth market animal auctions increased 20 percent to $513,329, and we awarded $128,000 to 41 deserving students.”
She added, “I wouldn't characterize 2026 as having a single record day. We certainly had some very strong days, but what impressed me more was the consistency across the 12-day run.”
Marketing Reimagined
Consistency seems to be a hallmark of the Erie County Fair. The fair revived its tagline, “Best 12 Days of Summer,” which is now “part of the equity of the Erie County Fair brand. It is an established part of our identity. The challenge is that a perennial tagline can become wallpaper if you don't continue to give people something fresh underneath it. Our approach is to retain ‘The Best 12 Days of Summer' as the established tagline and then develop an annual creative theme to shape the messaging, tone and visual look of that year's campaign. That gives us consistency year over year while still giving the campaign a fresh story, look and feel each summer.”
The slogan was augmented in 2026 with “Stars, Stripes & Summer Nights,” allowing the fair to recognize America's 250th anniversary and give the campaign a completely different visual and emotional personality without sacrificing the brand recognition built over many years.
With budget concerns in mind, this year's marketing placed renewed emphasis on digital media and intentionality. “The changes people saw in the 2026 campaign weren't driven by simply throwing more money at marketing. We were more intentional about the mix of traditional and new media, staying current with trends, and making the different pieces of the campaign work together. We were much more focused on the message by communicating the value of coming to the Fair, the variety of what there is to see and do, and the unique experiences you can only get at the Erie County Fair.”
While the “media mix continued to be a combination of traditional and digital media, in 2026 we were more intentional about what role each channel played. We were looking at who we were trying to reach, where they consume information, and what we wanted that particular piece of media to accomplish. We continued to use traditional media, including radio, television, print and outdoor. At the same time, we continued to build our digital, social and email efforts because those channels allow us to be more targeted, timely and flexible. Paid digital allowed us to reach specific audiences and support ticket sales, while traditional media helped maintain broad visibility for the Fair.”
Social media spearheaded more proactive messaging. “People come to social media looking for information: what's happening today, what's new and where to find something. But information alone doesn't necessarily sell a ticket. We also wanted to create that feeling of, ‘I need to go see this.' That's where the food, entertainment, unique experiences, behind-the-scenes content and real-time moments become important.”
The multiplatform strategy also revitalized an established technology: the email blast. “A 12-day Fair is almost 12 different events. What's happening Wednesday is different from what's happening Saturday, so there is a legitimate reason to communicate with somebody every morning. The daily e-blasts were effective, and our post-Fair survey really reinforces the importance of email marketing. The results from our fairgoer survey ranked email No. 2 among the ways fairgoers said they heard about the Fair the most. Over two million emails were sent throughout the weeks leading up to the Fair, as well as during the run of the Fair itself. Email was coordinated with our broader daily social messaging, so the channels reinforced each other rather than operating independently.”
She added, “Social media provides immediacy and reach, while email gave us a direct, reliable way to package the day's information in one place.”
FunCard Kiosks
The Strates Shows midway featured 70 rides. According to Underberg, “Ride gross was up approximately 10 percent from 2025. One of the major things we did this year was create more value-oriented ride options. Lowering the barrier to participation did not mean generating less business. In this case, it encouraged engagement.”
“The Erie County Fair continues to challenge Strates Shows to provide the best value and experience possible for the community,” said Biniasz. “Jessica has a professional, well-trained staff who continue to learn from mistakes and implement the best practices across the fair industry.”
Although Biniasz did not identify any new rides at the fair, the midway showcased the latest transaction technology. Strates Shows introduced new automated, cashless, self-service kiosks from its longtime ticketing provider, FunCard. “The technology performed flawlessly, providing greater operational control, immediately reducing staffing needs and delivering much-needed line relief during peak attendance periods,” said Biniasz. “The kiosk structures were built by Doug Dills' Uni-Glide Trailer Co. of Venice, Florida. Gene and Sue Wodzicki of Color Image Designs in Belleview, Florida, created and installed the graphics.”
The fair featured 121 food stands. According to Underberg, “Trending foods were tanghulu, Dubai and boba teas. Peachey's donut stand remained a fan favorite. Birria was popular. Guests still want the outrageous item they can photograph and talk about, but they also want something recognizable and affordable.”
She was quick to add, “Those two things aren't mutually exclusive.” While that might be a task for Instagram's hashtag inspectors, affordability was top of mind for fairs and fairgoers alike. “Food concession revenue was up over 2025, which was particularly encouraging given how much attention we put on affordability. Every food concessionaire was asked to have an option at $7 or less.”
From food and rides to marketing and programming, affordability was key to the 2026 Erie County Fair. “We weren't responding to the belief that the Fair itself had suddenly become unaffordable. We were responding to the reality that families have less flexibility in their discretionary budgets. Our goal wasn't to make the Fair ‘cheap.' It was to provide choices. A family could build a day that worked for its budget rather than feeling there was only one way to experience the Fair. Affordability today is about more than simply getting families through the gates; it is about the future of the Fair. We wanted to see whether we could make some meaningful changes around affordability, continue raising the bar on safety, and still maintain the quality of the Fair.”
She added, “There are things we'll change; we've never had a Fair where we finished and said, ‘Don't touch a thing next year.' But the major strategies we set out to test in 2026 worked.”