The fan is paying for access and scarcity, not materials.
Take an artist whose 500-cap UK tour is almost sold out. Every standard £35 ticket is gone at three venues; the last two shows are close. The obvious next question from the manager: "Have you thought about VIP packages?"
Most people assume the artist sees very little of a VIP package, a typical one runs £150 for early entry, a signed print, a ten-minute soundcheck viewing, and a Polaroid with the artist.
That assumption is wrong, and the reason is the cost structure. A standard £35 ticket is split with the and chipped away by production and venue costs, so only a slice reaches the artist. A VIP package is different: the things inside it, early entry, a signed item, ten minutes of the artist's time, a wristband, cost almost nothing extra to deliver once the show is already happening. Margin is just price minus the cost of fulfilling it, so when the fulfilment cost is tiny and the price is high, the margin is enormous. That £150 package may be the most profitable thing the artist sells all night.