ASHRAE CRC Region IV MP Workshop

1. ASHRAE CRC Region IVMP Workshop

2. Self Introductions • Name? • Chapter? • What’s your day job? • How long have you been MP Chair?

3. Agenda • Regions & Chapters • The Role of the MP Chair • Membership Grades • Advancement • Recruitment • Retention • Presidential Award of Excellence – Awards • Planning Your Year • MP Reports • Best Practices

4. Regions • There are 15 ASHRAE Regions throughout the world. • Regions are comprised of 7 – 26 Chapters each • US / Canada / Central & South America: Regions 1-12 • Asia/Australia: Region 13 • Europe: Region 14  • Region-at-Large

5. Chapters That Make Up Us: Region IV Atlanta Charleston Greenville North Piedmont South Carolina Southern Piedmont Triangle

6. Local Chapters • Committee Chairs Selected by Chapter President • Membership Promotion Chair • Research Promotion Chair • CTTC Chair • Student Activities Chair • YEA Chair • GGAC Chair • Other committees: Sustainability, Welcoming/Reception, Special Events, etc.

7. Chapter Membership • All ASHRAE members are geographically assigned to a local chapter based on their preferred address. They are Area-Assigned Members (AAMs). • Members are given the option to not pay chapter dues when paying their Society dues. • Chapter dues are important because for many chapters they are the primary source of income to keep the local chapter running. • Members who pay their chapter dues are Chapter Dues Paying Members.

8. Chapter Membership Region IV Atlanta 992 Charleston 143 Greenville 184 North Piedmont 195 South Carolina 143 Southern Piedmont 359 Triangle 459 Region IV Total 2018-2019 Membership = 2,475* * As of May 31, 2019

9. What Does The MP Chair Do?

10. What does the MP Chair do? • The Membership Promotion Chair leads the chapter Membership Promotion Committee to: • Increased membership enrollment • Upgrade members

11. What does the MP Chair do? • MP chairs are expected to attend both Centralized Training and their Chapters Regional Conference (CRC) Workshop. • Please note that ASHRAE’s Travel Policy only covers transportation for MP Chairs attending Centralized Training. Work with your chapter board to discuss other expenses. • Create a committee – Don’t try to do it yourself! • Set goals with your RVC (by October 1st or 2 weeks after CRC) - Recruitment and Retention should be your focus • Effectively manage delinquent members • Attract new members from all segments of the industry • Encourage advancements to higher grades of membership for qualified members • Acknowledge new/advanced members • Collaborate with the YEA Chair and Student Activities Chair to engage members • HAVE FUN!!!

12. ASHRAE Membership Grades

13. MEMBERSHIP GRADES • Member • Twelve or more years experience in the built environment: Education, licenses, work experience. • Associate • Any applicant working in built environment industries. • Affiliate • Introductory membership for applicants • Age 30 and younger OR former Military who have been honorably-discharged in the past 5 years. • New to the built environment industry. • Student • Students in engineering, architecture, construction or food science academic programs

14. Advancement Process

15. Membership Advancement From Student to Associate: • SmartStart: A program that allows current Student Members to transfer to Associate Member Grade at reduced rates • $25 (1st year), $85 (2nd year), $110 (3rdyear) • All benefits of Associate Membership Grade • Go to www.ashrae.org/smartstart • Work with your chapter’s Student Activities Chair before the end to the school year to identify potential graduating student members.

16. Membership Advancements From Affiliate to Associate: • Advancement is automatic after three-year term • Affiliate members may opt to advance early to get Associate Member benefits by paying the difference in dues • Send an email to membership@ashrae.org indicating interest in advancing

17. Membership Advancements From Associate to Member: • Update ASHRAE Bio Online to ensure that 12 year requirement is met. • Send an email to membership@ashrae.org indicating interest in advancing • Make sure to recognize all advanced members at each monthly meeting!!

18. RecruitmentThe Art of Selling ASHRAE

19. Why be a Chapter Member? • As a grassroots organization, ASHRAE membership starts at the local chapter level. • Many of the most rewarding benefits of ASHRAE membership takes place at the local level – especially networking.

20. The Benefits of ASHRAE • The opportunity to be a part of THE professional organization that defines the standards of our industry • Access to Industry Standards • Networking • Industry Recognition • Personal and Professional Development • Fun • Career Advancement Opportunities

21. The Benefits of ASHRAE • ASHRAE Handbook • Subscriptions to ASHRAE Journal, ASHRAE Insights and High Performance Building Magazine • Discounts on publications, educational courses, certification, and conference registration • Access to members-only sections of ASHRAE website

22. Who to target for membership: • Engineers / Consultants • Architects • Contractors • Building Owners • Facility Managers • Sales Engineers • Manufacturers • Teachers / Researchers • Students Strive for Balance in your Chapter!

23. RetentionMaintaining the Value of ASHRAE

24. What do you need to do after you recruit a member? • They need to select your chapter as preferred and pay chapter dues • Assignment will default by postal code or by country otherwise • MP Chairs will receive an email for all new members • Follow up on any new members not on roster • New member email notification from the Society president • Member packet with card/certificate in 4-6 weeks • Welcome Letter template • Invite/Welcome them to their first meeting • Get them involved!

25. Retention • Continuously track members • Create retention programs • Focus on 90-180 days past due first – Might become Delinquencies! • Know your members and recognize them • Work with CTTC to ensure chapter calendar is appealing to all of the members • Focus on new members – from day 1 • Support engagement of YEA members

26. Retention Maintaining Value • The member originally joined because they saw value in membership. • The challenge to retention is keeping the member engaged so that they affirm the value of continued membership

27. Retention – Overcoming Objections Returning Chairs • Which Objections Have you Heard? • What Were Your Answers?

28. PAOE & Awards

29. Presidential Award of Excellence • Presidential Award of Excellence (PAOE) is a system established to assist effective chapter leadership and performance. • Sets minimum standards/expectations to help drive success • Drives friendly competition between chapters • Aim for the Blue Ribbon Award!!

30. Presidential Award of Excellence PAOE Points • Points should be entered throughout the year, as applicable. • Use the PAOE points as a guideline for chapter success • Some points are assigned by the RVC. Work with your RVC to ensure that you earn these points. • Minimum – 500 Points • Par – 800 Points

31. Presidential Award of Excellence PAOE Points • 50 points if your committee is 5 or 3% of AAM (whichever is less) • 200 points if Society membership delinquencies in chapter are 2% or less of total Chapter Area Assigned Members • 50 points for MP event at a chapter meeting (100 max) • 25 points for retention of each new member (dues paid 2nd and 3rd year) (300 max) • 25 points each for recruiting past members who have cancelled for more than a year

32. Presidential Award of Excellence PAOE Points • 5 points for each non-member attendee invited to monthly meetings. • 5 points for 1st visit • 10 points for 2nd visit • 15 points for 3rd visit • 75 points max per monthly meeting

33. Presidential Award of Excellence PAOE Points • 50 points for each YEA event at chapter meeting (100 max) • 25 points for chapter promoting each YEA activity at least 4 weeks in advance • 10 bonus points for joint meetings with SA and MP • 100 points max • 25 points for each YEA activity outside a chapter meeting that includes a technical component (100 points max) • 25 points for each new member in YEA (300 max) • 25 points for each new member sponsored by YEA

34. Presidential Award of Excellence PAOE Points (RVC-Assigned) • 300 points if annual chapter goal is met (50 additional points for each % increase beyond goal) • 100 points for attending Centralized Training √ • 150 points for attending CRC√ • 100 points for an MP chair holding for a 2nd or 3rd year • 75 points for having a planning session with RVC by October 1st • 10 – 50 points for meeting goals set during planning session

35. PAOE Awards Awarded at CRC • Blue Ribbon Award – presented to the chapter with the highest MP PAOE points in the region • Red Ribbon Award – presented to the chapter with the second highest MP PAOE points in the region • Green Ribbon Award – presented to the chapter with the highest percentage (based on total members) of online membership transactions.

36. Planning For Success

37. MP Planning • Start Planning Early! • Review previous year’s membership data • New members • Cancelled members • Delinquent members • YEA • Demographics – engineers/contractors/sales? Older / younger? Male / female?

38. MP Planning • Schedule a Planning Session with your RVC before October 1st • Understand your goals • Growth goals – determined by RVC • Recruitment and Retention • New Members – Cancelled Members + Transfers in – Transfers out = Net Change • Yes – Transfers do count!

39. The Importance of CT • Attend your Centralized Full Day Training !! • Get familiar with Society Organization • Know which your responsibilities are • Understand general issues / challenges • Share best practices that work in each region • In depth strategic planning • Foster regional camaraderie • Earn 100 PAOE points

40. Create your Committee • Don’t try to do it yourself! • Recruit committee members • Board members • Co-workers • New members • YEA • Minimum committee size should be 5 or 3% of your AAMs (whichever is less) • Consider having separate chairs for Recruitment and Retention

41. Executing the Plan throughout the year • Work with your CTTC chair / board to ensure you have programs that attract new members and keep existing members engaged • Get members involved! • Use the monthly task checklist as a guideline • Take advantage of special events as recruitment opportunities (ex. Golf Tournaments, Holiday Parties, etc.) • Take advantage of the available resources • New Member Orientation

42. Work with your Student Activities Chair • Leverage existing members to help drive student membership • Plan a Student Night where you discuss the member benefits of ASHRAE • Engage graduating students and encourage Smart Start

43. Work with your YEA Chair • Get YEA members involved! • Leverage YEA members to drive recruitment • Participate in YEA events

44. Resources • Documents • MP MOP • Regional Operations Manual • Manual for Chapter Operations • Rules of the Board • ASHRAE By-Laws • Online • www.mptraining.weebly.com • MP Basecamp • ASHRAE Website

45. Resources: YOUR RVC & Staff Daniel Gurley Manager Membership & Customer Service Tel: 678-539-1127DGurley@ashrae.org Rhiannon Masterson Assistant Manager Membership Tel: 678-539-1178RMasterson@ashrae.org

46. MP Reports

47. Best Practices

48. Questions / Discussion