RP Chair Centralized Training Region II CRC August 28, 2010

1. RP Chair Centralized Training Region II CRC August 28, 2010

2. RP Chapter Chair Training What is RP? ASHRAE Funds RP The Nuts & Bolts RP Chair Responsibilities First steps Researching Today, to Change Tomorrow

3. RP Campaign History

4. 2010-11 RP Campaign Goal $2,100,000

5. Resources available after Training • www.ashraerp.org • Handbook Chapter • Electronic Training • Sept. 16th, 23rd & 30th • Excel Training • “Lunch & Learns” throughout the year • RVCs, RP ExCom & Staff

6. What is RP?

7. Two things in one… • “RP” is both • RESEARCH Promotion • RESOURCE Promotion

8. Resource Promotion • Research • Eduation (ALI) • Unrestricted/General Fund • ASHRAE Foundation

9. Education & Unrestricted Funds • Education • ALI – ASHRAE Learning Institute • Development of new Courses and Training Materials • Unrestricted • The ASHRAE General Fund • Supports all different projects and can be used by all departments • Helps supplement Dues, Ad sales and Bookstore sales

10. ASHRAE Foundation • General • Typically supports ALI • Endowed Research Funds • Generates a 5% annual return • Great for memorials, honor gifts, chapter donations • No more then 50% of Chapter donations

11. The Big One …

12. Research • $1.9+million annually • Research Projects • Grant-in-Aid Projects (students) • 80+ Projects • Every Region has Research! • 13 out of the 14 Regions get a minimum of $2 “back” in research compared to what’s raised

13. ASHRAE Research Canada • A separate Canadian corporation • Allows Canadian companies to receive tax credit for their investments • All the money raised or given by Canadians comes back to be spent in Canada

14. For the Chapter’s Use • Regional Displays • Better yet – Chapter display • Topic Specific Displays • Projects matching your speaker’s topic? • Brochures • Handbook sample

15. Selling to Donors: • Earmarking • $1,000 minimum • Current or Upcoming Projects Great way to get Donor buy-in • Research impacts all aspects of our lives • ASHRAE Consumer Center • Regional and/or School Support

16. The US Dollar vs Canadian Dollar and how ASHRAE handles it

17. Canadian Currency & RP Donations • Canadian Checks are fine and credited for the amount written • Credit Cards sent to Headquarters are automatically corrected for the intended amount • Online Charges are the issue! • Please use a currency convertor and • give the US equivalent of your Gift

18. 2010-11 Canadian Rate • Set and approved by Board in April • Current rate is $1.14 (CAD$ x .8773) • $1cad = .87usd • $100cad = $87.73usd • $150cad = $131.59usd

19. The Nuts & Bolts The How’s, Why’s and What’s of RP

20. The Calendar …

21. Who, What & Why • Chapter activities • PAOE Reminders • RVC activities • Staff activities And how it all ties in together

22. ASHRAE Specific Terms • Members • Individual Donors • 3,268 donors • NonMembers • Company donors • Chapter donors • Golden & Platinum Circle Donors • 2,354 donors

23. Fundraising Terms • LYBUNTS • Last Year donors who haven’t given yet this year • SYBUNTS • Previous donors who haven’t given yet this year and didn’t give last year • Non Donor • Member who hasn’t given in 5+ yrs

24. LYBUNTS • Gave during the “last” campaign but haven’t given yet this year • “Low Hanging Fruit” • Know Research • Support ASHRAE • Involved • Majority of Donors • Easiest donation to get ….. and yet ……

25. On June 30th, 2010 … 7pm … 2009-10 Campaign: $2,075,000 raised from 7,000 donors ($45,000 & 500+ than last year!) $388,000 1,800 LYBUNTS

26. Why do LYBUNTS exist? • The reality of life • 50%-75% of donors renew • We do have duplicates in the system • The single biggest reason ….

27. No one asks for their support

28. “Thank you so much for your support last year and I hope that the Metro Chapter can count on you again this year!”

29. Don’t worry about it • They’re not going to ask a question you can’t answer • Why should I give? • What’s in it for me? • How much do you want? • Where should I send the check? • Even if they do … • “You know, let me check on that and I’ll call you back”

30. ASHRAE Resources for LYBUNTS • 10 Yr History Report • How much they gave in the past • Max amount in 2-3 yrs • Why they gave • Specific areas of interest • Special events? • Ad sales? • Show sponsor?

31. SYBUNTS • Gave in previous campaigns but haven’t given yet this year • “Middle Fruit” • Know Research • Supported ASHRAE in the past • Involved or were involved • Associated with a big mystery ….

32. Why did they stop giving?

33. Lots of possible suspects • Stopped being involved in the Chapter • INVITE them back! • Reach out and make the personal connection • Upset • Never underestimate the power of emotions • Find out what and/or Contact your RVC or Staff • Out of the industry • Thank and let Staff know

34. The biggest & most likely culprit … • No one asked • ASK • Thank • Re-educate about Research • Ask • Specific amount at least Honor Roll!

35. Non-Donors • Haven’t given in at least 5 yrs • High Fruit • Lots of work but potentially big pay-offs • May not be active Chapter members • May be younger or older & feel they have less resources

36. Non-Donor First Steps • Find the disconnect & work to solve it • Not involved with the chapter? • Not informed about ASHRAE Research? • Or would other funds interest them more? • Just never been asked? • ASK for their support • Specific amount at least Honor Roll! • Specific instructions • Follow up

37. How to find donors • 10 yr History Report • Real Time Reporting • www.ashraerp.com • AHR Expo List • Who is at the January Show from your area? • Your Member List & Community • Local employers, companies, suppliers • Who do you do business with?

38. Paper Chase with Meaning Summary Form Full Circle Worksheet • How you send in the $$$ • Like a deposit form at the bank • Contributor Numbers • Full address if no # • Contact name! • Phone number! • Two types – use what is easier for you • OR create your own! • Deadline: 11/15/2010 • MUST send in the form • All the Chapter Officers • Minimum of $100 • Great first meeting activity • Travel vouchers? “I’m not asking you to support something I don’t support”

39. RP & PAOE • “You can’t spend Points at the Piggly Wiggly” • Make your Goal, do the activities that support Goal & the points will happen • Put in by Staff, tracked on the Spreadsheet • Let us know of Chapter activities!

40. So … how much do I raise? • Goal • Not based solely on what you did last year! • High 5 • H5 • High 5 Award • Challenge

41. All Important Goal Dates • December 30th • 30% of Goal met • June 15th • 100% of Goal met • June 30th • ULTIMATE DEADLINE – if it’s not in Headquarters, it doesn’t count

42. Donor Recognition • “Honor Roll” level • HVAC&R Coin • ‘Years of Giving’ Coins • October Journal Listing • AHR Expo Listing • Chapter & Regional Display Listing • Beyond “Stuff” • Saying Thank You

43. Monthly Spreadsheet & Reports • “Real Time” Donor Report • www.ashraerp.com • www.ashrae.org/rp • Same user name/password as your Members’ only access log-in • Spreadsheet emailed Monthly • Compares LYTD with YTD • Goals, High 5 & Challenge

44. Chapter Chair Responsibilities RVC & Staff responsibilities too!

45. RVC Responsibilities • To support, encourage & help you reach Goal • Monthly Contact • Thanking donors by 12/15 • Top 20 Regional Donors • Coordinating Solicitations by 5/15 • Top 20 Regional Donors • Advice • To support and help the Region reach Goal

46. Your Responsibility • To Make or Exceed Goal

47. Your Responsibilities • Make or Exceed Goal • or at least do better than the year before • Ensure that Research is an active part of your Chapter’s activities • Thank donors • Last year & current year • Solicit all types of donors • Companies & Members • Use resources wisely

48. Staff’s Favorite Words “Don’t worry, Patricia - I know this is a major donor and I know how important this is for the Chapter. I’ve been in contact with them, have a Plan B if I don’t hear from them by such&such date. I’ll take care of it.”

49. Staff’s Least Favorite Words

50. Chapter Websites* The Good, the bad and the Seriously? * Names have been deleted to protect the guilty