RP Chair Centralized Training Chicago September 8, 2012

1. RP Chair Centralized Training Chicago September 8, 2012

2. A word from ExCom

3. 2011-12 RP Campaign Result $2,191,457 104.4% of Goal 101.2% of High 5

4. 2012-13 RP Campaign Goal $2,190,000

5. Today’s Schedule 7:30 Welcome 7:45 What do you Support? 8:00 Training Manual 10:30Panel discussion 11:00Calling Campaigns 11:30 Lunch & Snapshot Presentations 1:00Regional Advice 1:45Activity 2:15 Questions & Wrap Up

6. Resources available today • Training Manual Summary • Complete Manual is being mailed to you • Samples of Chapter Displays • Samples of Brochures • Repeating RP Chairs, RVCs, RP ExCom & Staff

7. Resources available tomorrow • www.ashraerp.com • Handbook Chapter • Mailed with your Training Manual • Electronic Training • First week of October • “Lunch & Learns” throughout the year • RVCs, RP ExCom & Staff

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

9. What is RP? See Pg. 2

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

11. Resource Promotion • Research • Education (ALI) • Unrestricted/General Fund • ASHRAE Foundation

12. 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

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

14. ASHRAE Foundation & Research • Counts toward your Goal! • Endowed funds count into perpetuity • Earns PAOE Points • Great way to help secure the Chapter’s success • Create a lasting Memorial or Honorarium

15. ASHRAE Foundation – Scholarships • Lynn Bellenger Scholarship! • Counts toward your Goal • Counts toward PAOE • Counts toward Awards • DOES NOT count against next yr’s H5 • New small Goal • October 15th deadline

16. The Big One …

17. 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 $1.20 “back” in research compared to what’s raised • 8 out of 14 get $4.00+ “back” in research!

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

19. 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 See Pg. 22

20. 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 ……

21. On June 30th, 2012 … 5pm … 2011-12 Campaign: $2,192,000 raised from 7,000 donors ($30,000 more than last year!) $380,000 1,200 LYBUNTS

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

23. No one asks for their support

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

26. 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”

27. 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?

28. To get you started • Run your 10-yr history real time report • Found on the private RP Webpage • Sort to find your LYBUNTS • them • Don’t email them • Don’t mail to them Call

29. 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 ….

30. Why did they stop giving?

31. 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

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

33. 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

34. 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

35. Check out Page 21 Remembering the definitions

36. The “Ask” Too much, too little or just not doing it

37. How much to Ask for • Minimum of “Honor Roll” level • $100 for individuals, $150 for companies • Use the 10 Yr History report as reference • ASK for a specific amount See Pg. 27

38. How to find donors • 10 yr History Report • Real Time Reporting • www.ashraerp.com • Your Member List & Community • Local employers, companies, suppliers • Who do you do business with?

39. 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: 11/15/2012 • 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” See Pg. 11

40. So … how much do I raise? • Goal • Not based solely on what you did last year! • High 5 • H5 • High 5 Award • Challenge See Pg. 56

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 • June 28th

42. at least to fundraisers and to donors The two most important words

43. Say it loudly, often and with meaning THANK YOU! See Pg. 29

44. 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

45. How do you know what’s going on? Getting info to you See Pg. 39

46. 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

47. Chapter Chair Responsibilities RVC & Staff responsibilities too!

48. 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

49. Your Responsibility • To Make or Exceed Goal

50. 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