RP ELECTRONIC TRAINING Donors Donors Potential Donors LYBUNTs

RP ELECTRONIC TRAINING Donors

Donors & Potential Donors LYBUNTs SYBUNTs New Members & Non-Donors Non-HVAC Industry Companies

LYBUNTs Last Year But Unfortunately Not This Donors who gave during the previous year’s campaign but for some reason, have not given again

LYBUNTS Gave Last Year q Know ASHRAE q Support Research q Low Hanging Fruit

How to appeal to LYBUNTs See how & when they donated before Dues? Special Event? Chapter Meeting donation? Trane or JCI Employee? THANK them for their previous support of ASHRAE

And most importantly …. ASK if you can once again count on their support of ASHRAE Research

The power of LYBUNTs Most are small, less then $500 dollar donors Total # of 2009 -10 LYBUNTs for this year’s campaign: 2, 100+ q 1, 860 are $250 or less q 1, 280 are $100 or less Total $ from LYBUNTs: $400, 000+

What do these numbers tell us?

SYBUNTs Some Years But Unfortunately Not This Donors who have given in the past but, for some reason, haven’t given again for several years

Have given before Know of ASHRAE Supported ASHRAE Research Middle Fruit

How to appeal to SYBUNTs See when and WHY they donated last Special Event? Make personal contact Chapter Meeting, Personalized letter, Phone Call or Face to Face Contact Thank them for their previous support of ASHRAE Reintroduce A them to ASHRAE Research project in your area In their field of work or interest

And most importantly … ASK if you can once again count on their support of ASHRAE Research Ask for a specific amount of money Use the 10 yr history for their past amount OR Ask for an “Honor Roll” level gift $100 for individuals, $150 for companies

New Members & Non-donors New members – ASHRAE Members for less then 5 years & a non- donor Non-donors ASHRAE Years Members who have not donated in 5+

Less involved Don’t know about RP Have never been asked! New Members & Non Donors – the High Fruit

The key to getting this high fruit PERSONAL CONTACT AND RELATIONSHIP BUILDING Who The knows them already? ‘ask’ will be better received & more successful after a relationship has been established

And most importantly … Personally call and ASK for their support of ASHRAE Research Ask for a specific amount of money Use the giving history of competing companies or name donors at their company Don’t give the specific amount of individuals – just a range Ask for an “Honor Roll” level gift $100 for individuals, $150 for companies

Companies that use and depend on ASHRAE standards and equipment and have NO idea what ASHRAE is or how it effects them Architects, Restaurants, Grocery stores, Hospitals WHO do your companies do business with? Non-HVAC Companies

Other Types of Donors & Donations

2, 000+ Companies who show at the AHR Expo Special recognition $1, 000+ potential donors Solicitation letter going out in October & Pre-Solicitation went out in July Give local incentives to these major donors! Golf sponsorship? Meals at meetings? What is a $1, 000+ donor worth to your Chapter? AHR Expo Donors

Trane Johnson Controls Chapman Company ? ? ? Suggestions ? ? ? Matching Gift Program

How it works … List of names are sent to chapters, including special notes of who was matched last year Mailing goes out in the spring but includes gifts received the entire campaign Final lists are submitted to the companies in mid-May, money is received in Headquarters by June 30 th

Your Responsibility Make sure that IF they were matched last year, they give again this year! Send a personalized email (a letter is better!) to them, thanking, explaining and linking to Online Contribution Form Make sure ALL the money is submitted by the at Headquarters Deadline – not postmarked, not pledged but …

Questions?