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
 Know ASHRAE
 Support Research

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+
 1,860 are $250 or less
 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
Members who have not donated in 5+ Years
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

 Ask

Don’t give the specific amount of individuals – just a range
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 30th
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 Deadline –
not postmarked, not pledged but … at Headquarters
Questions?