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David Burland
CEO, Shooting Star CHASE
‘A Chief Executive’s
view on lotteries’
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What I want to discuss today……
• A few words about Shooting Star CHASE
• Our approach to lotteries
• Thoughts from a CEO on lotteries
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These children are unlikely to reach their
19th birthday
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At Shooting Star CHASE our aim is to make
every day count
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We are committed
to caring for over
660 families in
central & western
London, Surrey
and West Sussex
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Children stay at our hospices to give Mum &
Dad a break – but also for symptom control
& sometimes for end of life care
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Our Hospice at Home team are out in the
community visiting families 365 days a year
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Care team members can even take the
children and teenagers out for a special treat
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Shooting Star CHASE parent, Hannah
“Shooting Star CHASE makes an immense
difference to our lives, and to Alfie’s life.
We would find it much harder to care for
him, and we might not be able to have him
at home.”
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Rising demand and other challenges
• We have had a 20 % increase in accepted
referrals in the last 2 years
• We are caring for children with more
complex conditions, adding pressure on our
care team
• More babies & older children living longer
• Only 10% of our income comes from
statutory sources
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SSC lotteries
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We are involved in two lotteries.
A joint lottery with Phyllis Tuckwell Hospice (adult
service). c13,000 players & £650k income.
The Shooting Star Hospice lottery with aim to have
4k members by year end and c£200k income.
Investment in lottery & potential efficiency savings
a key objective.
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National figures; 2011 v 2010
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Taken from HtH hospice accounts report
Total Hospice Lottery income £46.6 million (£44.1m)
Average profit of 51% of income (same 2010)
Average profitability £228k (same 2010)
HtH estimate that are 900k players – or c 1.75% of the
UK adult population. (848k players)
So, total hospice lottery nos. of players & total income
increasing – though not it appears profit
Numbers playing the National Lottery are falling
Figures show the impact of hospice lotteries
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A CEO’s view on lotteries
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Hospices need a variety of different income streams;
historically a mix of statutory, voluntary & earned.
Total hospice income 2011 £872m (inc statutory)
Lotteries account for 7.3% of non-statutory income
Lotteries complement more volatile income streams (e.g.
legacies) & those that are often restricted (e.g. trusts or
statutory)
So, lotteries are a vital source of long-term sustainable,
unrestricted earned income that is more engaging than, for
example, monthly donations by direct debit
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A CEO’s view on lotteries
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Where do hospice lotteries go from here?
Inflation effect on the £1 a week price & natural
lapsing of players means always need to recruit
more players to stand still
Inflation effect helps explains why profitability
constant, though player nos. increasing
Broadly three types of strategies.
New players – new recruitment methods needed?
More from existing players? Can we go to £2 a go?
Cost savings - move to more payment by direct
debits, less by cash?
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A few suggestions….
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More data sharing on key facts and figures;
attrition rates, lifetime player value & average
lengths of membership, etc. An annual survey to
supplement the top line info from HtH
Better integration with other income generation
activities.
Myton Hospice; replaced supermarket collections
with lottery canvassing. Turned £10.8k cash to
£73.5k annual membership fees
Could event participants have to take out a year’s
lottery membership rather than an entry fee?
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A few suggestions….
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Corporate membership schemes, selling in shops.
Lottery members can be sent info on events, etc.
Lotteries have been a great example of hospice
collaboration. Many examples here today!
Not easy – as I found out with the proposed
London Hospice Lottery!
But there is more scope for more joint lotteries,
sharing prize funds, reducing admin costs &
overheads to help maximise profits
– and therefore maximising the amount raised
to support hospice care.
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We are here for every step of the journey,
sharing the good times and helping them
through the tough times