The Myton HospicesRegistered Charity No. 516287

Whose Donor

is it Anyway ?Ruth Freeman

Director of Income Generation & MarketingThe Myton Hospices

The Myton HospicesRegistered Charity No. 516287

The Myton HospicesRegistered Charity No. 516287

In 2007 ……….8,300 Members300,000 net income Bumper Draw = £ 17,000Attrition @ 9%3 admin staff1.5 employed canvassers !Lottery draws administered by Star vale

The Myton HospicesRegistered Charity No. 516287

What we did ….

Outsourced most of the admin and kept just 1 P/T admin person Invested heavily in acquisition with external canvassing agency Recruited more of our own canvassers Changed the prize structure (twice)Cross sold with a vengeance !!!

The Myton HospicesRegistered Charity No. 516287

Lottery income and costs 7 years

2007/2008 2008/2009 2009/2010 2010/2011 2011/2012 2012/2013 2013/2014 £-

£500,000.00

£1,000,000.00

£1,500,000.00

£2,000,000.00

£2,500,000.00

Gross Income Costs Net Income

The Myton HospicesRegistered Charity No. 516287

In 2014 ……….

29,100 Members 39,600 numbersBumper Draw £ 172, 716 (£ 26,836 donations)£ 2.1million gross1. 3 million netAttrition 14% 0.5 admin staff5 employed canvassers

The Myton HospicesRegistered Charity No. 516287

Over 15,000 members recruited D2D by external agencies26,898 recruited by our own team door to door 11,458 additional numbers achieved by up – selling14,217 recruited at venues1,109 achieved by cross selling Cash donors (tele –marketing) 654 achieved by cross selling to Retail Gift Aid donors808 achieved by cross selling to event participants 191achieved by cross selling to box holders 640 by BD thank and convert 465 recruited at promotions in companies

The Myton HospicesRegistered Charity No. 516287

Cross SellingSome Examples

Original Source Cross selling Opportunity Outcome

Retail Gift Aid Donors Lottery membership • 4658 GA Donors called• 754 signed up • Take up rate 16.9%• Annual value = 39,208

HMB Lottery membership • 1235 HMB holders called• 191 signed up• Take up rate £ 15%• Annual value = £9,932

Cash Donors Lottery membership • 10,081 cash donors called • 1,109 signed up• Take up rate 11 %• Annual Value £ 57,668

The Myton HospicesRegistered Charity No. 516287

In addition Used Lottery to get through corporate doorsLottery team promotes our eventsHelps to support COTY partnershipsMyton presence at eventsDonation numbers not effected Store collection income up by £12,345 Lottery team sign up Payroll givers

The Myton HospicesRegistered Charity No. 516287