1. Presented by: Cathy Kennerson, IOM, ACE CEO El Centro Chamber of Commerce & Visitors Bureau Membership Development & Retention

2. Defining Terms Membership Development – Growth Membership Retention – Relationships – Involvement

3. Membership Retention around the Nation Source: WACE Membership Retention Survey 2010

4. Ratio of Members to Total Businesses Source: WACE Membership Retention Survey 2010

5. Membership Income as Percentage of Budget Source: WACE Membership Retention Survey 2010

6. Membership Investment o Employee/business sector-based o Tiered o Combination (employee/Chairman’s Circle)

7. Membership Investment Sample dues structure (business sector/employee)

8. Membership Investment Sample tiered structure

9. Base Rate for 1 -2 Person Business Source: WACE Membership Retention Survey 2010

10. Recruitment Whose responsibility? – Membership committee Ambassadors/diplomats – Chamber Staff Commissioned Sales Membership Director All – Board of Directors

11. Recruitment Potential members can be found through – Local Publications – City Finance departments (Business Licenses) – Malls/Industrial Parks – Member/Volunteer Referrals – Self Referrals – Businesses wanting to expand to the area

12. Recruitment Commonly used programs – Membership Campaigns (annual blitz and ongoing) – New & prospective member orientations – Networking events (mixers/after hours, coffees)

13. Recruitment You’ve got their attention…now what? – Follow-up Phone call or personal visit Invite to next chamber function Temporarily add to chamber distribution list – Track prospects in membership data system

14. Recruitment One size doesn’t fit all Board approval of new members Charge a processing fee No upper end to dues investment Annual dues increases

15. Retention It’s better to keep them than recruit them! – Send thank you for joining – Retention calls (staff/volunteers) – Track Referrals – Send personalized renewal letters – Send regular e-blasts – Build a relationship

16. Retention Encourage use of chamber benefits – Business After Hours – Professional Development Programs – Trade Shows and Expos – Recognize (newsletters, website) – Compliance materials – Promotional Opportunities

17. Keep “member” in Membership Personalized Attention: – If they have a restaurant, big box store or manufacturing business you better know if they: Deal with labor problems Deal with competition Deal with a franchise Deal with legislative walls Do they have a competent work force Traffic/ transportation issues Signage, computer problems, etc.

18. Don’t just join the Chamber… And…. – We will Create a Strong Economy for you – We will provide Networking Opportunities for your business – We will Represent your Business through Lobbying Political Action – We will promote your Community

19. Industry Resources WACE (www.waceonline.org)www.waceonline.org ACCE (www.acce.org)www.acce.org U.S. Chamber (www.uschamber.com)www.uschamber.com State Associations