1. The Myton Hospices Registered Charity No. 516287 Whose Donor is it Anyway ? Ruth Freeman Director of Income Generation & Marketing The Myton Hospices

2. Registered Charity No. 516287

3. The Myton Hospices Registered Charity No. 516287 In 2007 ………. 8,300 Members 300,000 net income Bumper Draw = £ 17,000 Attrition @ 9% 3 admin staff 1.5 employed canvassers ! Lottery draws administered by Star vale

4. The Myton Hospices Registered 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 !!!

5. The Myton Hospices Registered Charity No. 516287 Lottery income and costs 7 years

6. The Myton Hospices Registered Charity No. 516287 In 2014 ………. 29,100 Members 39,600 numbers Bumper Draw £ 172, 716 (£ 26,836 donations) £ 2.1million gross 1. 3 million net Attrition 14% 0.5 admin staff 5 employed canvassers

7. The Myton Hospices Registered Charity No. 516287 Over 15,000 members recruited D2D by external agencies 26,898 recruited by our own team door to door 11,458 additional numbers achieved by up – selling 14,217 recruited at venues 1,109 achieved by cross selling Cash donors (tele – marketing) 654 achieved by cross selling to Retail Gift Aid donors 808 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

8. The Myton Hospices Registered Charity No. 516287 Cross Selling Some Examples Original SourceCross selling OpportunityOutcome Retail Gift Aid DonorsLottery membership 4658 GA Donors called 754 signed up Take up rate 16.9% Annual value = 39,208 HMBLottery membership 1235 HMB holders called 191 signed up Take up rate £ 15% Annual value = £9,932 Cash DonorsLottery membership 10,081 cash donors called 1,109 signed up Take up rate 11 % Annual Value £ 57,668

9. The Myton Hospices Registered Charity No. 516287 In addition Used Lottery to get through corporate doors Lottery team promotes our events Helps to support COTY partnerships Myton presence at events Donation numbers not effected Store collection income up by £12,345 Lottery team sign up Payroll givers

10. The Myton Hospices Registered Charity No. 516287