speed dating the co-ops

Speed Dating The Coops

JOHN ERNST

More Choices Today Than Ever!

The 3 year period between 2010

and 2012 saw a major spike in names mailed

2014 est

2013

30%

28%

70%

72%

% of Mailed Names

Co-ops Individual Lists

Projection for 2014 is pushing

nearly 1 in 3 names mailed

Thank youJohn Ernst

jernst@paradysz.com

Chief Strategy Officer

763-647-5120

BRENT ESKEW

Phil Wiland – An Innovator

The Wiland Direct Cooperative Database: A History of Innovation

Phil Wiland, Founder & CEO: A leader in direct marketing for nearly 40 years. His accomplishments include:

– Built first merge/purge system utilizing artificial intelligence and developed first carrier route coding software; compiled a national carrier route directory before the USPS (or anyone else)

– Created one of the first transactional databases for fundraisers in the 1970s– Built a successful consumer merchandise company with 6 distinct brands and a

customer file of over 10 million buyers– With Wiland Direct, has built the nation’s most comprehensive cooperative database– Winner of the DMA’s Industry Innovation Award, given annually to one individual whose

products or services have revolutionized the list and data industry

Comprehensive view of transactional behaviorWiland Overview

Fundraiser’s View

– Sally responded to a direct mail appeal from the organization (an animal welfare charity) 3 months ago, donating $50

– She sent a $50 gift 15 months ago– Sally has given a total of $315 to the organization– All of Sally’s gifts were sent via mail – She is 42, with an estimated household income of

$65K-$75K

The Wiland Direct Database: Comprehensive View

Wiland Direct View

– Sally has made 14 donations in the past 12 months, including six to animal welfare causes

– She has given $1,380 to charities in the past year– 45% of her donations were made via the web, 40%

were mailed, and 15% were made over the phone– Sally has 35 purchase transactions from 17

multichannel retailers—including two pet supply companies—in the last year

– She spent an average of $95 per transaction in the last 12 months, an increase of 15% vs. last year

– Her spending on pet supplies has accelerated rapidly in the last six months

– Sally subscribes to two pet magazines, one news magazine, and one outdoor recreation publication

Wiland Overview

Affordably acquire new donors

Reactivate lapsed donors

Identify the best donors to make major gifts…and the appropriate ask amount

Upgrade existing donors to maximize contributions

Convert “warm leads” (inquirers, petition signers, etc.) into donors

Identify the most likely activists, volunteers, or event attendees.

Wiland Direct Helps Fundraisers and Nonprofit Organizations to:

The Wiland Advantage

Thank youPhil Wiland

pwiland@wilanddirect.com

CEO & Chairman

Brent EskewEVP

beskew@wilanddirect.com

303-485-8686 ext 1

970-581-2341

John SpencerSVP, Nonprofit

jspencer@wilanddirect.com

970-310-6387

RICHARD BECKER

Longest standing non-profit coop, started in 1997 (14 years old)

1,000+ non-profit participants

2.6 billion individual gift transactions

Gift transaction information for 110 million U.S. households

Target Analytics’ Coop uses:– Acquisition Lists– House File Modeling / Segmentation– Peer Benchmarking & Fundraising Performance Management Reporting– Industry Analysis (National Fundraising Index)

Target AnalyticsNon-Profit Industry’s Largest Cooperative DB

Average “Active Donor” Donation = $36 (with gifts capped at $500)

Average “Active Donor” Lifetime Giving = 8 Organizations

Average “Active Donor” Previous 24 Month Giving = 2 Organizations

Average % of File with “Unique Donors” All Coop Participants = 5%

Average # of times annually an “Active Donor” is mailed out of Coop = 5

Target AnalyticsCoop Statistics and Figures

Thank you

Richard Becker

Richard.Becker@blackbaud.com

President, Target Analytics

BRUCE HAMMER

100% NonprofitDonorBase is a Cooperative Database devoted exclusively to Nonprofits and Fundraisers.

Humanitarian Health Environm

ental

Animal Wildlife Advocacy

International Relief

Education

Political (Both sides)

Religious Arts

100% Nonprofit– recency, frequency, dollar

Enhanced with several nationally compiled databases

304+ Participants

60 Million Unique Donors

495 Million Donation Transactions

Over $20 billion in Gifts

Data

Response Models

Merge Optimization

Ask String Optimization

High GiftHigh Value

Multi-Donor

SustainerWarm

ProspectOn-Line Activist

Lapsed Reactivation

TM Models

Balance Models

Modeling ApproachEvery model built to specific client goals

Flexibility– No commitment/no minimums– Simple agreement– Allows net Names and volume discounts– 2 week model turnaround– 48 hour order turnaround test/pricing incentives

Security– Commercial mailers not allowed– We are a blind co-op– We do not resell our data to 3rd parties– Unique donors not used– Must participate to get names out

What differentiates DonorBase?

Here is what our clients say…

What Our Clients Say

“Your focus on providing products for (and using data from) nonprofit organizations.  I trust that whatever you develop will be relevant to my clients.”

“You are not a gigantic multi-national corporation, and for this, I am grateful.  I never feel like I have to put in a “ticket” for a product and then wonder who will be contacting me, and when.  DonorBase provides personal, super-quick service.”

“I like recommending DonorBase because it’s a purely fundraising co-operative, and clients are more attracted to that than co-ops that also include commercial members.”

What Our Clients Say

“Bruce Hammer is very handsome.”

“DonorBase leads the industry with their ability and willingness to provide customized solutions that help solve clients’ unique challenges.”

“I love that you guys refuse to lead with a “one-size-fits-all” approach and look to partner with brokers and clients to help find solutions that allow everyone to benefit.”

“Your idea to pool owed exchanges and then optimize through DonorBase is great.  That also reminds me that we want to explore that for _______ also.  I’ll remind Sara.”

What Our Clients Say

“I always note that you guys are easy to work with on contracts (I am blunt with clients that not all co-ops are that agreeable), and your customer service is fantastic!”

“You definitely don’t “stink” – I can say that… it’s always a pleasure working with you and your team!”

“You engage directly with the agency and clients – not just the broker and are really determined to find a model that works for us.”

What Our Clients Say

“ In addition to your list performing well for our clients, what makes you different in my mind is that you are devoted wholly to nonprofits - your names are all donors to nonprofit organizations. (Because all names are proven/qualified nonprofit DM responsive.)  Whereas other co-op databases are also made up of retail and catalog merchants, DonorBase leads are ALL nonprofit direct mail donors.  This is especially valuable for the nonprofit fundraising sector.”

Thank you

Bruce Hammer

Bruce.Hammer@donorbase.com

Vice President, Sales

TIM MOONEY

Improving marketing performance since 1999

Predicting consumer behavior with proprietary models

Offices in Colorado, New York, London, Sao Paulo

Who?US Cooperative Database:

– 2,750+ Data-Contributing Merchants

– 190 Million Individuals

– 72 Million Business Contacts

– Over 12 Billion SKU-level Transactions

– $465+ Billion Online, Offline Purchases

UK Cooperative Database:– 130+ Merchants and Brands

– 33 Million Individuals

BR Database:– 150+ Merchants and Brands

– 80 Million Individuals

Channels:– Online

– Email

– Postal

– Social

– Mobile

Markets:– US

– UK

– Brazil

Verticals:– Nonprofits

– Publishing

– Catalog & Retail

– Continuity Club

– Financial Services

– Solo

Moved to Portland from California in August, 2011

Donated $150 to Environmental

Cause on March 18, 2013

Megan Hattersley2241 Seaport Dr.

Portland, OR 97202

503-555-1234

Pet cat. Spent $120 on cat products in

2012

Participates in monthly wine club. Orders Selections

Online.

Spent $2,000 on home furnishings using Amex card

within past 6 months

Donated $750 to

Nonprofit organization

s during 2012

Travel Magazine

subscriber since 2008.

Spent $300 on Global

Items in 2011

Email: mhatter@

comcast.netHHI: $100K

Donated $75 to Environmental

Cause onNov. 2, 2013

Richer View of Donor Behavior

Strong Performance across all categories

Tremendous Growth over 3 Years

90%+ Continuation Rate

80 million donors

$59 average gift

Coverage in Nonprofit Categories– Animal Welfare

– Environment

– Human Services

– Religious

– Arts & Culture

– Health

– International Relief

– Societal Benefit

Custom Donor Models– New Donor Acquisition

– Lapsed Donor Reactivation

– Sustainer & Planned Giving

Nonprofit Database Includes:

Digital Display

Facebook Display

Twitter Targeting

Acquisition Email

Mobile Targeting

Solutions Beyond Direct Mail

Reach customers and prospects through alternate channels to expand your marketing reach

Enhance your data for improved targeting

Monetize your data by connecting with leading data platform partners and generate new revenue opportunities

Zipline Data Management Platform

Thank youTim Mooney

Tim.Mooney@kbmg.com

VP, Nonprofit & Publishing

Kim UpshawBusiness Development DirectorKim.Upshaw@kbmg.com

303-228-5031

914-798-7772

MATTHEW FRATTURA

Since Aug.‘12 launch, participation has increased by more than 700%

Comprised of demographic, behavioral, and transactional data on

120mm households, including more than 1BB donations and 1BB

commercial purchases

Your Foundation for Fundraising

Apogee, The Infogroup Cooperative Database

Not just “another list source”; Apogee is a diverse marketing tool providing multiple fundraising solutions:

– Merge Advantage

– Reactivation & Conversion

– Donor Upgrading

– SurRound

– Acquisition Prospects

Your Foundation for Fundraising

Apogee, The Infogroup Cooperative Database

Lower cost and improve response rates by cutting prospects unlikely to perform.

Identify high value prospects likely to make generous donations.

Match audience to appropriate track.

MergeAdvantageImprove your overall performance

Identify prospects and donors ripe for enhanced treatment.

Upgrade existing donors to mid donor, major donor, and planning giving status.

Grow streams of steady revenue by converting donors to sustainers.

Donor UpgradingRealizing your donors’ full potential

Utilize Apogee data to contact prospects and donors multiple times within a campaign through multiple channels.

SurRound UpgradingTrue multi-channel marketing

Tap into Apogee’s massive universe to access prospects ideal for your program.

Expand into new markets through commercial list optimization

AcquisitionIncrease your prospect pool

Challenge– Member sought to decrease acquisition costs and improve overall

performance.

– Member’s acquisition marketing strategy emphasizes average gift and subsequent LTV.

Solution– Infogroup developed Apogee MergeAdvantage model intended to

maximize performance via a blend of strong average gift and response

MergeAdvantageCase Study

The ‘prospects’ in the model’s bottom four scores (17-20, shown in red) proved to be extremely unproductive.

Suppressing those names results in:– 13% improvement in response rate– 16% improvement in total cost– 2% improvement in avg gift– 53% improvement in net revenue– 51% improvement in P&L/Dnr– Only 246, or 5%, fewer donors acquired

MergeAdvantageModel Results

Thank you

Matthew Frattura

Matthew.Frattura@infogroup.com

Vice President, ApogeeData Solutions

ROB REGER

It’s not about big data—it’s about the right data.We go beyond combining masses of data from multiple sources. We help you understand what data will provide the most relevant insights about your donors.

How Epsilon integrates cooperative data

America’s best performing andoriginal transactional cooperative

2,000participants

4.8Bb2btransactions

1.4B0–12 monthtransactions

8.6Bb2c transactions

North America’s largest in-depth customer survey database

35M+householdresponses

4Mopted-in email addresses

28MU.S. & Canadianconsumers

1,000preferences

The most comprehensive datasource for unprecedented insight

120Mhouseholds

200Mindividuals

1,000variables

demographiclifestylefinancialtriggermarket indicatormarket trend

Finding the 360-degree donor view

The Abacus CooperativeEpsilon’s Abacus Cooperative™ combines the power of sharing data with proprietary modeling techniques to help you improve profitability and gain active donors.

Dive deeper into

donor behavior with our data & our advanced modeling and analytical know-how

Reach

new donorswho are more likely to respond to your offers

Learn moreabout your donors

and build stronger relationships with them

Discovernew marketing opportunities

for greater growth

Boostyour ROI

and justify your marketing spend

Epsilon is your single source for marketing solutions

Marketing Database

Digital & Interactive

Loyalty Management

Data Processing Services

Online

Transactional

Compiled

Self-Reported

NewMovers & PreMovers

Digital Engagement Direct Response

Strageic Consulting & Advanced Analytics

Consumer Promotions & Events Hispanic Marketing

Creative Services

Thank you

Rob Reger

Rob.Reger@epsilon.com

Senior Vice President, Epsilon Data Solutions