15 th September How to bring innovation and more success to a mature lottery programme 2 YearTicket sales 199923,906 2000 30,701 2001 35,314 2002 46,516 2003 52,290 2004 54,064 was the first year that we suggested members might like to make a donation in addition to purchasing tickets. 2005 2006 2007 53,754 77,067 74,741 7,693 YearTicket Sales Donations 4 2008 2009 2010 64,300 8,507 78,29311,292 71,451 8,221 YearTicket Sales Donations 5 Year Ticket Sales Donations 2011101,266 13,227 6 How we grew income by 57% 7 Increase net income More engaging creative Target the right groups Match book offer to audience 8 Increase net income More engaging creative Target the right groups Match book offer to audience 9 10 11 Just image seeing that sum sitting in your bank account, and all yours to spend as you please The Local Hospice Grand Raffle Draw is a great way to raise funds, and also a way to say thank you for your support Hurry reply within 14 days for an extra chance to win 12 13 16K net income uplift 14 Increase net income More engaging creative Target the right groups Match book offer to audience 15 Cross-sell of cause database Gross Income 16 Increase net income More engaging creative Target the right groups Match book offer to audience 17 The highest ticket number provides the most income from the Lottery group Lottery Test Volume MailedRR % Total Income Avg Raffle TransNet IncomeROI Lottery 15 ticket %2,20512.851, Lottery 12 ticket %1,90711.091, Lottery 10 ticket %2,0649.341, Stat sig = +/- 3% 18 the lowest ticket number is the most responsive method to cross sell Stat Sig = +/- 1% FNR Test Volume MailedRR % Raffle Ticket Purchase Donation Amount Total Income Avg Raffle TransROI2 year ROI FNR 10 ticket 3, %2,5127733,285 FNR 12 ticket 3, %2,8801,3974,277 FNR 20 ticket 3, %3,2893773,666 19 How we increased income by 57% Creative Build excitement, speed and make donor feel connected Targeting Explore all audiences available on the database Book offer Vary offer to audience 20 The future: How LOROS can continue to increase gaming income 21 Input vs. Reward Tactical improvements to Raffle New product innovation Investment NI Improvement 22 Input vs. Reward Tactical improvements to Raffle New product innovation Investment NI Improvement 23 Increase response with more creative excitement 24 Grow database by recruiting new supporters 25 Raffle Responder Previous behavior Number of tickets Response Rate Avg TransROI Super % High % Mid % Low5.01- % Basic1- % Increase transaction value by matching offer to individual behavior Charity A: Summer Raffle 2011 results 26 Input vs. Reward Tactical improvements to Raffle New product innovation Investment NI Improvement 27 Real increase to gaming income by offering more products 28 What else might they respond to? Raffles Regular giving prize product Prize draws 29 Prize draws are the best kept secret for profitable prize led fundraising 10-15% donating response from rafflers At average gift 10-14 Profitable on mailing 1 Cold 2-3% donating response on direct mail, Average gift 8-12 Product despatch inserts deliver great cpn Payback within 2 years 30 Future proof gaming activity by offering channel choice Database Paper responses Outbound mailpacks Online response Outbound 31 https://raffle.bhf.org.uk/b38/1234.mark.collins-- 32 How LOROS can continue to increase gaming income Tactical improvements to raffle Increase response with more creative excitement Grow database by recruiting new supporters Increase transaction value by matching offer to individual behavior New production innovation Real increase to gaming income by offering more products Future proof gaming activity by offering channel choice 33 Thank you Tel: