1. Randy Brewer AGRM Pacific District Meeting The Fundraising Evolution The Fundraising Evolution

2. The Good Old Days Meme-o-graphs Card File Database “Prayer Letters” Prospect the Church Directory and Making Money!

3. The Good Old Days All Donors are not created equal. Give or take a few percentage points, 80% of repeat business for goods of services will come from 20% of the donor base. Merge/purge names (those that appear on two of more lists) will outpull any single list from which names are extracted.

4. Getting Personal is communicating with your customers and prospects on a Person to Person basis. These statements are among many made in the early 1980s by DMA and AFP Hall of Famer, Bob Hemmings. They remain true today.

5. Direct Mail All Grown Up Donor Software Personalized Appeals Segmentation Fundraising Agencies Targeted Rental List Acquisition Handwritten Mailings Duplex Laser and Color Signatures

6. Direct Mail All Grown Up 554,000,000 pieces of processed daily on average. $45.8 billion spent on direct mail in 2011. 79% of professionals consider direct mail effective or very effective. Deliver Magazine June 2012

7. Direct Mail All Grown Up 80% of funds come in response to direct mail. 35%+ of online donations originate from mail. Mail respondents are 78% more likely to make a second gift online than those responding to an online solicitation. Much more likely to continue to give through online channels. The reverse is not true. *CDS Global, Sept. 2012

8. The Advent of Space Ads The early years…and a 2x2 space ad. This grew into national newspaper campaigns. Today no mission is doing newspaper space advertising.

9. Newspaper Multi-Media Space Ads give way to FSIs. – Oversized vs. Mini – Multi-month Runs – Daily or Weekly Newspapers Reach & Frequency And Print Leads to Banner and Online Ads.

10. Early Websites Little more than an online brochure. It was monologue-based, information with no interactivity and no giving or response mechanisms.

11. Mixed Media Sample Schedule

12. Digital Marketing *The Online Yield From Direct Mail Thu, Sep 06 2012 Analysts matched first-time online gifts against rental lists used in for their mission acquisition campaigns. A median of 35% of first-time online gifts were matched back — with highs of 62% and 60% in two cases. Non-profit online fundraising grew for a second year in a row. Rights-based groups and advocacy saw the sharpest increases. One-time gifts remain the largest portion but monthly giving is growing the fastest. * 2012 eNonprofit Benchmark Study

13. Social Media Revolution Users responded that they watched TV for 141 minutes a day. But they spent 144 minutes a day—26% of the nine hours they used various media—with their phones.

14. Multi-Channel Integration Nonprofit are getting 5% or less of $ online. 80% of those gifts are immediately after mail is delivered – mail recipients giving online. Ultimate goal is multi-channel communication. Multi-channel donors have higher response and gifts.

15. Summary The One Constant in Life is Change. The More Things Change, The More They Stay the Same. TEST, TEST, TEST! Never be Satisfied.

16. Summary Questions? rbrewer@brewerdirect.com @BrewerDirectInc (626) 359-1015 www.BrewerDirect.com