1. E XPAND YOUR H ORIZONS G. Brian Todd Managing Director Care Data Systems HLA Conference 2012 Stratford-upon-Avon September 12-13

2. The Hospice Lottery * A G REAT A SSET * Continuous Source of Funds Public Relations Value Advertising & Publicity Winner Celebrations Feel-good factor Regular Communication with player supporters

3. Profile ‘Cause Awareness’ Players Supporter Development Revenue Value Added Opportunity Benefits to the Hospice

4. Regular Giver MerchandiseVolunteer Collecting Box Event participant Lottery Player Sponsor Faces of a Supporter I am a donor

5. Lottery Player ‘Loyalty Lottery Player ‘Loyalty’

7. Actions to consider Designate your local demographic landscape Local Areas : be able to compare, on a local neighbourhood basis, Lottery Income with other streams of Income - notably Committed Giving, Events Sponsorship, Merchandise & Tributes Birmingham

8. North-West North-East North London Your Local Neighbourhoods

9. Be Creative Be Creative – Additional Lotteries Offer ‘Additional separate Lottery Themes’ over and above the ‘Weekly Draw’, ‘Roll-overs’ & ‘Super draws’ For example, a Quarterly ‘Four Seasons’ draw at £5.00 per play with prizes of seasonal sponsored gifts ~ ‘Burst of Spring’, ‘Summer Breeze’, ‘Autumn Glory’ & ‘Christmas Cracker’ which could include a social invitation to lottery draw gathering with musical entertainment from local school’s.

10. Target Audience Lapsed Lottery Players Lapsed Lottery Players - segment by :- Reason for lapse; Payment Method; Length of Membership; Geography; Donations made; Gift Aid status Existing Lottery Players Existing Lottery Players – segment largely as above, plus current payment method & normal amount paid and strategic overlays (other Campaign Target?) Non-Lottery Players Non-Lottery Players - segment by Geography; Recency, Frequency, Value; Length of association; Gift Aid; Strategic & Tactical overlays (Campaign target, High Worth, VIP, etc)

11. Synergy Fundraising management and Lottery management need to interact and streamline processes This is the way to maximise the potential from relationships with your supporters and to increase profit

12. Thank you for listening