...... 26 ...... FOR YOUR FUNDRAISER PROVEN REVENUEENHANCERS ...... Empower everyone intheroom to give to your cause

...... Auction Games VolumeI ...... Centerpiece Auction Buy ItNow Boards Birdcage Bid onGreen Line Ace ofSpades 50/50. 10X Envelopes Introduction. Acknowledgements. Preface Table ofContents ...... 2 22 1 1 12 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI 20 18 16 14 06 05 03 10 ed orTailsHeads . Graffiti Wall. Golden Ticket. Gift Card Frenzy. Get Outof The Clinker . Flash Mob. Bid Wins. First Dice Roll Diamond inaGlass. Dessert Dash . .

42 40 38 36 34 32 30 28 26 24 Partner Index of Wine. Wall Selective Drawing Secret Bids. Bidder Winner. Second Restaurant Row . Mystery Boxes . Momentum Item The LastHero. Jewelry Boxes . . . . TABLE OF CONTENTS ......

62 60 58 56 54 52 50 46 44 48 ...... 2 ......

...... together andpresentthemasideasyou canchoose andadaptasneeded. This bookisintendedtobringawidevariety offun,tried-and-true revenue enhancers nationwide. partners, whobringtheseideastolife andusethemtoraisemorefundsatevents experts subject; however, we wanted totakeitastepfurtherandreach outtothereal Through years ofexperience, we have accumulatedalotofgreatcontentonthe enhancers outthereandputtheminoneeasy-to-use lookbookfor you! We thoughtitwould beagreatideatogather26ofthebestauctionrevenue revenue enhancersandhow toincorporatethemintoanevent. and more.Onesubjecthasconsistentlyremainedthemostpopular:new ideasfor articles, guides,andwebinarsbestpractices,event aboutfundraising, management, isfilledwith up todateandusefulfundraisinginformation. OurResource Library ways togive back andoneofthoseways isby providing acontinuousflow of you work tirelesslytomake theworld abetter place. We lookingfor areconstantly we dayAt GreaterGiving, areinspiredevery by nonprofitandschool fundraisers— Preface — our wonderful auctioneer, provider event andservice consulting, planning, ...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI where you willbedirectedtothefullarticleinourResource Library. information abouttherevenue enhancerorthe partner, click the “Learn More” tab, valued partnerswillsharearealexperience. Ifyou would like tofindoutmore some variations, andoffer advicebasedonexperiences. Additionally, oneofour Each chapter willfocus ononerevenue enhancerandoutlinehow itworks, provide somethingcompletelynew.inspired totry your favorites. You mightfindanewtwisttogame you’ve triedbefore, orbe enhancers thatcatch your eye. Orreadthe bookfromcover tocover andbookmark It’s Just easytogetstarted! flipthroughthecolorfulpagesandreadabout Lookbook Using This

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PREFACE ...... 3 Managing Transactions Packages Blinky Rings Numbers Raffles A Few Things toRemember packages for your event, takealookatour package thatisbuzzworthy. Ifyou areinterestedin “no-risk” experience andtravel and noticeableway toleteveryone know whoisonboard. they aresoft plasticringsthatlight upwhenpressed would love withyou aboutyour totalk fundraisinginitiatives. all-in-one fundraisingevent software andcreditcardprocessingsince 2002. We can limittheamountyou canraise.GreaterGivinghasbeenproviding highquality, Whenever possible,usebiddernumberstosignyour guestsuptoparticipate.Cash of event, andguestbudget.Soplanaccordingly. in thisbookaregeneralized andwilldiffer basedonthenumberofguests,type firearms, ifthosewillbe available at your event orintheauction. organization’s bylaws. Also, check onalcoholsalesrules andpermits,aswell as Preface

— Make suretocheck your state’s rafflelicensinglaws as well as your

— — Part ofthesuccesstheserevenue enhancersishaving anexciting The ticket prices,amountsraised,andany otherspecificnumbersused

— A lotofthegamesrefer to rings.”“blinky Ifyou haven’t seenthem,

...... — ...... Another bigthemeinthebookismakingiteasytogive...... Auction Booster for options. 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI — and they areaninexpensive share. Enjoy! more fundsfor your cause.Let usknow whatyou thinkandifyou have any ideasto This bookisfor you, andwe sincerelyhopeitbringsyou new ideasonhow toraise crowd excited tobeapartofthefundraisingmomentum. by anauctioneerorevent-planning professional, whoseexpertise isingetting the can have asignificantimpactontheamount you raise.Especiallyifthey aredelivered While revenue enhancersareasmallpartofyour overall fundraisingstrategy, they Let’s In Dive

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PREFACE ...... 4 ......

...... www.greatergiving.com orconnectdirectlywithapartnerlisted inthisbook. the amountofmoney you raise. We encourageyou tovisitourPartners Locator at your next event; hiringfundraisingprofessionals canhave asignificant impacton insight inthisbookisenoughtoincorporateany oftheserevenue enhancersat those thattookthetimeandeffort tolendtheirexpertise tothisproject. While the We appreciateallofourdedicatedpartners,andwould like toespeciallythank continuously evolving, andfundraisingmustkeep uptobemosteffective. a conceptintosomethingfreshandnew. Technology andthedonorpsyche is visionaries, providing new andcreative ways offundraisingorradicallymorphing Many ofourpartnersinthisbookdofall intotheabove-mentioned groupof be usedasalookbookorideabookfor breathingnew life intoyour next event. by compilingtheconceptsintoaneasy-to-read andvisually-pleasing format thatcan Our work hereistobringtheserevenue enhancersandgamestoabroaderaudience and overall donorexperience withthesegames. Countless nonprofitorganizationsandschools have improved theirfundraisingresults passionate visionariesfor bringingtherevenue enhancersinthisbooktofruition. providers. andservice planners, toconsultants We would like tothankthose dedicated nonprofitandschool fundraisingprofessionals, auctioneers, event fundraisinginnovationThis spanningdecades,from isacompilationofvisionary Acknowledgements

...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI Todd Marketing Manager Smith,Digital that didn’t make itintothisbook I hopeyou enjoy thisbook! We realize there arestillanumberofrevenue enhancers nonprofit world. to becreative andchallenges ustoprovide resourcesfor thehighest-quality the ofawesomeness. gallery And, toJillBoyer, whoconsistentlyencouragestheteam MacPherson ofDesignwhoturned ablankcanvas intoanillustrated and coordinatesallcommunicationwithourhundredsofpartners. To Ginnie content creationprocess. To Debby Roth-Bush whomanagesour Partner Program Special thanksneedtogooutDathanMontesfor meticulouslymanagingthe forto our Community helpinguskeep afinger onthepulseoffundraising. Advisory and Jaqueline. A bigthankstoresidentfundraisingexperts SiriandLisa. And thanks development team:Dathan,Sirenna,Jeanine, Derek,Joshua, Kiersi,Sara,Devon, We hadagreattimeputting thisresourcetogether. Thank you toourcontent — so staytuned for more . . .

ACKNOWLEDGEMENTS ...... 5 “It’s notwhatpeopleget; it’s how many peoplegive thatmakes adifference . 1. Kingston, Kathy. AHigherBid:How to Transform SpecialEvent Fundraising withStrategicBenefit Auctions . Hoboken, NJ: Association ofFundraising Professionals AFP andJohn Wiley and Sons,Inc.,2015 information andvaluable support. in benefitauctionsandfundraising events whodirectly you cancontact formore you’ll leadershipof Greater Giving, meetandhaveoutstanding accesstoleaders nonprofit leader, volunteer, andboardmembershouldreadshare. Thanks tothe you insidertipsinthisessential bookthatevery willlearntheiroutstanding Written by many ofthetopprofessional benefitauctioneers and event planners, your fundraisingauctions,galas,andevents. ideas togeneratenew funds,engagemoredonors,andbuildfunexcitement at 26 Proven Revenue Enhancersfor Your Fundraiser offers you fresh,profitable support your greatcause. it’s toaddproven, vital innovative ways for your gueststobecomeinspiredand As you face increasinglycomplex andcompetitive now fundraising, morethanever, on thecornerofyour desk! andeventImagine 26fundraisingauctioneers,consultants, experts sitting right benefit auctionkick-off event!) (Hint: That’s forinanaudienceof37peopleata howtangerine $2,500 Isoldatangy That’s my coremessagetofundraisingauction clientsandaudiences Kathy Kingston, CAI, BAS Introduction

...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI — and toYOU . centers (silentauctions,live auctions,andfund-a-need). liftingproducing, your revenue above fromtraditionalcoreprofit thegrandtotal interest level atwhich guestcan participate.Finally, every thesegamesareincome- feel they canmake adifference becauseyou’re offering apricepointandan engagement amongtheaudience.Second,they’re inclusive. They make everyone auction event. First,they’re interactive becausethey stirenergy, fun,anddeepen There arethreesignificantbenefitsofadding revenue enhancersto yourfundraiser Why Revenueare Enhancers Valuable for You Use thisasanideabook a visualshowcase ofthemostpopular, andsomelesser-known revenue enhancers. Greater Givinghasdeveloped andorganized thisvaluable bookjustfor you as development staff, auctioncommittees, boardsofdirectors,andvolunteers. 26 Proven Revenue Enhancersfor Your Fundraiser resourcefor isavital you, for your next event. — a quick reference tofindthebestrevenue enhancer ” 1

INTRODUCTION ...... 6 ......

...... activities offered inthisbook. Wall of Golden Wine, Ticket, Graffiti Wall, FlashMob,andalltheother awesome diversify your event incomestreamsandinfusenew money intoyour event with contribute andparticipate,tohave fun,too. revenueWith enhancers,you can or can’t afford tobidonalive auction orsilentauctionitem.Butthey dowant to a widesocioeconomicmixofguests.Plus,someguestsdon’t want, don’t need, Don’t leave money intheroom. At many fundraisingauctionsandevents, there’s 1 . the excellentresourcesinthisbook. Here aremy favorite strategiestobestconsumeandoptimize 7 InsiderSecrets toMaximize Your Revenue Enhancers Kathy Kingston, CAI, BAS Introduction

Make Every Minute aRevenue Minute ...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI all ofyour timeandeffort. determine ifany oftheserevenue generators will raiseenoughmoney tobeworth commit toincludeit.Determineyour ROI Play italloutonpaperfirst.Calculatehow much you canactually raisebefore you 3 . auction night. it’s thiskindofmeaningful,exciting engagementthatbuildsloyalty longafter a givinglevel thatismeaningfulfor them.From adonor-development standpoint, while connectingguestsmoredeeplytoyour cause. You canengageeveryone at whole new socialdynamicwiththeseactivities,stimulatingaudienceinteraction, supporters. Notjustlightheartedopportunities toraisefunds;you arecreatinga Think aboutrevenue enhancersascreative ways tobuildrelationshipswithyour 2 .

Do the Auction Math Engage NewDonors — Return onInvestment. Dothemathto

INTRODUCTION ...... 7 Retrieved fromwww.exclusivelyauctions.com/pdfs/naa-2008.pdf. 2. National Auctioneers Association. “Auction with$268.5BillioninSales,” HoldsStrong in2008 Industry compiledby survey Auction Morpace,Inc.,2008. industry attending auctions. showed that92percentoftherespondentsidentified “fun” astheirreason for benefit auctionsand events! Why? ANational Auctioneers Association (NAA)study they’re enjoying themselves. factorAnd funisanimportant inthesuccessofyour Great revenue enhancersaddsizzleandfun.People spend moremoney when 5 . ideas inthisbook. fresh by switching outdifferent revenue enhancerseach year usingalltheterrific your high-incomelive auctionandfund-a-needappeal.Keep your fundraisingevent lucrative strategiessuch asaudiencedevelopment, donorcultivation, andmarketing revenue enhancers. This way you canstillfocus staff andvolunteers onpowerfully more, considersprinklinginonlyoneortwowell-designed predictably-profitable do notconsumeyour valuable timeandresources. While itmay betemptingtoadd Don’t letthesideshow swallow upyour circus.Make surethatrevenue enhancers 4 . Kathy Kingston, CAI, BAS Introduction

Add More Fun Less isMore

...... 2 ...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI your fullpotential useinnovative,auctioneers andconsultants proven strategiesthathelpyou maximize Uniquely trainedanddedicatedtononprofitsschools, professional benefit can make ahugedifference tothesuccessandtempoofyour fundraisingevent. Why riskit? A professional auctioneer, especiallyonewhospecializes infundraising, 7 . your guests,bothaboutyour greatcauseandyour revenue–generator activities. are gregariouspeoplewhoknow how toenthusiasticallyandconsistentlyengage adult beverages aroundvisitingwiththeirfriends). orstanding The bestvolunteers Get organized andtrainanarmyvolunteers (whoarenot enjoying ofoutstanding 6 engaged toraisemorefunds. lead interactive andrevenue-producing activities thatgetyour audienceexcited and andprofessionalConsultants benefitauctioneershave the expert skillstodesignand .

Auctioneer andConsultant Raise More Funds withaProfessional Benefit Mobilize Well Trained Volunteers — not onlyinraisingmoney, butalsoinengagingyour donors.

INTRODUCTION ...... 8 ......

...... Kathy Kingston, CAI, BAS Introduction ......

...... kingstonauction.com Kathy Kingston you unprecedentedfundraisingsuccess! Wishing expert information whosecontact may befound ineach chapter. If you’d like tolearnmore,Iwould highly encourageyoueach tocontact author/ commitment tononprofit,educational,and causes. charitable tothisbook. talents To we GreaterGiving, aredeeplyappreciative ofyour visionand andeventall oftheauctioneers,consultants, plannerswhoaddedtheirsignificant bestofsuccesswithyourI wishyou fundraising. allthevery A specialthankyou to I hopeyou enjoy reading26Proven Revenuefor Enhancers Your Fundraiser and and communitiesaroundtheworld! passion tochange lives andtomake adifference for somany people,animals, First, Iwould like toexpress heartfelt gratitude to YOU for your dedicationand FinalThankYOU! A ...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI

INTRODUCTION ...... 9 IDEA #1: 10X Envelopes

Any way you go about it, a 10X (or 4X) envelope fundraiser is a great way to add excitement, raise a bit more money, and collect names or register guests at your next fundraising event .

How Does It Work? Variations and Other Names Guests are handed an envelope at the beginning of in order to hand out envelopes and explain the concept Raise the stakes. If you want to try this game at a your event when they arrive. Your registration team and rules to each guest. Consider directing guests to more elite party, like a cocktail party, instead of asking asks them to place money inside — anywhere between a separate table with volunteers who will explain and for a small donation, ask for a pledge for a larger gift, $1 and $20. Then, they write their names on the collect envelopes. between $25 and $250. Instead of 10X being the prize, envelopes and place them in a lottery box. At the end make it only 4X, with the ultimate prize being $1,000. The more guests, the better! Try this fundraiser at of the night, before guests leave (a good time is after Follow up with the donors later when they are leaving, your next event that is sure to draw a good amount your speaker finishes), have a special guest pick an and mail or email a pledge reminder for their gift the of people — a marathon, a comedy show, or a golf envelope out of the box. The winner gets ten times the day after the event. tournament, for example. If you are planning a public amount of her donation in cash, and the rest of the gifts open house event to show off your new museum, Use the Internet to your advantage and set up an online go toward your cause. exhibition, or front lawn statue, this is a great way to giving station. People might not have cash on hand, but All you need is a coordinator, envelopes, a box for create buzz, collect contact information, and raise a bit they are willing to donate with their plastic! Record the collecting envelopes, a good pen, and $200 in cash of money. amount donated and stuff it in their envelope instead of ready to give away, if necessary! Make it even fancier a bill. This way you get their contact information in your To make a profit, simply take the highest entry with a sign or banner in front of the box or table where system, too. point — in this example, $20 — and multiply by your the box is located. factor — 10X— and divide that number by the lowest You can use 10X Envelopes at nearly any fundraising entry point. For this example, you want to aim for at or program event, but keep in mind that adding this to least 200 participants to make sure you profit. your existing check-in process may slow things down

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #1: 10X ENVELOPES 10 IDEA #1: 10x Envelopes

Advice

Set three giving levels — play at $5, $10, or $25. Place • This event works best when run at a check in with a three boxes instead of just one. Each box has a prize smaller group that is auction savvy. This keeps things We had a client who added this (instead of cash) associated with it that is worth at moving quickly. least 10X the value of the play price. For $5, they have a revenue stream to their event • You may want to set up a “station” in the silent this past year for the first time . chance to win a prize worth $50 (a gift card for Amazon, auction and encourage guests to participate. a piece of jewelry, or maybe a flower arrangement Many of their guests had never played • Sometimes an incentive to participate is very voucher). The $25 box has a covetable prize like an it; the excitement and change generated lots successful — such as a blinky ring or pin for electronic device. This way you can seek donations participating. of participation . Nearly 90% of the guests for the prizes and bring in even more revenue for your participated, including spouses who played cause! Learn More individually . Not only did they participate, but many gave over the $20 maximum, resulting in an income of over $2,000! Then the winning envelope had only $12 dollars, and the generous attendee donated all of the $120 ($12x10) back to the organization!!

– Courtney L. Givens, Simple Pleasures Events www.simplepleasuresevents.com

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #1: 10X ENVELOPES 11 37705 37705 IDEA #2: 50/50

KEEP THIS

TICKET COUPON The real beauty of the 50/50 raffle is you do not have to go out and get a prize, because the 50/50 raffle generates its own prize — 50% of the total raffle ticket sales; the other half goes to the organization .

How Does It Work? Have volunteers ready to quickly sell and tear new Variations and Other Names tickets. You may want to consider having volunteers You’ll need raffle tickets — the double row where the Although the 50/50 split is the most popular, you can working in teams of two — one to take care of the ticket can be torn in two and both tickets have the experiment with different configurations: a 40/60 split tickets and one to facilitate the purchase with bidder same number. Give one to the purchaser and put one in or a 30/70 split. number. the drawing container. One organization created a grid numbered from 1 to Toss these new, last-minute raffle tickets into the You want to price the 50/50 raffle ticket so sales quickly 45 and sold tickets for $2. They then selected two drawing container and you are ready to draw the build up. The 50/50 raffle can be priced low at $5 or $10 winners — one for $30 and another for $15. winner! per ticket or higher at $25 or even $50 per ticket. But the idea is to set the price at the level that will sell in Ask an impartial person to draw the winning ticket your specific audience. (someone who didn’t buy any tickets), perhaps a student, a beneficiary, or a committee member. Consider having your auctioneer do a “sweep” from the stage right before you close out the 50/50 raffle Have your auctioneer announce the winning ticket ticket sales. Ask anyone in your audience who wants to number. Give the winner 1 to 2 minutes to collect their buy a 50/50 raffle ticket to simply hold up their bid card prize (allow more time if the prize is large). If no one and say how many tickets they want to purchase. shows up, select another winner.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #2: 50/50 12 50 37705 37705 IDEA #2: 50/50 KEEP THIS COUPON

TICKET 50

Advice

• Earmark the proceeds for a special project to generate more interest. Here’s a fun thing to do with the • Keep announcing to your audience what the total 50/50 raffle . Don’t wait until the current sales are and, thus, what the prize will be. end of your event to draw the The more you announce the current prize amount, and emphasize it is a growing prize, the greater sales 50/50 raffle prize, as you might do with will be. another raffle . Instead, draw the winning ticket

• If you want to be sure the prize is spent at your right before your live auction .That way the person event, you can announce the prize as “credit toward who wins the 50/50 raffle has that much more auction purchases or contributions.” money to spend in your live auction .

Learn More – Kip Toner, Kip Toner Benefit Auctions www.kiptonerbenefitauctions.com

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #2: 50/50 13 A IDEA #3: Ace of Spades

Ace of Spades blends the drama and suspense of a reverse raffle—where A contestants are eliminated throughout the process—with live auction excitement .

How Does It Work? Variations and Other Names Start with event organizers identifying a live auction Next, the auctioneer will sell the Ace of Spades and Match your deck of cards with the theme of your item as the prize. Once you have identified the prize, either the holder of the remaining card or the winning event — look online to find custom-printed decks of you’ll need a full deck of cards, a basket to hold the bidder of the Ace of Spades will win the prize. Before cards. cards for the drawing, and energetic volunteers to sell. selling the Ace of Spades, the auctioneer tells the Mix it up and give multiple prizes — in descending order holder of the remaining card, “We will now auction The jokers and Ace of Spades are removed from the based on how many people are still standing. That way off the Ace of Spades. You now have a 50/50 chance deck of playing cards and the remaining 51 cards are 5 people or 10 people win something, and you can of winning the package. IF you want to increase your sold as raffle tickets, resulting in 51 opportunities to charge more for tickets. chance to 100%, you can buy the Ace of Spades that participate. The seller allows each buyer to choose his/ I am going to auction off”. her card. The card is then torn in half — the buyer keeps half of the card as their “receipt” to match with the Conduct the auction and if the holder of the card in winning card and the other half is placed in the basket the basket is the high bidder, he/she wins the prize. If for the drawing. someone else buys the Ace of Spades, it is placed in the basket with the one remaining card. An impartial The auctioneer or emcee draws cards and announces third party is brought forward and the winning card is each card as it is removed. When a card is drawn, the drawn. Be clear in announcing if the card drawn or the holder of that card is out. Depending on the venue and card remaining wins. audience, you may ask people with tickets to stand for the drawing and stay standing until their card is drawn. When only one card remains, announce the card and identify the holder.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #3: ACE OF SPADES 14 IDEA #3: Ace of Spades

Advice

• Your professional auctioneer can help select the prize • If it is getting late, and you still have cards left over, from their auction item lineup and establish the cost sell them to the highest bidder in a package as part Crowds like to keep the action per chance to align with the event’s revenue goals, of your live auction segment. and the auction moving . the prize, and the audience. • Make sure you only attempt an Ace of Spades The drawing and announcing of • Ideally, the prize will be an item the majority of event fundraiser when you have enough guests to make it attendees would love to win, though not an item work. the cards that are out of the running can be completed between auction items . expected to create a bidding frenzy and/or sell for far • Sometimes an incentive to participate is very above raffle proceeds. successful — such as a blinky ring or pin for When there are a few cards left, ask the card • Ensure your guests know the rules and how the participating. holders remaining to stand up . As the cards that game will be run. are out are announced, those holding the cards Learn More • Thoughtfully select and train volunteers that are are asked to sit down .The Ace of Spades is a great outgoing, personable, and able to explain the way to generate revenue, involve the participants, process to guests. and keep the action moving between live auction packages .

– Charlie Moon, Charlie Moon Benefit Auctions www.charliemoonbenefitauctioneer.com

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #3: ACE OF SPADES 15 $100 IDEA #4: Bid on Green Line $120 $140 $160 $180 Perhaps you’ve had the same silent auction approach year after year, and you $200 feel it’s becoming stagnant . Or, maybe you are looking for higher bids in your silent auction . Add the Green Line to spice up your bid sheet .

How Does It Work? Variations and Other Names The Bid on Green Line requires you to pre-print bids on that item. Basically, you are figuring out the break-even Your “Green Line” doesn’t have to be green at all! It the bid sheets with the minimum and increments. An point for each item, then determining the starting price can be any color — try to make it the same color as your example would be a bid sheet with $100 as a starting and the best green line price. organization or school colors, or tie it into the theme. bid, and line items for $120, $140, $160, $180, $200 Mix it up and have fun! Use it by itself or in conjunction Regarding the special prize you’re offering for bidding and so on. For Bid on Green Line, one of the line items, with other strategies like the second bidder winner. on the green line, it needs to be something very let’s say the $200 line item, is highlighted in green. The enticing like a movie pass for four, a date night out This revenue enhancer has also been setup as “Bid on person that bids on that line is entered into a drawing to dinner, or even a trip. It’s a balancing act to decide a Star” or “Lucky Line 7”. for another fabulous prize. whether you’ll make more money with this item as a For each of your silent auction items, you would “green line” prize or a standalone silent auction item. determine the “sweet spot” for that item — how much Crunch the numbers. Sometimes, you will get two are you trying to make on that item? For example, if identical items donated, such as two hotel packages. you are trying to make $200 profit on each of your Keep one in the auction and use one as the green silent auction items, choose the cost, plus $200 line for line prize. each item. It will differ depending on the item’s value and whether the item was purely donated or whether your organization had to spend a particular amount on

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #4: BID ON GREEN LINE 16 IDEA #4: Bid on Green Line $100 $120 $140 $160 $180

Advice $200

• Sometimes it takes the guest some time to figure out what the line is for. Many of our events incorporate “Bid on Green Line ”. • During the silent auction, have the MC and/or Since we are located in the Seattle, Washington, area, Auctioneer explain and promote, to encourage I recommend a Seattle Seahawks 12th Man Tailgating package guests to place a Bid on the Green Line. and we call it “Bid the Blue Line ”. Whatever your package, make • Make sure you are placing the green line at the right sure it’s fun and visual — one that any guest would love to win .This special value level. line is a great way to encourage higher bidding on items in the silent auction . • You can promote it by placing tent cards on the silent tables and adding a blurb to the bottom of the silent Most guests will skip the minimum bid and go straight to the colored line just bid sheets. so they will have the opportunity to win the prize package .

• Have a large poster printed and displayed by the I recommend using it as a sponsorship opportunity — a fun way for a company prize package explaining how Bid on Green Line to get exposure and be acknowledged throughout the silent auction and works and advertising the sponsor. during the live auction when the winner is announced .

Learn More – Catrina Coulson, Bella Notte Auction Services www.bellanotteas.com

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #4: BID ON GREEN LINE 17 IDEA #5: Birdcage

A birdcage fundraiser is a great way to make a raffle more interesting at your next nonprofit event, dinner, or gala . It is easy to dress up or down as well, depending on your guest list!

How Does It Work? Variations and Other Names This is simply a raffle made more interesting with the team members can hang the keys from their arms and Condense the format and offer immediate gratification intrigue of locks and good presentation. A birdcage, can either be stationed at an event or walk around to by having volunteers carry the cage around to tables at glass, Plexiglas box, or other see-through enclosure tables. Alternatively, a presentation board with pegs a dinner or speaker event and sell keys for immediate is put on display at your event with a desirable raffle can hang keys to the cage that guests can purchase. trial to guests. This is a great way to play, since people item. A piece of expensive jewelry, a full-color photo Only one key will open a lock holding the prize locked will be inspired to keep purchasing keys until they win. of a nice piece of furniture, or tickets to a hot sports up within. For this scenario, you want to have multiple prizes event coming up in the near future, are all ideas of a top available to re-stock the cage throughout the event. Schedule time to open the cage during your event. prize. Depending on your event, you may want to have You’ll want to have all keys sold before guest try and Or, if you are planning a longer event, such as an art multiple birdcages. open the cage — to ensure the winning key has been show, exhibit, or holiday open house, invite guests over Set up a table at your event, or set up a team of purchased. If you don’t sell all the keys, auction the a two-week period or month’s time to purchase a key volunteers to take the cage and the keys throughout remaining keys to the highest bidder right before when they visit. Then you can ask them to come back the event. Decorate your display to give it a sense of inviting guests to try their luck at the cage. and try their key at a set time after the event. importance and prestige to draw guests’ attention. The only difficult part of the fundraiser is to make sure If you choose this variation, make sure you collect email Tie colorful ribbons to the keys and present them with you give the winning key away! addresses and phone numbers of key purchasers and the cage. If you have teams raffling different items, also give each key a secret number or code! If your winner does not show up, you can send out a notice to participants afterwards.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #5: BIRDCAGE 18 IDEA #5: Birdcage

Advice

• Buy a small self-adhesive LED light to make your prize more noticeable, especially if your teams are The display presentation is “key ”. Dress up the inside of mobile with your cages during an event. the cage and the surrounding table with related items and • Make sure that the winning key has been sold before information to draw out the display even more . If you have allowing guests to try and open the birdcage. a fine piece of jewelry, you might include a cardboard cutout of • Go to a local locksmith and have him outfit a good a beautiful woman wearing the piece next to the cage . Or, if you opt for tickets amount of keys for a padlock or a special box lock. to a playoff game, hang a banner of the team, baseball gloves, and maybe

Learn More even a looped music presentation of “Take Me Out to the Ball Game” near the cage to draw attention .

– Ed Gold, Stellar Fundraising Auctions www.stellarsf.com

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #5: BIRDCAGE 19 $50 $95 $40 IDEA #6: Buy It Now Boards $75 $30 $80 Buy It Now Boards are a great way to offer variety at your event by $30 $15 $20 selling donated retail certificates and services, or even lower-valued physical items, and not over-crowd your silent auction .

How Does It Work? Buy It Now Boards are typically located in their own Items on these boards are typically valued at $100 Advertise your Buy It Now Boards before the event. area of the venue, so it is also a nice way to keep traffic or less, and the items can be organized by category Just as you would advertise silent auction donors, be moving and give those guests on a budget, or slightly (pizza gift cards, grocery cards, coffee, personal trainer sure to advertise your boards’ donors, too, before the intimidated by the bidding competitions, a great option certificates and trial gym memberships, etc.). event and again near the board on the night of. to participate and still support your cause. Pricing of the board items should be thoughtfully Before the event, be sure to explicitly call out your The key is to make a very attractive display to draw considered, and different pricing strategies should be Buy It Now Boards. In your pre-event email, specifically attention to the area. It should have the same theme used for different types of items. For example, a $50 reference your Buy It Now Boards section filled with as your silent auction (casino, masquerade ball, beach, gift certificate to Amazon or your local grocery store bargain items. Highlight that the board area has etc.) and ideally should be located up front in the could be priced at $45, $50, or even $55. These items numerous items valued at under $100. It is a great way reception area to catch your guests’ eyes. Be sure are typically donated, and they sell quickly, so a price to attract guests to your event. to have signs throughout your venue notifying and anywhere near the face value is fine. This revenue enhancer is particularly effective for directing people to the Buy It Now Boards. Post a Conversely, you may price a $125 dental visit/teeth schools and other groups that may have a diverse group brief description of each item, the estimated cleaning much lower at perhaps $50; most attendees of attendees. It’s also great for events with a large market value, the “Buy it Now” price, and any other already have a dentist, but there might be a few bargain number of lower value donated items. information that would be useful for the guest to hunters in the audience who will happily snap this up. make a buying decision. The same applies for gym memberships, personal trainer sessions, and items similar to these.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #6: BUY IT NOW BOARDS 20 $50 $95 $40

IDEA #6: Buy It Now Boards $75 $30 $80

$30 $15 $20 Variations and Other Names Advice

The boards are also called Buy It Now, Bargain Board, • Boards typically open for business when the doors $100 Or Less, or any other eye-catching title that draws open, but you can still create a sense of mystery Advertising the Boards to people who might be looking for a deal. and anticipation by having an unveiling time at the beginning of your event. This is sure to draw a attendees is a great way to boost crowd. attendance, and makes it clear

• Once the cards are sold, remove them from the there is something for everyone at board to create a sense of urgency. Guests will want your auction . Send an email highlighting the items to get their purchase in before all the bargains are available and be sure to let donors know that the gone! Boards will open for business when the doors • Record purchases by writing the bidder number on open! This will help drive on-time arrival of your the card or entering the sale directly into your event guests who are keenly interested in these items . software. Reward or thank your setup volunteers by giving • Remember to provide plenty of pens for guests them first dibs at the Boards, and allowing them to use! to remove and purchase one or two items from the Boards while they are onsite volunteering, before Learn More the start of the event .

– Phyllis Hill, Viability Consulting

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #6: BUY IT NOW BOARDS 21 IDEA #7: Centerpiece Auction

You may feel like you’ve leveraged every last dollar at your major event fundraiser to make the most money for your organization—but there may be another place you haven’t looked—at the center of the table .

How Does It Work? Variations and Other Names It’s always a great investment to have table Or perhaps the vase or container is a highly sought- While your auctioneer can auction each of the centerpieces because that is where your event guests after collector’s item. Any item that is handcrafted, centerpieces, it can be time consuming. Some events spend most of their time. You may be thinking about such as the vase or another item that is part of the make an interactive game out of it. breathtaking floral arrangements, or perhaps something arrangement, is an easy sell, too, such as items made At some point in the live auction, the auctioneer that ties in with your theme. Either way, these pieces by students, or elderly patrons, or created by the encourages one person from each table to serve as the can be auctioned to generate more dollars for your people the organization supports. The more emotional table’s auctioneer. The table’s auctioneer will auction off organization. And with one or more centerpiece connection there is to the centerpiece, the more likely the centerpiece to a guest at the table. Each table will sponsors you can bring in even more from the center it will sell for a higher price. only get one or two minutes, and the auctioneer with of your tables. Keep the centerpiece sale simple with a “Take Me the highest selling price will win a nice prize — Centerpieces can generate much more revenue when Home” tag. Create a tag, put a price on it, number or just bragging rights. Have a card at each table for the emotional value is higher. Perhaps the centerpieces the cards to correspond with each table, and you’re the winning bidder to write down their bid number, and are from a very in-demand florist, or a signature golf done. Ask guests to take the card to checkout if they’re price. Then have them check out with that card at the course which included a round of golf — these have interested in a purchase. cashier station or collect the cards prior to checkout to perceived value and are easier to sell. enter into your fundraising software.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #7: CENTERPIECE AUCTION 22 IDEA #7: Centerpiece Auction

Advice

• “Right size” your centerpieces. Centerpieces can block the guests view if they are too tall and they can Once seen as an expense for decorations, with a little interfere with the dining experience if they sprawl out. effort and a Centerpiece Auction, organizations can turn those table decorations into a fundraising bonus . Some • Keep it classy — you don’t want to appear like you’re in “everything must sell” mode like at a garage sale. organizations have the ability for their benefactors to create unique pieces of art as centerpieces .These pieces are always easy Learn More to auction due to their intrinsic emotional value .

A suggestion for organizations wanting to build additional value into centerpieces is through their local business community . By tapping into local businesses for a product or service donation that can be added to a centerpiece, your organization builds value for the donor, builds the brand for the business, and builds community for all .

– Darren Diess, Strategic Fundraising Solutions www.darrendiess.com

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #7: CENTERPIECE AUCTION 23 TABLE 9 IDEA #8: Dessert Dash

People love sweet endings—and they love games .What better way to top off your event dinner than with a dash for dessert? Display your mouth-watering desserts prominently as your guests arrive and then give them a chance to bid for the one they like best .

How Does It Work? As soon as guests sit down to dinner, encourage them Variations and Other Names to bid for their dessert. Explain that the table with the Round up desserts. Include a variety (including nut- If desserts aren’t the direction you want to go, highest bid amount gets to choose the first dessert. free and gluten-free options). Make the dessert table try a wine or signature cocktail variation with a Your auctioneer can help generate excitement for the as tantalizing as possible and place it in a high-traffic commemorative event glass. desserts. area. Label each dessert with a description, the baker’s name, and any ingredients that might cause allergies. Each table selects a “Dasher” that will run to the dessert table when their table number is called. Have Make a big “Desserts” sign for the dessert table. Post the tables decide which dessert they want and select a the rules for the Dessert Dash in a prominent location. runner with good shoes. Post the Dessert Dash rules on your leaderboard during the Dash. Each table will need a dessert flag with its The auctioneer calls out the table number for the table table number. with the highest bid amount. That table’s Dasher gets to the dessert table as quickly as possible and selects Create a bid sheet on brighty-colored paper for each a dessert by placing their table flag in it. As the first table. Include the table number, spaces for each person runner has entered the open space between the tables to bid (bid number and amount), and a space for the and desserts, the auctioneer calls out the table with the total bid amount for the table. second highest bid and so on. A good auctioneer will add to the comedy with play-by-play commentary.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #8: DESSERT DASH 24 IDEA #8: Dessert Dash

Advice Contact local bakeries, culinary schools, or cooking clubs for dessert donations. If you really want to With a little creativity and a bit of planning, dessert can be engage your community, organize a bake-off the day before your event. a fun and delicious way to raise more funds for your cause . Most dessert dashes I have seen bring in about $3,000 – • The more visually stunning the desserts are, the $4,000 . One of my clients found some of the most beautiful higher people will bid for them. desserts, coupled them with a crowd that had a gigantic sweet tooth, and • You can either have the catering staff cut and serve managed to raise $15,000 on the Dessert Dash .That’s what I call SWEET the selected dessert for each table, or have guests carry the desserts back to their tables. If you choose success! It pays to get showcase-quality desserts and display them proudly at the latter option, make sure to provide serving your event for maximum impact . utensils and dessert plates for each table. – Kelly Russell, Artisan Auctions • If you have desserts that need refrigeration, be sure www.artisanauctions.com you can store them on-site. It may be best to skip these, if possible.

• This will NOT work in a theater-style setting. It relies on the participation of a group of guests at a proper table who can come together to successfully outbid other tables.

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26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #8: DESSERT DASH 25 ? IDEA #9: Diamond in a Glass This glittery, romantic fundraising idea will add a little bling to your event, pad your fun, and pull guests into the spirit of your event .This auction game is an especially good addition to events themed with stars, bubbles, glitter, gold, or jewels .

How Does It Work? Variations and Other Names Decide on a number of glasses of champagne to make Here’s the fun part! After the glasses are all sold, This revenue enhancer is known by several names, available and a price point at which you think you can ask the jeweler who donated the diamond to set up including Bubbles n’ Bling, Diamonds and Drinks, sell them all — you want them to go fairly quickly, and an appraiser table outside the ballroom, capable of Diamond Bar Raffle, and Glitz in a Glass to mention not have any leftovers, to ensure a winner at the end. distinguishing between the “real” diamond and the a few. (Try selling 25 or 50 glasses for a smaller event, 100 imitations. Then, as part of the game, guests take their for a bigger one.) Choose champagne flutes that can “diamonds” to the appraiser at some point during double as keepsakes, so everyone walks away a winner the event program to have it appraised. The appraiser and feels good about participating and shelling out the table offers huge exposure to your jeweler partner or cash. Depending on the size and value of the diamond, sponsor. organizations have success charging anywhere from Once the real diamond has been identified and all of $25 to $100 per glass. your guests have been appraised, the appraiser delivers Next, attach a small baggie to each glass containing a the winning bidder’s number to the emcee to be “diamond.” All of the bags are stocked with imitation announced. diamonds except for one, and only a single lucky winner will receive a top-notch, unset diamond. Except they all look the same, so who can tell which is which?

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #9: DIAMOND IN A GLASS 26 IDEA #9: Diamond in a Glass

Advice

• Start selling the glasses early on in the evening, and • Make sure to publicize your fun game of bling and make them available for purchase for a set period chance, and explain how the rules work, so nobody This is a benefit auction revenue of time, e.g. one hour. Publicize to your guests that misses their opportunity to buy some bling and there’s a limited time to buy a glass — and possibly get it appraised. enhancer that I have never seen fail .When people come to an win the big prize. • It’s best not to put the jewel in the glass, but if you • Make a crystal tower or pyramid out of glasses, choose to do so, make sure people are warned not auction gala, a glass of champagne filling and selling them one at a time as a visual to swallow the jewel in the glass and offer to remove greeting them at the door seems very well representation of how many glasses remain. it for them before drinking. received . For a small donation—in many cases only

If glasses are selling slowly, task volunteers with • Announce the winner during the live auction. $25—everybody wins .You get a glass of bubbly going table-to-table to sell the rest. plus you are going to get a jewel of some sort— • Feel free to make substitutions! Instead of a single Learn More at least some costume jewelry . unset diamond for a prize, substitute real diamond earrings, with cubic zirconia-set earrings for the – Lance Walker, Walker Auctions secondary prize. That way, everybody leaves with www.walkerauctions.com something new to wear.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #9: DIAMOND IN A GLASS 27 IDEA #10: Dice Roll

Let your guests try their luck with this whimsical, craps-style dice roll .These oversized, inflatable dice provide your guests with the fun and excitement of a casino atmosphere, while bringing in additional fundraising dollars for your organization .

How Does It Work? Variations and Other Names The Dice Roll adds action to the evening as guests At your event, it is best to have fun and enthusiastic Another fun game variation is a roll of the dice to “crack roll two large, inflatable blow-up dice and react to the volunteers at this station to get everyone energized and the safe.” The prize in the safe remains a mystery, but you outcome with cheers, especially when they roll a pair of draw a bigger crowd over to the area. You can have a usually advertise the monetary value of the prize ($200, ones. Since the dice are large, the guest rolls the dice volunteer dress up like a Vegas dealer to make it more $500, $1000) to attract attention. For this game, you would one at a time. fun. If possible, rope off a special dice roll area and choose 3 numbers, such as 12, 7 and 5. Guests who want decorate it as much as you can, with a Vegas theme, or a shot at “crack the safe” would have to buy three rolls. Charge a set fee for a dice roll, such as $5 or $10 for your relevant theme. It’s easy to get square cardboard If they hit those three numbers, they crack the safe and one roll and $15-$25 for three rolls. The giveaway for boxes and paint them to look like dice. win the prize. Be sure to create a lot of fanfare when the winning rolls is usually tickets to use toward a prize. For person hits the numbers. Make an announcement that example, when a 3 to 12 is rolled, the winner gets that someone has cracked the code, and draw the announcer same number of tickets. Rolling snake eyes (a pair of and crowd to that area to reveal the prize. ones) is the big winner and is awarded 20 tickets. You can even do a team competition, if it makes sense for There can be lots of different ways to use the tickets. your event theme. For example, you can have two teams Sometimes, dice roll tickets are specific to a certain of four people challenge each other for $40 per team special prize, such as a weekend getaway, nice dinner, entry. Bonus tickets can be given to the winning team for or gift certificate. The tickets can be deposited in a the lowest combined roll total, highest total, most sixes special raffle prize bucket, or the winning ticket can be rolled, most pairs rolled — really any combination that is drawn at the end of the Live Auction. fun. Sometimes the competitive spirit takes over, and before you know it, each team has spent $100 or $200 to beat the other team!

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #10: DICE ROLL 28 IDEA #10: Dice Roll

Advice

• These inflatable dice are available to order online, and offline through party stores. This revenue booster can be • Small dice at a special casino table can be used applied to more than just a instead. Vegas-themed night . Small dice • The dice roll can also be an additional way for guests with a table can be applied, too; to earn tickets for a selective raffle. however, the large inflatable dice are more popular • This is a great, easy way to engage everyone at your since they add more activity/show and tend to event. Most people don’t mind chipping in $10 or draw more people into taking a chance . $25 for one roll, especially if there is an opportunity to win 20 tickets for a chance at a much larger prize. – Lynne Zink, Lynne Zink Productions www.lynnezink.com • Some charities use this event to start out golf tournaments. For example, the team that rolls a five or a six gets to tee off from the closer tee, or they win more mulligans.

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26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #10: DICE ROLL 29 AUCTION IDEA #11: First Bid Wins

428 How do you create that spark that gets bidding started? Ramp up anticipation and participation with First Bid Wins incentives .This can be incorporated into your silent and/or live auction and can get you started off with a bang .

How Does It Work? Variations and Other Names You can offer a first bidder incentive. Highlight the first bid line on the sheet to show there’s For the silent auction, use this by itself or in conjunction an incentive attached. Use another font or highlight in a with other strategies like second bidder incentive to Silent Auction color to make it stand out. keep bidding going and bid on green line, where you offer bidders incentives if they “hit” a particular dollar You can make the incentives across the board, meaning Create the buzz and let guests know as they check in amount line on the bid sheet. that every first bid on every item gets a prize, or you about the First Bid incentive. Make it fun, exciting, and can make the first line bid incentive on select items — yes — competitive! For live auctions, if you have a large number of identical those that you think might be difficult for people to items, use this revenue enhancer to move through start bids on. The first bidder incentive strategy is also Live Auction them quickly. used on high-priced items to start the bidding. With the First Bid Wins in a live auction, the auctioneer Typically, you can offer something relatively small as an sets the starting bid high and will lower the bid amount incentive. You might offer a free drink at the bar, or two in stages until the first bidder raises their paddle. There movie tickets and popcorn for a night out. Or you might is no opportunity for other bidders to outbid the first offer something that doesn’t necessarily have monetary bidder, so there is a lot more uncertainty around when value, but instead is prestigious — lunch with the non- to place a bid before someone else might. profit director or being principal for the day.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #11: FIRST BID WINS 30 AUCTION IDEA #11: First Bid Wins 428

Advice

• This is a particularly effective revenue enhancer if • To really simplify your bidding process, consider you have a lot of items in your live auction and you using Online Bidding to eliminate the need for bid One particular auctioneer want to keep the energy up throughout. sheets and allow guests to quickly manage their bids. orchestrated the anticipation • Always consult with your auctioneer about this of the competition so well that beforehand and let them choose which item(s) would • Don’t delay the close of your auction because you be best for this revenue enhancer. It also helps to don’t have enough bids — light the bidding fire guests couldn’t wait to get their know your audience with this one! with announcements around silent auction bidding paddles up and be the first bidder . coming to a close. • Keep in mind that first bidder incentive is strictly a The item went for 2000% above its value, far more strategy to get the bidding started, but it may not than had it been auctioned off in the traditional Learn More keep bidding going. way! And the energy in the room remained high for

• Use the “keep it simple” approach. The simpler your the rest of the live auction! bidding process is, the more bids you’re likely to – Denise Glaser, D&K Events have. www.dandkevents.com

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #11: FIRST BID WINS 31 Get Ready to Win! IDEA #12: Flash Mob In today’s nonprofit special event world of short on time, space and staff/volunteer resources, the flash mob raffle is a proven solution to maximize revenue generation for a raffle, no matter the size of the audience .

How Does It Work? Start by procuring a great prize, such as a fabulous trip At the event, be sure to showcase the prize in a high- Be sure and have your photographer take action shots for two, large flat screen TV, lunch with the mayor, or traffic area. Make signage that draws people to the of ticket purchasing and the general frenzy so you can any other prize that might appeal to your group. attraction. “Get Ready to Win” or “Buy Your Tickets To use the photos to generate excitement for next year’s Win” are good examples. The display and the flash mob event. Once you have the price, marketing is crucial. You scenario together create a sense of urgency to buy need to advertise the prize in all of your marketing And of course, take photos of the winner, and if the tickets and join in the fun. material — in print and in any e-advertisements that you donor of the prize is present, include him or her, too. send. You want to create a sense of anticipation and Have your volunteers work their way through the crowd It helps with publicity and it helps future potential competition that builds leading up to the event. Tickets to take cash or collect bidder numbers for tickets. They donors know how they’ll be acknowledged at your are not pre-sold; they are only sold at the event. The can have clipboards to write down buyers, or you can event. flash mob scenario comes into play this way: no one just use the two-part tickets that make it much faster knows when the tickets will be sold during the event. without all the writing.

Set a time limit for ticket sales, such as five minutes, to create a sense of urgency. Take all the ticket entries and draw for the prize, then announce the winner during the beginning part of your live action.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #12: FLASH MOB 32 Get Ready to Win! IDEA #12: Flash Mob

Advice

• This is quite the conversation generator during the • On average, it takes three to five minutes to sell out pre-event function, as no one knows when or how a raffle and then draw for the prize. Over the last decade, I have it will happen. So there is an incredible sense of • Once the winner is announced, Renee encourages studied refining this raffle selling anticipation and urgency to join in. photos to be taken on the side of the stage with the method and have determined the • The idea is to have sales happening while the winner and raffle team, when possible, so this can auctioneer and/or emcee is announcing the rules be used in marketing material both for donor prize best point in the program to conduct of the game, discussing what they will win, recognition, and to show future donors how their this is at the beginning of the auction, with the thanking the donor of the prize, and making other donation will be acknowledged at an event. winner being announced after the first live item announcements that typically need to happen at this or second, at the latest . Again, it is about creating point in the evening. Learn More a sense of urgency, selling out, and keeping the audience engaged into the next portion of the program .

– Renee Jones, National Fundraising Solutions www.reneejones.com

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #12: FLASH MOB 33 BAIL REQUIRED IDEA #13: Get Out of The Clinker

If you’re looking for something different for your next fundraiser and you have an Old West or Great Gatsby theme, consider the idea of putting people into “The Clinker” (for fun!) to raise funds .

How Does It Work? Variations and Other Names While this is intended to be fun and tied into specific Place your structure in the middle of all the action; As an option, you can choose to give perks when themes, use caution and be sensitive as not to offend perhaps near the bar at a gala, or near the entrance at certain goals are met. For example, when you meet or closely relate to any realistic scenarios. a carnival so everyone can see. Creating a makeshift goals: at $100, the person gets a chair; at $250, the witness stand and jailhouse can be done fairly easily person can have a bottled water; at $500, a glass of Find a person or persons who are willing to be sent by using cardboard, PVC pipes, or wood to construct wine; at $750, they can have a meal, and so on. Just to The Clinker at your event. Remember to ask them the bars. make it fun and non-offensive. And remember to set an ahead of time—you don’t want to take anyone (or instant single donation “get out of The Clinker” amount, their dates) by surprise! Make it funny and specific There is generally a small table with an attendant. to encourage guests to make a large donation to free a to the person you’re trying to put in The Clinker. People pay a fee—$10, $20, $50, or an amount fitting certain person. For a principal, you can say, “Wanted for Extending your event—to “post bail.” When the tally reaches the the School Year for Snow Days,” or something else designated threshold, the person is released when bail Additionally, this concept could raise money to put fictitious. Run the wording by the person to make sure is met. someone in The Clinker. they are okay with it. Consider having a poster with the traditional Early in the event, make a big production of putting the “fundraising thermometer,” and update it as you reach person or group in The Clinker. Try to take your audience your goal. Be sure to make announcements throughout by surprise. You can have them appear before a” judge,” the evening, and create fanfare when the person goes who will set bail for a funny offense tied to your theme. to The Clinker. The people go off to The Clinker and your guests have to free them.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #13: GET OUT OF THE CLINKER 34 BAIL REQUIRED IDEA #13: Get Out of The Clinker

Advice

• Arrest only willing and participating volunteers.

• Put a WANTED poster next to the bar or other areas A good way for the person or people in The Clinker to earn where you will have lots of traffic, like your silent his/her/their bail is through social media . Create a donation auction area. You can make the posters fun, using an page specifically for them to solicit donations through social Old West theme, or a 1920s gangster theme. media channels . It would be ideal to have a comedic videotape of • Consider who you want to go in The Clinker, and who the staged arrest happening and then this could be used to distribute out will play the role of the judge. Think about costumes, too, and budget those in or ask a business to for bail money .The staged comedy will also draw attention for your in-room donate them. guests to be entertained and start posting bail .

Learn More Another idea is that the arrest can be done on a single or group basis . Schools have placed mock “Clinkers” on campus and arrested a group of students and made it a contest as well, to see who could raise bail first .There are several variations of this revenue enhancer!

– Ruth Kutschke, The Planning Place Events www.theplanningplaceevents.com

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #13: GET OUT OF THE CLINKER 35 $125 IDEA #14: Gift Card Frenzy

$95 Gift cards are an easy thing for a store to donate, but if they are $75 a standalone silent auction item, they may not raise face value . Why not make it a game and have fun with it?

How Does It Work? Variations and Other Names Contact both large and small businesses about Even though you’re selling these cards outright, make Choose the best gift cards and let guests bid for them. donating gift cards. Think about your audience and it easier on your guests and just take down their bidder Get your auctioneer involved and maximize the amount target businesses that appeal to them. Don’t forget number. That way they can pay for all their purchases at you can raise as part of your live auction. small businesses and service providers (toy stores, once during checkout. List each card on a separate line For a black tie event, you can put the gift cards in fancy print shops, massage therapists, day spas, shoe stores, of the bid sheet. white envelopes. For a Hawaiian-themed event, guests etc.) — this can be a win-win for them, as it gives You’ll need at least one volunteer to set out more cards can buy a gift card and get a lei. them an opportunity to make connections with new as they are sold and make sure guests enter their customers. bidder number on the bid sheets. Find a creative way to display the gift cards: perhaps When all the cards are sold, deliver the bid sheets to as ornaments on a Christmas tree, or as bricks on your checkout crew so they can add the gift cards to a schoolhouse for a school, or as bones around a the guests’ purchases. doghouse for a pet shelter. Give it a catchy name like School Bucks or Doggie Dollars.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #14: GIFT CARD FRENZY 36 IDEA #14: Gift Card Frenzy

Advice

• Gift Card Frenzy should be FUN. It should be about your guests feeling great about giving more than they think they should. At a recent event, we offered the Gift Card Frenzy in the • Offer the first few BELOW their value to start off, making sure middle of the live auction .We started off with a $100 gift MANY people raise their bid cards and get involved in the card to a well-known local restaurant .We asked anyone bidding process/auction frenzy. interested in taking home this $100 gift card “for only $50” to • Encourage guests to encourage each other . . . there should be raise their bid card . Of course, many, many cards went up quite a lot of clapping and appreciation, especially for those bidding above value. enthusiastically .We then asked for $75, and just a few cards went down . Then we asked for $100, and a few more went down .The “wow” moment for • Max out at 10 gift cards, and consider doing the 10 in two sets of five each at different times. everyone was when we asked, “Who will give $125 for this $100 gift card to benefit XYZ Charity?” and EIGHT bid cards remained in the air! Energy and • Jim likes to start off by asking something like, “We have a $100 gift card to XYZ Steakhouse! If we were to give this away to applause filled the room, and we kept increasing by $25 until there was one someone, would that truly benefit XYZ Charity?” The audience bid card left up, and they gave $300 for the $100 gift card! strongly yells, “No! Of course not!!!” “But if someone were to go above and beyond; if they were to give ridiculously – Jim Nye, “The Benefit Auction Guy” generously for this gift card, would that help XYZ Charity?” www.losangelesauctioneer.com “Of course!”

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26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #14: GIFT CARD FRENZY 37 IDEA #15: Golden Ticket

A golden ticket raffle allows a guest to win a high-value item for the price of a single ticket, and the organization has an opportunity to raise significantly more money on a single item than it would bring in a live auction format .

How Does It Work? Variations and Other Names In a golden ticket raffle, the tickets are usually sold at can handle the ticket. You usually need one team for When the prize is one of the live auction packages, it a higher price, such as $50, $100, or more. In most every 75 attendees and they must be able to answer all can also be referred to as “Best of Live” or you can cases, this package will bring in more than any other questions about the raffle. customize the name to fit your organization and/or live auction package, so the prize will typically be the theme. For instance, a Humane Society group Graham Keep the logistics to a minimum, to avoid pestering most coveted. There are two primary options when works with calls it the “Pick of the Litter” Raffle. your guests. You can use two-part tear off tickets where determining the prize — either the winner will be able to the buyer keeps half and you keep half for tracking, or select any item from the live auction lineup, or a special use electronic purchases or a bid sheet to write their package will be put together just for this raffle. ticket number and name — whatever works best for you You will sell a limited number of tickets to keep the to track sales with minimal interruption of your guests. event fairly exclusive to attract ticket buyers. Golden Make a big production out of the golden ticket drawing. tickets are usually only sold at the event (i.e. no pre- Have a flamboyant raffle bowl and an even more sales), and are usually only sold during an allotted time flamboyant announcer! If you have remaining unsold slot, such as cocktail hour at the event. tickets, create a frenzied “last chance” atmosphere Round up your most friendly, extroverted volunteers to to have the announcer try to sell them right before walk around and sell tickets. Have them wear special the drawing. If in conjunction with a live auction, costumes or hats to stand out. You may want teams of announce the golden ticket first. If standalone, pick an two to sell tickets so one can handle the sale and one announcement time in the middle of the event, rather than waiting until the end.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #15: GOLDEN TICKET 38 IDEA #15: Golden Ticket

Advice

• Either the number of tickets available or the price can be adjusted to best fit your demographic. I like to recommend my clients provide a flashy, blinky ring • Some events allow purchase of only one ticket, while to all Golden Ticket buyers .This helps create an exclusive others let buyers purchase several. It’s up to you. buyers’ atmosphere, where others will want to be included if • Various organizations offer tremendous golden ticket for no other reason than to have the cool blinky ring! It also helps offerings, such as vacations to exotic locations, those selling tickets know who has purchased already, so they don’t continue a theater trip to New York City, fighter pilot for a day experience, season passes to theme parks, or to pester your guests . season tickets to theater performances or sporting Tying your “Golden Ticket” to your theme is another way to make it fun . One events. group I worked with had an Olympic theme for its event, so the Golden Raffle • It doesn’t necessarily need to be a high-dollar value. Tickets were actually Olympic-style medals placed around the neck of each In the case of a school fundraiser, the golden ticket buyer, with a specific number on the medal . One attendee said he wanted can be for a prestigious item like “principal for the to be like “Mark Spitz or Michael Phelps” for one night, so he bought eight day” or “lunch with your favorite teacher.” tickets to have multiple medals around his neck .

Learn More – Graham Crow, Graham Crow Benefit Auctions www.benefitauctionassociates.com/crow.htm

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #15: GOLDEN TICKET 39 IDEA #16: Graffiti Wall

We all know what graffiti is, so quite simply, you are going to create a space where guests can write or draw a picture or message to add to a larger piece of artwork unique to your event and your organization .

How Does It Work? Variations and Other Names The graffiti wall is a revenue enhancer that can be on of the traffic flow. Your graffiti wall should be placed There are multiple ways to tie a graffiti wall to your the low end of the price scale, but provides an easy somewhere with good visibility, but not where it will cause and the type of event that you are holding. way for every guest to participate in fundraising, and it compete for space. Your graffiti wall should be large Some examples could include: doubles as an organization-centric activity during your enough to be clearly visible from several feet away and If you’re holding a walk or raising funds for a health reception or after-party. yet small enough that you can manage the installation concern, make this a tribute wall where guests can and break down. The way it works is that you create a space for your honor family members and friends touched by disease. graffiti art, either a blank slate or a template, provide a If you have an honoree, use the wall as a space for table with the appropriate art supplies, and then, for a guests to leave messages for that person and create a fee (anywhere from $5-$50 depending on the scale of framed photo of the finished piece. (Or give them the your event), guests can purchase an opportunity to add finished piece, depending on the final size.) their personal touch to the wall.

Depending on the size of your finished graffiti wall, you will need to make sure you have ample space available. If you also have auction tables, bars, food stations, and other activities in your event, you want to be mindful

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #16: GRAFFITI WALL 40 IDEA #16: Graffiti Wall

Advice

• Create prompt questions to further engage and • For most events, this should be done by creating a inspire guests. Let guests fill in the blanks to mural backdrop using canvas or wooden flats that I’ve worked with clients to sentences describing why your organization is are free-standing and can be set up in your event important to them or why they support you or how space and then transported back to your office create this revenue enhancer on you’ve inspired their lives. This is also great for an following the event. You can work with a local theater multiple occasions . My favorite anniversary year. or mural artist to create a backdrop or go as simple was in a theater in Texas where we as a large blank canvas on an easel. • If you work with a school or a shelter, consider were producing a play that had a lot of graffiti in working with an artist to create a starter backdrop, the set design . Because we owned the building, we Learn More let guests add their own touches, and then donate could dedicate a wall in the theater lobby to our the finished mural as a piece of artwork to be graffiti wall .We gave it a fresh coat of white paint displayed in a building or a park. and staffed the wall with a volunteer and some markers . It was hugely popular and became the go-to selfie spot, so our social media mentions also saw an uptick .

– Beth Sandefur, Beth Sandefur Events www.bethsandefur.com

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #16: GRAFFITI WALL 41 IDEA #17: Heads or Tails

This is an interactive game of choice and chance where the last guest standing will win the prize! This is a great opportunity to raise money for your organization and get your guests rejuvenated and ready to bid in a live auction .

How Does It Work? Variations and Other Names First, select a prize that will appeal to a broad audience, When it’s time, your auctioneer should ask all Heads Heads or Tails is a staple in the fundraising world that is in order to get as many guests as possible involved. The or Tails participants to stand up. Then participants select appropriately run via the flip of a coin, but you can get value of the prize itself can vary, but pick something either “heads” or “tails” by putting their hands on their creative and tailor this revenue enhancer to your theme that is relative to the ticket sale price. Ticket price will heads — or their tails! The auctioneer flips a coin and — think Helmets and Hip Pads for a sports themed be determined by your average guest’s budget, but $25 announces whether the coin came up heads or tails. event. is usually a good price point and a prize value between Those participants whose choice matches the coin flip Some Heads or Tails games have designated times that $300 and $500 will generally provide appeal to get your get to stay standing — everyone else sits down. allow any eliminated guest to buy back in. This is a great guests’ attention. The auctioneer continues asking participants to select option for the organization, but can have a tendency to Guests purchase the opportunity to participate and “heads” or “tails,” then flipping the coin, eliminating leave a bitter taste in the mouths of some guests. receive a stamp, sticker, ticket — or something a little more players until only a handful are left. Ask the last If you want to sell multiple chances, think about more fun like a bead necklace, light stick, or other fun few finalists to come to the stage for the final coin limiting them and selling upfront only. E.g. sell up to and inexpensive party favor. You can pre-sell tickets at tosses, until only one player is left standing. four beaded necklaces to any guest and when they any point before and during the event — but make sure This is your winner! select the wrong outcome, they take off one of their there is a “last chance” promotion from your auctioneer necklaces until they are out. prior to the game. Have bidders raise their bid card, and provide runners to collect money or make the transaction.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #17: HEADS OR TAILS 42 IDEA #17: Heads or Tails

Advice Heads or Tails is more than just a revenue enhancer. Many guests may have a pre-conceived notion that We frequently recommend Heads or Tails to our clients they cannot afford to bid on live auction items. Giving them the opportunity to experience the fun of raising because we believe there is no better way to get the crowd their paddle before this begins is very empowering energized before the live auction/paddle raise begins, while — helping them feel more comfortable raising their bid making a little money in the process .We have had nothing but number. Heads or Tails will help: extremely positive results with Heads or Tails—the typical revenue generated

• Raise additional money for your organization. is between $2,000-$3,000 per event and what’s more important is that we

• “Warm up” the guests for the most important know playing Heads or Tails also leads to an increase in both live auction and fundraising time of the evening — the live auction paddle raise revenue . and/or paddle raise. – Linda Shaw, Bolder Events • Make sure your guests have located their bid paddle. www.bolderevents.com • Grab your guests’ attention and get them re-engaged after dinner. Sometimes you may have to ensure your auctioneer understands the larger picture of why you are offering this revenue enhancer.

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26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #17: HEADS OR TAILS 43 IDEA #18: Jewelry Boxes Buy the winning b! Everybody loves jewelry, or has someone in their life that does! Jewelry Boxes are a quick and easy fundraiser with a touch of mystery—a great addition to more upscale events like galas and cocktail parties with special donors .

How Does It Work? Variations and Other Names Identical jewelry boxes are wrapped — the most popular For a larger number of jewelry items, wrap each in a For a single high-value piece, stuff every box with is a light blue box with a white ribbon — and stacked box and create a display about the types, values, and some sort of jewelry of varying worth — even costume on display at the event. Guests can purchase a jewelry artist — allowing everyone to know they will be winning jewelry, plastic kids rings or mood rings! Everyone will box with a chance to win. How the game is structured some type of jewelry with their purchase. In this be a winner that way and at least get a good laugh out will depend on whether you have one elegant and scenario, guests purchase a box and display it on their of their purchase. expensive piece of jewelry or a number of pieces dinner table (or carry it around the event in their pocket) donated by a jewelry store or artist. until later in the night, when they are asked to open their boxes to reveal the winner. For a single high-value piece, put the jewelry on display and surround it with wrapped jewelry boxes. One of If boxes are left over before the opening hour, you the boxes will be stuffed with a winner’s ticket. It’s can have your auctioneer auction them to the highest important to manage the delivery of boxes in this bidder in a set or sets. scenario so the winner doesn’t open their box before Once all boxes are sold, have your auctioneer ask you have sold all of the boxes. Determine a set number people to open up their boxes and reveal the winner or of boxes and price per box, by the amount of money winners! you would like to raise for the item.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #18: JEWELRY BOXES 44 IDEA #18: Jewelry Boxes

Advice

• If a jewelry store donates the item, ask if they will donate the boxes as well. Offer to add a store What woman doesn’t love a new piece of jewelry? coupon in each of the boxes as a sponsor benefit. We did a jewelry pull with necklaces made by a local artist . • To ensure everyone opens their boxes at the same Each of the pieces was totally unique! For $100, you had the time, let guests purchase a blinky ring to represent participation. At a specific point in your event, ask opportunity to select a blind box and get a jewelry item valued all participants to hold up their blinky rings and have between $75 – $200 . I would recommend sticking to necklaces and bracelets . volunteers delivery the gift boxes. Earrings are much harder to match preference and rings get tough with sizing .

• If you are worried that your audience will open up the boxes ahead of time, consider putting numbers – Holly Rohrbacher, Bainbridge Events in the boxes instead of winner and loser notes. www.bainbridge-events.com Then ask a board member or special donor to pull a number from a hat at the end of the event. The box that matches the number wins the prize.

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26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #18: JEWELRY BOXES 45 AUCTION 428 IDEA #19: The Last Hero

Tap into your donor’s desire to be a hero for your cause . Use this special appeal method to find the last hero for your organization .

How Does It Work? The Last Hero is an exciting and profitable way to end The most important thing to understand is that guests A teaser at the beginning of the event is always good. your Direct Appeal (aka “Fund-a-Need” or “Paddle must know that they can donate as often as they want, You can announce all the ways guests can make a Raiser”), by giving a big prize to the very last donor. but every time they raise their paddle, they are making difference (live auction, silent auction, fund the need, another donation. Because this can cause confusion, etc. You can then announce The Last Hero. Most direct appeals start high, and work downwards. advertising the rules is very important. The emcee or For example: asking at the $5k, $2,500, $1k, $500, This revenue enhancer creates emotion and grabs auctioneer should cover the rules, and the rules should $250, and $100 levels. The Last Hero starts at the guests’ attention just when they thought the event was be projected on screen. lowest donation level of the direct appeal and works moving to the next predictable part of the evening. up to find the last donor. The last paddle raise will be Select an item that donors can compete for, such as When the donations slow down, warn the crowd that The Last Hero. a very expensive bottle of wine or similar prize. Some when you say “going once, going twice,sold!” events have two great prizes that the last hero can That final donor is the last bidder and the last hero! choose from. Once you explain that you are going to end the direct appeal with a bit of fun, to find “The Last Hero”, and that this hero will get the big prize . . . get ready for excitement!

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #19: THE LAST HERO 46 AUCTION 428

IDEA #19: The Last Hero

Variations and Other Names Advice

It’s also known as the Runaround Game or Popcorn and • Be sure to show a slide on screen with basic can also serve as a stand-alone appeal instead of, or in “how to” guidelines and rules. This revenue enhancer is a ton addition to a Fund-a-Need. This is great for gala’s where • Clearly denote the value of any potential prizes. a direct appeal is not desired or not appropriate. of fun and can raise a significant amount of funds .The most that I Learn More have raised with “The Last Hero” is $38,000 and the largest “prize-value-to-funds raised” differential that I have experienced was raising $12,000 with a $300 magnum of wine .

– Chad Carvey, The Principal Auctioneer www.principalauctioneer.com

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #19: THE LAST HERO 47 IDEA #20: Momentum Item

Firing up the energy and building momentum in the live auction can have a big impact on this most-lucrative portion of your event .

How Does It Work? First and foremost, you must start with a fun and You can make it fun, too. Auction something that will Typically, the bidder will be bidding on champagne highly desirable item that gets everyone’s notice. It’s turn heads, like a glass of water or a simple dollar bill. for their table, so it might be nice to offer two bottles best to kick off the live auction with an item that is Many events successfully start their live auctions by as the first item, for a table of 8 to 10 guests. A note something almost anyone would want to bid on. But it auctioning a great bottle of chilled champagne. It needs of warning, the other guests at the table might want is important that this item, though highly desirable, be to be a nice bottle, like a Veuve Clicquot Brut, which to pitch in, but let them do this on their own at the at a lower price point than the remaining items in your ranges in price from $35-$60. You could go all out and table and just have a single buyer at auction checkout. live auction. open with a bottle of Dom Perignon at $150+, but it is Otherwise, it gets too complicated. really not necessary for this first auction item. Consider Why? Because this first item provides a great warm Once sold, create a lot of fanfare. Serve it on a silver having someone underwrite the cost of the bottle, and up for everyone. Guests will see how the bidding tray with the white cloth draped over the server’s arm in exchange, offer a mention of the underwriter/donor works and are likely to jump in when they feel more and immediately deliver it to the table. by the auctioneer. comfortable. The auctioneer has to get familiar with the crowd too, so it allows him or her to get ready for the The venue will certainly let you borrow champagne larger-valued items coming down the road. flutes, but some organizations have event-specific specially made with their logo. The auction is for the champagne and flutes that guests can take home as a souvenir. You should create much fanfare around this bottle. Have a wine steward ready to serve it to the winner. Play it up.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #20: MOMENTUM ITEM 48 IDEA #20: Momentum Item

Variations and Other Names Advice

A nice thing to do at an event is to have a secret • In general, the first auction item is not publicized. second champagne service that can go to the second It is more of a surprise and as such, is normally left I LOVE to hear the “POP” highest bidder. You can give them the option to buy out of the printed program. as the champagne is opened . it at their bid price. It creates goodwill and fun and • If your first item is champagne, make sure it is Make a production out of it, generates more revenue for your fundraiser. chilled for several hours prior to the event, and ready to serve in glass flutes. but allow the auction to continue immediately on . Remember, the reason for • You can purchase the champagne, or your venue might provide it for you either as a donation or as offering this item in the first place is to establish part of the cost of your event. momentum .

• Some people put other items with the champagne, Depending on your guests, this item can raise like chocolates or a special hors d’oeuvres, or a swag a lot of money on its own . I’ve sold it for as little as item. Have fun with it and include enough for the $200 and as high as $3,600 — and I sold it twice at whole table. that price! • Check with the venue regarding their liquor license, and be sure to adhere to your state’s particular – Christie King, C King Benefit Auctions liquor laws. If your event is held at a venue that www.ckingbenefits.com holds a liquor license, you may have to obtain the champagne directly from the hotel.

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26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #20: MOMENTUM ITEM 49 IDEA #21: Mystery Boxes

Mystery Gift Boxes are a quick and easy fundraiser bonus you can implement at any event—whether it be a gala, ball, auction, or just a small cocktail party .

How Does It Work? Variations and Other Names Have a stack of 100 red satin boxes (or gold or purple, All you need to do is set up the gift boxes at your This is also known as Grab Bags or Mystery Bags and etc.) at the registration table that people can purchase registration table, include some photos around the we’ve listed out some other variations. for $100. Each box contains a ticket for a prize worth boxes of potential contents, place a banner announcing Instant Download “Boxes”: Why not try instant at least $100: flat screen TV, plane tickets, laptop, the game at the table, and remember to thank your gratification? Participants can have a shot at different dog grooming, chainsaw, skis, etc. At the end of the sponsors on those pictures and displays as well. instant download prizes, like iTunes, Amazon, or online evening, guests get to open their boxes and claim If boxes are left over before the opening hour, you gift certificates or discount coupons to popular stores. their prizes. can have your auctioneer auction them to the highest Spa Boxes: A popular gift idea, especially if you are This is what makes this fundraiser great — it is very bidder in a set or sets. close to Mother’s Day, is spa boxes. Lotions, face simple to run during a busy event. Any volunteer Once all boxes are sold, have your auctioneer ask creams, and perfumes are easy to manage and wrap, or staff person can be the point man or woman in people to open up their boxes and reveal the winner and you can squeeze a few big prizes like spa day gift charge, and you are more than likely planning to have or winners! certificates into same shaped boxes. a registration table anyway. Adventure Boxes: This might take more planning time, The point person will collect the set participation price but you can work with local travel agencies, museums, at a designated game table, or from people raising and other destinations to provide day or weekend their hands to participate from their tables. Participants adventure vouchers for getaways and excursions. can purchase from the gift box area and select their mystery box.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #21: MYSTERY BOXES 50 IDEA #21: Mystery Boxes

Advice

• It is generally easy to organize and takes little time to put together as well, so it is a great idea for This is a great way to bundle short-staffed nonprofits. smaller prizes, and guests can • Consider offering a limited number of Super Mystery open immediately to see what Boxes that contain higher-valued items and sell for $250 or higher (with items valued at $250 or higher). they won, creating a buzz and excitement that will encourage others to go buy • If the gifts are large, take pictures and fold them into boxes all the same size. one . But, be prepared for all of the Mystery Boxes to sell out fast! We had an event where 100 mystery • Post a complete list of all the prize donors, along with all of the prizes that are contained in the boxes generated $10,000 and sold out within an Mystery Boxes. hour of opening the doors!

Learn More – Gayle Stallings, FUNauctions, LLC www.funauctions.net

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #21: MYSTERY BOXES 51 $75 $150 IDEA #22: $100 $50 Restaurant Row

Everyone likes to eat out, and restaurant gift cards are great revenue generators; however, sometimes you have so many it becomes a distraction from larger items . A great solution is to create a Restaurant Row .

How Does It Work? Variations and Other Names Ask local restaurants to donate gift cards for their Even though you’re selling these cards outright, make There are many names for this type of fundraiser: Grub establishment. Focus on food (rather than merchandise) it easier on your guests and just take down their bidder Grab, Foodie Frenzy, Dine-N-Dash, Food-To-Go, etc. You and know your audience—do they prefer burgers or number. That way they can pay for all their purchases at can use one of these or come up with your own. steak? Target the restaurants that will appeal to your once during checkout. List each card on a separate line guests. on the bid sheet.

Set up a table in a prominent position and create a fun, You’ll need at least one volunteer to set out more cards attractive display for the restaurant gift cards. There as they are sold and make sure guests enter their are many ways to display the cards including hanging bidder number on the bid sheets. or taping them to a board where they can quickly be grabbed and handed to the guest. Or, you could list the restaurants on a chalkboard — similar to a daily specials board — and erase or remove them once their gift cards are sold out.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #22: RESTAURANT ROW 52 IDEA #22: Restaurant Row

Advice

• Fixed dollar amounts work better than a “dinner for four” because everyone has a different idea of how The Restaurant Row concept is a great way to utilize much that’s worth. donated gift cards that don’t fit well into a silent or live • Only offer discounts if you have a few remaining auction package .They are an easy sell, at a reasonable price cards that aren’t selling. point for your guests who don’t have the budget for the big • Create a Listing Board, a poster or dry erase board, auction items! I’ve also heard this called a “Feeding Frenzy” and incorporated listing all the restaurant gift cards. When you sell one, cross it off the list. It helps people see how fast it into the live auction as a warm up . Essentially, the auctioneer offers up the the cards are selling. gift cards at face value to the first bidder that raises their paddle .

• Use a computer monitor to display the restaurant – Jon Bridenbaugh, Streamline Support, Inc. gift cards for sale. Don’t forget to include the www.streamlinesupport.us restaurants’ logos to capture your guests’ attention. And maybe display one of the mouthwatering selections to really tempt your guests.

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26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #22: RESTAURANT ROW 53 2 1 IDEA #23: Second Bidder Winner 2 3 4 5 Keep the bidding going in your live and silent auction 6 2 with Second Bidder Winner .

How Does It Work? Variations and Other Names It’s human nature to procrastinate, and auction goers for a night out. Or you might offer something that This type of revenue enhancer works well for live are no different. One strategy organizations use to doesn’t necessarily have monetary value, but instead is auctions when utilizing popular auction booster keep bidding on a more even keel is the second bidder prestigious — lunch with the nonprofit director or being packages — no risk travel and experience packages — incentive. principal for the day. You can also put all second bidders when you don’t have a sponsor that can donate two of into a drawing for an exclusive prize. these prestigious types of items. Silent Auction Simply highlight the second bid line on the sheet to This is a great strategy if you have an item or items make it really stand out. Use another font, or highlight with large bid, or when you have a higher-priced item in a color. that you think may not do very well. Live Auction This version of the Second Bidder Winner offers incentives for the second bid. You can make the When two of the same high-end packages have been incentives or prizes on every item or just on select donated, auction the first as normal to determine the items. Typically, you can offer something relatively winner and follow up with the second highest bid to small as an incentive or prize. You might offer a free offer the same prize at the winning amount — or you drink at the bar, or two movie tickets and popcorn can offer it at their second highest bid amount.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #23: SECOND BIDDER WINNER 54 2

1

IDEA #23: Second Bidder Winner 2 3 4 2 5 6 Advice

• Use the “keep it simple” approach. The simpler your Your selected bid increments can affect how an bidding process is, the more bids you’re likely to item performs, and a good rule of thumb is to set This is probably my favorite way have. increments at 10 percent of the starting bid. For higher priced items, you might consider an even to raise additional money with • For silent auction use, remember that a silent a live auction .We just had an auction is never silent! Create the buzz. Announce lower bid increment of 5 percent. the second bidder incentive, put it in your program, • Don’t delay the close of your auction because event where someone donated a and spread the word while mingling with guests. You you don’t have enough bids. Hog Hunt and with a great auctioneer you can must constantly draw attention to your silent auction easily get over $6,000 for one of these trips . What Learn More items throughout your event. Make it fun, exciting, the bidders did not know was that the company and yes — competitive! gave us two trips for the hunt . We sold one for • For live auction use, make sure you keep the second $6,500 and when the auctioneer closed it out at item a secret from the audience to make sure you $6,500, he called both bidders to the stage and have competitive bidding on the first item. announced we had two trips and they both won . • Bid increments vary from item to item. Some items The second highest bidder was $6,250 .This set the make sense to have $5 increments, while others live auction over the original goal . make sense to have $25 increments or more.

– Tina Love, My Event Central www.myeventcentral.org

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #23: SECOND BIDDER WINNER 55 IDEA #24: Secret Bids

A method of auctioning off packages without being able to see other bids . Once all bids are submitted, the highest bid is determined, and the bid is paid to win the item .

How Does It Work? Variations and Other Names Similar to a silent auction, a package being sold by Secret bidding can be conducted easily by email as Also known as sealed bids, blind auction, closed secret bid should be attractively displayed with a well, by sending descriptions of available packages and auction. May be done either by email or in person, description, donor information, terms, conditions, and/ instructions to reply to bid. The winner is determined including at an event with other fundraising features. or expiration date, retail value, minimum bid accepted, and contacted at the end of the bidding period, and and a closing date and time. payment is taken prior to delivery. You may wish to raise minimum bids to include shipping costs. Due to Unlike a silent auction, you will not have a visible email deliverability issues, it is highly recommended to bid sheet. Instead, like a raffle, you display a closed confirm receipt of each bid and notify bidders to expect container with a small opening. Interested bidders this, in case bids are not received and/or are diverted to fill out bid slips with their bidder name/number, bid spam folders. amount, and contact information (if not recorded elsewhere) and drop them in the container. If multiple No bids are disclosed except the highest bid. In case bids are turned in by the same person, only the highest of a tie, you may decide do a tie-breaker with the tied counts. At the end of your bidding period, someone winning bidders, asking for new secret bids, using their reviews all bids for each package, determines each last tied bid as the new minimum bid. package’s highest bid, and, thus, the winner.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #24: SECRET BIDS 56 IDEA #24: Secret Bids

Advice

Secret Bids works especially well when: Several years ago, I could not attend the golf tournament • You have multiple quantities of the same item — and dinner for a charity I supported . I was excited to receive take a specific number of the highest bids for the quantity you have. an email the week after, offering a list of items that were either duplicate donations and/or not won at the main event, • Your event space is large and you do not have mobile bidding, making it difficult to check bid statuses. along with instructions to simply reply within five days with my highest bid for items I wanted and my phone number . It turns out a gift certificate for a • You want an alternative to “Buy It Now,” where you do not set a max price. restaurant I had wanted to try was on the list . I sent in my bid, and found out I won a week later! I was very glad to have this second chance to support the • You have items left after an event and can conduct a second-chance auction by email. organization AND have a good reason for a special night out . Many of your supporters will appreciate this type of opportunity, too . • You receive duplicate donations and do not wish to offer more than one at the main event. – Renee Zau, DonationMatch • And, if a secret bid is done via email, the bidding www.donationmatch.com deadline should be no later than a week away, so to elicit a reply within the first few days.

Learn More

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #24: SECRET BIDS 57

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450824 450768 IDEA #25: Selective Drawing 3 1 Provide an array of prizes and put them on display . Like a random drawing, 2 guests receive tickets . Each prize has an entry box next to it where guests can deposit their tickets to potentially win the package .

How Does It Work? Variations and Other Names Similar to a silent auction, create bundled packages You can use paper raffle tickets; they are small, This is also known as a penny social or pick-a-prize. your guests really want and will compete against each inexpensive, and have pre-printed numbers that With the fun and novelty of a penny social, you can other to win. distinguish which tear-off ticket goes in the ticket box perk up enthusiasm for your fundraiser and provide and which the guest should keep. This makes it easy an affordable way for everyone to join in the fun. Provide plenty of tables and arrange them to maximize to manage and identify the winner. While adding some The more tickets they buy, the more chances they traffic flow. Decorate the tables to highlight your expense, you can alternatively order custom-printed have of winning. packages — make them festive and tie them into the tickets to match the theme of your event. theme of your event. Provide a table tent or description sheet listing the contents of each package and place Each participant can buy as many tickets as he wants the entry box prominently next to the item. and there’s no limit to how many tickets can be placed in a single bucket. Determine your ticket sales strategy — more tickets per dollar may provide the guests with perceived value You want to allow your guests plenty of time to place and the added excitement of being able to spread their tickets. The selective raffle can generally run about their interests over many package options. Or, fewer two hours. You could also hold back some really special tickets per dollar can increase the sense of providing items for the end of the event. Then your guests can the guests with a better chance of winning. Either way, buy extra tickets for these last-minute drawings. Once sell your tickets in two or three quantity bundles and all the tickets have been placed, the emcee selects a consider a better value per ticket, the more the single ticket from each item’s bucket and announces guest buys. If you have an event professional, ask for the winner. their advice.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #25: SELECTIVE DRAWING 58 IDEA #25: Selective Drawing

Advice

• The biggest challenge with this raffle format is that guests have to navigate to the ticket boxes of each I have seen great success with raffles that allow guests package to select which items they want a chance at winning. Be sure to make this area easy to see and to select which raffle drawing to enter by choosing the accessible with great signage and a location that is packages they want . Recently, a client completely did away prominent and easy to get to. with their silent auction and instead concentrated their efforts

• To avoid any ticket manipulation, make sure your on securing and bundling 10 high-value raffle items . Using the Selective Raffle ticket box has a lid with a slit allowing a one-way format, guests had better chances on the items they desired most .They raised path for the tickets to be placed in, but no fingers to over $18,000 with this raffle alone! pull them out. The best-selling raffle packages are when you have individual tickets, a small • By grouping items into categories, you’ll make it easier for your guests to find the prizes that interest bundle, an arm’s length (or similar high-value bundle) . Most guests will buy them the most. the arm’s length because of the great value . For example, if one ticket is $20, bundle 3 tickets for $50 and an arm’s length for $100 and see your • Remember that using bidder numbers to purchase tickets will simplify the purchase process and revenue skyrocket . increase the number of tickets purchased. – Paula Harris, Greater Nonprofits www.greaternonprofits.com Learn More

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #25: SELECTIVE DRAWING 59 IDEA #26: Wall of Wine

This is a fun addition to any fundraiser that allows attendees to donate to your cause and walk away with a bottle of wine . Guests purchase a random, wrapped bottle of wine that is potentially much more expensive than the purchase price .

How Does It Work? wine guests could win, as well as the companies that Wine & Beer Pull: Take advantage of the increasing provided you with them. It is best to offer a holding popularity of craft beers by including beer in your Before you start organizing your wall of wine, you need place for purchased wine bottles, so guests don’t have collection. From there, you can either assign a fixed to gather a wine collection (about 30 bottles for every to carry around their prizes for the rest of the evening. price for both drinks, or offer two separate tickets ($15 50 people attending). They should be a good variety of for beer, $25 for wine, etc.). Or, your audience may Set up a table between guests and your display so type and quality. If you are purchasing the wine, most prefer beer where you could provide 99 bottles of beer nothing gets tipped over or moved — volunteers can bottles should be mid-to-low-range in quality, with a on the wall. smaller percentage being high-end. A good price point collect funds and hand over the selected bottle, or mark for wine is around $25 per bottle. the bottle with the bidder number to be picked up at Spin the bottle: Place a wine bottle in the middle of a checkout. Once you have the wine, you will need to wrap the table, with wrapped wine bottles in a circle surrounding it. Let your guests buy a spin, and whichever wine the bottles to hide the brand. Typically, bottles are wrapped bottle lands on is theirs. in craft paper with a ribbon around the bottle neck. Variations and Other Names However, you can get creative by wrapping them to There are many varieties on the wall of wine (WOW, Ring toss: Utilize this classic carnival game by placing match the theme of the event, or in costumes to match Wine Pull, Wine Wall) that you can use to spice up your wine bottles in a box. Attendees can purchase several the cause you are supporting. fundraising event even further. Some of these include: ring tosses for a fixed price ($25-30), and win whatever These bottles will need to be neatly displayed for the bottles of wine their rings land on. Up the Stakes: Host a wine collection evening. Rather attendees to see and pull from. They can be placed than each attendee purchasing one bottle, they will buy on a table, or stocked in a wine wall. It is best to keep Special Prizes: Tape special prizes on the bottoms raffle tickets for around $10-15. First place winner goes the collection organized by red and white wines, of some of the bottles (vineyard tours, wine tasting home with 20 bottles; second place with 15; and third tickets, etc.). This is a great incentive for your guests to and include a sheet in your display with the kinds of place with 10. participate in the Wine Pull or buy more than one bottle.

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #26: WALL OF WINE 60 IDEA #26: Wall of Wine

Unwrapped: Don’t wrap the wine bottles. Wall of Wine traffic, high-energy location and have a fun, visual is particularly successful if you have been able to obtain display that attracts energy and attention. a lot of high quality wine. Assign each bottle a number, • Include a few bottles of $75+ wines or one bottle of and then place wine corks with matching numbers in Dom Perignon and promote the potential winning At our Wine Women & Shoes a container. Attendees pay a fixed price ($20-30), pull a value to attract even more interest. Nashville event, the first year cork out at random, and win that wine. • Tie a mission to the Wall of Wine Pull. For example, they had one WOW with 100 bottles and sold out in 45 minutes! Year two, Advice “This $25 donation gets you a bottle of wine AND provides 5 meals for a family at our shelter.” How they added a second WOW, one red and one white • Acquiring all this wine can seem intimidating, but could anyone say no to that?! wine, and sold out again, this time in 60 minutes! don’t worry. This event is a great opportunity to get • Be careful what you promise. If you state a minimum Year three, they added a champagne WOW for a a local winery, restaurant, or distributor involved by value on the bottles of wine, be sure that each either donating or sponsoring. total of 300 bottles and $6,000 net revenue, with donated bottle truly has that minimum value. fairly minimal effort . • If you’re unable to procure a lot of donations, you can Fact check pricing online. Here’s one good source: host a pre-event wine tasting party with some core www.wine-searcher.com. – Elaine Honig, Founder and President members of your board and committee. Everyone STUDIO 4Forty | www.studio4forty.com will bring a bottle to share and a bottle to save for the Learn More event. This is a great way to build excitement leading up to the event and help stock your collection!

• Display and location are extremely important to the success of Wall of Wine. It must be placed in a high

26 PROVEN REVENUE ENHANCERS FOR YOUR FUNDRAISER—AUCTION GAMES VOLUME I IDEA #26: WALL OF WINE 61 most donormanagementsoftware exchange,And, withdata you willbeabletointerface with as aswipewithGreaterGivingUSBandmobile card readers. valuable atanevent time.Collectingcreditcarddata is easy of events, orsupport and trainvolunteers andstaff. nolimittousers,number With more, we’ve gotyou covered. Oursolutionsare easytosetup toregistrationanddonations,a-thons or onlinebidding, details ofyourdetails fundraisersyear-round Greater Givingprovides anall-in-onesolutiontomanageallthe for yourorganization. end-to-end solution—resultinginincreasedrevenue to reconciliation,GreaterGivingoffersacomplete From theplanningstages,toeventnight, Greater Giving Partner Index donor data connected. donor data ...... —

...... we’ll helpyou reducecostsandsave ...... — — keeping allofyour 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI from auctionswithlive and toinspireanew culture ofphilanthropy. executives tobreakrevenue records,toengagedonors, consistently empowers auctioneersandnonprofit her innovative mentoringandcoaching program,Kathy HallofFame.the MillionDollarConsultant™ Through “Woman ofthe Year.” In2013, shewas inductedinto Saint Louis University, wherein1986 shewas named Award. SheholdsaMaster’s DegreeinEducationfrom Memorial Sportsmanship Award Rose andthe2006 Association’s majorawards, the2012 Chuck Cumberlin has beenawarded twooftheNational Auctioneers Philanthropy ModelofFundraising Auctions. Kathy over threedecades.Ms.Kingstonisthecreatorof millions ofdollarsfor organizationsnationwide for Kingston Auction Company, LLC,which hasraised Benefit Auctions. Sheisthe founder andprincipalof Transform SpecialEvent Fundraising withStrategic Amazon best-sellingbook A HigherBid:How to Kathyand consultant, Kingstonistheauthorof An award-winning thoughtleader, benefitauctioneer, Kingston Auction Company, LLC

...... [email protected] Kathy Kingston PARTNER INDEX ...... 62 Contact usfor yourContact next event! experience, andnew ideastoallourprojects. We bringenergy, enthusiasm,attention todetail, nonprofit, corporate,andmilestone events since2004. Our teamat Bainbridge Events has beenplanning Bainbridge Events doing it. and exceed clientgoals,andshehasagreattime fundraising event experience, crafting auctions tomeet organizations we work for. Kelly works fromabaseof makes theworld abetter placethankstothenonprofit direction, knowing thatintheend,work we do tofinish.Herteamof start experts relyonher keen provides attention from andconsultation todetail communication equatesexcellent outcome,she she works. A firmbeliever inthatgoodprocessand benefit auctioneerandpositive room energyto every Auctions. Shebrings10 years asacertifiedprofessional Kelly Russell istheface andforce behind Artisan Artisan Auctions Partner Index

...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI [email protected] Holly Rohrbacher [email protected] Kelly Russell and comprehensive projectmanagement. analysis, night supportforauctiondata GreaterGiving, include auctionandregistrationmanagement,event Based intheSanFrancisco Bay offerings Area, service so thatyou cankeep your eye onthebiggerpicture. to lessentheburdenonvolunteer committees andstaff logistics tomake your event run smoothly. The goalis events withstrong auctioncomponentsby focusing Beth SandefurEvents specializes inannual fundraising culture, butunderlyingprincipalsremainthesame. eventEvery organizationhasitsown andevery unique Beth SandefurEvents successful event. your organizationtohelpyou planandexecute a helpingwithvolunteers; andworking with services; you andyour teambycareofyour taking event night to betherehelptakethepressureoff. We support At Bella Notte ourultimategoalis Auction Services, Bella Notte Auction Services [email protected] Beth Sandefur ...... [email protected] Catrina Coulson PARTNER INDEX ...... 63 helping turn visionsanddreamsintorealities. organizations inaneffort toplay anactive rolein Specialist designation.CKBA partnerswith andholdstheBenefitauction industry Auctioneer auctioneer withover 30years ofexperience inthe and organizations.ChristieKingisa4thgeneration the bestbenefitauction experience for bothdonors throughout theSoutheast. We dosoby creating company inthebusinessofbuildingpartnerships C KingBenefit consulting Auctions isafull-service C KingBenefit Auctions from registrationthroughcheckout and itempickup. equipment neededtocompletelymanagetheevent, professionalsnight, we provide ateamofservice and isforgotten.process toensurethatnodetail Onevent event. We offer supportthroughouttheevent-planning the stressoutofplanningasuccessfulfundraising with “bold,” innovative, andflexibletake solutionsto organizations andschools. We provide ourcustomers to delivering fundraisingsolutionstononprofit Bolder Events isaColorado-basedcompany dedicated Bolder Events Partner Index

...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI [email protected] Christie King bolderevents.com linda.shaw@ Linda Shaw auctions. paid hisdues,earnedthedesignation,andlives benefit the Need.” Trust your successtosomeonewho has and willwork withyou toorchestrate thevital “Fund live auctionandinwhatordertheitemsmustsell . . . seating arrangements, whatgoesoninthesilent, event. The many moving piecesofitemprocurement, thehoursyouhe does.Heunderstands putintoyour “real” auctionbusiness.Benefit auctions . . . that’s what afterthought, itisnotsomethinghedoestomarket his Benefit Auctions. The successof your event isnotan auction, you cantrust your successtoCharlieMoon When itcomestoensuringsuccessofabenefit Charlie MoonBenefit Auctions

...... com charliemoonbenefitauctioneer. charlie@ Charles Moon PARTNER INDEX ...... 64 com charliemoonbenefitauctioneer. charlie@ Charles Moon companies inoneplace. up, postevents, andreach decisionmakers atmultiple of schools andtax-exempt nonprofitsareinvited tosign nonprofit events easierthan ever. Staff and volunteers member, making securingprizes for school and a struggle? DonationMatch islike avirtual committee your fundraisingsilentauctions,raffles,andgift bags Are you shortontime?Isgetting product donationsfor DonationMatch .com on whatmatters administrate your fundraisingevent soyou canfocus live auctions.Ourmissionistocomealongsideyou and managing day-of-event volunteers,entry, data silentand from theregistrationofgueststoguestcheckout, navigating event software, tooverseeing everything We takecareofyour event management for you, from time andefforts. That’s whereD&KEvents comesin. andtakeawaybe overwhelming fromyour valuable Ourexperiencegoing. isthatfundraisingevents can a difference, andthatfundraisingevents keep you youunderstands andyour organizationaremaking D&K Events comesfromanonprofitbackground and D&K Events Partner Index impact, andchanging theworld. — ...... sharing your message,growing your ...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI [email protected] Renee Zau [email protected] Denise Glaser references speakfor themselves. a true partnerwitheach organization. The resultsand Grahambecomes auctioneer andauctionconsultant, after auctioneersinthecountry. Much morethanan good aboutit”hasmadehimoneofthemostsought- more money thanthey hadplanned,buttofeel really U.S. toenticeguests andCanada.Hisability “spend exclusively withnonprofitorganizationsthroughout the For morethan25years, GrahamCrow hasworked Graham Crow Benefit Auctions of-a-kind perspective: Fundraising. withFUN! Starts customizes thepre-event consultingthatbringsaone- event managementcompany basedin Austin, Texas, FUNauctions,LLC,aprofessional2005, auctionand your fundraiser. Raising morethan$60millionsince public speakingcoach, translateintobiggerdollarsfor nonprofit organization,special events and consultant of experience asanexecutive directorofastatewide money asifitwere herown nonprofit.Herdozen years raises money for nonprofitorganizations,sheraises When Benefit Auctioneer SpecialistGayle Stallings FUNauctions, LLC

[email protected] Graham Crow ...... [email protected] Gayle Stallings PARTNER INDEX ...... 65 foundations. colleges, animalwelfare groups,andmanyof types healthcare groups,artsandculture organizations, public andprivate schools, faith-based organizations, memorable andeffective for charity auctionservices charity auctionsandnonprofitfundraisers.Jimprovides schools achieve acrossthecountry theirgoalsat repeat clients.Hespecializes inhelpingcharities and passion for whathedoesandalonglistofhappy, Jim Nye isaFundraising Auctioneer withanextreme Jim Nye, The Benefit Auction Guy the resultsyou’re lookingfor. your specificneedsanduniqueorganization,so you get can work togethertocreateaprojectplanthatmeets I offer coaching, andconsultingservices. training, We on achieving your mission. Through Greater Nonprofits, and organizationaleffectiveness improve fundraisingresults,communicationoutcomes, I provide practicalandstrategicguidancetohelp Greater Nonprofits Partner Index

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...... — ...... so thatyou canfocus 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI [email protected] Jim Nye greaternonprofits.com paula@ Paula Harris benefit auctionsmorefun, and profitable. exciting, of allsizes by bringingthemnew ideasthatmake Washington, D.C., toHawaii, Kiphelpsbenefitauctions nonprofitsfrom benefitauctions,serving over 4,000 Successfullyplanningandconducting night services. andotherauction registration andcashieringservices, auctioneers,eventassistant guest planningassistance, includingauctioneersand benefit auctionservices Benefit Auction SupportCompany, provides nonprofit auction techniques andrevenue boosters.Hisfirm, originated orenhancedalmostallofthebenefit 40 years inthebenefitauction world, Kiphas in thenationfor benefitauctions.With morethan Kip Toner isregardedasoneofthetopauctioneers Auctions Kip TonerBenefit

...... [email protected] Kip Toner PARTNER INDEX ...... 66 of Maryland. of Maryland. as President ofthe Auctioneers Association the Year, BidCallingChampion,and serving Maryland leader. Auctioneer OtherhonorsincludeMaryland of Auctioneer Champion(IAC), asanindustry serving Zinkisthe2012success infundraising. International arecontributingfactorsauction training, toherclients’ background intheater, education,andadvanced benefit through event-night auction.Zink’s extensive engages audiencesofallsizes, fromclientconsultation motivates and and emcee.Herhigh-energydelivery educator,benefit auctioneerspecialist,consultant, Lynne asaprofessional Zinkbringsalotthetable Lynne ZinkProductions Partner Index

...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI [email protected] Lynne Zink in revenue each year. weGiving, have seenmostofourevents grow by 25% event logistics. SinceourpartnershipwithGreater using theGreaterGivingtools,whileyou attend toyour computers, printers,andstaff towork on your event, more money. MyEvent Centralprovides allofthe we alsocanprovide event consultingonhow toraise range ofnonprofits. Whileproviding auctionservices, Greater Givinghasallowed ustowork withalarger of event planningandmarketing. Ourpartnershipwith is amulti-faceted company thatprovides allaspects and creative fundraisingtechniques. MyEvent Central helping nonprofitsraisemillionsofdollarswiththeirfun MyEvent in2004, Centralhasbeen Established My Event Central

...... [email protected] LoveTina PARTNER INDEX ...... 67 level of success! be onyour teamtoinsureyour event reaches thenext planning your next event, we want topullupachair and or dedicatedparentssitting aroundakitchen table platform. Whether you have afull development team experience utilizingtheGreaterGivingsoftware event revenue records,andprovide aseamlessguest to maximize yourfundraisingefforts, onstage break andinternationalchampionwith state auctioneers enthusiasm andout-of-the-box thinkingtogether apart asacreative force bringingbothanunparalleled profitable for ourclients.NFSstands guests andvery high energyfunenvironment thatisexciting for our lives aroundtheworld. Ourphilosophy istocreatea arts, education,andresearch efforts tobetter people’s of dollarsfor nonprofitorganizationsbenefiting the Renee Jones, NFShasraisedhundredsofmillions Event SpecialistandInternationalChampion Auctioneer to maximize your fundraisingrevenue. Led by Certified benefit auctionandspecial event managementservices National Fundraising Solutionsprovides timeproven National Fundraising Solutions Partner Index

...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI [email protected] Renee Jones leaves your guestswanting toshareinthejoy ofgiving! personality, andrefreshing “heart-to-heart” approach many more.Chad’s extensive experience, magnetic Foundation, Children’s Hospital, Twitter, Pixar, and such as The USOlympic Team, The SanFrancisco 49ers certified “Benefit AuctioneerSpecialist,” clients serving professional auctioneerover 20years. Chadisa a school principalfor 29years, andhasbeena Chad Carvey, aka “The Principal Auctioneer,” was Principal AuctioneerThe in andaroundtheChicagoarea. offers personalized event planninganddesignservices afocusWith onfundraising, The PlanningPlaceEvents The PlanningPlaceEvents com chad@principalauctioneer. Chad Carvey ...... gmail.com ruth.planningplace@ Ruth Kutschke PARTNER INDEX ...... 68 helping raise tens of millions of dollars every year.helping raisetensofmillionsdollarsevery benefit auctions for clientsacrosstheUnitedStates, night ofourclients’ events. We conductrecord-setting forto helpsetthestage successlongbefore the benefit auctions.Our focus isonpre-event consulting charity auctionfirm dedicated solelytothecraft of Stellar Fundraising Auctions isaSanFrancisco-based Fundraising AuctionsStellar aspect. coordinate every SimplePleasurescanhelpyou or20,000, people, 200, destination you desire. Whether your next event istwo events canorganize andplanany event, atany andnonprofits,SimplePleasures in private industry of creative magic. overWith tenyears experience meticulousattentionplanning, andadash todetail, Great events don’t justhappen. They requireprecise Simple Pleasures Events, LLC Partner Index

...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI simplepleasuresevents.com courtney@ Courtney Givens [email protected] Ed Gold uto dt entry data out —auction in/check prep —check —pre-event rental equipment runs smoothly, tofinish. fromstart tech experts whomake sureyour auctiontechnology technology. CallStreamlineSupport,theexperienced think about.Don’t spendanotherminutesweating the Planning your annualauction? You’ve gotenoughto Streamline Support, Inc. funding goals. Darren’s expertise canhelpyour organizationmeetits ideas, developing donorrelationships,andmore, team how tofundraise,introducingnew fundraising without theturnover nightmares.From teaching your Development Officer Fundraising Advisor, fillingmuch oftherolea Darren Diessalsoworks withnonprofitsasa Far morethan “just” aFundraising Auctioneer, Helping Your Nonprofit Raise Funds All Year Long. Strategic Fundraising Solutions — but atafractionofthecostand

[email protected] ...... Jon Bridenbaugh [email protected] Darren Diess PARTNER INDEX ...... 69 Look nofarther! Looking for afreshandinnovative fundraisingevent? who perform inmini-vignettes on small stages. feastculinary alongsidelocalactors,artists,ordancers At each event, localchefs andfarmers preparea the theatricalFrench Tableaux Vivant or “living picture.” of conceptwithamoderninterpretation culinary table successful. Farm to Table(aux) combinesthefarm-to- and fundraisingexpertise thathasmade WW&S so which appliesthesamekindofenergy, creativity, newest fundraisingevent seriesisFarm to Table(aux) events takeplace inover 60citiesacrosstheU.S. Our your fundraisingtonew heights. Today, WW&S event—helping you attract new donorsandtaking to mastermindandexecute aflawless and fashionable innovative ideas,andbestpractices. We work together successful strategies,proven fundraisingformulas, advise andcoach ournonprofitteams, sharing overWith 350events underourbelt,we consult, than $50millionfor worthy causesallover the country. to beawinningcombinationthathashelpednetmore been energizingdonorsfor over adecade.It’s proven series, afemale andfashion-themed event thathas are bestknown for our Wine Women &Shoesevent event andensureournonprofitpartners’ success. We tosupportthe concepts withafullsuiteofservices group inthecountry, offering twoinnovative event STUDIO 4Forty isthefastest growing event fundraising STUDIO 4Forty Partner Index

...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI

[email protected] Elaine Honig

post-event reconciliation. network setup, entry, data receiptproduction,and guestregistrationandcheckout,mobile bidding, strategy, event management, logisticsmanagement, and projectmanagement,specializinginfundraising applications. Viability alsoprovides event services Quickbooks, andotherInternetfinancialfundraising nonprofits, specializesViability inGreaterGiving, solutions tomanagetheirbusinessprocesses.For organizations desirousofimplementingsoftware training programstononprofits,schools, PTAs, and and Viability Consultingprovides consultingservices Viability Consulting

...... [email protected] Phyllis Hill PARTNER INDEX ...... 70 the priorwrittenpermissionofGreaterGiving, Inc. photocopying, recording,scanning or otherwise,exceptaspermittedunderSections107 or108ofthe 1976 UnitedStatesCopyrightAct, without No partofthispublicationmaybereproduced,storedinaretrievalsystemortransmitted inanyformorbymeans,electronic,mechanical, Copyright ©2017byGreaterGiving,Inc.,Hillsboro,Oregon client’s auctionsuccess. presencehasbeenanintegralpartofhis and stage Certified Auctioneers Institute. Walker’s energeticstyle and B.S. degreesinEducationandisagraduateofthe aspiring benefitauctioneerseach year. HehasM.A. Auctioneers Association andteaches thecourseto Auctioneer Specialistcurriculum for theNational charities. This active auctioneerco-wrotetheBenefit North America raisingmillionsofdollarsannuallyfor has conductedoverbenefitauctionsthroughout 3000 leading benefitauctioneersinthecountry. Hiscompany Lance Walker ofMemphis, TN isconsideredone ofthe Walker Auctions Partner Index

...... 26 PROVEN REVENUEENHANCERS FORYOUR FUNDRAISER—AUCTION GAMES VOLUMEI [email protected] Lance Walker

...... PARTNER INDEX ...... 71 26 “ “ FOR YOUR FUNDRAISER PROVEN REVENUEENHANCERS Empower everyone intheroom to give to your cause Revenue alwaysourevents morefunandhelpsusraisemoney. enhancers make We especially We’ve incorporatedGreaterGiving’s OnlineBiddingandwe’re nevergoingback! The Eagle8isby

Mardi Grastheme.” liquor, youwinthatbottle. It’s thanjustacorkpull,anditwentwellwithourrecent moreinteractive the like Wall of Wine witharingtoss.Ifyougetthearoundneck ofthebottle ofwineor silent auctionrevenue. Thank you,GreaterGiving.” toour in moreauctionandparticipation thanany otheryear!Itgeneratesanadditional$8,000+ This annualauctionisamust-haveforouraudienceandsinceaddingthemobileoptionit’s brought of stoppingbythevisualEagle8displayandinstantlypurchase raffletickets atthetouch ofafinger! far oursignaturerafflerevenueenhancer! ThankstoOnlineBidding,ourguestscanenjoytheluxury Hall — Joy Renner, — Michelle

Faith Christian Academy Faith Event Coordinator, Chaminade CollegePreparatory School Director of Advancement Services,

...... Auction Games VolumeI ......