A presentation about Fundraising Auctions presented to the Association for Healthcare Philanthropy Regional Conference held in Calgary AB in May 2012.

1. Event Auctions
Don’t Leave Money on the Table
AHP Canada Regional Conference
Fairmont Calgary
May 1, 2012
1:45 – 3:00
R. Scott Fortnum, MA, ACFRE
Chief Development Officer
Saint Elizabeth Foundation

3.  Fun
 Profitable
 Enhances an existing event
 Great for in-kind donors
 Engaging
 Entertaining
 Value added for the organization and the
guest
Why an auction?

4.  Language
 Pricing
 Bargains
 Overpay
 Bidding twice
 Selling twice
 Philanthropic competition
 Auctions can rationalize expenditures
Unique attributes of an auction

5.  Who’s been to a live auction?
 Whose Foundation hosts live auctions?
 What do you remember most?
 Benefit (Charity) auctions vs. others
 Cattle Call
 Auto auction
 Amish auctioneer
Auctions

6.  Silent Auction
◦ Types of items
 Smaller items and experiences
 Known retail value items
 Gift certificates
◦ Tips
 Pull sheets at random
 Indicate increments
 Full item description
Silent Auction

7. Bid Sheet

8.  Remember traffic flow
 Place for clipboard
 Items out of the box
 People on hand to answer questions
 Match the display to the event
Silent Auction Display

9. Silent Auction display

10.  Finding items
 Packaging items
 Displaying items
 Reserve and minimum bids
 Consignment items
Silent Auctions

11.  When to have a live auction
 What items to put in the live auction
 Avoiding the bargain hunter mind-set
◦ $50
◦ Raise the Paddle
 Spotters (Ring-men)
◦ Auto Auction Ring Man
 Product Display
◦ Image projection
◦ Playboy Art
◦ Game Tickets
◦ Drive in
◦ Walk and show/feel
 Ethical considerations
 Buyer payment
Live auction

12.  Wants to sell items for as much as
possible
 Wants to keep things lively and moving
quickly
 Wants to sell saleable items with broad
appeal
 Wants items that generate excitement
 The auctioneer can control the flow and
manage the crowd
The auctioneer’s perspective

13.  Happy Audience
 Big Money
 Fun, excitement, energy
 No buyer’s remorse
 Happy donors
 Fun, engaging event
The Foundation’s perspective

14.  Spotlight
 Corded mike
 Stage
 Quiet bids
 Other activities
 Bidder cards/paddles
◦ Sponsorship opportunity
 Uninspiring/ inappropriate items
 Poor quality items
 Late in the evening
The Auctioneer’s chant rant

15.  Experienced with fundraising auctions
 Able to be understood by an untrained ear
 Entertaining
 Knows when to push and when not to
 Knows how to pace
 Will raise more money for your event
Why use a professional charity
auctioneer?

16.  Commission
 Buyers’ premium
 Flat fee
 Reception/meal/mingle
 #Fail – right product/right people
 Listen to the chant
 Think about the fit for your organization &
the event
Working with the auctioneer

17.  Italian auction - Ming Vase
The guy you don’t want!

18.  Review your events to see where an
auction component can be added
 Find a good auctioneer who understands
charity events
 Use the auctioneer as part of your
fundraising team
 Raise more money and have more fun
Summary

19. R. Scott Fortnum, MA, ACFRE
416-804-4661
scott@fortnumgroup.com
@sfortnum