There are two kinds of bowlers – those who wouldn’t miss the opportunity to play every week and those who bowl once in a blue moon just for fun. The goal of any successful bowlathon fundraiser is to merge these two groups and make money by asking bowlers to pledge a minimum amount and raise additional funds to be eligible for fundraising prizes.

In south central Pennsylvania, Furry Friends Network (FFN), an all-volunteer animal rescue group, throws an annual bowling bash in late winter aimed at raising much-needed dollars to support the organization.

Each bowler pays a minimum $40 registration fee and if he or she wishes collects pledges beyond that amount. FFN offers a T-shirt for those coming in at the $80 mark. Currently their “Strikes for Strays” bowlathon results in a net of more than $10,000, all of which goes to support their mission.

Not surprisingly, over the past six years, there have been plenty of “lessons learned” to go along with “success stories.” To help you ensure your bowlathon is a strike… and not a gutter ball… here are some helpful hints and reminders based on Furry Friends Network’s experience.

Start Early!

High return bowling events are not slapped together in a few weeks. In fact, it’s best if you start planning about six months in advance by calling bowling alleys in your area.

Pick a target weekend date that won’t spell disaster; for instance, you’ll want to avoid major holidays. In the case of FFN, year five’s bowlathon date was pushed back to the last February in Sunday after discovering that local Big Brothers/Big Sisters chapters had major bowling events scheduled throughout March (thus making it difficult to book an alley and attract bowlers.)

Negotiate!

Not a natural negotiator? Then ask for help from someone in your organization who’s not afraid to ask for the moon (but will settle for the stratosphere.) Remember – a good event is one during which each team member’s strongest attributes are capitalized upon.

Find out which alley offers the best package deal for your organization and don’t be afraid to request free shoes for all bowlers, a free soda from the bowling alley’s café, and bowling alley passes to give away as prizes.

Snag Some Donations!

What would any charity event be without tons of fabulous prizes for the attendees?

Again, FFN discovered through trial and error that getting giveaways is a mixture of hard work and a little luck… but mostly the former!

One of the quickest ways to gather prizes for your bowlathon is to hit the streets with letters requesting donations. Typically, FFN sends or gives about 100-150, with a 5-10% return rate (and a 80-90% return rate from past donors.)

Stop by your favorite haunts, whether they be restaurants, boutiques, pet stores, pizza parlors, or grocery centres, and make your pitch. Most places will be able to tell you on the spot whether they can help out, and the others will either say, “No,” or they’ll take your letter to give to their manager or send to “corporate.” (And don’t assume that means “no”; I’ve had plenty of great prizes come to us after our letters were received by the proper persons at the companies’ headquarters.)

Bowlers Need Energy!

Never underestimate the power of food to keep bowlers active, alert, and happy.

If you can get food donated, great! If not, order low-cost munchies such as pizzas, subs, hot dogs, veggies and dips, or other finger foods. Avoid messy items like casseroles, salads, and soup – they are too difficult to eat in a crowded situation and the bowling alley won’t appreciate having to repeatedly clean up spills.

Though FFN never used the bowling alley’s food court to supply its meals, it may be a good option for your group depending upon how much it will cost per person.

Stir Up Some Excitement!

About two months before your bowlathon, it’s time to drum up some bowlers!

If you have volunteers’ email addresses on file, you can “blast” an announcement to your supporters, encouraging them to sign up for the bowlathon as individuals or teams. (Have a registration process in place first, of course; otherwise, you’ll be overwhelmed.)

Next, work on press releases and send them immediately to your local papers, television stations, and radio stations. If you aren’t sure how to write a press release, get some information online or buy a book. The most important rule is be succinct, sending them weeks before the event.

Keep in Touch!

As people start registering for your event, capture their email addresses and send them weekly notes. In 2006, I made a practice of sending out fundraising tips every 4-5 days, and no one ever told me, “Gosh. I really hated those.” In fact, most people thanked me for giving them new ideas on how to raise just a few more dollars. Remember – all those pennies and quarters can really add up. In both 2006 and 2007, FFN’s top fundraiser brought in more than $1,000 on his own.

If you’re still gathering prizes at this point (and you most likely will be – we sometimes get them the day of the bowlathon), you can whet your bowlers’ appetites by telling them what’s in store. Maybe that $25 gift card to Applebee’s is just what the doctor ordered to encourage someone to ask a coworker for a donation.

Have a Game Plan!

A few weeks before your bowling event, develop a detailed plan of who will do what at the bowlathon. Include a timeline and assign a person (or team) to each area of your event – registration, prize table(s), bowling games (if applicable), food setup, announcements, et- cetera.

Never, never, never assign every element to one person, as a single individual cannot hope to be in all places at all times. Besides – you want to enjoy your experience!

Send Thank You Notes!

Your event is over. It was a terrific success. It’s time to relax… almost.

There’s one final element to your bowlathon – sending thank you notes to every applicable individual and company, including an email to the bowlers themselves updating them on the monies raised.

If you’re the chair of the event, you might be too exhausted to write up letters yourself; that’s why it’s critical to assign this task to someone else. Last year, a FFN hearing impaired volunteer offered to tackle this assignment because she preferred doing something “behind the scenes.”

Are You Ready to Bowl?

Though the bowlathon isn’t likely to raise you a half million dollars, it can add some serious bulk to your coffers. Best of all, it’s great for almost any grassroots or seasoned non-profit that wants to try something new.

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What is it the commercials say? You can find “it” on eBay. “It” can be just about anything – from collectables, the latest fashions, comic books and even cars and homes.

Many charities are now diving into the world of online auctions at eBay, using them as a tool in their fund-raising toolbox with great success.

Jill Finlayson, a fomer eBay Senior Category Manager has written a book titled Fundraising on eBay. Written with Greg Holden, a bestselling author and eBay PowerSeller, this book is chock-filled with practical tips that any charity can take advantage of no matter its online auction skills.

If you have never placed an item for sale at an online auction, this book will walk you through the process. If you are an experienced user of online auctions, this book will offer you tools to maximize the benefits of your online auction experience.

Probably the best feature of this book is the case study after case study that it features, showing non-profits just how other non-profits have used eBay to their advantage. Reading these case studies will no doubt inspire you to do a lot of “we could do it too” type of thinking. This is a book that will inspire you to take action and come up with inventive ways to raise funds for your organization.

Step by Step Fundraising was fortunate to have Ms. Finlayson take some time to speak with us about how fund-raisers can use eBay. We thank her for her time.

Why should non-profits sell on ebay?

The number one reason for nonprofits to sell on eBay is that it allows you to tap into a much larger group of people to get more bids, dollars, and supporters. The second reason is that eBay allows you to accomplish several goals instead of just one goal. It’s not just about raising the funds, it’s about increasing awareness, finding donors, converting in-kind gifts to cash and getting the market value for your goods. eBay allows you to leverage a global marketplace and get the most bang for your fundraising effort. That’s why people use eBay.

What are some of the top selling items on eBay?

There are three main categories:

• The first is collectibles, such as vintage items and classic brand items including many things you find in your closet that you think have no value but to someone else it does.
• The second is practical or new items, brand new with tags. Often these are the types of things that you would typically get donated from companies. Most valuable are hard to find popular items and brand name items. For example, a “generic” new teddy bear might not sell on eBay, but a teddy bear made by Steiff will do very well.
• The third category that does very well is experiences. Non-profits can raise money by selling one of a kind items and experiences from celebrities, or on a much smaller scale can auction off lunch with the mayor or turn a town event into an experience by auctioning off the opportunity to be the one to, for example, turn on the lights on the town’s holiday tree. There are experiences that have mass appeal and then there are experiences that have local appeal. Often your board members will have contacts for experiences such as premium tickets to a sporting or theater event or friends who are influential in politics, business, or entertainment.

What are some challenges of online auctions?

There are a couple of challenges. One is the start-up time - if you haven’t done online auctions before, there is a learning curve. People underestimate how many questions they may get from the bidding community. People will want more information and they will ask questions at a silent auction. It is important to take the time up-front to write as much information as you can about items. This will reduce the number of questions you get and save you time once the auction starts. eBay also allows you to post the questions that you receive and the answers on the auction description - which is great because if one person asked, probably others are wondering as well.

Another time consuming part is shipping. You will need to figure out the shipping costs ahead of time and then package and ship the items to the winners at the close of the auction. On the other hand, you don’t have to get a caterer, rent a facility, etc so compared to a real world auction it is often cheaper and less time consuming overall.

Do you think that online fund-raising will replace in person fund-raising?

I think, like many things, it’s one more tool in your fund-raising arsenal. You don’t have to do one or the other. You should use online auctions where it makes sense and adds value. Some things will sell better at a closed door auction. A board member may not want to sell a week at their vacation condo at an online auction. Art by kids at your school will likely sell better at a closed door auction. But if you have collectibles, celebrity items or very valuable items, an online auction on eBay will often bring in more bids and dollars.

eBay can compliment your other fund-raising efforts and allow you to mix it up a little to keep your community engaged. If you have an annual live event, you may prefer to use eBay for ongoing auctions of donated items or perhaps only as a one time event where you want to publicize a milestone accomplishment or event. It is a nice tool and the online auction option helps you to choose the right marketplace to get the most money for the items.

What are the benefits of an organization putting on a live auction instead of just a regular item for bid or sale at eBay?

People can browse the catalog ahead of time, they can look at the pictures and when they come they are ready to bid. It’s a great tool to bring in interested bidders. eBay’s Live Auctions are definitely or higher end auctions, typically where at least some of the items are expected to sell in the hundreds or thousands of dollars. Even at these auctions, it is best with an include items at different price points and lower price points so that there is something for everyone to bid on.

Is there anything about the book or eBay that you would like to make further comments?

In the front cover of the book, there is an auction decision tree that can help you decide how you would like to use ebay. This walks you through the type of auction, what items to sell, and how to staff for success. Depending on your resources, staff and volunteers you may be able to do it yourself, but it is good to know you don’t have to do it all yourself.

There are Auction Trading Assistants and auction management companies that can take some of the burden off you. They can do the mechanics of actually listing and shipping the items, so you only have to get the items and market the auction. They know the eBay marketplace, the keywords to use in describing, the category to list in, and so forth. They can be very helpful to you as a nonprofit. For very high profile auctions that may draw a lot of nation-wide attention and high bids, auction management companies can go a step further to actually help market the auction, ensure that nothing goes wrong, and collect payment at the conclusion of the auction.

And be sure to use eBay to market your cause and accomplishments to increase awareness and find new donors. Be sure to mention information about your non-profit in every item description and use your “About Me” page to tell people how to donate or sign up for your newsletter.

You can sell fixed price donations or t-shirts with the nonprofit logo. In one of the profiles in the book, one person said that they consider eBay auctions much “friend-raising” as “fund-raising” so every interaction you have with a bidder is a chance to get a new supporter.

Provide the best and most friendly customer support you can. eBay auctions will allow you to find new donors that you wouldn’t have met any other way. The case studies in the book, makes fundraising on eBay concrete and achievable. It is great to see what other nonprofits have come up with, as well as how and why they did it.

Get more info on the book: Fundraising on eBayby Jill Finlayson and Greg Holden

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For many non-profit organizations, a dinner and silent auction is the most significant fundraiser of the year. The opportunity to generate substantial revenue is great, if the event is well-planned and well-executed.

While the items your team has procured for bid at the auction are sure to bring in buckets-full of cash, it is also important to seize every opportunity imaginable to make sure your guests leave with substantially lighter wallets. I think the Romans had an expression for this very directive: “Carpe cashem”.

So, when planning your auction evening, here are five suggestions for adding “points of donation” to your very important event.

Games of Skill

These types of fundraisers are present at many auctions. Popular examples include a putting green contest and a basketball free throw shooting contest. (These can prove to be quite interesting, depending on whether you serve alcohol or not.) People purchase opportunities to successfully complete the task at hand and win a percentage of the take. Very straight forward.

While these two, basketball and golf, may be popular, they generally appeal to a limited demographic. It’s rare to see a well-dressed lady in high heels shooting hoops. Therefore, do your best to come up with games of skill that will have a broad appeal and maximize your profits.

Photos of the Stars

Take a page from the last cruise you were on. Hire a decent photographer to stroll the auction, the dinner, and other activities. He will offer, for a price, to take pictures of friends, couples, and families that can be instantly developed and framed attractively.

Better yet, try to get the photographer to donate his services in exchange for a free dinner. Review the skill sets of your community to find such a willing (and hungry) participant.

Besides basic photographic abilities, the person you select for this task must also have the knack to smooze effectively with the crowd. An annoying photographer will sink your plans.

Merchandise Sales

From 1995 to 2004, I was the associate director of a children’s summer camp. Each year, we held a silent and live auction during the winter. This was easily our biggest fundraiser of the year.

At the auction, we displayed and sold (at a discount) much of the camp clothing merchandise left over from the summer. This was very beneficial, because we were liquidating inventory already paid for from our yearly budget.

Many of the people who attended the auction were alumni and many missed the chance to visit the camp in the summer, so this was their only opportunity to buy a t-shirt or a baseball cap for the entire year. We always sold many hundreds of dollars of apparel that we would have otherwise been sitting on until the next year.

Fund a Project

Another tactic that worked well from my summer camp experience was the idea of doing a mini-campaign to raise money for a specific project that had an attainable goal. For instance, one year, we at the camp decided we wanted to purchase one of those yellow and blue inflatable water trampolines for our lake front.

We had the notion to advertise this at our auction. But instead of just making up a poster, I contacted the company that sold these trampolines and asked if they would ship a model to us for display. I explained our situation and they agreed to go along with the plan. We only had to pay for the shipping.

At the auction, I inflated it and leaned it up against a wall in a prominent location. I put up a poster that explained our plan to buy this for the kids in the coming summer, and I taped three $20 bills (from my own pocket) to the front of the tramp. I set the roll of scotch tape on a nearby table, and I walked away.

Throughout the course of the evening, we collected several hundred dollars in this fashion, which almost paid for the entire purchase! The trampoline was quite a conversation starter, as well.

Sell the Centerpieces

This may not generate a whole lot of extra dollars, but it sure can help. In most dinners/auctions, there are lovely centerpieces on each table created by your volunteers. Make up little tent cards to place on each table that state the centerpieces will be for sale at the close of event.

Be sure that the emcee makes an announcement about this opportunity as well.

Raffles

A raffle is an opportunity to generate a flush of extra money, although the process can be quite laborious and possibly cash intensive. I would suggest pursuing a raffle only under a narrow set of ideal circumstances.

First of all, it is to your extreme benefit to have an item of great value donated to you. Your team must decide whether that item would generate more money in a raffle or an auction.

Then there is the matter of actually selling the tickets once they’re printed. You are relying on an untested workforce (your volunteers) to put the squeeze on their family members and co-workers. This is also a calculated risk in the auction equation.

Finally, since many states govern the practice of raffles, there are a multitude of legal requirements that must be followed precisely. In fact, not all non-profit agencies are eligible to hold a raffle, so please check with your state’s charitable gaming division before proceeding too far.

Conclusion

People who attend your fundraiser truly desire to donate, or else they wouldn’t be at the event in the first place. They are just left wanting for an outlet to do so. Make sure that you provide a variety of opportunities for these people to share their wealth with your organization before they leave.

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Non profit organizations that raise funds through events need to let attendees know the dollar amount of the event ticket that is tax deductible for IRS income tax reporting purposes.

Deciding what this amount should be can be a taxing problem (pardon the pun) for many groups, as the following question illustrates:

Where can I find out which portion of an event ticket is tax deductible?

The part that always comes into question is what part of a benefit dinner is “goods and services”? The cost of the food, but not the cost of the wait staff? The rentals? The band that is provided? The things in the goody bag?

I have asked several fundraisers and they all have different views. Accountants want to be very vague and say that this is a judgment call on the part of the charity, but there must be some sort of standard reasoning for these decisions. If you have anything, please let me know.

Sue Sanderson
Waterkeeper Alliance

This is a great question. Perhaps your group has struggled with similar questions as Sue. Let’s take a look at two related issues, first the face value of the ticket and second the tax deductible portion.

Face Value - Ticket Prices

Some organizations base the ticket price on the actual expenses of the event and markup the price just enough as is necessary. A lower ticket price may help raise attendance and may be necessary for some types of events. For example, an outdoor arts festival would naturally be very limited on what could be charged at the gate.

Other types of events have much more latitude on the event ticket prices. Gala events vary greatly in prices from $50 per person to in the thousands. It all depends on what type of event your supporters want to attend and what they are willing to pay.

Tax Deductible Portion of the Ticket

Legal regulations state that donors may only claim a charitable contribution as an income tax deduction when there is nothing of value received in return. When there is some kind of thank you gift or event, the tax deductible amount is that which is left after taking into consideration the value of the gift or event.

First you must determine what the IRS calls the “fair market value” of the event itself, which is normally less than the ticket price.

There are several methods for calculating this. One of the most frequently used is comparison.

Consider what would the cost would be for a similar event if it were not a fundraiser. For example, if a person were to purchase a similar meal at a restaurant of similar status, what would be an average price that they would pay?

For example, you might determine that a semi-formal dinner may have a fair market value of $20 on a $50 ticket. In this case the tax deductible portion is $30.

By using this comparision method, you are in essence taking into consideration the expenses of your event, but also putting those expenses in perspective.

NPO Responsibility

For all tickets $75 and over the NPO must furnish the donor a disclosure statement regarding the tax deductible portion of the donation. However, you may also provide this information for lower amounts as it is helpful to your supporters.

It is the organization’s responsibility to use one of the methods described by the IRS to determine the fair market value of the event and the corresponding tax deductible amount.

Spirit of Fairness

The keyword to remember when deciding on the fair market value is reasonable.

Would it be reasonable to expect a meal that included a salad, vegetable, filet mignon, and gourmet dessert to cost $5 if purchased at a restaurant? Probably not.

But an organization that was holding such a meal could could get a menu or price list from a restaurant in thier area that would provide a similar dining experience and decide on the fair market amount by using this comparison.

The fair market value could vary by several dollars and any amount within a reasonable range would be acceptable for government reporting purposes.

When I asked my accountant about this issue, she commented that the IRS is not likely to argue the exact amount a non profit states is tax deductible. Afterall, they don’t have time to investigate whether $35 or $50 is fair market for your location. As the saying goes, they probably have bigger fish to fry.

The key point is that the organization is making a fair judgment in an ethical manner and not trying to overinflate the tax deductible amount. As long as your group decides these amounts within a spirit of honesty and common sense, you will be fine.

Related Resources

Be sure to read the IRS resources that address this topic:

Charitable Contributions

Disclosure and Substantiation Rules - (pdf) Good Faith Estimate and Fair Market Value starts on Page 9.

There are also several pages on the Guidestar website with valuable information about events & legal issues:

The Law and Regulations

Raising Money Through Special Events

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Funding Factory supplies community organizations a way to help the environment while raising money for their cause through a laser and ink jet printer cartridge and cell phone battery recycling program.

We were able to catch up with a participant in the program to get some feedback. Sue, a member of the West Corner Campus Parent Teacher Association (PTA) in Endicott, New York, has raised over $100 since she signed up with Funding Factory, recently. She provided some great feedback on how to use this fundraiser in your organization.

Signup

To sign up for the service, just go to the Funding Factory website. There, you will fill out a simple form to get started. They then send you a starter kit for collection of ink cartridges and cell phone batteries. “The signup process was very easy, and if you ever have questions, you just email your representative,” Sue says. “They get back to you ASAP!”

Getting Participation

Sue says she has a hard time getting people to participate initially, but once they do cartridges come in on a regular basis. Right now, they have about a 10 percent participation rate from the PTA members.

To increase participation, Sue has advertised in the PTA newsletter, and reminders go home with students on a regular basis. She also sends reminders to the teachers and staff at the school to bring their cartridges.

The struggle for participation among so many other activities and fundraisers can be hard, but Sue says you must be persistent. She recommends consistent advertising at meetings, frequent reminder notices and hanging posters.

“Also, ask parents to ask their places of employment for cell phones, laser cartridges and ink cartridges,” Sue says. “I am getting the word out for that, too, and am having success!”
Other Advice

Have a support group. “I have a great group of PTA members who help me when I need it,” she says. “Keep track of donations on a spreadsheet [for simplicity].”

“I will continue to do Funding Factory,” Sue says. “What money I raise for our PTA may not be a lot, but every little bit helps. These cartridges are trash, and to see it turn into cash amazes me! It’s a lot of work, sometimes, but the kids are worth it.”

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A Trivia Night fundraiser is a fun way to raise money or awareness for your cause. In conjunction with trivia technology company 3 Streets Trivia, Step By Step Fundraising is proud to offer the Trivia Night Event Wizard. This easy system will create a professional, custom trivia game to use at your fundraising event.

If you’d like some more information about exactly how to plan your trivia night click here for the Trivia Night Fact Sheet.

One Kit: Everything You Need for a Successful Trivia Night

Using our Trivia Night Event Wizard online software you’ll build an exciting, multiple-round, professionally presented trivia night package. You will get hours of trivia questions, customized answer sheets, puzzle pages for the players, and all the scoring and planning information you’ll need in your hands in just a few minutes.

The price of the Trivia Night game depends on the type of game chosen and the number of games (for multi night trivia tournaments).

Click to see the contents of your Trivia Night fundraiser package.

Completely Customized Trivia Game

The process of building your customized trivia game is easy, quick, and inexpensive. You simply follow the prompts through the Event Wizard selecting the options as you go. You can exit or go back at any time.

There are a wide range of quiz package options from short to longer games and even multi packs if you host a series of nights or an ongoing contest.

Watch a Video That Shows Exactly How the Game is Customized

Try the Trivia Wizard for free and see how it works:

Testimonials & Success Stories

BPW Trivia Night, Wichita Falls Texas

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Tonight is the night. After months of planning, months of meeting, and months of detailing, it’s auction time! Everything has come together: the volunteers, the items, and the guests. Now all that’s left to do is start the bidding and collect the money.

You are finally dressed for the evening, everyone’s in place, people are enjoying themselves, and you take a deep breath. This is fun!

You decide to take a stroll and check out the bid sheets. You are curious to see how high that certificate to the day spa has climbed. Surely, its face value has been surpassed by now. You had a feeling that this item was bound to go high.

But, wait! The bid sheet for the day spa is empty! How is this possible? You look at your watch. There’s only twenty more minutes until this table closes. No one seems to be interested. They’re walking back and forth, seemingly oblivious to this absolutely fantastic item!

Then a sneaky part of you thinks, “Hmmm, maybe I could get this for a song!” But, just as quickly, you banish that that thought from your head. “This is for CHARITY!” You remind yourself. “BID HIGH!” Your pulse is quickening. We…must…move…this…item!

You know that every dollar counts in a non-profit organization. People are depending on you. You’ve got a clock ticking. What can you do? How can we send this thing through the roof?

Advice from a Seasoned Auction Planner

“Your job as auction chair is not done until the last thank-you notes are sent out, well after the night of the event,” comments Kris Gahm of Gaylord, Michigan. Kris has chaired several auctions for the Otsego Christian School and has dealt with a variety of mid-event fiascos.

“You definitely have to have a plan for what to do if an item isn’t living up to what you had hoped.”

The first proactive step Kris recommends is to assign a volunteer to monitor all of the items open for bid at any one time. “This person has to have a tremendous vision and the ability to focus. He or she will be actively looking for items that need instant promotion.”

On a side note, Kris cautions, “I would also instruct the bid sheet monitor to look out for problems or inconsistencies on individual bid sheets. People have the tendency to ignore the instructions, like bidding in increments. By spotting these problems early, you will avoid sticky situations after the auction has closed.”

Kris additionally suggests that a second volunteer, possibly even the emcee, have a portable microphone and travel with the bid sheet monitor. “When an item is underachieving, the emcee can let out with a ‘Ladies and gentlemen, may I draw your attention for a moment to this unbelievable item here at table 21.’ He can enthusiastically and creatively describe it, maybe engage a guest on the mic, and have some fun. This is sure to attract a crowd and generate some bidding.”

“Another option to consider is lowering the starting bid price,” Kris states. “Even though you think an item is valuable, and you don’t want to let it go for a fraction of its worth, you must trust in human nature’s desire to find a deal. I like to have low starting bids, because they encourage bidding wars. Chances are, that item you started out at 99 cents will soar past its face value, just because somebody is hoping to come away with a steal, and they don’t want to lose it to anybody else. This kind of enthusiasm can carry over into other auctions and can result in a very profitable evening.”

Kris adds, “You should feel comfortable in revising these starting bids, even during the course of the auction. As long as no one has made an opening bid, go ahead and slash it. Then get your emcee on the mic and tell everybody that the ‘find of the night’ is currently up for grabs.”

Chairing an auction is a massive undertaking. The opportunities to make money for your organization appear and disappear all evening long. Make sure you are taking a proactive stance to eliminate potential loses before they become actual ones.

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