TRC 101

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• TRC 101

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Welcome Introductions

• Your Name
• Your Company
• Favorite Olympic Sport (and Olympian if you have
  one)

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Campaign Leadership

• Chairman Gary Rhodes
• President, J. Sargeant Reynolds
  Community College
• Vice Chairs
• Dave Camden, Chairman, Mid-Atlantic Banking,
  Wachovia Bank
• Cheryl Moore, Director of Corporate
  Communications, Performance Food Group
• Doug Roth, Senior Vice President Area
  Executive, BBT
• Scott Sims, Executive Vice President-Retail
  Sales, SunTrust Bank
• Jim Snyder, President, Odell Associates, Inc.

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34 Returning Teams

• Bank of America
• BBT
• CapTech Ventures
• Chamber Ambassadors
• Chamber Board Champs
• Cherry, Bekaert Holland
• Commonwealth Team
• Consolidated Bank Trust
• Countrywides Full Spectrum Lending Division
• Dominion
• Enterprise-Rent-A-Car
• Ernst Young
• First Market Bank
• HCA Hospitals
• Hilb, Rogal Hobbs

• inVision Henrico Team
• LandAmerica Financial Group
• Markel Corporation
• Odell Associates, Inc.
• Owens Minor
• PBS J
• Performance Food Group
• Rainbow Station
• Richmond.com
• Richmond-Times Dispatch
• SunTrust Bank
• TAG Warrior Team
• Taylor Parrish, Inc.
• Techno-Briggs Team
• The Publicity Queen
• The Steward School
• Troutman Sanders
• Ukrops
• Wachovia Bank

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Welcome Thank You to Our NEW Teams!

• Creative
• Expressions by Design
• HYPE Team
• Union Bank Trust

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Division I Dunns Deep Divers

• Vice Chair Dave Camden, Wachovia
• Bank of America
• Chamber Ambassadors
• Countrywide Full Spectrum Lending Division
• Dominion
• Expressions by Design
• HCA Hospitals
• Markel Corporation
• Wachovia Bank

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Division II Gold Diggers

• Vice Chair Cheryl Moore, Performance Food
  Group
• Ernst Young
• First Market Bank
• Owens Minor
• PBS J
• Performance Food Group
• Troutman Sanders
• Ukrops Super Markets

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Division III The Anabolic Steroids

• Vice Chair Doug Roth, BBT
• BBT
• Cherry, Bekaert Holland
• Enterprise Rent-A-Car
• InVision Henrico
• The Publicity Queen
• Richmond Times-Dispatch
• Union Bank Trust

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Division IV Dunn Won

• Vice Chair Scott Sims, SunTrust Bank
• Chamber Board Champions
• The Commonwealth Team
• Consolidated Bank Trust Company
• Hilb, Rogal Hobbs
• HYPE
• Richmond.com
• SunTrust Bank
• Techno-Briggs Team

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Division V Strong Like Bull

• Vice Chair Jim Snyder, Odell Associates, Inc
• CapTech Ventures
• Creative
• LandAmerica Financial Group
• Odell Associates, Inc.
• Rainbow Station/Resource Bank
• The Steward School
• TAG Warrior
• Taylor Parrish

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Campaign Purpose

• To create awareness and excitement about the
  Chamber More Members More Business More
  Growth More Voice!
• The Campaign generates 1/3 of the resources that
  the Chamber needs to operate each year.
• As a volunteer you sell memberships, membership
  upgrades, sponsorships and negotiate trades for
  things that the Chamber needs to operate (ie.
  printing services).

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Why was the Campaign developed?

• This is our 9th Campaign!
• TRC provides an annual menu of opportunities to
  the business community for involvement in Chamber
  programs and activities.
• What drives success?
• 140 volunteers their contacts vs. 5 Chamber
  staff contacts
• Win-Win-Win for the Volunteer, the Prospect,
  the Chamber!

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Time Frame

• 12 Week Campaign
• Kicks Off on January 31 at 730am at the Omni
  Richmond. Please RSVP today if you plan on
  attending. We hope to have everyone there!
• Bi-weekly Reward Sessions. We want to see you
  there!
• Campaign Victory Celebration on May 1 at
  BlackFinn Restaurant Saloon
• Campaign Trip Puerto Vallarta, June 25-29

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So, you may ask, why should I volunteer?
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The Big Picture

• Community- the money you raise helps the Chamber
  to fulfill its mission to enhance the local
  economy improve our quality of life.
• Business- the Chambers efforts create more
  customers for your business.
• You - You become knowledgeable about the
  important work of the Chamber and become an even
  more active leader in the eyes of your region and
  among your peers.

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Whats in it for you?

• Meet other present and future business leaders
• At Reward Sessions and while meeting with your
  prospects
• Improve or develop your sales and presentation
  skills
• Free Sales Training from Dancing Elephants on How
  To Sell a Lead Investor How To Sell
  Sponsorships
• Weekly Sales Tips from Dancing Elephants
• Become knowledgeable about the important work of
  the Chamber
• Have an impact on community initiatives
• Be rewarded with recognition and cash incentives
  all while having fun!

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Whats in it for you?Cash Incentives

• Incentives are paid at each reward session-must
  be present to receive incentive payments
• Three different schedules based on the type of
  sale
• Awards are cumulative
• Note New Membership Sales can earn you a trip!
• Weekly reward session incentives
• Party People Award
• New Member Mania
• Weekly Attendance Lottery

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New Division Class Structure

• Divisions were thoughtfully created, based on a
  number of criteria
• Relationship with Vice Chair
• Team goal
• Number of years of involvement with TRC
• Number of teams per Vice Chair

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Whats in it for you?Additional Incentives

• The top 5 cash producers who have brought in
  sales by Kick Off (January 24th deadline) will
  receive bonuses up to 300 at the Kick Off
  Breakfast!
• After training today, you can Start Selling!
• Rookie of the Year Trip Drawing If you are a
  first time volunteer on a new team and you have
  produced a minimum of 3,000 cash sales by Week
  4, your name will be put in a hat. IF your name
  is chosen, you need only to hit 8,000 in cash
  sales to earn a trip for 2 instead of 15,900.

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And the final reason to volunteer

• Its FUN!

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Not to mentionTHE TRIP Puerto Vallarta

• Official Language Spanish
• Pacific coast of Mexico along Banderas Bay,
  Mexico's largest natural bay, in the northwest
  corner of the state of Jalisco.
• Puerto Vallarta is on the same parallel as Hawaii
  and shares the same tropical weather patterns,
  equating to nearly 300 sunny days a year, with
  temperatures averaging 82F.
• Beaches, history, spa, tequila, mariachi,
  wildlife, Casa Kimberly, Church of Our Lady of
  Guadalupe, golf, tennis
• Passport required for travel

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• Your program includes
• Roundtrip airfare from Richmond to Puerto
  Vallarta, Mexico
• Four nights accommodations in a deluxe ocean view
  room at The Westin Resort Spa
• Welcome drink upon arrival
• 10 discounts on spa treatments golf
• Complimentary tennis court time, subject to
  availability
• Roundtrip airport transfers
• Daily Happy Hour
• Farewell Reception Dinner
• Room taxes, maid and bellman gratuity

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Puerto Vallarta Activities
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The Westin Resort Spa
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• 879 feet of private beach with Pergolas
• Four beautiful outdoor pools
• Deluxe ocean-view rooms with Heavenly Bed and
  rejuvenating Heavenly Bath
• Rooms have private balconies for relaxing
• Multiple dining options at the resort or across
  the street at the marina district
• Upscale shops across the street at the marina
  district
• Resort is minutes from the airport and the
  charming downtown area

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Five Delicious Dining Options On-Site

• International
• Mexican
• Light fare
• Pool restaurant and snack bar
• Swim up bar

El Palmar
La Cascada Lobby Bar
Nikki Beach
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• Pools
• Four swimming
• pools
• Poolside bar
• swim up bar

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Onsite Activities

• Daily happy hour with open
• bar
• Complimentary tennis (subject
• to availability)
• Fitness Center (fee)
• Local running maps

• Four swimming pools
• Las Pergolas Beach Club (daily
• beach rentals, fee)
• Spa services (10 discount)
• Westin Kids Club for children
• ages 4 to 12 (fee)

Nearby Sports and Activities available at an
additional charge Golf Bull Fights at Plaza
Toros Whale Watching Dolphin Center Horseback
Riding Eco Park Boat Trips Water Sports
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Spa Fitness Center
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See You in Puerto Vallarta!
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NowAbout the Chamber

• Important facts
• We are a non-profit business association
• Representing Henrico, Hanover, Chesterfield, and
  the City of Richmond
• 2,000 members from the Greater Richmond area,
  representing 225,000 employees in our region

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Everything you need to know about your
ChamberPresented by.Your Chamber Staff

• Jim Dunn, President CEO
• Key Initiatives Accomplishments of the Chamber
• Stephanie Kirksey, EVP Programs Services
• Save
• Influence
• Enhance your knowledge
• Help
• Stephanie Phillips, Director of Events Programs
• How we help you connect with others

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Who and How Can a Business Become a
Member?Richard Wintsch, Director of Sales
Retention
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New Members

• Any business is eligible for membership,
  regardless of location.
• Check the On Line Membership Listing at
  www.grcc.com to see if your prospect is already a
  member.
• There are lots of prospects, with over 30,000
  businesses in Richmond and the surrounding
  counties

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Where to look for prospects?

• The first place to look is at your own contacts.
• Who are your best clients?
• Who are your favorite clients?
• Who are your vendors?
• Who volunteers with you with other organizations?
• Who are your business prospects?

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How to overcome objections

• Dont see the value in Chamber Membership
• It costs too much money
• Dont have time to participate

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Special Package Deal for NEW MEMBERS!

• Join In February and they will receive
• One free month of membership
• Free Banner Ad on www.grcc.com for 3 months
• Membership Directory on CD (approximately 2000
  contacts)
• Join in March or April and they will receive
• Membership Disk on CD (approximately 2000
  contacts)
• Free Banner Ad on www.grcc.com for 3 months
• Join in April and they will receive
• Membership Director on CD (Approximately 2000
  contacts)

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Calculating the Membership Investment

• See application in folder
• Tiered Investment Schedule
• Rates increase based on number of employees
• Special categories
• Human Community Services Organizations with
  less than 100 employees
• Individual Departments of Local Governments and
  State Agencies
• Schools, Colleges Universities
• Lead Investors
• Gold Member 1,000
• Chairmans Circle 3,500
• Trustee Member 10,000
• Be sure to include the 35 application
• fee for ALL NEW MEMBERS

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How We Can Help you Sell a Lead Investor

• Invite your prospects to a Lead Investor Briefing
• Jim Dunn, Gary Rhodes, and Chamber Staff will
  help educate and sell your prospect on the
  benefits of our Gold, Chairmans Circle,
  Trustee Memberships
• See Page 3 of your Sponsorship Manual for the 3
  dates scheduled
• Be sure to share with them the names of companies
  that are currently a Lead Investor to entice
  them.
• See On Line Directory for the most up to date
  listings

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Upgrading a Member to a Lead Investor

• If your contact is already a Chamber member, talk
  to them about becoming a Lead Investor!
• Cost ex) Joes Pizza pays 500 in membership
  currently and wants to become a Chairmans Circle
  Member.
• Chairmans Circle Cost 3,500
• - Joes Pizza Membership Dues 500
• Joes Pizza pays 3,000 to upgrade her
  membership.
• You get credit for 3,000.

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Completing the Sale

• Complete the Application fully and legibly
• Staple or clip checks, payable to GRCC, to the
  Application
• Or get VISA, MasterCard, Discover or AMEX number
• Or have your New Member Join On Line!
• BE SURE TO HAVE THEM PUT YOUR NAME AS THE SPONSOR!

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POP QUIZ!!!

• What is the name of our very own Intra-Region
  event that occurs in the Spring?
• What event do we recommend all new Chamber
  members attend?
• Name two Chamber signature events.
• Name two reasons why people join the Chamber.
• What is the name of the big report that just came
  out that will help shape the future of the
  Richmond region?
• How many people named Stephanie work at the
  Chamber?
• What is the name of the big career fair coming up
  in February?

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Tools to help you Succeed

• www.grcc.com Your one stop shop!
• Click on
• USERNAME GRCC Password - RICHMOND
• To help you field objections
• For frequently asked questions
• To download forms
• To see how your team is doing in sales
• To see whats still available
• To see whats been sold
• To see where the next TRC event is

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• THE DETAILS

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Special perk!

• You can get in FREE when you bring a valid New
  Member prospect to any inVision Meeting
• Register yourself and your prospect 24 hours in
  ADVANCE of the event to receive the savings!
  Contact Angie Pugh for more details.

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Sponsorships

• See Sponsorship Book
• Complete the Activity/Sponsorship Contract (in
  folder and on grcc.com/trc)
• Attach checks or complete credit card information
• If payment is by trade, complete and attach a
  trade out form as well as a Activity/Sponsor
  Contract (in folder and on website)

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Payment by Trade

• Preferred value of trade is two times the cash
  value of sponsorship dont short-change
  yourself
• Ex) Company provides 5,000 in printing services,
  the company receives 2,500 Bizlinc Bronze
  Sponsorship
• Remember to keep Campaign Staff informed of
  trades

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Trade Approvals

• Trade application MUST BE approved by a Chamber
  staff member
• See list beginning on page 8
• Most trade opportunities are identified
  throughout the Sponsorship Manual with specific
  trade details noted

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Budget Reduction vs. Non-Budget Reduction Sales

• Budget Reduction An item that truly reduces
  the Chambers Annual Budget
• Non-Budget Reduction An item that would be
  nice to have but does not reduce the Chambers
  Annual Budget

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Reporting Your Sales

• Report to your team captain by their deadline
  each week
• By Wednesday of each week, complete the Weekly
  Individual Sales Report with your Membership,
  Sponsorship, and Trade sales
• List the companies to whom you sold and the
  amount of each product purchased
• Total rows and columns
• Attach all forms payments
• Turn in your complete report to your TEAM CAPTAIN
  or to the Chamber directly by 12 noon Wednesdays.
• Be sure your name and team name are on all forms
  to receive credit
• Team captains complete your weekly sales
  envelope and turn in to the Chamber by
• noon each Wednesday.

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Protected Sales

• Renewals of sponsorships and trades sold in last
  years campaign are protected until March 15 to
  the team that sold it last year.
• Note You only get credit for NEW brought
  into the Chamber as a new volunteer. Next year
  you will reap these same rewards!
• Membership renewals are always protected.
• An electronic listing of everything that was sold
  last year is available on the TRC
  Website/Overview
• Chamber staff may also offer up delayed renewals
  from time to time.

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In Summary

• Figure out who you want to approach
• Familiarize yourself with the sponsorships in the
  book
• Use the TRC website for sample letters, to copy
  paste sponsorship copy, email forms, see where
  you stand
• Review the Protected List so that you arent
  walking in already chartered waters
• Make the ask
• Complete the paperwork with THEIR signature and
  your name
• Make sure payment is attached
• Turn it in to us
• Collect your check and reap the
• rewards!

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We Are Here to Help you!

• You can replenish your hard copy sales materials
  at any Reward Session or download on line.
• Keep our phone numbers handy!
• Mandy Burnette, Director of Development
• 783-9379
• Angie Pugh, Development Assistant
• 783-9313
• Betsy Hart, Campaign Assistant
• 783-9312
• Or Any Chamber Staff member.

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QUESTIONS?

• Sell Away!!
• Dancing Elephant Trainings
• Will Turner
• Kick Off Breakfast
• January 31 at 730am