Our Chamber members are the region’s Our Chamber members are the region’s proactive coreproactive core

Billing Cycles = 4

Commission Sales Staff=0

# / Members StaffCurrent = 1,071 . . 20 2010 = 1,410 . . . 242008=1,930 . . . .29

Richmond, Virginia = RVA

Stephanie PhillipsDirector-Member Value & Engagement

Currently - Average Member Worth = $1,350

2008 – Average Member Worth = $1,000

Retention:2008 – 88.8%2011 – 90%2012 – 92%Current – 95%

Kisha L. AllenDirector of Member Services

Current Staff Total: 8Chamber Staff = 5GEDP/ DCMA Staff = 3Sales Staff = 0

# Of MembersCurrent = 440…2012 = 4562010 = 408October 2005 = 561

Current Average Member Worth = $6422005 Average Member Worth = $346 Garland,

Texas

Retention Rate:Current = 95%2012 = 90 %2010 = 86%2005 = 90%

Billing Cycle = Monthly

• Good ol’ boys club• Commissioned Sales Force (churn &

burn approach) • Quantity - butts in seats• Be all things to all people

THEN…(Back In The Day!)

•Quality•Bold/Progressive•Community/Leadership/Business Brand•Relationship Building•Securing the “right” members – no sales force•Diverse members –motivated differently

NOW… (Not Your Granddaddy’s

Chamber)

Delivering Member Value

•Member Segmentation•Engagement Strategy•Experience Maps•Touch Points

••••

Closing Slide

QUESTIONS &

COMMENTS

ADJUST…MIX IT

UP!