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David Burland CEO, Shooting Star CHASE

‘A Chief Executive’s view on lotteries’

What I want to discuss today……

• A few words about Shooting Star CHASE • Our approach to lotteries• Thoughts from a CEO on lotteries

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These children are unlikely to reach their 19th birthday

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At Shooting Star CHASE our aim is to make every day count

We are committed to caring for over 660

families in central & western London, Surrey

and West Sussex

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Children stay at our hospices to give Mum & Dad a break – but also for symptom control

& sometimes for end of life care

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Our Hospice at Home team are out in the community visiting families 365 days a year

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Care team members can even take the children and teenagers out for a special treat

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Shooting Star CHASE parent, Hannah“Shooting Star CHASE makes an immense difference to our lives, and to Alfie’s life. We would find it much harder to care for him, and we might not be able to have him at home.”

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Rising demand and other challenges

• We have had a 20 % increase in accepted referrals in the last 2 years

• We are caring for children with more complex conditions, adding pressure on our care team

• More babies & older children living longer• Only 10% of our income comes from

statutory sources

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SSC lotteries

• We are involved in two lotteries.• A joint lottery with Phyllis Tuckwell Hospice (adult

service). c13,000 players & £650k income. • The Shooting Star Hospice lottery with aim to have

4k members by year end and c£200k income. • Investment in lottery & potential efficiency savings

a key objective.

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National figures; 2011 v 2010

• Taken from HtH hospice accounts report • Total Hospice Lottery income £46.6 million (£44.1m)• Average profit of 51% of income (same 2010)• Average profitability £228k (same 2010) • HtH estimate that are 900k players – or c 1.75% of the

UK adult population. (848k players) • So, total hospice lottery nos. of players & total income

increasing – though not it appears profit • Numbers playing the National Lottery are falling• Figures show the impact of hospice lotteries

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A CEO’s view on lotteries • Hospices need a variety of different income streams;

historically a mix of statutory, voluntary & earned. • Total hospice income 2011 £872m (inc statutory) • Lotteries account for 7.3% of non-statutory income • Lotteries complement more volatile income streams (e.g.

legacies) & those that are often restricted (e.g. trusts or statutory)

• So, lotteries are a vital source of long-term sustainable, unrestricted earned income that is more engaging than, for example, monthly donations by direct debit

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A CEO’s view on lotteries • Where do hospice lotteries go from here?• Inflation effect on the £1 a week price & natural

lapsing of players means always need to recruit more players to stand still

• Inflation effect helps explains why profitability constant, though player nos. increasing

• Broadly three types of strategies. • New players – new recruitment methods needed? • More from existing players? Can we go to £2 a go?• Cost savings - move to more payment by direct

debits, less by cash?

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A few suggestions….• More data sharing on key facts and figures; attrition

rates, lifetime player value & average lengths of membership, etc. An annual survey to supplement the top line info from HtH

• Better integration with other income generation activities.

• Myton Hospice; replaced supermarket collections with lottery canvassing. Turned £10.8k cash to £73.5k annual membership fees

• Could event participants have to take out a year’s lottery membership rather than an entry fee?

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A few suggestions….• Corporate membership schemes, selling in shops.• Lottery members can be sent info on events, etc. • Lotteries have been a great example of hospice

collaboration. Many examples here today! • Not easy – as I found out with the proposed

London Hospice Lottery! • But there is more scope for more joint lotteries,

sharing prize funds, reducing admin costs & overheads to help maximise profits

– and therefore maximising the amount raised to support hospice care.

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We are here for every step of the journey, sharing the good times and helping them

through the tough times