1. SILENT AUCTION STRATEGIESFive easy changes for higher revenuesPresenter: Sherry Truhlar, CMP, BAS, CAIwww.RedAppleAuctions.com 2. Who is Sherry? 3. Good ideas get aroundTelevision Print Other• ~50 onsiteauctionsannually in12 states• Classes,workshops,products• Frequentspeaker 4. The big picture 5. The big pictureWho likes to donate?Which items are best?Item AcquisitionHow do I ask?Where do I get items?What never sells? 6. The big pictureWhy aren’t they buying?AudienceDevelopmentItem AcquisitionHow do we get new people?Will people come?Ticket price?How do I change mindset?Seating chartsSponsorshipUnderwriting 7. The big pictureOperationsTimelineTechnology tools, like e-biddingAudienceDevelopmentMarketingRegistration & Check-outThemes / decorAuction set-upBid sheet preparationItem Acquisition 8. The big pictureAudienceDevelopmentItem AcquisitionOperationsTimelineTechnology tools, like e-biddingMarketingRegistration & Check-outThemes / decorAuction set-upBid sheet preparation 9. Your mindset?Your gala should be run like a business.And your silent auction is a boutique.Please treat it like one. 10. Is this your mindset?========“Everything we spendtakes away from our bottom line.”========This isn’t a business mentality.It’s not even accurate.Businesses invest for payoffs later. 11. She treated it like a business...Hear her story under the “Free Resources”tab at www.RedAppleAuctions.com 12. She treated it like a business...Listen to them atwww.RedAppleAuctions.com/robin/ 13. Change #1: Sound system(with a wireless microphone)Let’s think like a business...Do stores use sound?... They do at my supermarket. 14. Hotel ceiling soundsystems are NOTdesigned forauctions.www.RedAppleAuctions.com 15. 16. www.RedAppleAuctions.comwww.RedAppleAuctions.com 17. www.RedAppleAuctions.com 18. www.RedAppleAuctions.com 19. www.RedAppleAuctions.com 20. www.RedAppleAuctions.com 21. www.RedAppleAuctions.com 22. Change #2: The right lightingLet’s think like a business...Do stores use dim lighting or bright? 23. www.RedAppleAuctions.com 24. Silent auctions ...from GeorgeWashington’s era.www.RedAppleAuctions.com 25. www.RedAppleAuctions.com 26. www.RedAppleAuctions.com 27. www.RedAppleAuctions.com 28. www.RedAppleAuctions.com 29. www.RedAppleAuctions.comwww.RedAppleAuctions.com 30. www.RedAppleAuctions.com 31. Change #3: Adequate spaceLet’s think like a business...• Cheap items = casual displays• Pricey items = nice displays 32. 5 for $20 33. 5 for $20 3 for $45 34. Does this scream “cheap” or “expensive?” www.RedAppleAuctions.com 35. www.RedAppleAuctions.com 36. www.RedAppleAuctions.com 37. www.RedAppleAuctions.com 38. www.RedAppleAuctions.com 39. www.RedAppleAuctions.com 40. Change #4: PropsLet’s think like a business...Guests should be able to experience the item.Entice them to buy. 41. www.RedAppleAuctions.com 42. www.RedAppleAuctions.com 43. www.RedAppleAuctions.com 44. www.RedAppleAuctions.com 45. www.RedAppleAuctions.com 46. www.RedAppleAuctions.com 47. www.RedAppleAuctions.com 48. Change #5: Guaranteed BidLet’s think like a business...Let’s make it easy for guests to spendmoney. 49. What isGuaranteedPurchase?An opportunity to buyan item outright. 50. www.RedAppleAuctions.comHow to implement?The rule of thumb is150% to 200% ofvalue. But it varies byyour program’stimeline, item numberand quality, etc.It could be 80% ofvalue ... or 500% ofvalue. 51. Why use it?1. It attracts bidders through psychology2. Guys like it.3. It makes it easier for your check-out teamwww.RedAppleAuctions.com 52. Why use it?1. It attracts bidders through psychology2. Guys like it.3. It makes it easier for your check-out teamLet me tell youa story about thatjewelry tree.www.RedAppleAuctions.com 53. Why use it?1. It attracts bidders through psychology2. Guys like it.3. It makes it easier for your check-out teamwww.RedAppleAuctions.com www.RedAppleAuctions.com 54. We covered these ...1. Sound2. Lighting3. Spacing4. Props5. Guaranteed Purchase 55. The complete silent auctionresourceGet it at: http://bit.ly/AuctionWebinarsOr at this long link:www.RedAppleAuctions.com/benefit-auction-consulting-and-training/auction-summer-school/ 56. What about items?Any procurement help? 57. Free procurement helpGrab yours atwww.RedAppleAuctions.com 58. Where to find me?I work auctions all over the USA,and you can find me online here:www.RedAppleAuctions.comwww.Pinterest/SherryTruhlarwww.Facebook.com/RedAppleAuctionswww.LinkedIn.com/in/SherryTruhlarwww.Twitter.com/AuctionExpertSherry Truhlar, CMP, BAS, CAI