Membership: The Necessities

Affiliate Leadership Training ProgramMay 4, 2012Baltimore, Maryland

2010 Membership Growth Trends2010 Membership Benchmarking Report/Conducted by Marketing General Incorporated/Over 400 Associations Participated

Today’s Agenda

•Brief description of an affiliate and its relationship with ISM

•Definition of membership•Develop a menu of member benefits•Care and feeding of members• Share best practices

Affiliated Associations• Autonomous legal entities incorporated within

their state as either a 501(c)6 or 501(c)3• Mission and purpose similar to and aligned with

ISM’s• Bylaws must conform to ISM Bylaws in two

areas:▫Incorporated as a not-for-profit (non-profit)

corporation▫Definition of regular membership must be the

same as in the ISM Bylaws Proposed bylaw amendments are submitted to ISM

for review Linda Thomas, Affiliate Support, lthomas@ism.ws,

800.888.6276 or 480.752-6276, extension 3041

What is the Purpose of an ISM Affiliate?

• • • • • • • • • •

~Notes will be posted in the Leadership Training Workshop area of the ISM Web site.~

Affiliate Membership Positions

•Membership Chair•Direct Recruit Mail Designate•Executive Officer/Secretary•Marketing Committee• • • • •

Membership Committee Responsibility

•Organize and develop committee and its volunteers▫ Details for organizing a committee are included in the

resources section of the presentation booklet.

•Membership reporting•Membership growth•Care and feeding of members•Membership retention•Membership benefits•Embrace diversity

Primary Responsibilities ofMembership/Marketing Committee

•Develop and execute affiliate marketing plan.

•Benchmark affiliate’s membership program.

•Enhance the image of supply management.▫Promote affiliate and its activities with

members/ potential members.▫Promote affiliate and its activities in the media.

•Stay current with marketing techniques.▫Have knowledge of copyright laws.

Know the Requirements for ISM Membership

As stated in ISM Bylaws, Article III, Section 4. Regular Members. Any person interested in the supply management field shall be eligible to be a Regular Member of an Affiliated Association provided that such person does not solicit business on behalf of such person or his or her employer during meetings of any ISM activity, including without limitation, meetings of Affiliated Associations (including chapters) ISM Committees and ISM groups and forums (as defined in Policy).

Comparison of Categories of Membership

ISM Affiliate Comments

Regular Membership Regular MembershipA Regular Member is an individual member of ISM and an ISM affiliate.

Volume Discount Membership

Volume Discount Membership

Companies with 50+ members whose Regular Membership is discounted 25% from both the ISM and the affiliate portions of Regular Membership dues.

Direct Membership Associate MembershipIndividual is either a member of ISM (Direct Member) or a member of an affiliate (Associate Member), but not both.

Individual Direct Members through the ISM Corporate

Program

Affiliate Membership (labeled ASSOC-CORP)

ISM Corporate Program: A corporation pays an annual flat fee based on annual revenue for a package of benefits that includes Direct Membership for all of its supply management employees.An Affiliate Member is an individual ISM Direct Member through the ISM Corporate Program who also belongs to his/her affiliate.

Dual MemberThe second affiliate membership of a Regular Member. The ISM dues are paid through the affiliate where they hold Regular Membership.

Types of Membership

Regular Voting Members

• Membership in both ISM and the affiliate. ─ Affiliate paid staff (editor, secretary, business

manager) ─ Academic (teacher, research specialist, dean) –

(dues free) ─ Unemployed Regular members (dues free for up

to twelve [12] months) ─ Regular members serving on active military duty

(dues free for limited time) ─ Retired Regular members ─ Consultants in the field of supply management ─ Lifetime members (dues free)

Regular Non-voting Members

• Students – Dues Free• Trial members – Dues Free for 6 months ─ Anyone who is a former member of ISM/NAPM is

not eligible for trial membership.

Volume Discount Members (VDM)

• In the Volume Discount Membership Program (VDM), ISM and affiliates discount their dues 25% if a corporation/organization has 50 or more members.

• Employers must elect to participate in VDM with written notice to ISM.

• Individuals who become ISM members through the VDM Program are Regular Members.

Types of Membership

DualMembers

• Affiliate member who belongs to ISM as a Regular Member through another affiliate

Associate Members

Affiliate Level Members

• Affiliate only members (Affiliate determines the dues.)

• Honorary members (usually dues-free at affiliate level).

DirectMembers

• ISM only members.• Direct member dues are currently

$170.

Types of Membership (Continued)

Corporate Program The ISM Corporate Program provides ISM membership for every supply management professional within a company around the world (including subsidiary companies). The ISM Corporate Program allows for a more streamlined and cost effective opportunity to receive the benefits of Direct Membership plus additional perks including business environment insights for supply leaders and professional development for every level of the business. The program provides a corporate gateway and dedicated relationship manager at ISM who will work with a primary contact from the company's organization to help launch benefits and engage staff. Annual dues are determinate upon corporate revenue at a fixed rate. ISM recommends Membership stays with the company

Affiliate Membership (ASSOC-CORP) Affiliate membership for individual members of ISM through the ISM Corporate Program

Student Membership• If an academic is interested in

signing up his/her class for membership, use the Student Membership Sign Up Sheet or individuals may download a Dues-Free Academician and Student Membership Application and include your advisor's e-mail address.

• Student information is provided to affiliates in a report included in the online reporting area of the ISM website.

Membership Reporting

•Online Membership Reporting▫Details and ‘how-tos’ in Membership

Reporting session.•Semi-annual Dues Billing (SA)•Affiliate Members Dues Billing Program

(ADB)•Volume Discount Members (VDM)

▫ISM staff handles dues billing for VDMs

Membership Reporting•Unemployed Members

▫ 12 months dues free for members whose dues are current when affiliate partners in program.

▫ Submit ISM Affiliate Agreement for Unemployed Member Dues Waiver form.

•Members on Active Duty▫ Dues free while on active duty▫ Submit ISM Affiliate Agreement

for Fulltime Active Duty Member Dues Waiver form.

To access forms, go to www.ism.ws Members Only Affiliate Resources Affiliate Management Tools Download Frequently Used Forms Dues Waiver Forms

Semi-Annual Dues Billing Invoice/Statement

Invoice Statement

Full payment is due within 60 days of the invoice date. Bills paid in full within 30 days of the invoice date will be entitled to a 1 percent discount from the amount payable for that period. Bills not paid by the 60th day of the invoice date will be deemed delinquent and will be subject to a delinquency charge of 2 percent simple interest on the outstanding balance. Notice of past-due bills will be mailed to all officers of an affiliated association that is delinquent in its payment of dues.An additional 1 percent interest charge will be added to the past-due invoice for every 30 days that a bill is in arrears after the 60-day billing period. If payment is not forthcoming within 90 days of the invoice date, notice may be mailed to all members of the delinquent affiliated association with notice of possible suspension of affiliation with ISM. An affiliate that becomes delinquent on two semi-annual An affiliate that becomes delinquent on two semi-annual dues invoices will become a permanent participating affiliate of the Affiliate Dues Billing (ADB) Program effective the next available ADB dues invoices will become a permanent participating affiliate of the Affiliate Dues Billing (ADB) Program effective the next available ADB cycle (regular processing fees will apply).cycle (regular processing fees will apply).

New Members

• Prorate dues for mid-year joins unless you bill on anniversary dates

• Process member approvals expeditiously• Process Direct Recruit apps expeditiously• Notify member of approved membership and

benefits of local affiliate• New member packet

▫ISM▫Affiliate

• New member orientation• Inquire about member interests and use the

information to include the member in all activities of interest

Develop Affiliate Marketing Plan

A basic marketing plan includes six sections:

1. Executive Summary2. Situational Analysis3. Goals or Objectives4. Marketing Strategy5. Action Plan6. Budget and Controls

• Courseware to assist in the development of your affiliate marketing plan is available online at www.ism.ws, Members Only, Affiliate Resources, Affiliate Support, Leadership Training and Administration Information, Leadership Training, Courseware

A marketing plan, as defined by Hiebing and Cooper in The 1-Day Marketing Plan, is “an arranged structure to guide the process of determining the target market for your product or service, detailing the target market’s needs and wants and then fulfilling these needs and wants better than the competition.”

Get to Know Your Market Segments• Different market segments have different needs and wants• Affiliates need to effectively define their true target

markets• Possible market segments

– Industry– Job title or level of responsibility– Minority or underrepresented groups (diversity)– Length of time in the profession– Non-member companies

• Knowing your market segments well allows you to develop focused programs & activities to meet those needs better

• Tools▫ Surveys▫ Focus groups▫ Interviews▫ TALK to your members!

• Understand affiliate perceived value, what they want, and deliver what they need!

Describe a Potential Member

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~Notes will be posted in the Leadership Training Workshop area of the ISM Web site.~

Get to the Source

•List sources for new members▫ ▫ ▫ ▫ ▫ ▫ ▫ ▫ ▫

~Notes will be posted in the Leadership Training Workshop area of the ISM Web site.~

This may seem simple, but you need to give customers what they want,

not what you think they want. And, if you do this,

people will keep coming back."

- Stuart Wilde, author

If I’d have asked customers what they wanted, they would have told me, “A faster horse.”

Henry Ford

Three Key Motivators for Belonging•Three key motivators for belonging

▫Personal or professional development▫Contribution to a greater good▫Belonging to a community

•Two reasons to keep them coming back▫Fun▫Caring

Let your members know you care about their needs as they relate to your affiliate

“Non-traditional” Events/Benefits of Membership

Non-Traditional ~Focus on the value

add~ • • • • • • •

Traditional• Dinner meeting• Seminar• Satellite Seminar• Plant Tour• Educational

exhibit/trade show

~Notes will be posted in the Leadership Training Workshop area of the ISM Web site.~

Leverage Professional Credentials to Grow Membership• Programs to prepare potential CPSM®s,

CSM™s and CPSD™s to take their exams▫Review courses▫Study groups▫Onsite Exams

• Opportunities to accumulate CEHs for recertification/reaccreditation▫CPSM®

▫CSM™▫CPSD™▫C.P.M.▫A.P.P.

Leverage Professional Credentials to Grow Membership (Continued)

• Promote Benefits by Exhibiting Personal and Employer Value▫ Personal Value

Personal Advancement Certification Support Leadership Skills

▫ Employer Value Skills That Enhance Job Performance

• Communicate in a Variety of Methods▫ Newsletters▫ Website▫ Social Network▫ Public Presentations

Evaluation Process

•Get the most valuable information possible from your attendees using a combination of multiple choice and probing questions.

•Compile evaluation responses and share with affiliate board.

Membership Recruitment

• Five key steps:1. Develop potential member list.2. Contact the prospective member.3. “Sell” using the benefits of ISM

membership.4. Follow-up with prospective member.5. Close the deal.

Get to Know Two Realtors

•One commercial•One residential

•Learn when supply management professionals move into town

•Learn when new businesses will be opening up

•Learn when a business will be moving into your area

Social Media as a Recruitment Tool•http://budurl.com/How2UseLinkedIn• • • • • • • • •

Trade-outs

•Trade a free registration(s) to an affiliate event for free food▫Get restaurants and grocery stores

involved•Trade a free registration(s) to an affiliate

event for meeting or event space

Membership Recruitment Materials from ISM

ISM Recruitment Brochures:

• What Is ISM?• Trial Membership from ISM.

Free. Really. • Supply IN Demand

www.ism.ws Members Only Affiliate Resources Affiliate

Management Tools Fill Out the Online Literature Request Form

Membership Recruitment Templates

• Regular brochures• Self-mailers

Go to www.ism.ws Affiliate Resources Affiliate Support

Membership Recruitment /Retention Toolkit

Affiliate Recruitment Brochures

Member Retention Tips

• Listen to your members and address their needs when possible.

• Reinforce the benefits of ISM and your affiliate often.

• Encourage members to get involved with affiliate activities.– Event attendance– Volunteering

• Provide membership mentoring.• Recognize volunteers and members.• If a member decides not to renew

membership, ask him/her to provide the reason(s).

Tips

• Be Professional• Listen to Your Audience• Collaborate With External Organizations

▫ Colleges and Universities▫ Other Affiliates:

Regional National International

▫ ISM Groups and Forums• Prioritize Benefits Offered• Offer Quality Benefits That Can Be Provided

Without Exhausting Volunteer Resources

Best Practices

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~Notes will be posted in the Leadership Training Workshop area of the ISM Web site.~

Resources

• Resource material is located online and/or at the back of this presentation booklet.▫ Affiliate Membership Recruitment/Retention

Toolkit Affiliate Support area of the ISM website

▫ NewsLine▫ LinkedIn ISM Affiliate Leadership Group▫ Benefits of membership brochure templates▫ Affiliate case studies online▫ ISM promotional resources online▫ Certificate of Membership online

www.ism.ws Members Only Affiliate Resources Affiliate Management Tools Download Certificate of Membership

• ISM Affiliate Support• Affiliate, Groups and Forums

Relations Committee

Thank Thank YouYou