Paws to Think
Summer 2004 Volume 3, Issue 3
in this issue . . .
Letter From The Editors
The Ten Most Important Things You Can Know About Fundraising A helpful list to a person new to
fundraising or to someone who wants
International Companion Animal Welfare
to help with fundraising in their organization.
Conference A report on some of the progressive programs from countries that were represented at the sixth International Companion Animal Welfare Conference held in Warsaw, Poland on May 18 and 19, 2004.
19 Letters To The Editors Retailing For 24 Profitable Your Organization Learn how to participate in the $24 billion pet supplies industry to provide additional financial resources to your
organization and to provide a valuable
Quarterly feature listing developments
service to your adopters.
in animal welfare that are taking place across the country and around the world.
We Need Your Help
T h e Pe t S a v e r s F o u n d a t i o n proud parent organization of SPAY/USA • host of the annual Conference on Homeless Animal Management and Policy Headquarters 2261 Broadbridge Avenue • Stratford, CT 06614-3801 203-377-1116 • 203-375-6627 fax firstname.lastname@example.org • www.petsavers.org
Administrative Office 59 S. Bayles Avenue • Port Washington, NY 11050-3728 516-883-7767 • 516-944-5035 fax email@example.com • www.petsavers.org
a l l i n qu i r i e s s h o u l d b e d i r e c t e d t o t h e a d m i n i s t ra t i ve o f f i c e
Calendar of Events 2004
AUGUST 19 – 22
Paws to Think
Conference on Homeless Animals Management and Policy (CHAMP) • Orlando, Florida • 516-883-7767 • www.champconference.org
Teresa Dockery Esther Mechler
26 – 28
American Humane Association Conference • Philadelphia, Pennsylvania • www.americanhumane.org
OCTOBER 22 - 24
OPEN PAW National Humane Education Conference • Los Angeles, California • 707-745-4237 • www.puppyworks.com
NOVEMBER 11 - 14
SPAY/USA Southern Regional Leadership Conference • New Orleans, Louisiana • 1-800-248-7729
We need your adoption numbers! If your organization participated in North Shore Animal League America’s 10th annual Pet Adoptathon® and have not yet reported your adoption statistics, please contact us today! Without your numbers, we’ll never know just how many animals were saved during this worldwide event.
call 1.877.BE.MY.PAL email firstname.lastname@example.org fax 516.812.7281
Land and Habitat Preservation As our nation grows and expands, wildlife habitat is quickly being devoured. The Pet Savers Foundation has developed a program to permanently preserve segments of land for the protection of wildlife habitat and for future generations to enjoy. Call today to learn more about our “Land and Habitat Preservation” program – 516-883-7767.
Amanda Alio Paws to Think is an official publication of The Pet Savers Foundation, a nonprofit organization located at 59 S. Bayles Avenue, Port Washington, NY 11050. The Pet Savers Foundation advocates for humane organizations to improve their management skills while developing effective working relationships with other animal welfare organizations. Paws to Think is published quarterly and distributed to more than 30,000 animal caregivers, veterinarians, and animal welfare organizations around the world. You can receive Paws to Think four times each year for a suggested minimum donation of $20 each year. Animal welfare organizations, animal caregivers and animal control agencies may reprint articles published in Paws to Think magazine. The articles may be reprinted in whole or in part, without prior permission, provided that the reprinting serves educational purposes in keeping with the magazine's intent. We request that credit be given to the article's author as well as Paws to Think and The Pet Savers Foundation, and that a copy of the publication containing the reprinted material is sent to The Pet Savers Foundation. The Pet Savers Foundation does not endorse or guarantee any products, services, or vendors mentioned in the Paws to Think magazine, nor can it be responsible for problems with vendors or their products or services. Also, The Pet Savers Foundation reserves the right to reject, at its discretion, any advertising. Views expressed by guest authors are not necessarily those of The Pet Savers Foundation.
2 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
Letter From The Editors Hi all, We have just returned from the International Companion Animal Welfare Conference (ICAWC) in Poland where delegates from more than 20 countries met to share their experiences and learn from others. Even though there were language barriers, all were able to communicate their passion for animals and their desire to do more to help them. It gives us great pride to share the successful programs that many of you have provided. We are excited to help in the efforts to improve the lives of animals around the world.
L-R: Teresa Dockery, Roger Weeks, Director, North Shore Animal League International, Esther Mechler
Please continue to provide us with information on your successes so we can grow our bank of successful programs, and continue to share the great models you’ve created. Also, read more about the ICAWC conference, and the work around the world for animals on pages five through nine. You will find many similarities to the issues you face and the work you are doing. Always,
Esther Mechler Co-Director of The Pet Savers Foundation
Teresa Dockery Co-Director of The Pet Savers Foundation
3 Paws to Think • Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
4 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
International Companion Animal Welfare Conference Co-sponsored by North Shore Animal League International and the Dogs Trust of the UK, the sixth International Companion Animal Welfare Conference was held in Warsaw, Poland on May 18 and 19, 2004. Co-hosts Clarissa Baldwin and Roger Weeks brought together some 220 delegates from 40 countries including Japan, Costa Rica, Egypt and Israel. The conference, which has been held in Eastern Europe every 18 months, focuses mainly on animal issues in Eastern Europe and covers such diverse topics as humane education, re-homing, finding volunteers, fundraising, shelter design and management, and population control. What follows is a report on some of the progressive programs from countries that were represented at the conference. A Spay Week In Sicily The Sicilian regional law for the protection of animals prescribes that free-living cats have to be spayed and neutered, tattooed with an “S” (for spayed) and taken back to their colonies after surgery. In Taormina, hundreds of cats are without homes and are often seen begging for food from the tourists.
Jennifer Pulling, an English journalist, wanted to help these poor creatures and asked The Anglo-Italian Society for the Protection of Animals (AISPA) in London for help. Dorothea Friz, a German vet and founder of LEGA PRO ANIMALE, representative of AISPA in southern Italy, arranged a meeting between the Mayor of Taormina and the representatives of the State Veterinarian. AISPA offered all the equipment necessary for a spay and neuter center, if the town council would put on disposal a suitable facility, and if the
State Veterinarians would guarantee staff and medicine. Nothing happened. The Mayor of Letojanni, a little village directly on the beach at the bottom of Taormina, listened to the cat ladies of the area and invited LEGA PRO ANIMALE. This was the first time that the brand new spay mobile was in use. It was parked in the big continued on page 7
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garage with the municipality's trucks where electricity and water was available. A volunteer of LEGA PRO ANIMALE was driving around in a small van positioning the cat traps in places indicated by the citizens of the village. As soon as a cat would enter the trap, it was transported to the spay mobile unit where two vets were performing surgery. After surgery the cats were put in a single warm plastic cage for one night and were returned the next morning to the place of catching. “115 cats were caught and treated,” said Dr. Fritz. “The cooperation of the citizens of Letojanni has been excellent. Some have been watching the traps and informed LEGA PRO ANIMALE when a cat enters. Some of the local people have transported the trap with the cats to the “spay center,” she added. Developments in Turkey In Turkey, Fethiye Friends of Animals Association (FFOA) reports that they have a new Mobile Clinic which will soon be in operation in Istanbul. They have formed an Association partnership with a group of hard-working and dedicated people who intend to use the Mobile Clinic on the Asian side of Istanbul, and included in their visits will be the Princes Islands where the Mobile Clinic from Fethiye visited last November. Mr.Talat Uludag of TESAS Company, Istanbul, using a secondhand Iveco chassis on which was built a new aluminium body, has built the Clinic to a high standard. The interior has been fitted with stainless steel work surfaces and has
two hydraulic operating tables. The vehicle has its own generator and will be equipped with all necessary operating items and will have an air-conditioned interior. The exterior will be decorated using posters of animal paintings that were done by the children of Fethiye for the painting competition last April. The official opening will be held soon and will include Turkish Government representatives who are very much in favour of Mobile Clinics operating in Turkey. The success of the Mobile Clinic program has shown the need for many such vehicles throughout Turkey. At present, the only Mobile Clinic in operation in Turkey is the Fethiye Clinic and now this one in Istanbul. The 2004 Mobile Clinic program has begun with a 5-day trip to Kas and Kalkan. These towns have seen a regular visit with the mobile Clinic. Vets Emre and Mustafa had a very busy time and neutered 39 dogs and 77 cats. 95% of the cats were pregnant females, so the visit was a timely one.
fully equipped state-of-the-art hospital different is that it has been established to emphasize spaying/neutering in the countries of Eastern Europe. Veterinarians from Romania will be the first to visit and learn more safe and efficient surgical techniques for sterilization. While Slovakia itself has a minimal pet overpopulation problem, many of the neighboring nations have some major pet issues. Veterinarians in need of training can travel to, Planned Pethood Slovakia who will provide accommodation and food for the time spent training at the clinic.
New Clinic in Slovakia
Dr. Jeff Young, the founder of Planned Pethood Plus, has trained many veterinarians in sterilization techniques, but realized the need for training facilities to be set up around the world. Planned Pethood Slovakia represents the first but not the last. “The goal is not to make the same mistakes made in the U.S. and spend very limited resources in warehousing large numbers of companion animals,” says Dr. Young.
Planned Pethood Plus (PPP) of Denver Colorado has finally opened its full service veterinary hospital in Bratislava, Slovakia. What makes this
The emphasis of Planned Pethood Plus will always be spaying/neutering, public education, and legislation whenever possible. Look for PPP to
The Belediye brought all the dogs from their compound for neutering, and they were released back to the street. In both of these towns there is an organization of women who help by bringing animals in for neutering and taking care of them afterwards. They appreciate FFOA's work, as does the Belediye Municipality.
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7 Paws to Think • Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
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build a similar hospital in Merida, Mexico over the next couple of years.
RICA hopes to increase this number every year.
SPAY COSTA RICA
The group also credits foundations like the Marchig Animal Welfare Trust for helping to advance their spay/neuter efforts.
In 2000, Asociacion Nacional Protectora de Animales (ANPA) started a companion animal birth control program to visit poor communities and perform spay and neuter surgeries. In the beginning it was very difficult to convince people to spay and neuter their animals. That year only 538 animals were sterilized. Due to the education by ANPA, things changed in 2002 and people began calling, requesting spaying or neutering for their dogs or cats. In November of that year, ANPA was endorsed by SPAY/USA and thanks to their support, the number of spay/neuter surgeries increased to 3,603. Working as SPAY COSTA RICA has made a huge change in ANPA. Now, not only are surgeries performed in communities, veterinarians also offer surgeries for a better price in their clinics. During 2003, 4,062 animals were sterilized and SPAY COSTA
Advancements in Romania After visiting Romania and witnessing the condition of the street dogs, Nancy Janes founded Romania Animal Rescue, Inc. (RAR). Nancy learned that the street dogs are called Ceaucescu's dogs, because they belong to farmers who moved from rural farmhouses to the cities to work in factories. These farmers brought their dogs with them, but could not keep them in their apartments (block housing), so they were left on the streets. As time went by, a crisis developed with hundreds of thousands of unwanted stray street dogs. Nancy met Dana Costin from ROLDA, a group already working for animal welfare in Galati, Romania, in 2002. “She is a dynamic and strong individual who sees the future humane treatment of the animals of Romania,” says Janes. Galati has one of the worst stray dog problems, with 10,000 stray dogs on record. Galati is a factory town, along the Danube, with a population of about 325,000 people. The goal of Romania Animal Rescue, Inc. is to help ROLDA fulfill their goal of a "Neuter/Spay. No More Strays" campaign. Together the two groups offer spay/neuter free of charge to anyone, and all the stray dogs they take in are neutered or
spayed before being released. To get the word out, bumper stickers made in the Romanian language stating the “Neuter/Spay. No More Strays” message are being passed out in Galati. This has provided an opportunity to talk to the public about animal control. Most people are not familiar with neuter/spay, and others think it is cruel to not allow a dog to reproduce. One of the main focuses of the Romania Animal Rescue, Inc. is to teach Romanian veterinarians new techniques in spay/neuter. Currently, most Romanian vets think that a dog should be mature before being sterilized, and a female should go through
The ROLDA shelter
at least one heat before sterilization. RAR is sending a group of vets from RAVVS in the United States to Galati in September. There the U.S. vets will teach the Romanian vets and animal shelter managers from Bucharest new spay/neuter procedures. ROLDA has also taken on the responsibility of seeing that the dogs in the city facility receive adequate food and medical attention. Their goal is to re-home these dogs. ✺
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OPEN PAW National Humane Education Conference Phil Arkow Kelley Bollen Ian Dunbar Kelly Gorman
Trish King Patricia McConnell, PhD Jennifer Messer, DVM Jill-Marie Yorey
los angeles, ca
Sheraton Gateway Hotel (Los Angeles Airport)
Friday through Sunday October 22, 23 & 24, 2004 For more information or to request a paper brochure, email: email@example.com, phone: 707-745-4237 or fax: 707-745-8310
10 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
What’s News? In each issue of Paws to Think, we will feature developments in animal welfare that are taking place around the country and the world. Contributions are welcome and encouraged, and may be submitted to Esther Mechler at firstname.lastname@example.org or Teresa Dockery at email@example.com
inspirational,” says Laura Buttenbaum, who holds the position of coordinator.
News From California
News From New Mexico
Collaboration has reached a new level in California! Veterinarians, animal control officers and animal welfare caregivers came together in Anaheim in March for the California Animal Care Conference. This joint conference, in its fourth year, has united the Cali-fornia Animal Control Directors’ Association, The California Veterinary Medical Association and the State Humane Association of California in producing
The Animal Protective Association of Socorro (APAS) is currently funding a low-cost spay/neuter clinic for residents of Socorro County. Socorro pet guardians are asked to pay $25.00 for a pre-surgical exam and to purchase a City license. APAS picks up the balance of the cost, including a oneyear rabies vaccination.
one conference, instead of the usual three. Workshops were offered in categories appropriate for each segment of the animal care and control field. Continuing education credits were available for
veterinarians and animal control officers. The 450 participants networked at meals and breaks and mingled among the exhibit hall where 25 or so vendors promoted their goods and services. This is not the only project for these groups – they have also begun to work collectively on legislative issues. During the general session, the leaders from each group expressed their pleasure with the way the groups are working. The annual conference brochure highlights “Collaboration, Cooperation & Partnership.” This unique arrangement sets an example for other animal care and protection organizations around the nation. For more information visit www.animalcareconference.org.
Jackie Kraft, President APAS
News From Oregon Two years ago, The Heartland Humane Society of Corvallis had a dream of having a volunteer coordinator on staff. Today, that dream is a reality, with a team of dedicated volunteers that are vital to the operations of the organization. “Volunteers are the heart of Heartland and the selfless giving and dedication that they show to all creatures, every day, is
“There is a broad spectrum of volunteer opportunities both in our main shelter and beyond our walls,” adds Buttenbuam. “Volunteers operate The Cat’s Meow Thrift Shop, take animals to visit with residents of retirement communities, assisted living facilities, and spend time with the shelter dogs so they can get physical exercise and mental stimulation.” “We always do our best to make volunteering for Heartland a rewarding experience, and try to tap into the special interests and skills of anyone who wants to help” says Buttenbaum. The organization’s newsletter, Kindness, recently featured some of the volunteers. In particular, a mother, father and brother now volunteer because their daughter wanted to be a part of Heartland. “We started volunteering because our daughter wanted to and it was a chance to teach her responsibility. It’s continued on page 12
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wonderful because we can all do it together, it’s fun and there is a greater good,” said Candi C., Shelter Volunteer and Foster Care. For more information on the volunteer program at Heartland Humane Society contact Laura Buttenbaum at firstname.lastname@example.org.
News From Texas “Don’t be a litter bug” takes on new meaning in Kaufman County as the first low-cost pet sterilization program starts up – aiming to reduce the number of unwanted pets put to death each year in the county. Kaufman County Animal Awareness Project’s (KCAAP) low-cost vaccination and spay/neuter program began in June. The mobile hospital unit will visit one of four Kaufman County towns – Terrell, Forney, Crandall and Kaufman – each Thursday of the month. Bonnie Hill, President of KCAAP, said county residents are extremely enthusiastic about the longawaited program.
“We are so excited about the positive response we received from the public at the recent Terrell Heritage Jubilee. We almost completely filled our schedules for the month of June, and we are scheduling into July. We definitely know now that Kaufman County residents have been waiting for a low-cost spay/neuter option for years,” Hill said. Costs for pet sterilization range from $32 to $47 for dogs depending on weight and sex. For cats, the cost for a male is $22, for a female, $32. All surgeries must have an appointment. Other low-cost vaccinations and heartworm testing are available at any time during the day without an appointment. According to Hill, surgical mobile hospitals represent a growing trend to provide affordable pet sterilization to more remote, lowincome areas. Dr. Joe Preager, a veterinarian from Canadian, Texas, will be bringing two mobile units with him to Kaufman County. His surgical mobile unit is 26-feet long with state-of-the-art equipment. His recovery unit is 20-feet long; both units can accommodate 50 animals. Dr. Preager also will have four trained veterinary technicians on staff, and
KCAAP has two volunteer vet techs as well who will service the units, Hill added. Hill said that while KCAAP’s program will provide some of the same services offered at local veterinary clinics, the program’s focus will be to address the serious problem of pet overpopulation – a problem that results in the needless suffering and death of thousands of companion animals in the county each year. “Our goal is to spay/neuter at least 3,000 animals and rabies vaccinate an additional 5,000 during our first year of service to the community,” Hill said.
News From Virginia The Animal Defense League of Washington County, along with local artists hosted Cause for Paws in May at the Starving Artist Café. The Café features a monthly art exhibit. This was the first to benefit the animals of Washington County. The exhibition showcased donated works of 40 recognized artists. The event was
For more information call 972-563-PETS or email email@example.com More From Texas Pet Prevent a Litter (PALS) of Central Texas operates a spay/neuter clinic in the Central Texas area. They are considering expanding their clinic hours to second shift because most people work during the times that the clinic currently operates.
free and open to the public. Food and wine for the reception was donated so all of the proceeds went to the work of the Animal Defense League to continue their work to provide spay/neuter assistance for low-income pet owners. ✺
PALS is requesting information from anyone who operates two shifts in a mobile clinic. Contact Sharri Boyett at 512-3929749.
12 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
The Ten Most
Important Things You Can Know About Fundraising by Kim Klein Many times at the end of a training or a speech about fundraising techniques and principles, I am asked, “What are the most important things to remember?” Usually the person asking is either a volunteer with little time to help with fundraising, a person new to fundraising and overwhelmed by the number of details she or he has to keep in mind, or a staff person who is not responsible for fundraising but wants to help. Over the years, I have thought about what I consider the ten most important things to know about fundraising. The items are not presented in order of importance, although number one is probably the most important; nor are they in order of difficulty. If there is any order, it is the order in which I understood these things and integrated them into my own fundrais-
ing work. Undoubtedly, other skilled fundraisers would have slightly different lists, but
this list has served me well for many years. I hope you find it useful. 1. IF YOU WANT MONEY, YOU HAVE TO ASK FOR IT While there are some people (may their kind increase) who will simply send an organization money or offer money without being asked, there are not enough of them to build a donor base around. Most people will not think to give you money unless you make your needs known. This is not because they are cheap or selfcentered; it is because most people have no idea how much it costs to run a nonprofit, or how nonprofits get money. If you don’t ask them, they will simply assume you are getting the money somewhere. They have no reason to think your group needs money unless you tell them, the same way they have no reason to
continued on page 14
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know if you are hungry, or unhappy, or needing advice. Millard Fuller, who founded Habitat for Humanity, says, “I have tried raising money by asking for it, and by not asking for it. I always got more by asking for it.” 2. THANK BEFORE YOU BANK Once you receive money, you must thank the person who gave it to you. I have found that disciplining myself not to deposit checks until I have written the thank-you notes has forced me to make thank-you notes a priority. I am not rigid about this rule because if I get behind in my thank-you notes, and then don’t deposit the checks for a while, the donors may wonder whether we really needed the money. Thank-you notes do not need to be fancy and should not be long. If at all possible, they should include a personal note, even if it is from someone who doesn’t know the donor. You can add something as simple as, “Hope to meet you sometime,” or “Check out our website,” or “Happy holidays,” or even, “Thanks again — your gift really helps.”
Many organizations have created note cards for staff and volunteers to use when writing thank yous. The front of the card has the logo of the group, on the top half of the inside is a relevant meaningful quote from a famous person, and the bottom half of the inside is used for the thankyou message. It is a small space, so you really can’t say much.
answers, even though they did not know each other and did not give to the same group. All the answers were on this theme: “I would love to be considered a friend, but I am more of an ATM. They come to me when they need money, they tell me how much, I give it to them, and the next time I hear from them is when they need more.”
Many databases will print out a thank-you note after you enter the information about the donor — saving valuable time. These are best if accompanied by a personal note at the bottom.
This is a terrible indictment of much of what passes as fundraising. When I have described this common situation in trainings, people have often asked, “How can we make sure our donors don’t feel this way?” The answer is very simple, “Make sure you don’t feel that way about your donors.”
Late thank yous are better than no thank you at all, but photocopied form thank yous are almost the same as no thank you. The long and the short of thank yous is: if you don’t have time to thank donors, you don’t have time to have donors. 3. DONORS ARE NOT ATMS A survey of donors who gave away more than $5,000 a year asked, “What is your relationship with your favorite group?” Several gave similar
All groups have a few “high maintenance” donors, and may be forgiven for wishing them to go on a long trip to a place without phones or e-mail. But the majority of donors require practically no attention. They have the resilience of cacti — the slightest care makes them bloom. Thank-you notes, easy-to-understand newsletters, and occasional respectful requests for extra gifts will keep people giving year in and year out. continued on page 15
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Think of your donors as ambassadors for your group. Design your materials so that donors will be proud to give your newsletter to a friend or recommend your group when their service club or professional association is looking for an interesting speaker, or forward your emails to several of their colleagues.
class and poor people are generous givers and account for a high percentage of the money given away. In fact, a study by Arthur Blocks of the Maxwell School of Citizenship and Public Affairs at Syracuse University showed that 19% of families living on welfare give away an average of $72 a year!
By treating your donors as whole people who have a number of gifts to offer your group, including their financial support, you will have more financial support from existing donors, more fun fundraising, more donors, and the peace of mind of knowing that you are not treating anyone as an object.
Too often, people think they can’t raise money because they don’t know any wealthy philanthropists. It is a great comfort to find that the people we know, whoever they are, are adequate to the task. Seven out of ten adults give away money. Focus your work on these givers, and help teach young people to become givers.
4. MOST MONEY COMES FROM PEOPLE, AND MOST OF THOSE PEOPLE ARE NOT RICH
5. PEOPLE HAVE THE RIGHT TO SAY NO
There are three sources of funding for all the nonprofits in the United States: earned income (such as products and fees for service), government (public sector), and the private sector, which includes foundations, corporations and individuals. For the nearly 60 years that records about who gives money away have been kept, at least 80% of this money has been shown to be given by individuals. In 2002, total giving by the private sector was almost $241 billion, and 84.2 percent of that ($202 billion) was given away by individuals! These people are all people — there is no significant difference in giving patterns by age, race, or gender. Income is not nearly the variable that one would think: middle-class, working-
One of the biggest mistakes I made early on as a fundraising trainer was not balancing my emphasis on the need to ask for money with the reality that people are going to say no. No one is obligated to support your group — no matter what you have done for them, no matter how wealthy they are, no matter how much they give to other groups, how close a
friend they are of the director, or any other circumstance that makes it seem they would be a likely giver. While it is possible to guilt-trip, trick, or manipulate someone into giving once, that will not work as a repeat strategy. People avoid people who make them feel bad, and they are attracted to people who make them feel good. When you can make someone feel all right about saying no, you keep the door open to a future yes, or to that person referring someone else to your group. People say no for all kinds of reasons: they don’t have extra money right now; they just gave to another group; they don’t give at the door, over the phone, by mail; a serious crisis in their family is consuming all their emotional energy; they are in a bad continued on page 16
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mood. Rarely does their refusal have anything to do with you or your group. Sometimes people say no because they have other priorities, or they don’t understand what your group does. Sometimes we hear no when the person is just saying, “I need more time to decide,” or “I need more information,” or “I have misunderstood something you said.” So, first be clear that the person is saying no, and not something else like, “Not now,” or “I don’t like special events.” Once you are certain that the person has said no, accept it. Go on to your next prospect. If appropriate, write the person a letter and thank them for the attention they gave to your request. Then let it go. If you don’t hear no several times
Fundraising is a means to an end, a way to promote a cause, a very necessary skill in achieving goals and fulfilling missions. 7. FUNDRAISING SHOULD NOT BE CONFUSED WITH FUND CHASING, FUND SQUEEZING, OR FUND HOARDING a week, you are not asking enough people. 6. TO BE GOOD AT FUNDRAISING, CULTIVATE THREE TRAITS A good fundraiser requires three character traits as much as any set of skills. These traits are first, a belief in the cause for which you are raising money and the ability to maintain that belief during defeats, tedious tasks, and financial insecurity; second, the ability to have high hopes and low expectations, allowing you to be often pleased but rarely disappointed; and third, faith in the basic goodness of people. While fundraising is certainly a profession, people who will raise money for any kind of group are rarely effective.
Too often, organizations get confused about what fundraising is and is not. If you hear that a foundation is now funding XYZ idea, and your organization has never done work in that area nor have you ever wished to do work in that area, the fact that you are well qualified to do such work is immaterial. To apply for a grant just because the money is available and not because the work will promote your mission is called fund chasing. Many groups chase money all over and, in doing so, move very far away from their mission. Similarly, if your organization seems to be running into a deficit situation, cutting items out of the budget may be necessary but should not be confused with fundraising. When deficits loom, the fund squeezing question is, “How can we cut back on spending?”; the fundraising question is “Where can we get even more money?” Finally, putting money aside for a rainy day, or taking money people have given you for annual operating and program work and being able to put some of it into a savings account is a good idea. Where savings becomes hoarding, however, is when no occasion seems important enough to warrant using the savings. continued on page 17
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I know a number of groups that have cut whole staff positions and program areas rather than let money sitting in their savings be used to keep them going until more money could be raised. I know groups that overstate what they pay people, what price they pay for equipment, what they spend on rent, all to get bigger grants from foundations or larger gifts from individuals, and then put that extra into savings — savings that they have no plan for. A group that saves money needs to have a rationale: Why are you saving this money? Under what circumstances would you spend it? Without some plan in mind, the group simply hoards money. Fund chasing, fund squeezing, and fund hoarding need to be replaced with an ethic that directs the group to seek the money it needs, spend it wisely, and set some aside for cashflow emergencies or future work. 8. FUNDRAISING IS AN EXCHANGE — PEOPLE PAY YOU TO DO WORK THEY CANNOT DO ALONE Hank Rosso, founder of the Fund Raising School and my mentor for many years, spoke often about the need to eliminate the idea that fundraising was like begging. Begging is when you ask for something you do not deserve. If you are doing good work, then you deserve to raise the money to do it. What you must do is figure out how to articulate what you are doing so that the person hearing it, if they share your values, will want to exchange their money for your work. They will pay
you to do work they cannot do alone. 9. PEOPLE’S ANXIETIES ABOUT FUNDRAISING STEM FROM THEIR ANXIETIES ABOUT MONEY Anxiety about money is learned, and it can be unlearned. If you are ever around children, you know that they have no trouble asking for anything, especially money. In fact, if you say no to a child’s request for money, they will simply ask again, or rephrase their request (“I’ll only spend it on books”), or offer an alternative (“How about if I do the dishes, then will you give me the money?”). Everything we think and feel about money we have been taught. None of it is natural; none of it is genetic. In fact, in many countries around the world, people talk easily about money. They discuss what they earn, how much they paid for things, and it is not considered rude to ask others about salaries and costs.
or too much can be a source of shame and embarrassment, yet money is also a source of status and power. Most people would like to have more money, yet most will also admit that money doesn’t buy happiness. As adults, we have the right — in fact, the obligation — to examine the ideas we were taught as children to ensure that they are accurate and that they promote values we want to live by as adults. Most of us have changed our thinking about sex and sexuality, about race, about age, illness and disability, about religion, about marriage, about how children should be raised, what foods are healthy, and much more. We have done this as we have learned more, as we have experienced more, or, as we
We have been taught not to talk about money or to ask for it, except under very limited circumstances. Many of us are taught that money is a private affair. Having too little continued on page 18
17 Paws to Think • Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
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have thought about what we value and what we do not. We need to take the time to do the same work with our attitudes toward money. We can choose attitudes that make sense and that promote our health and well-being. Our attitudes toward fundraising are a subset of our larger attitudes toward money. The most important change we can make in our attitudes toward fundraising is to remember that success in fundraising is defined by how many people you ask rather than how much money you raise. This is because some people are going to say no, which has got to be all right with you. The more people you ask, the more yes answers you will eventually get. Finally, if you are anxious about asking for money or would rather not ask, this is normal. But ask yourself if what you believe in is bigger than what you are anxious about. Keep focused on your commitment to the cause and that will propel you past your doubts, fears, and anxieties. 10. THERE ARE FOUR STEPS TO FUNDRAISING— PLAN, PLAN, PLAN, AND WORK YOUR PLAN Though humorous, this formula that I learned from a community organizer underscores the fact that fundraising is three parts planning for one part doing. I learned this later in my career, after having gone off half-cocked into many fundraising campaigns and programs. I meant to plan, I planned to make a plan, I just never got around to planning.
I have learned (usually the hard way) that an hour of planning can save five hours of work, leaving much more time both to plan and to work. Planning also avoids that awful feeling of “How can I ever get everything done,” and that sense of impending doom. It moves us out of crisis mentality and means that we are going to be a lot easier for our co-workers to get along with. There are a lot of articles and books on planning — I recommend reading some of them. However, the easiest way I have found to plan something is to start by defining the end result you want and when you want it to happen, then work backwards from that point to the present. For example, if you want your organization to have 100 new members by the end of next year and you are going to use house parties as your primary acquisition strategy, you will need to schedule five to seven house parties that will recruit 10 to 15 members per party. To set up one house party will require asking three people to host it (only one will accept), which will require identifying 15 or 20 possible hosts to carry out the number of house parties you want to have. The hosts will want to see materials and know what help they will have from you. The materials will have to be ready before the first phone call is made to the first potential host, and the first phone call needs to occur at least two months before the first party. So, the materials need to be produced in the next two weeks, hosts identified in a
similar timeframe, calls made over a period of two or three months, and so on. When you are tempted to skip planning, or to postpone planning until you “have some time,” or to fly by the seat of your pants, just remember the Buddhist saying, “We have so little time, we must proceed very slowly.” Reprint by permission of the Grassroots Fundraising Journal • www.grassrootsfundraising.org • 1.888.458.8588 • 3781 Broadway • Oakland, CA 94611
MAKE A GIFT If you would like to make a lasting gift to help the animals, consider including The Pet Savers Foundation in your will. Our planned giving staff is available to discuss with you the confidential options without obligation. Call us today at 516-883-7767.
MATCHING GIFT Many employers make ‘matching gifts’ when their employees contribute to The Pet Savers Foundation. Check with your employer to see if a matching gift program is in place.
18 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
Letters To The Editors Dear Esther and Teresa: Thank you both so much for printing the article, ‘Fixing the Galapagos’. It just arrived and I am so, so pleased. An East Coast veterinarian emailed me yesterday to see if she could participate on the next trip as she had seen the article, so I was hoping my copy would come today. It's fabulous, thank you! We are leaving soon. Our team has grown to 35 enthusiastic, committed and fun people from all over the US. We have people coming from AZ Cats, Operation Catnip, Fix our Ferals, Shelter Outreach Services, The SF/SPCA and many more great s/n or feral cat groups. I have been so pleased with the interest this project has generated. Our team has the exact experience and skills that we need to do this. We certainly have our work cut out though as the dog population has been very busy. In 2003 there were 500 dogs and now there are 1,400! In January I had to quickly increase my funding, supplies and people power to cope with the new numbers. So thanks again for your support of the project and for printing the article. I will keep you posted on our progress. I am sure there will be many challenges ahead but I think with the team we have put together we will find a way around them.
Emma Clifford, Project Director Animal Balance, 415-290-0720 www.animalbalance.org Emma, We are excited to learn of this dedicated and capable team that you’ve assembled and that you will soon depart for the Galapagos Islands. Best of luck with this wonderful project and please keep us posted on your progress. Godspeed, Teresa and Esther Ms. Dockery, I really liked the last issue of Paws to Think. It made me cry to hear about Grace, the cat, so I decided to do a project on animal cruelty. She was a perfect example but I have no information on her. Can you give me some links or phone numbers to find out more? Thanks, Kaylen Hendrick, 6th grade Tavares, Florida P.S. I don't have a shelter. My mom knew I loved animals, so she got the magazine from animal control. Kaylen, We are happy to hear that Grace inspired you to teach others about preventing animal cruelty. We will provide you with your own subscription to Paws to Think so you can share it with others. Best wishes, Teresa
Editors note: Lila Wills, Grace’s guardian, has provided Kaylen with more information on Grace to use in her project on preventing animal cruelty. Esther, Many thanks for hosting the Southern Regional Leadership Conference. It was an enlightening experience. It’s truly amazing to see how many separate organizations and individuals are all working on the same problem. At the conference we talked a lot about the need for planning, despite the crisis management we seem to be working with. Training and growth issues are the same. There is a difference in going where the road takes you and planning your path, although planning isn’t as much fun and doesn’t have as many wet tongues and waggy tails. While we’re planning where to go we need to be planning who will take us there and what projects we will turn over to others so we may direct our attention to new goals. While we are starting to spend time on learning how to set goals, we seem to assume that since we’re in
this business we know how to ‘work well with others’. We’re all humane-minded people, after all. We’re naturally kind and considerate. Humane, kind, and considerate does not, however, translate into effective at working with people. Again, thank you for sponsoring the conference. We really appreciate your efforts. Colleen Hodges Education/Public Relations Coordinator, Public Health & Environmental Services Houston, Texas Dear Colleen, You are so right – careful planning and understanding what motivates people is a must if we are to reach our goals. You will be pleased to know that Kathy Savesky will be at the Southern Regional Leadership Conference, November 11-13 helping us to understand what motivates people to spay/neuter. Becky Robinson, our Keynote speaker, will address goal setting and the importance of having a plan. We hope to see you there. Best, Esther
We love to hear from our readers! Please write to Esther Mechler at 2261 Broadbridge Avenue, Stratford, Connecticut 06614, email: firstname.lastname@example.org, or Teresa Dockery at 59 South Bayles Avenue, Port Washington, New York 11050, email: email@example.com
19 Paws to Think • Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
The Pet Savers Foundation THANKS YOU For Your Generous Support! E. Beling T. Bernard Boca Raton H.S. Foundation T. Dugham C. Dunn
M. Elkin S. Heller N. Holoch S. Gaetano M. & J. Geffen R. Gerlach
J. Giovinazzo J. Hall E. Humberston J. Koenig D. Kronen P. Lindstorm A. Moran C. Parker S. Powers J. Raino G.W. Shipkey M. Smith J. Volpe R. & A. Waterloo M. West
Be a Guardian “Guardianship is becoming increasingly popular because of this timely moral shift, and I cannot imagine that anyone who has “Humane” attached to their name would not consider the name change.” Michael Shrewsbury Director, Sherwood Animal Services, Sherwood, AR
“Although it is a simple language change, we hope that the increased awareness of the ‘guardian’ language will elevate the status of animals in our community. We will use the word ‘guardian’ as another tool to fight animal abuse and exploitation.” Jan McHugh Executive Director Humane Society of Boulder Valley
Not an Owner
SIT UP AND GET NOTICED! Paws to Think is distributed to more than 32,000 animal caregivers, veterinarians, and animal welfare organizations around the world. Drop a note to Amanda Alio at firstname.lastname@example.org and ask for a free media kit detailing classified and display rates, sizes, and all you need to know to place your ad in the next issue of Paws to Think!
“It is my sincere belief that the result of increased numbers of people thinking and acting as guardians of their animal companions will lead to fewer cases of abuse, neglect and abandonment, and to fewer animals being killed in our nation’s shelters.” Carl Friedman Director, San Francisco Dept. of Animal Care & Control
“The term ‘guardian’ accurately describes the relationship of perpetual care that is needed to teach children respect, compassion and kindness for domestic pets.” Edwin J. Sayres President, ASPCA
In Defense of Animals 131 Camino Alto Mill Valley, CA 94941 www.idausa.org
20 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
CHAMP 2004 August 19 - 22, 2004 Doubletree Hotel Orlando, Florida REGISTER TODAY! (use the registration form on the back cover) Questions? call 1.516.883.7767 or email email@example.com or visit www.champconference.org
21 Paws to Think • Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
22 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
CAUTION Federal (U.S.A.) law restricts this drug to use by or on the order of a licensed veterinarian. INDICATIONS ProHeart 6 is indicated for use in dogs six months of age and older for the prevention of heartworm disease caused by Dirofilaria immitis. ProHeart 6 is indicated for the treatment of existing larval and adult hookworm (Ancylostoma caninum and Uncinaria stenocephala) infections. CONTRAINDICATIONS ProHeart 6 is contraindicated in animals previously found to be hypersensitive to this drug.
Monthlyheartwormpills may be easy to give. But they’re even
HUMAN WARNINGS Not for human use. Keep this and all drugs out of the reach of children. May be slightly irritating to the eyes. May cause slight irritation to the upper respiratory tract if inhaled. May be harmful if swallowed. If contact with the eyes occurs, rinse thoroughly with water for 15 minutes and seek medical attention immediately. If accidental ingestion occurs, contact a Poison Control Center or a physician immediately. The material safety data sheet (MSDS) contains more detailed occupational safety information. PRECAUTIONS Use with caution in sick, debilitated or underweight animals (see SAFETY). ProHeart 6 should not be used more frequently than every 6 months. The safety and effectiveness of ProHeart 6 has not been evaluated in dogs less than 6 months of age. Prior to administration of ProHeart 6, dogs should be tested for existing heartworm infections. Infected dogs should be treated to remove adult heartworms. ProHeart 6 is not effective against adult D. immitis and, while the number of circulating microfilariae may decrease following treatment, ProHeart 6 is not effective for microfilariae clearance. ADVERSE REACTIONS In field studies, the following adverse reactions were observed in approximately 1% of 280 dogs treated with ProHeart 6: vomiting, diarrhea, listlessness, weight loss, seizures, injection site pruritus, and elevated body temperature. Post-Approval Experience: Although not all adverse reactions are reported, the following reactions are based on voluntary post-approval drug experience reporting: anaphylaxis/toid reactions, depression/ lethargy, urticaria, and head/facial edema. Anaphylactic and anaphylactoid reactions should be treated immediately with the same measures used to treat hypersensitivity reactions to vaccines and other injectable products. Cardiopulmonary signs such as coughing and dyspnea may occur in heartworm-positive dogs treated with ProHeart 6. To report suspected adverse reactions or to obtain technical assistance, call (800) 533-8536. ANIMAL SAFETY General Safety: ProHeart 6 has been safely administered to a wide variety of healthy dogs six months of age and older, including a wide variety of breeds, pregnant and lactating females, breeding males, and ivermectin-sensitive collies. However, in clinical studies, two geriatric dogs with a history of weight loss after the initial ProHeart 6 injection died within a month of the second 6 month injection. A third dog who was underweight for its age and breed and who had a history of congenital problems experienced lethargy following the initial injection of ProHeart 6. The dog never recovered and died 3 months later (see PRECAUTIONS). ProHeart 6 administered at 3 times the recommended dose in dogs with patent heartworm infections and up to 5 times the recommended dose in ivermectin-sensitive collies did not cause any adverse reactions. ProHeart 6 administered at 3 times the recommended dose did not adversely effect the reproductive performance of male or female dogs. ProHeart 6 administered up to 5 times the recommended dose in 7-8 month old puppies did not cause any systemic adverse effects. In well controlled clinical field studies, ProHeart 6 was safely used in conjunction with a variety of veterinary products including vaccines, anthelmintics, antiparasitics, antibiotics, analgesics, steroids, non-steroidal anti-inflammatory drugs (NSAIDs), anesthetics and flea control products. Injection Site Reactions: Injection site observations were recorded during effectiveness and safety studies. In clinical studies, ProHeart 6 was administered at six-month intervals to client-owned dogs under field conditions. There were no reports of injection site reactions in these field studies and evaluations of the injection sites revealed no abnormalities. In a laboratory safety study, ProHeart 6 was administered at 1, 3 and 5 times the recommended dose to 7-8 month old puppies. Injection sites were clipped to facilitate observation. Slight swelling/edema at the injection site was observed in some dogs from all treated groups. These injection site reactions appeared as quickly as 8 hours post injection and lasted up to 3 weeks. A three-year repeated injection study was conducted to evaluate the safety of up to 6 injections of ProHeart 6 administered at the recommended dose (0.17 mg/kg) every 6 months. Mild erythema and localized deep subcuticular thickening were seen in dogs that received four injections in the same area on the neck and in one dog that received two injections in the same area on the neck. Microscopic evaluation on the injection sites from all dogs 6 months after the last injection consistently showed mild granulomatous panniculitis with microvacuolation. The only adverse reaction seen that was not related to the injection site was weight loss in one dog. Some dogs treated with ProHeart 6 in laboratory effectiveness studies developed transient, localized inflammatory injection site reactions. These injection site reactions were visible grossly for up to 3 weeks after injection. Histologically, well-defined granulomas were observed in some dogs at approximately 5 months after injection. For customer service, product information or to obtain a copy of the MSDS, call (800) 685-5656. U.S. Patent No. 4,916,154 and 6,340,671 © 2003 Fort Dodge Animal Health, a division of Wyeth.
Fort Dodge Animal Health
Get six months of unforgettable heartworm protection inone easydose. Research shows one in three dog owners occasionally forgets the monthly heartworm pill.1 Just one dose of ProHeart 6 from your veterinarian works for a full six months, making heartworm protection unforgettable! Proheart 6 is generally well tolerated. Use with caution in sick, debilitated or underweight dogs. A small percentage of dogs showed mild, transient swelling or itching at the injection site. While rare, digestive, neurological or hypersensitivity reactions may occur. See prescribing information on the following page, or call 1-800-772-5040.
See your veterinarian.
Fort Dodge, Iowa 50501 USA
1 Based on nationwide focus group surveys. Data on file. ProHeart is a registered trademark of Fort Dodge Animal Health. © 2003 Fort Dodge Animal Health, a division of Wyeth.
02942 Revised October 2002
23 Paws to Think • Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
Profitable Retailing For Your Organization By Dave Geier, President, Geier Enterprises, Inc.
Perhaps your organization has pondered the idea of how it might participate in the $24-billion pet supplies industry. There are a couple of good reasons to do so: to provide additional financial resources for your organization to support the important work you do; and to provide a valuable service to the new adopter you have just created. Before you act on what seems to be an idea that makes sense, there are several issues you need to understand, and for which you need to be prepared. The first issue to consider is what space you have available for your retail operation. As you begin, it is best that you use the space you already have more effectively. This space generally should be convenient to your adoption area to make it more convenient for the new pet owner to shop the products you have available. By using walls and floor space in an efficient manner, you may be surprised at the kind of revenues you could generate. I would not recommend extensive remodeling or building on new space for retailing until you have proven that it is right for your organization and that you can make it work. If you’re successful, you can decide if expansion is warranted and especially if it can be self-funding.
A second consideration is how you will staff the store. The most important reason to have the store staffed during regular adoption hours is to have someone to explain the product selection, answer any questions and process the sale. At the same time there is the security of the store to consider with the investment you have made in product inventory. If your location is adjacent to your adoption desk in the waiting/reception area, then security is less of an issue, but someone needs to be available to answer any questions and not be tied down with adoption processing, as people will only wait so long to get service. Many organizations tend to want to use volunteers to actually staff the store, with an employee doing the merchandise selection, purchasing, merchandising and generally managing store operations. While this may suffice for a time, it is always a challenge to train and count on a “regular shift” from the volunteers to get the job done. Here again, the best solution, if it can be justified by the revenues from the operation, is to have someone available on staff full-time to assist the volunteers and manage the operation. If you can’t properly man the store during regular hours then you would be better served to have it open only when you know your
adoption traffic is heaviest, and try to sell what you can during those times. Another important decision has to do with the computer cash register that you commit to the retail operation. If possible this system should be the same one through which you process your adoption fees and account for other expenses. It will need to have a feature that allows it to track a perpetual (ongoing) inventory of the items purchased and sold, to properly maintain control of the inventory. This allows you to analyze sales by item so you know what is selling, and to reorder the product appropriately. It also identifies slow sellers that should be marked down and sold so you have those dollars to buy merchandise, rather than keeping it tied up in inventory. Integral to this process is scanning products by their UPC (Uniform Product Code), manually entering the UPC, or manually entering your own stock number to track inventory. Because of the potential reliance on volunteers or part-time staff, whatever system you have must be simple to operate to charge the right amount and make the right change as necessary. A critical question for your retail operation, as it is for ANY store, is: “who is my customer and what continued on page 27
24 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
Cooperative Buying Program Save Money Today . . . Save The Pets Of Tomorrow! The Pet Savers Foundation wants to help animal welfare organizations maximize their limited financial resources. The Pet Saver’s cooperative buying program allows organizations of all sizes to take advantage of high-volume purchasing power for discounts on high-quality products. These products can be used in-house, or to start a retail program. Participation is easy and Membership is FREE!
Together we can save more lives of homeless animals and enhance the lives of those saved. Read about our partners in saving lives . . . The Butler Company® is recognized as the leading distributor of veterinary supplies for companion animals, including: pharmaceuticals, diagnostics, instruments, and surgical supplies. Your organization will benefit from their technology, wide range of products, attractive pricing, and world-class customer service. Nylabone,® the premier manufacturer of pet chew products for over 40 years, is the standard against which all other chew products are measured. Nylabone products are designed to promote good canine dental hygiene, enhance overall mental fitness, and encourage positive behavior. Midwest Homes for Pets is an innovator in training cages. The best products at an attractive price with two different programs to earn significant income for your organization: Retail Plan – buy crates below regular wholesale prices and stock them in your retail space to sell to adopters a good price. Consumer Plan – sell crates to adopters who purchase with a credit card direct from The Pet Savers Foundation, with shipment right to their doorstep; no inventory to buy, just the opportunity for an attractive commission to your organization on every sale!
Kong® established “the standard” for dog toy performance and durability, and today Kong toys are enthusiastically used and recommended by veterinarians, trainers, dog professionals and satisfied customers worldwide. Millions and millions of dogs have confirmed the Kong is “THE WORLD’S BEST DOG TOY!”
American Leather Specialties Corp. is an international manufacturer and the largest U.S. distributor of non-leather collars, leashes, chains, grooming products, dishes, cat pans, rawhides, toys, beds, and many other quality pet accessories. Exclusively for coop members, we have developed pre-packaged starter kits that are easy to order and inventory. T.F.H. Publications, Inc. has been at the forefront of pet publishing for half a century, creating and sustaining publications for owners of a wide variety of companion animals. TFH was a pioneer in bringing full-color books to pet guardians, and has maintained a wide selection of breed, care and training titles to satisfy the needs and interests of all pet guardians.
SIGN UP FOR SAVINGS TODAY!
To receive a FREE introductory kit which includes catalogs and pricing,
call us at 1 (800) 233-7544 The Pet Savers Foundation • 59 South Bayles Ave. • Port Washington, NY 11050 • www.petsavers.org
25 Paws to Think • Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
Now available in the
Pet Savers Co-op Program TFH / Nylabone supports animal shelters and the good work that they do by offering a selection of our best-selling books and products at special prices. Please contact the Pet Savers Foundation for more information.
Call 1-800-233-7544 for more details.
The leader in responsible animal care for over 50 years!
26 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
continued from page 24
ucts are, which can be a necessity in many parts of the country. Here again, manufacturers of the top quality products which can be purchased through veterinarians sometimes offer coupons and information to shelters which can be very useful to new pet owners. A final thought is that you should consider retailing shirts, caps, and mugs which promote your organization. The cause you represent is a good one, and people choosing to use your adoption services are likely to want to support your work through purchasing merchandise of this type.
would they be willing to buy from me?” You really need to give this some thought. As a starting point, the key customer you have is the new adopter at your facility. It is for this customer you should develop the product mix for your store. Following are some of the basic items that the new adopter will need: Puppies/Dogs – collar, leash, water bowl, food dish, training crate, bed, toy, treat, shampoo, grooming tools, good book on care and training Kittens/Cats – water bowl, food dish, carrier, litter box and scoop, bed, toy,
treat, grooming tools, good book on care and training I did not include pet food or litter, which are obviously very basic items, because they can take up a great deal of space, don’t offer much profit, and can require considerable investment in inventory. Many pet food and litter manufacturers offer “starter kits” with product samples and coupons, free of charge to adoption organizations, which can be a nice addition for your new adopter. You may also wonder where the parasite – flea, tick, heartworm – prod-
Next is finding sources of supply for the products you have selected. One resource you will want to consider is The Pet Savers Foundation’s “Cooperative Buying Program.” Working with manufacturers of wellknown quality branded products like Nylabone, Kong, TFH Publications, MIDWEST Homes for Pets, and distributors like American Leather Specialties, Pet Savers has developed a targeted selection of products for new adopters. The products selected are those recommended as being most appropriate for the new puppy/kitten, dog/cat owner, so some of the work for product selection has been done for you. Plus, you get a very competitive price based upon your collective buying power, and in many cases, FREE shipping which is a big advantage. To find out more details about the Cooperative Buying Program developed especially for you, please visit the Pet Savers’ web site at www.petsavers.org to complete your enrollment application for FREE membership in the continued on page 29
27 Paws to Think • Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
C rate Tra ining He lps Ne w Pup py Owne rs... • Solve behavioral problems • Cut housebreaking time in half
Learn more about MIDWEST on-line at:
MIDWEST Homes For Pets Helping Happy Homes Stay Happy! Let MIDWEST help your shelter. Contact MIDWEST to participate in our Animal Shelter Program. By simply handing out the special brochure “A Guide For Raising Your Puppy,” you can help earn extra donations for your shelter.
Contac t MID WEST at: • 800/428-8560 • firstname.lastname@example.org • P.O. Box 1031 Muncie, IN 47308 • 765/289-6524 (fax)
28 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
continued from page 27
program. Or you can email Pet Savers at email@example.com or call, toll-free, 1-800-233-7544 to learn more. A final thought, when considering your product mix you should recognize that you only get one “first shot” at your adopters and that generally speaking they are not likely to return to your “store” for repeat purchases. For this reason, it is critical that your retailing operation be integrated with your adoption process, so the adopter is educated about it and gains incentive to utilize it. Once the product is in your retail space you need to decide the best way to merchandise (attractively display) it to enhance your prospects for a sale. Store racking, shelving, display-
ers can be expensive and increase the amount of your investment which could be better spent in inventory. If the product manufacturer offers a displayer/rack designed specifically for their products you might want to consider it. In some cases these displays may be free or sold at a discount because the manufacturers recognize that they are in business to sell products not displayers. Nearly all of the products suggested for your consideration can be nicely merchandised on pegboard hooks. This type of display can be put on any open wall. It is cost effective and can look good. You should have a clear distinction between dog products and cat products to quickly engage the customer in that part of your store. Signage and color schemes can accomplish this. Use inexpensive tables attractively covered to display items which can’t be merchandised on pegboard. Finally you have to decide on the retail price of your merchandise. Who are you trying to compete with? How much margin (gross profit) do you need? With regard to the first question, your “competition” is limited. Remember, oftentimes your
adopter needs to be assisted in the products they should have, and have not had an opportunity to “priceshop” the products. If you give them a fair price, like MSRP (manufacturer’s suggested retail price) you are being fair with them. If they can find a better price for the product in the future, then they will do so, since they are not likely to return to your location. A word on pricing – check with your local taxing authorities, to see if a “non-profit” organization (if you are one) is exempt from collecting sales tax. If you are, then promote that in the store as it can represent a 4-8%+ savings in your prices. You might also consider using the term “donation” rather than “price” on your product labels. It will help your customers realize the difference their purchase makes. As a concluding comment I would suggest that you carefully consider if “retailing” is right for your organization. Anyone involved in saving the lives of animals is always faced with scarce resources of time, money, and people. And, these resources can be easily mis-directed into a failing retail operation. However, if you approach it in the right way, fully considering the various issues I have raised in this article, then retailing can contribute to your financial resources and help prepare your adopters for an enjoyable pet ownership experience that will last a lifetime. ✺ Editor’s Note: Mr. Geier will be presenting a Workshop at CHAMP on “Leveraging Your Buying Power” which will expand on the concepts presented here.
29 Paws to Think • Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
30 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
Please Help Us Do More The Pet Savers Foundation does just what it says. We work tirelessly every day to do more for animals who need our care and protection – and we do it in so many ways. The Conference on Homeless Management and Policy (CHAMP) and the Southern Regional Leadership Conference, both produced by Pet Savers, allow the experts to share their wealth of knowledge with animal caregivers throughout the country. Each edition of Paws To Think is filled with invaluable information that can be used to develop and expand animal welfare programs. Every day, members of our team are out in communities throughout the country to ensure the best possible care is given to the animals so precious to us.
more – and to do it, we need your help. Your donation will help us continue to protect the animals who are so defenseless. Your generosity will make it possible for us to guide the people responsible for animal welfare in communities all across the United States.
We are thrilled to say we are making progress. Fewer animals are in jeopardy; increased spaying and neutering prevents cruelty before it starts. People responsible for the care of our animals have a better understanding of their needs. But there is more work to be done – so much
Please enclose your contribution in the envelope in the center of this magazine. Your support will mean The Pet Savers Foundation can continue to do its job – to save our lovable pets from harm. Thank you from the bottom of their hearts.. ✺
Save the dates: November 11-14, 2004 SPAY/USA’s Southern Regional Leadership Conference New Orleans, Louisiana ✺ Learn how to run a high-volume clinic in the black from the director of a highly successful model clinic that spays/neuters 16,000 animals a year! ✺ Find out the current status of nonsurgical sterilization techniques, and see a demonstration of one of them. ✺ Learn how to reach the hard-core people who don’t want to spay their pets, and how to crash some of the cultural barriers. ✺ Find others in your state who also want to reduce the numbers of unwanted litters statewide! ✺ Find out successful methods of fundraising and meet the best grantmakers! ✺ And more!
For information and to receive a brochure and registration form call 1-800-248-7729 Attendence limited to 200 people; all workshops geared to the southern states.
31 Paws to Think • Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
CHAMP 2004 Workshop Tracks Presented By: Helping animals takes resources – and the top resource is funding! Created by Imagine Humane (a project of the ASPCA and PETsMART Charities), this full track of fundraising workshops will
feature practical, ready-to-use tips and plans on how to get your “paws” on more money. You will definitely want to take this opportunity to hear from those who raise big bucks!
Animal control officers and humane investigators from around the country will come together to hear the latest in investigative and enforcement techniques used in cruelty and neglect
cases. Learn how you can keep the animals in your neighborhood safe from abuse. An outline of the track can be provided so you will be able to obtain continuing education credits.
Whether you are a veterinarian or veterinary technician working in a shelter, spay/neuter clinic or assisting an animal welfare group in your own practice, you will benefit from the wealth of knowledge shared by some of the leading shelter
veterinarians from around the nation. This track is structured for shelter veterinarians and technicians, but caregivers are welcome. Confirmation of attendance can be provided for obtaining continuing education credits.
Is your organization all over the place? Do you often wonder what it is that you are doing? Are you having trouble controlling your volunteers? Do you have lots of programs but cannot show the success of those programs? Do you have burn out and trouble keeping people motivated? If you are nodding your head
Super and mobile clinics, government funded spay/neuter programs, and progressive voucher programs hold the key to ending the overpopulation problem. Hear from some of the country’s leading experts how you too, can implement a successful pro-
Would you like to save money on the goods that you purchase in your shelter or rescue group? If so, this track will show you just what to do. You’ll also receive guidance in developing the
right about now, attend this track to learn why a strong foundation for your organization is critical for ensuring success. These workshops will assist conference attendees with planning, developing clear program descriptions and development, and addressing the ever-evolving philosophy that impacts us all.
gram in your area. Join in the launch of a national effort to develop more programs like the successful New Hampshire model. Attend the workshops in this fastpaced track and you will have the tools to end euthanasia in your area!
skills to provide for the care and well-being of the animals in your charge so successful placement is accomplished. Attend this track and you will save more lives.
32 Paws to Think •Summer 2004 • Volume 3, Issue 3 • The Pet Savers Foundation • www.petsavers.org
CHAMP 2004 Registration Application August 19 – 22, 2004 • Doubletree Hotel • Orlando, Florida Please print clearly. One registration form required per person. Thanks!
Name: ____________________________________________________________________________________________________ Title (if any): ______________________________________________________________________________________________ Organization (if any):________________________________________________________________________________________ Address: __________________________________________________________________________________________________ City/State/Zip Code: ________________________________________________________________________________________ Country: __________________________________________________________________________________________________ Phone: ________________________________________________
How did you hear about us? __________________________________________________________________________________
Please check all appropriate boxes:
Circle All That Apply
q I require vegan meals.
Pre-Conference Workshops • Thursday, August 19, 2004 q Pre-Conference Workshops – August 19, 2004
rec’d by 8/9/04
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$25 . . . . . .$30
Conference Workshops • Friday, August 20 & Saturday, August 21, 2004 q Conference Days 1 & 2 – August 20-21 (includes all meal functions, plus gala dinner) . . . . . . . . . . . . . . . . . . . . . . . .$240 . . . . .$280 q Conference Day 1 ONLY – Friday, August 20 (includes breakfast, lunch and breaks) . . . . . . . . . . . . . . . . . . . . . . . . .$125 . . . . .$165 q Conference Day 2 ONLY – Saturday, August 21 (includes breakfast, lunch and breaks) . . . . . . . . . . . . . . . . . . . . . . .$125 . . . . .$180 q Conference Day 2 – Gala Dinner ONLY – Saturday, August 21
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$45 . . . . . .$60
q Discount per person with five (5) or more registrations from the same organization attending BOTH Friday and Saturday Conference Workshops . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(-$10) . . . .(-$10) Post-Conference Event – Sunday, August 22, 2004 q Backstage Safari at Disney’s Animal Kingdom (includes transportation) . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$55 . . . . . .$60 Total Amount Due q Check or money order made payable to The Pet Savers Foundation.
q VISA -or- q MasterCard accepted.
qqqq qqqq qqqq qqqq
Expiration Date: __________________ Authorized Signature: __________________________________________________ * Advance registration and payment must be received by the dates indicated above. Registration will not be completed until check or credit card clears. Only credit card payments will be accepted via fax. Send completed registration form and payment to: The Pet Savers Foundation, 59 South Bayles Avenue, Pt. Washington, NY 110503728. Pet Savers will send you confirmation shortly after receiving your registration and payment. Sorry, no refunds. Questions? call (516) 883-7767 • fax (516) 944-5035 • E-mail firstname.lastname@example.org • Web www.champconference.org
The Pet Savers Foundation 2261 Broadbridge Avenue Stratford, CT 06614-3801
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Non-Profit Org. US Postage PAID The Pet Savers Foundation