increase donation volume, donation quality & donor...

Increase Donation Volume, Donation Quality & Donor Satisfaction:

Donation Pickups by College Hunks Hauling

Presented to: Goodwill Organizations

By Nick Friedman, Co-Founder & President of College Hunks Hauling

Webinar Agenda/Road Map • Discovery Questions • Who is College Hunks Hauling • Benefits of Donations volume • List of College Hunks Hauling current partners

– Partnership Success Stories

• How the process works • How to get started • Q & A • Contact Information

Questions: • Do you currently provide free pickups? • How many calls a day/week do you receive asking for pickups? • How are those calls triaged? • Is there a limited number of items you accept? • Is there a limited type of items you accept? • Do your competitors who provide pick-ups have advantages? • What % of items do you then have to pay to dispose of? • What is the average disposal cost per location? • If/When you provided pickups, did you bear the following operating

costs? – Labor – Fuel – Capital Equipment – Disposal Cost – Was there a backlog? Limited timeframes?

• Are you interested in increasing donation volume and quality? • Are you interested in decreasing expenses? • Are you interested in improving donor loyalty?

College Hunks Hauling is a donation pick-up and recycling service company that… Provides full-time, fully insured, uniformed, licensed and

bonded teams to remove unwanted items from inside the property and transport them to be properly recycled, donated, or disposed of.

Gives clients a low-cost, customer-friendly solution for removing and transporting unwanted items NATIONWIDE.

Was founded based on the core values of Building Leaders with a Commitment to the Community and Protecting the Environment.

Southwest Airlines, January 2009 In-Flight Magazine: “For College Hunks Hauling, their success is all

about a clean-cut, professional image. It sets them apart from the stereotype of junk-haulers—the cigar-chomping guy with 5 o’clock shadow, foul temper, and shifty eyes… Their focus on service and professionalism has won them thousands of commercial clients.”

Over 15,000 Tons of Household Items, Metal, Computer Equipment Donated Annually

- 60+ Trucks in 40 Markets Nationwide

- 24/7 Call Center and Dispatch.

- Real-Time Online Scheduling.

- Detailed Reports and Analytics.

Locations by State and Market • Arkansas, Little Rock • Arizona, Phoenix • California, Orange County • California, San Jose • California, Los Angeles • California, San Diego • Colorado, Denver • Florida, Ft Myers • Florida, Tampa • Florida, Orlando • Florida, Palm Beach/Broward • Georgia, Atlanta • Illinois, Chicago North • Illinois, Chicago South • Indiana, Indianapolis • Kentucky, Louisville • Kansas, Kansas City • Maryland, Baltimore • Maryland, Annapolis • Massachusetts, Boston

• Missouri, Kansas City • Missouri, St. Louis • Michigan, Detroit • North Carolina, Raleigh • North Carolina, Greensboro • New Jersey, North • New Jersey, Hillsborough • New York, NYC, Westchestr

and Long Island

• Ohio, Cincinnatti • Ohio, Columbus • Ohio, Cleveland • Pennsylvania, Central • Pennsylvania, Philadelphia • Tennessee, Nashville • Texas, Houston • Texas, Plano • Texas, Dallas • Virginia, Richmond • Washington, DC Metro

Benefits of Program to Goodwill

RESULTS OF BENEFITS TO Goodwill:

• Increased donation volume and donation quality

• Higher level of donor satisfaction and loyalty

• Lower overhead and costs

• No cost to implement the program

Some Current Goodwill® partners 1. Goodwill Greater Washington 2. Orange County Goodwill 3. Goodwill-Suncoast 4. Goodwill SW FL 5. Goodwill Denver 6. Goodwill Middle Tennessee 7. Goodwill Central Virginia 8. Goodwill Michiana 9. Goodwill Ohio Valley 10. Goodwill Chesapeake 11. Goodwill Los Angeles 12. Goodwill Central Arkansas 13. Goodwill Keystone 14. Goodwill SE Wisconsin 15. Goodwill of Detroit 16. Goodwill of Silicon Valley 17. Goodwill of Boston 18. Triad Goodwill (Central NC)

Limited Donation Options

From various websites and phone inquiries • “We no longer do home pickups” • “Must drop the items off” • “We’re backed up” • “Call Salvation Army” • “We don’t accept…” • Donating—How it Works

You've cleaned out that closet, or maybe your basement or attic. Perhaps you are moving, or maybe you just needed to make some room and simplify your life. Whatever the reason, you've done the hard part — donating your items is easy...

Limited Donation Options

• No pickup- Items must be dropped off at location

• Limited number of items • Limited type of items • Limited timeframes • Organization bears operating costs

– Labor – Disposal Cost

College Hunks Hauling Options

• Pick up unlimited items • No restrictions on type of items • Same day or next day service • Items removed from anywhere on property • Recycled or disposal of non-donated items • Clean cut, professional workers • Licensed, bonded insured company • College Hunks Hauling bears all operating cost

Success Story: Goodwill of Greater Washington Preferred Priority Pick-Up Option

• Offers Options to Clients – Traditional free pick up or drop off by Goodwill of Greater Washington – OR Preferred pick up through College Hunks Hauling (fee based) – College Hunks Hauling offers discount for picking up donations – College Hunks Hauling will pick up all items not just donated items – Items pre-screened by College Hunks Hauling as defined by Goodwill – Clients can be connected directly to College Hunks Hauling Center via

phone and web booking form – Quality monitoring and follow up provided to Goodwill – Higher level of client satisfaction, lower overhead, and increased

donation volume and donation quality for Goodwill

Success Story: Goodwill of Greater Washington

For Immediate Release: December 21, 2009 Brendan Hurley | Goodwill of Greater Washington Senior Vice President [email protected] | 202.636.4225 Nick Friedman | College Hunks Hauling Junk President [email protected] | 202.306.1068 GOODWILL® OF GREATER WASHINGTON PARTNERS WITH COLLEGE HUNKS HAULING™ FOR HOME PICKUPS Goodwill to offers new option for expedited home pickup service Washington, DC - Goodwill of Greater Washington is excited to announce that it has joined forces with College Hunks Hauling to provide a new, expedited home pickup service to DC area residents who wish to donate household goods to charity. In addition to Goodwill’s free home pickup service, the charity now offers a 48 HR Priority Paid Pick-Up option. The new Priority Paid Pickup will allow residents to have their items removed and donated within a 48 hour timeframe by College Hunks Hauling. While the priority pickup option is a fee based service, it includes additional benefits such as the removal of items from anywhere inside the property, as well as the removal of junk and items Goodwill cannot accept. Donors will also receive a discount off the regular pricing of College Hunks Hauling and the donation to Goodwill is still fully tax-deductible. The program resulted from the high volume of requests for Goodwill’s FREE service, which has some limitations, such as requiring a minimum of 8 pieces of furniture and/or bags or boxes of clean clothing in good condition. Additionally, the free service was unable to accept used mattresses, box springs and sleeper sofas by law, but the new option will allow residents to get rid of these items environmentally. Furthermore, due to a limited fleet of trucks, the free option resulted in home pickups being backlogged as long as three months.


Since the new program launched in August, College Hunks Hauling has already serviced over 120 area residents who otherwise would not have been able to donate their items to Goodwill due to time constraints. This has produced a cost savings of over $30,000 for Goodwill, and has also increased donation volume by 50 truckloads with no negative impact on the continuing Free Pickup Services. “By partnering with College Hunks Hauling, Goodwill is able to better service its generous donors by providing a quicker and more convenient donation home pickup option”, said Brendan Hurley, Senior Vice President of Marketing and Communications for Goodwill. “I am very excited about the partnership, because it helps turn our vision of servicing the community and environment into a reality,” said Nick Friedman, President of College Hunks Hauling. Residents will benefit from a significant discount and can schedule their no-obligation priority service hauling and donation estimates online at the custom-booking page: http://1800junkusa.com/partners/Goodwill or by calling 1-800-586-5872 and identifying themselves as a Goodwill donation partner. They can also visit the Goodwill website and request the priority service by going to http://www.dcgoodwill.org/donate.php?DONATEmain=donate/pickups.html ### About College Hunks Hauling: The College Hunks Hauling concept was founded in 2003 by two DC area college students. Today, it is a multi-city franchiser that provides commercial and residential removal services to clients nationwide. As the largest US-based hauling service, College Hunks Hauling recycles and donates over 60% of the items it removes. Visit: www.CollegeHunksHauling.com or call: 1-586-5872. About Goodwill of Greater Washington: Goodwill of Greater Washington’s mission is to educate, train, employ and place people with disadvantages and disabilities, creating a stronger workforce and a more vital community while building dignity for the people we serve through the removal of barriers to personal success.

Success Story: From Goodwill of Greater Washington website:


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Month TOTAL

Goodwill Increased Revenue: (new dropoffs) 116 2760 dropoffs5,800$ 138,000$ increased revenue

Goodwill Cost Savings Month TOTALLabor Savings (2 guys, total stops, 2 hours each 13,500$ 79,500$ Disposal (% disposed of $65/ton) Cost Savings 2,080$ 18,950$ Other/Admin (admin processing) cost savings 3,143$ 16,950$ TOTAL COST SAVINGS to Goodwill 18,723$ 115,040$

Total Profit to Goodwill (24 month) 253,040$

Increased Revenue Assumptions: •$40 Value Per New Donation Dropoff

• $10 Donated to Goodwill by College Hunks Hauling per Pickup •NOTE: Does NOT include the pickups completed from outside sources other than Goodwill

Decreased Cost Assumptions:

• 2 Hours per pickup, 2 Men ($15 per man per hour) •Per ton disposal cost for non-donatable goods (35% non-donatable)

•1 Hour of Admin work per pickup


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Testimonials from Goodwill College Hunks Hauling Clients Neil Efram

They called when they were on their way and showed up on time. I also like the fact that they work with goodwill so that my good items can be donated. Michael J. Rice I was looking to donate to Goodwill and had a great deal of items to move. My vehicle would require me to move the items in two runs to Goodwill. Plus, I would have to haul the bags, boxes and other items nearly 100 yards to my car after hauling them down three flights of stairs. I am tired just thinking about that. The guys came, hauled everything out for me and took it to Goodwill. It made it so easy and motivated me to get rid of more stuff. The two gentlemen were professional and courteous and got the job done. I Greg Wajasgras We got a call 45 min. before arrival (just as promised) and another when they needed some directions. The guys were on time, prepared and friendly. The price was in line with what we researched and expected (with the discount for donations to Goodwill). A good experience all around. Lindy Rider Fast,timely, friendly, plus the goodwill discount :-) Helga Treichel Very prompt service - you take all the stuff, no need to pre-sort, convenience for the person who wants to get rid of things Julia Cunico The follow-up to the web request was immediate, the service was timely, organized, and well-executed. Sean was a pleasure to work with. Melanie Kemper Friendly service, no damages during removal, works with Goodwill.

Success Story: From Goodwill Ohio Valley website:

Other Goodwill Success Stories

Testimonials from Goodwill Executives

Corrine Allen, Director, Retail Operations, Goodwill Industries of Orange County Thank goodness that sales and donations have increased this year. We discontinued home pickups some time ago, but continually receive phone calls requesting this service. We are currently in a partnership with College Hunks Hauling to handle fee based home pickups... I would be happy to share with you our experience with College Hunks Hauling. I

Brendan Hurley, Senior Vice President of Marketing and Communications, Goodwill of Greater Washington By partnering with College Hunks Hauling, Goodwill is able to better service its generous donors by providing a quicker and more convenient donation home pickup option

Other Goodwill Success Stories

Testimonials from Goodwill Executives I

Email to Tony Petraglia of Goodwill SW FL from Store Manager To: Tony Petraglia Subject: RE: Summary of Hauling Partner Jobs - May 2010 Tony, The program is great!!!!!!! Really nice donations and quantity is good also. The guys are all great and helpful. Very professional at all times. Thanks, Les

Catherine Meloy, CEO, Goodwill of Greater Washington- Good afternoon, everyone! At Delegate Assembly I know many of you saw the College Hunks Hauling display. I was speaking with Nick Friedman, President of College Hunks Hauling last week and asked if there were any Goodwills that he was trying to work with that I could contact to endorse the work that his group has done for our Goodwill. That is why each of you is on this email! Goodwill of Greater Washington has been working with College Hunks Hauling for two years now and are very pleased with their work and the results. We are currently one of 16 different Goodwill organizations across the country that is using their services to increase our donation volume and quality, while increasing donor loyalty. Last month alone College Hunks Hauling donated over 600 truckloads of donations plus $6,000 cash for Goodwill. When they first approached us we had concerns about the original name that had included the word “junk” in both the name and in their branding. By working under the name of College Hunks Hauling we feel very comfortable that they are protecting our brand image, while at the same time servicing our donors. All and all this has been a very strong relationship for us and one that has not created any negative impact or feedback. As you pursue looking at the potential of using this group, please do not hesitate to contact me. I would be more than happy to discuss further our success with College Hunks Hauling! Catherine Meloy President and CEO Goodwill of Greater Washington 2200 South Dakota Avenue, NE Washington, DC 20018

Partner Page

From College Hunks Hauling website:

Tracking, Reporting and Follow Through

• Shared Google Document • Monthly Metrics Report and Review • Instant Follow-Up by 24/7 Call Center

• Quality Follow-Up (“Happy Checks”)

Tracking, Reporting and Follow Through

Next Success Story/ Business Case

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Goodwill Cost Savings (estimated worksheet) Estimated savingsEnter # of Estimated Pickups to be handled 60Enter average $ per donation dropoff 50.00$ $40 plus $10 revenue share

Increased Revenue: (new dropoffs) 60 dropoffs3,000$ increased revenue

Annual Donation Volume Increase 36,000$ Effective Cost Savings:Labor Savings (2 guys, total stops, 2 hours each 3,600$ Disposal (% disposed of $40/ton) Cost Savings 720$ Other/Admin (admin processing) cost savings 900$ TOTAL COST SAVINGS to Goodwill 5,220$ Total Profit to Goodwill (1 month) 8,220$ Annual (including cost savings) 98,640$

Increased Revenue Assumptions: • 5 Donation Pickup Inquiries per Day (150 per month)

•2 Donation Priority Pickups Completed per Day (60 per month) •$40 Value Per New Donation Dropoff (obtained from Goodwill SEW)

• $10 Donated by College Hunks Hauling per Pickup

Decreased Cost Assumptions: • 2 Hours per pickup, 2 Men ($15 per man per hour)

•$40 per ton disposal cost for non-donatable goods (30% non-donatable) •1 Hour of Admin work per pickup

Did you know…

Win-Win-Win Summary: BENEFITS TO Goodwill:

• Increased donation volume, donation quality and revenue. • Higher level of donor satisfaction and loyalty • Lower overhead and costs • No cost to implement the program

BENEFITS TO Donor:

• New, convenient donation pickup option. • Removal of any items, any quantity, and from any location

within 24-48 hours, and in some cases same-day pick-ups. • No obligation and free estimates • Discounted rates and donation still tax deductible.

NEXT STEPS TO INCREASE DONATIONS:

•90-Day Pilot Program

•Step 1: Add “Priority Pick-Up” web link option to donations section of

website.

•Step 2: Implement phone script regarding donation pickups.

•Step 3: Experience increases in donation volume, quality, and improved donor satisfaction.

Questions and Answers

CONTACT

Nick Friedman, President [email protected]

202-306-1068

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