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The 2019 Moery Corporate Profile

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The 2019 Moery Corporate Profile

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Check out why associations hire The Moery Company! Since its founding in 2010, The Moery Company has become one of the most respected and successful consulting firms in the non-profit industry. Well-established within the Washington, DC, association market, we help solve revenue growth problems for our partner associations, whether it’s membership, product, sponsorship, or exhibitor programs.

Check out why associations hire The Moery Company! Since its founding in 2010, The Moery Company has become one of the most respected and successful consulting firms in the non-profit industry. Well-established within the Washington, DC, association market, we help solve revenue growth problems for our partner associations, whether it’s membership, product, sponsorship, or exhibitor programs.

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The 2019 Moery Corporate Profile

  1. 1. 1 Business Development for Associations 2019
  2. 2. 2 Moery Company Background • Millions of dollars sold in membership, exhibits, ads and sponsorship. • More than 250,000 sales and marketing contacts annually. • Advisor to the nation’s top associations for business growth and management.
  3. 3. 3 Moery Services….. Membership & Sponsorship Sales – Conduct industry-wide sales campaigns for association growth to generate increased membership, sponsorship, advertising and exhibit revenue through direct sales. See slides on specifics of sales programs. Business Consulting – Develop an “across the board” data driven-business analysis including membership satisfaction, dues levels, and sponsorship inventory and pricing. TMC works towards identifying the underlying factors contributing to an organization’s revenue stall or design new approaches to help take revenue to the next level. TMC provides an in-depth evaluation, industry perspective, and growth strategies backed by solid data for practical, tactical solutions. See slides on specific methodology. Podcast Implementation – Create and launch a podcast at your association. From an initial discovery session to the final production – we will be your partner for everything you’ll need to launch and host your show. TMC will assist with Equipment Purchase and Setup, Logo Design and Creation, Website Integration, Podcast Hosting Setup, iTunes Submission, Intro and Outro Recording and Editing, Editing and Production of Six Podcast Episodes, Two On-site Days for Recording and Training, and Video Tutorials – American Boiler Manufacturers Association and Textile Rental Services Association Thought Leadership Development – Become a cutting-edge thought leadership Association or develop for a sponsorship program leveraging thought leadership inventory. TMC will assist in conducting research, then writing speeches developing webinars, and writing articles for industry publications supporting your content delivery strategies – The Moery Company Sales Staff and Salesforce Consulting – Evaluate, train, and guide association sales operations for revenue growth, including utilization of Salesforce best practices – Association for Advanced Life Underwriting and Global Gold Chain Alliance
  4. 4. 4 Moery Services….. Strategic Planning Facilitation – Professional facilitation by JP Moery for strategic planning, mission & vision development, or brainstorming for staff, Board of Director, or members – Biotechnology Innovation Organization and Forest Resources Association CEO Consultant – Premier and specialized executive and upper-level management consulting on issues such as staff leadership, organization structure, CEO transition and revenue growth – Pharmaceutical Care Managers Association and Advanced Medical Technology Association Business Development Staff Recruitment – Using our network and expertise in revenue generation, TMC can recruit senior leaders in the membership and sponsorship area – American Bus Association Federation/State Chapter Sales Consulting – Specialized consulting on sales operations and methodologies to assist state associations increase sales and revenue. TMC’s proven national sales programs will assist state affiliates to grow. Provided through webinars, state director one-on-one consulting and live sessions at state director meetings – National Restaurant Association and National Association of the Remodeling Industry Plenary Sessions and Keynote Addresses –JP showcases the concepts behind the soon to be released Association Hustle, describing what is required for associations to remain relevant, grow revenue and thrive in an increasingly complex and competitive association landscape – National Restaurant Association, Trucking Associations Executive Council of ATA, Powder Coatings Institute
  5. 5. 5 Moery Membership & Sponsorship Sales Process Sales Infrastructure • Upload prospects into The Moery Company CRM for sales outreach. • Develop scripts for email, voice mail and phone appointments. • Write automated email campaigns for launch of new membership and sponsorship offers. • Establish weekly reporting system for sales activities. Industry Awareness • Launch meeting regarding administrative procedures, including invoicing. • Industry knowledge briefing for The Moery Company staff. • Briefing on association value proposition. • Establish differentiation between other associations. Direct Sales • Launch automated email “drip” campaigns to engage prospects and track interests in real time. • Conduct outbound sales on most interested prospects. • Respond to all inbound requests and qualify for best membership or sponsorship program.
  6. 6. 6 Moery Business Consulting Process Association Review • Business model analysis, including all revenue and NDR streams. • Review of existing sales and marketing process. • Staff interviews regarding potential barriers to growth. • Member interviews for candid feedback on membership value. Industry Analysis • Examine business models of competing associations. • Compare membership dues structure with public information. • Develop member benefits comparison. • Examine revenue decline and growth of competing and similar groups. Custom Findings • Custom presentation delivered to association staff regarding findings. • Multiple scenarios for restructuring or enhancement of programs and processes to generate more revenue. • Develop and execute sales process, Salesforce training and basic report building. • “Next steps” plan to implement most relevant scenario or hybrid of options.
  7. 7. 7 Moery Membership Client Partners (partial list) Aluminum Association American Bakers Association American Architectural Manufacturers Association American Composite Manufacturers Association Association of American Railroads Association of Pool and Spa Professionals Consumer Specialty Products Association Dangerous Goods Advisory Council Grocery Manufacturers Association American Association of Exporters & Importers Corn Refiners Association International Safety Equipment Association Institute of Scrap Recycling Industries Mortgage Bankers Association National Air Transportation Association National Roofing Contractors Association Society of the Plastics Organization Textile Rental Service Association
  8. 8. 8 Moery Membership Client Highlights • American Coatings Association (ACA) - Helped launch a successful webinar program for ACA doubling its marketing capacity – enabling increased outreach and engagement with prospective members. • American Architectural Manufacturers Association (AAMA) – Serve as KEY membership contact for all membership programs, as well certification sales representative. Have expanded outreach to the market, including the research of new prospects, leading email marketing campaigns, and day-to-day sales/closing membership. • Council of Institutional Investors (CII): Since our partnership began in 2014, we’ve helped increase membership by 20% year over year. • American Bakers Association (ABA): Having sold hundreds of thousands of dollars in membership revenue for ABA, we enjoy an established, long-term relationship for member development. • Dangerous Goods Advisory Council (DGAC): Created an extensive onboarding program to help retain new members year after year. Features include a one-on-one webinar on how to use the website; 6-month survey of membership; personal invites to upcoming summits – and, the 30/60/90 day “warm handshake.”
  9. 9. 9 Moery Sponsorship Client Partners (partial list) American Frozen Food Institute American Fuel and Petrochemical Manufacturers Associated Builders and Contractors Consumer Bankers Association Consumer Data Industry Association Council of Manufacturing Associations Federal Bar Association Energy Bar Association Greater Washington Board of Trade Nat’l Assoc. of Federally Insured Credit Unions National Hospice and Palliative Care Organization National Association of Manufacturers Outdoor Power Equipment Institute Personal Care Products Council Public Relations Society of America Solar Energy Industries Association Textile Rental Services Association
  10. 10. 10 Moery Sponsorship Program Highlights • National Hospice and Palliative Care Organization (NHPCO) - Overhauled a stale legacy sponsorship program, more than doubling its sponsorship dollars. Revamped prospectus to roll out next calendar year. • National Association of Federal Credit Unions (NAFCU) – Launched a competitive analysis and comprehensive review of existing opportunities resulting in a more opportune prospectus, which generated increased sponsorship revenue. • Federal Bar Association (FBA) – Serving as the sponsorship sales contact for FBA, which has more than 19,000 members. We’ve been asked to not only revamp their sponsorship prospectus, but to add the inventory for its “100th Anniversary.” • SCG Legal Organization (SCG) – Developed a fresh sponsorship program for an existing meeting with little revenue stream. Increased sponsorship revenue by creating and offering various “packages” for three additional meetings held throughout the year. Provided on-site support of the sponsorship program, ensuring new sponsor satisfaction and successfully securing renewal. • Associated Builders and Contractors (ABC): Helped retool an existing annual meeting to debut a new annual convention format, yielding more sponsorship dollars ever in its history.
  11. 11. 11 Moery Business Consulting Clients Advance Medical Technology Association American Association for Homecare American Beverage Association American Bus Association American Forest and Paper Association American Frozen Food Institute American Moving and Storage Association American Society of Civil Engineers American Wind Energy Association Associated General Contractors Association of American Railroads Baron Public Affairs Biotechnology Industry Organization BSA ∣ The Software Alliance Corn Refiners Association Consumer Healthcare Products Association Distilled Spirits Council Entertainment Software Association Financial Executives International Financial Services Institute Futures Industry Association Global Cold Chain Alliance Independent Community Bankers Association Insperity International Sign Association Interactive Advertising Bureau Investment Company Institute North American Millers Association National Association of Federal Credit Unions National Beer Wholesalers Association National Community Pharmacists Association National Electrical Contractors Association National Restaurant Association National Wood Pallet & Container Association Powder Coatings Institute Railway Supply Association Renewable Fuels Association Securing America’s Future Energy Snack Food Association Specialized Carriers and Rigging Association Telecommunications Industry Association
  12. 12. 12 Moery Business Consulting Highlights • Financial Services Institute (FSI): Conducted a detailed analysis of member spending patterns and the competitive landscape of FSI. Identified potential for membership growth for smaller members and designed new dues level for this group based on spending and competitor dues. • National Restaurant Association (NRA): Designed new dues structure based on member and non- member spending patterns on non-dues revenue initiatives. Result was to reduce some dues levels to gain membership to purchase non-dues revenue programs. • National Association of Federal Credit Unions (NAFCU): Conducted assessment of internal operations of sponsorship staff and the make-up of the sponsorship offerings and an external analysis of the competitive landscape. Identified opportunities to strengthen the sponsorship packages by freeing up staff engaged in time-consuming, low-return activities. • American Wind Energy Association (AWEA): Developed market research in order to form a strategic plan for a new certification program for individuals working in the wind energy field. • Interactive Advertising Bureau (IAB): Conducted a research study to identify industry metrics to be used in marketing the importance of membership in IAB. Research included interviews of key staff and review of industry literature.
  13. 13. 13 Moery Client Testimonials “Associated Builders and Contractors (ABC) partnered with the Moery Company to grow the organization’s sponsorship base. TMC’s team took a very thoughtful approach to analyze the data, provide strategic guidance, and offer a consultative selling model to prospective sponsors. They have been an excellent partner for ABC. JP and the team are open, transparent, and committed to finding a “win-win” for all involved. The company has built a strong team and business model that serves the association market very well, and I look forward to seeing what’s next from this creative, innovative company.” Sandy Lynch, Vice President Public Affairs and Member Services, Associated Builders and Contractors “ABA has worked closely with The Moery Company for a number of years. We needed to supercharge our membership development efforts and JP and Bethany have achieved positive results. Despite the consolidation in the industry, ABA continues to grow its membership and hone its value proposition.” Robb MacKie, President & CEO, American Bakers Association “The Moery Company is more than a vendor – they really have turned out to be partners. From JP on down, they all bring a level of analysis to what they do. They just don't work hard – they are always looking for ways to work smarter as well.” Anthony Demangone, Executive Vice President, and Chief Operating Officer “DGAC partnered with The Moery Company for the recruitment and retention of members, engagement and onboarding strategies, and to help increase attendance at our annual meetings and training programs. Julie Divine does an incredible job for us and is basically embedded within our organization – I believe we’ve implemented a really innovative and creative approach by incorporating a marketing expert within our organization.” Vaughn Arthur, President, Dangerous Goods Advisory Council. “JP and his team have been fantastic. Their professionalism and responsiveness are unparalleled. It’s a pleasure to work with them.” Andy Doyle, President & CEO, American Coatings Association.
  14. 14. 14 Founder and President JP Moery is Founder and President of The Moery Company. His career within the association space spans more than 25 years and he serves as a trusted resource for the nation’s leading organizations. He launched The Moery Company in 2010 and has become a sought-after thought leader, speaker, and advisor to the association profession. JP helps nonprofits navigate today’s industry challenges by facilitating strategic meetings, association roundtables, and organizational retreats throughout the year. He also conducts complimentary monthly webinars on growth strategies for leaders in the association community. In 2017, he launched his highly sought 1:1 Association Consulting Program for Senior Executives, which continues to grow. He has published a number of e-books, white papers, and industry articles; and, is currently writing a book on the critical need for “association hustle” in an era where mega-shifts are ahead for the profession as a whole. Previously, JP served as Senior Vice President at the US Chamber of Commerce where he oversaw the Association Committee of 100, the prestigious network of association CEOs. He proceeded to expand upon expertise in communications, as Executive Vice President, Association Relations for the digital media company, SmartBrief. Hailing from Hennessey, Oklahoma, JP is a graduate of the University of Oklahoma. An avid sports fan, JP volunteered as a softball coach for nearly a decade and was recognized as a “Champion of Character” by Fairfax County, VA, for his leadership in youth athletics. His wife, Diane, and daughters, Grace and Katie Jo live in Alexandria, VA.
  15. 15. 15 Co-Founder and Operations Manager The true chameleon of the company, Diane Moery oversees – with extraordinary attention to detail – the accounting operations, financial reporting, and human resources for the Big Red “M,” as well as the coordination of roundtable and advisory board activities. Her experience as a lobbyist on Capitol Hill shows in her exceptional political sensitivity within our company and she is the foundation of our values: integrity, dedication, and collaboration. A co-founder of the Hollin Meadows Partnership for Math and Science, a nonprofit educational foundation, Diane has more than 15 years of experience in the areas of policy and government affairs. She served as Legislative Director to United States Senator Don Nickles and Senior Vice President at Fierce, Isakowitz & Blalock – a strategic government relations consulting firm.
  16. 16. 16 Vice Presidents Senior Vice President, Mike Thomas, a business development professional with more than 20 years of association and media experience, leads the winning sales team at The Moery Company. With his expertise in sales training, he’s developed the very best talent in the association space. His staff breaks sales goals generating hundreds of thousands of dollars on behalf of our client partners year after year. With a seasoned understanding of what drives association prospects, Mike excels at creating client strategies tailored to the needs of their organization – and, effectively sets goals not only to meet but surpass expectations. Mike is a graduate of the University of Southern California - Marshall School of Business. Vice President, Elizabeth H. Johnson, a member of The Moery Company team since its inception in 2010, has led highly successful memberships and sponsorships campaigns throughout her tenure for some of the top associations in the country. She specializes in conducting a comprehensive review of existing sponsorship programs and developing fresh opportunities for increased revenue. Her association expertise also includes her ability to articulate government relations as a key membership benefit and in delivering presentations to leadership and boards across industries. She is a graduate of James Madison University.
  17. 17. 17 Business Development Senior Business Development Director, Bethany Murphy is a specialist at revamping association conventions to increase revenue and secure more sponsors. She excels at customer relationship management and executing sales programs on behalf of our partners. A true pro in “sales persistence” with sound business acumen – Bethany has helped our clients grow their memberships year after year. Bethany joined The Moery Company from Bulletin Media in Reston, VA, where she served as an Account Executive. Business Development Manager, Jordan Weiss is an expert in rejuvenating legacy membership and sponsorship programs, which has resulted in unprecedented revenue growth for our client partners. He specializes in identifying and qualifying prospects, quickly and thoroughly. An exceptional client representative during live events, Jordan excels at successfully managing vendor and association relationships. In 2016, The Moery Company recruited Jordan out of Penn State University where he earned a degree in communication arts and sciences.
  18. 18. 18 Business Development Business Development Associate, Julie Divine is an expert in association member relations and serves as The Moery Company resource for implementing outstanding retention programs. She employs an extensive onboarding program for clients to help retain new members, which has proven tremendously successful. An expert in the prequalification of prospects, she is focused, organized, and brings to bear research skills second to none. Julie joined the Big Red “M” from 360training.com where she served as an Academic Partner Advisor/Channel Manager. Sales Associate, Madeline Trabucco is a recent graduate of UC Berkeley who has brought a fresh perspective to association outreach. A true strength lies in her ability to craft communications for a specific audience as she effectively works between the varied client accounts. The ‘tip of the spear’ for the development of cold prospects, she manages a high volume of activity with extraordinary success. Madeline’s experience as a Division 1 athlete shows in her persistence, discipline, and commitment to her work. She can “grind it out” like no other.
  19. 19. 19 Salesforce and Marketing Team Salesforce Administrator and Executive Assistant to the President, Amanda McMahon is JP Moery’s extraordinary right hand in managing his day-to-day business needs. With an excellent eye for detail, she serves as the Salesforce Administrator and gatekeeper of all list management and preliminary prospect data. She collaborates with the Salesforce Manager and sales team on developing winning email marketing content on behalf of our partners. Prior to joining The Moery Company, Amanda was employed by Affinity Center International, an association consulting firm. Salesforce Manager, Kerry Doyle is a Certified Salesforce Administrator. Her expertise lies within the management of client data for business growth. Kerry effectively manages The Moery Company’s extensive database to serve client needs and support their goals. She maintains ongoing communication with client prospects through our automated email campaigns and message delivery – which guides a sound sales process. A graduate of James Madison University, Kerry joined The Moery Company in 2013.
  20. 20. 20 Director of Communications, Kim Gilliam is the Moery “Wordsmith.” She has the ability to scale content like no one else. She excels at crafting and editing association content for podcasting, blogging, ebooks, and white papers. She leads our social media initiatives and promotes Moery content on a daily basis. Kim joined The Moery Company in 2013, with more than 10 years of association publications experience, having served on the editorial staff of PT- Magazine of Physical Therapy. Moery Podcast Consultant, Chris Stemp is the Host and Co-Founder of one of the top educational podcasts in the world, "Smart People Podcast," which has been downloaded over 5 million times. Chris has been podcasting for over 7 years and has published nearly 300 episodes during that time. Chris has worked with numerous individuals and businesses to help them create and grow their own podcast as part of their content marketing strategy. Communications Digital Media
  21. 21. 21 Chief Analyst, Patty Leeman, MBA, CAE, is an experienced senior association executive with more than 20 years of experience developing and leading strategic association initiatives. She conducts research, analysis, and assessment services projects on behalf of The Moery Company. Formerly, Patty was a Vice President at Association Laboratory, a strategic research consultancy specializing in association business strategy. Business Consulting
  22. 22. 22 Aluminum Association American Association of Life Underwriters American Architectural Manufacturers Association American Bakers Association American Boiler Manufacturers Association American Bus Association American Frozen Food Institute American Hotel & Lodging Association American Wind Energy Association American Coatings Association Associated Builders and Contractors Associated General Contractors AdvaMed Auto Care Association Baron Public Affairs Biotechnology Industry Organization BSA │The Software Alliance Consumer Bankers Association Consumer Data Industry Association Consumer Healthcare Products Association Consumer Specialty Products Association Council of Institutional Investors Dangerous Goods Advisory Council Door and Hardware Institute Energy Bar Association National Community Pharmacists Association National Electrical Contractors Association National Hospice & Palliative Care Organization National Restaurant Association National Roofing Contractors Association National Waste & Recycling Association National Association of Wholesale-Distributors News Media Alliance Outdoor Power Equipment Institute Personal Care Products Council Plastic Industry Association Public Relations Society of America Railway Supply Institute Renewable Fuels Association SGC Legal Snack Food Association Securing American’s Future Energy Society of Actuaries Society of American Florists Society of the Plastics Industry Solar Energy Industries Association Specialized Carriers and Rigging Association Textile Rental Service Association Telecommunications Industry Association In less than a decade, The Moery Company has become one of the most respected and successful business development firms focused on associations. Our core values of collaboration, entrepreneurship, and integrity—have built a fantastic reputation among the nation’s best associations. Entertainment Software Association Federal Bar Association Financial Executives International Forest Resources Association Global Cold Chain Alliance Greater Washington Board of Trade Grocery Manufacturers of America Helicopter Association International Hydraulics Institute Independent Community Bankers of America Insperity Insured Retirement Institute Institute of Scrap Recycling Industries International Sign Association Interactive Advertising Bureau Investment Company Institute Manufacturers Alliance for Productivity and Innovation Mortgage Bankers Association National Air Transportation Association National Association of Federal Credit Unions National Association of Manufacturers National Association of Remodeling Industry National Beer Wholesalers Association Moery Client Partners
  23. 23. 23 LET’S CONNECT Twitter: JP Moery /The Moery Company LinkedIn: JP Moery andThe Moery Company Facebook:The Moery Company YouTube:The Moery Company Instagram:The Moery Company Subscribe to the Moery Blog and Podcast Mailing Check out The Moery Company Newsfeed – the #1 association industry news source Access the Association Playbook Podcast, Moery Blog Content, Resources &Videos IntroducingThe Moery Company Podcast Implementation Service
  24. 24. 24 Mount Vernon - Lee Chamber of Commerce Small Business of the Year The Moery Company 6621 Richmond Highway, Suite 201 Alexandria, VA 22306 www.moerycompany.com Office: 571-814-3443

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