During a recent school auction committee meeting, I was asked if it was a good idea to put class room projects in the Live auction. Be it room baskets, or a project made by the students.

My comment was one that most Benefit Auctioneers make.   Live Auction=Quality  --Silent Auction= Quantity.  That's not to say that class room baskets, or student projects are not Quality, far from it, I have seen beautiful items put together by class rooms.

Here is where the difference comes in.   I have sold Pillows signed by Seniors, quilts with the Seniors names woven in, signed and framed beautiful Senior Photos in the live auction.   But guess what , only parents and grandparents bid on them. Leaving a very large percentage of money in the room and taking that time selling to a smaller percentage of interested bidders.

So it stands to reason if a class room donation is very "Class room" specific, the only bidders interested will be the ones who have an attachment to that "grade"

Many of the "Class room" projects are better set up in a designated area.  (one idea)-- containers placed in front of each item and tickets sold by the arm length , allowing buyers to place tickets in the container of their choice . (All tickets if it's their child's room).

Another idea could be a "Special" section in the silent auction, ie."Class Room Projects"  Especially (important)  bid sheets with a "own it now" value at the bottom. Let someone buy it quickly, allowing bidders (and time) to move into other areas of the silent auction.

With either example I think closing the bidding or raffle first is very important.  REASON: We want the bidders to "move" their attention and competitive bidding,$$$$$ to other parts of the silent auction, with a larger variety of choices

My thoughts!

As promised my Blog will share with you, ideas from Benefit Auctioneers across the country. Professional Benefit Auctioneers want your next Benefit to raise more money then the last.   We all believe working with a B. Auctioneer increases those opportunities

Many non profits are still using the old model of  sitting up silent auction bidding. One reason I can think of , it is easier to print a "open"  bid sheet and have bidders do the math etc needed to fill in their bid amount.

There is a newer and proven money maker for silent auction bidding that should be considered. We will explain even more as we meet you and your committee

This article is credited to Daniell Sloanaker of A1 Benefit Auctions.
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The Traditional System

In the traditional system, a bid sheet is placed on the silent auction table in front of the item to be sold. On the bid sheet, there is a description of the item, a value, a starting bid, and a “minimum raise” requirement. Generally, there are 20 to 30 or more spots (lines) on the form for bidders to enter their bid.

To bid, the bidder first must read the description of the item, look at the value, understand the minimum raise amount, and read the amount already bid by the previous bidder.

After reviewing the information, the bidder, if wanting to enter a bid for the item must add the minimum raise amount to the previous bid amount, then must write in the new bid amount and then write his or her bid number or name. All of this takes time, is subject to a variety of mistakes such as improper bid raises, failure to write the new value clearly so the next bidder can interpret the previous bids, and other potential problems.

In addition, human nature dictates that if an item has a “minimum raise” of $10.00 as an example, we tend to do exactly as told, and will raise the bid by exactly $10.00. Rarely will people routinely “over raise”, that is, raise a bid by $20, $30, or more if the minimum raise is $10.00.

Finally, because there is an open ended bidding process, with no way to take an item out of the bidding before the close of the silent auction, the “hot” items will draw all the attention of the bidders, often at the expense of the bidding on the other items.

The Best Silent Auction System

The bidding process should be kept as simple as possible. You want your guests to be able to bid on as many items as possible as quickly as possible.

The amounts on the silent auction forms should be pre-filled before the auction, the bidder need only review the form, pick an amount to bid, and then write their bid number next to the pre-filled bid amount. This greatly increases bid activity for several reasons:

· No mental “math” for the bidder to deal with
· Only 14 steps keep activity on a “hot” item to a reasonable level. The very hot items are purchased using the “Own it Now” step. The balance of the silent auction items will receive more attention once the “hot” items have been purchased.
· The bid activity is spread over a wider selection of items since it takes less time to bid using this system.
· Bidders routinely skip bids on the forms and go directly to the level they wish to pay for the item. That is, if there was an item worth $100, the opening bid would be $20.00 and each of the remaining 13 bids would be filled in to a “Own it Now” amount of $150.00. Bidders will often skip increments and go directly to the $60 or $70 slot.

We recommend you use a form that has only 14-steps available to it, is a half-sheet in size and has pre-printed areas to list the bid increments. The normal opening bid is 20% of the estimated fair market value of the item, and each of the 13 remaining increments are set at 10% of the fair market value of the item. Since there are 14 steps total, this makes the final bid on the form worth 150% of the estimated fair market value of the item. The 14th step is called “Own it Now” or “Guaranteed Purchase” which means a bid number entered there is an “instant winner” of that item.

The silent bid form should also be a 3-part carbonless form. The white and yellow copies should be removed at silent bidding closing and taken to the cashier for data entry and filing. The pink copy should remain on the table in front of the item so your bidders can check back to see if they were the successful bidder. The winning bid amount and bid number should be circled at the conclusion of the bidding.

Summary

Your organization will see at least a 10% to 20% increase in silent auction revenue compared to the traditional system. It is any easy system to use and will make your organization more money. The conventional wisdom is that with fewer places to enter bids, some items might sell too cheaply. Actually, on a single basis, that may be correct. However, when you look at what your overall yield is for the silent auction, your bottom line is what you deposit in the bank, and you will earn 10% to 20% more revenue from this system.
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Allow Ron Harke Professional Benefit Auctioneer to show you the 150% return formula we have available. We look forward to meeting with you.

Ron Hrke
Harke Auctioneers & Appraisers LLC

Just about every Professional Benefit Auctioneer across the country has written a blog or article about this subject.  Volunteer bid spotters, or Trained Professional Bid Assistants, i.e. Professional Ringman.
I understand reasons why a school or non profit would not use their help. At the schools (large & small) all the moms, dads and grandmas and grandpas love to see their kids working the auction.  Waving that flashlight or sparkly wand. After all the parents are bidding and they get a kick out of seeing their own working in the crowd.

Non profits many times just do not want to spend the money for extra help, and yes many of their volunteers love to stand up and have fun and do the same as the students, wave the flashlight or sparkly wand, many do  love to entertain and believe they can and add to the evening, I do appreciate that.

Let’s consider the simple definition of each. 
Bid Spotter: A bid spotter stands in an area assigned by the chairman of spotters, does not move from his 4 or 5 table area and puts up his hand so the auctioneer can see the bid. Usually only with a  flash light or wand, with no yell or "Yep" and yes ,sometimes after a while just loses interest or starts talking to their friends around them.

A Bid Assistant:
 Hired by the auctioneer (via, the organization) he is there for one thing, "To Work" he is trained, (there are Professional Ringman schools that many attend) he has worked auctions, and knows the auctioneer.  He moves from bidder to bidder, he is as active as the auctioneer. Many times he does not use a flash light etc, because auctioneers and bid assistants communicate by sound as well as "gestures".  An assistant "Yeps" a bid and the auctioneer reacts to that, without even seeing the bid, because he knows his "assistant" has that bid.
The Bid Assistant is animated, adding excitement and helping to hold audience attention. He is not afraid to step in again asking the bidder to raise his bid.   It has been proven again and again that a Bid Assistant will more than pay for his fee, before the auction has ended.

Ok, so why don't more non profits and schools use trained Bid Assistants.  I think the answer is they just do not know enough about the Professional Ringman, or have not attended an auction using Ringmen. They have not witnessed the excitment.  If they had they would know what the Ringman does for a fast moving money producing auction. Estate, consignment, gallery or the Benefit Auction. 
 Many of these same schools and organizations still use volunteers and celebrities to auction (sell) their items and try to raise the bids at their one large benefit of the year. 

Benefit Auctioneers around the county agree! An Auctioneer and 3 perhaps 4 Professional Ringman can work an audience of 400 people.   Less if the crowd is smaller. That should tell you something right there.  That’s much easier that organizing 12 volunteers standing around the parameter of the room waiting for someone to raise their bid card.?

I think the old model is changing and will change, as more organizations have an opportunity to visit a Benefit Auction using Professional Ringmen(Bid Assistants)  Non-profits and schools are beginning to take notice that other groups are adding to their evenings, bottom line.  That’s what a professional, who does this for a living, can do for you. 

Please watch this clip from the NAA Ringmans Competition, tell me it would benefit you to use Professionals!!!!              http://www.youtube.com/watch?v=HsngqAvBQjI

A short answer would be: A professional auctioneer who has taken the time to study, learn and understand the non profit benefit auction business. One who has the time to spend, attending committee meetings (even on weekends) researching to provide committees with helpful information and being on call to answer questions 24-7

But it continues.  Auctioneers who make their living doing Consignment, Estate and Real Estate auctions must focus their time and energy on handling that part of the business. It, in itself is a full time business 24-7 and they do a fantastic job. 

A Charity Auctioneer , as well as being a Professional Auctioneer trained to sell, has studied and practiced the art of entertaining a crowd of 400, learned to hold their attention, know their audience, attended committee meetings, has learned about the orginization and what it repesents, spent months with them and can present their cause and raise the bids to the highest level.  He has shared his knowledge with the committee, giving them ideas, helped in planning, usually conducts the better part of the event itself, making announcements, closing silent auctons, reminding attendees of the raffels, working on the "Fund a Need" and calling the live auction,  while committee chair and volunteers do their part for the evening. 

So why use a  a Sports figure, Radio/TV personality or another type of "celebrity" in the hopes of increasing attendance (larger audience does not always equate to more bidding) who shows up an hour before the auction.

Your best chance of increasing the income for the evening is hiring a professional, trained to work a benefit and raise the bids.  Remember the auctioneer is the only one working that evening that is going to make money for your event.

Call us, we are would appreciate an opportunity to talk to your committe chairperson

We Want To Help Raise Your Bids

The holidays are just about over and planning for Spring Benefit Auctions is in full swing. One of the questions I am asked at every organizational committee meeting I attend is ‘What sells best in the live auction.” Most want me to spin off a list right then and there. The answer is far more complicated that. So I am cautious about the information I give, even if I know many of (Benefit Auctioneers) agree on some of the same items.   Here is some general information for the newer committee chairs and benefit auctioneers. 

Before handing over that list, you would be wise to learn the makeup of the people to which the organization is marketing their benefit, ask about income profile, a good gauge is ticket prices, is it a celebration or party with an “auction” or is it a pure benefit auction. I have found a difference in “Gala Benefits” and their makeup. Is it a small school, large private prestigious school, church, large non profit, etc.?

Consider the items your trying to procure, as if you where bidding on them.  Would you  bid more for something you can buy at a retail store, including Televisions and Electronics?   Yes there will be exceptions; after all we hope to raise the level of “competitive” bidding, that’s our job.  “To have one person bid (give) more than the other so he has pride of ownership”.  I always tell committees, now is the time to use your imagination, think outside of the box, you will come up with winners.

Dental services may not go over at a wine auction, and expensive wine may not sell well at a small school auction.  Art, even by a known local artist can come up short in any live auction.

 A very large expensive vacation may not go well in an auction at a smaller mid town catholic school. But it would at a large prestigious private catholic school.  

It is also important to “package” your items;   theater tickets are better with a dinner, even better with a hotel, and even better with limo service.  Out of state condos sell better with air fare. Vacation trips always go better with air fare.   Try for unique items and packages; a camping package is better than a tent, a camping package with tickets to a private camp ground is even better.  Starting to get the idea??

Here in general are some items to be cautious of in the live auction if you want to sell “over value”,  professional services, ie  Attorneys, Dentists, bowling, art, home crafts, portrait sessions, tires, repair services, gym memberships, massages, jewelry can be a loser, furs, flowers for a year, almost new furniture just a few.

So before you hand a committee chairman a list of items that are complied by benefit auctioneers around the country, use them only as a tool, learn all you can about the organization, their sponsors and attendees and help them plan winners!!

Later we will talk about the items that usually do well bearing in mind again, the audience you’re selling to.

OK, its auction time, 225 registered bidders, all with bid cards in hand, fill up the seats or start gathering 2 deep at the tables. Then the games begin.

It's time for the "eye blinkers", "head nodders", "folded hands- finger mover", "the blank stare "  and winning bidders who think the auctioneer should have all the bidders numbers memorized, to start the auction.

Three auctioneers will work 4 hours writting 1200 tichets, but don't miss a bidder and don't insult the winning bidder by asking him for his bid number, or all heck will be heard after the auction.

Does all this sound familar, I am sure it does and I write this blog, as humor, because this seems to be just part of the auction game, you can make your announcements about using bid cards and frankly some will listen.  But most will continue making you "guess" if they are bidding and who they are when the gavel is brough down.

There's my little reminder that most of us (auctioneers) are in the same boat.

New to the auction arena?, help your auctioneer, bid often and bid high,  just use those bid cards and have a "fun" time, thats what auctions are all about!!

"One who does not memorize bid numbers"--  Ron

Engaging a professional benefit auctioneer for your benefit can maximize your resources and help your organizaton and event -to shine. The Benefit Aucitoneer will:

Participate in your planning process
Consult on procurement and auction item best practice
Work to understand your audience
Act as a team player
Focus on your groups fundraising

Professional benefit auctioneers participate in your planning process and can offer you expertise in areas as diverse as, the invitaion copy, procuring items desirable to your audience, determine what items will do best at a silent , live or online auction,-- to facilitating the event itself. We are in touch with other Benefit Aucitoneers across the United States, sharing ideas learned from hundreds of Benefit Auctions.

Professional Benefit Auctioneers work to understand your cause, the board of directors, committees, your donor and sponsor aucience, even your volunteers. This knowledge allows us to provide appropriate advice to you and better prepare for the auction.

Professional benefit Auctoneers have the training to drive up bidding by celebrating your cause and not "guilting" the audience to bid.  There are Estate Auctioneers, Consignment Auctioneers, Liquidators and others, but a skilled Benefit Auctioneer who has stage presentation, benefit auction experience and  has taken the time to study your mission and goals, development and fundraising considerations, your audience profiles and a varitey of other issues can and will contribute immensely to your event's success.

Hiring the right benefit auctioneer can make the difference between just meeting your goal or exceeding your goal.  In a blink of an eye or the raising of a bid card, a Professional Benefit Auctioneer will more the pay for his fee.  
Contact us today
Ron Harke

NOTE, information does not apply to Benefit Auctions, where I tell each group tonight is “Competitive Giving” and not Competitive Bidding. A different type of Auction raising many for a cause.

These few tips are from the newer Consignment and Estate Auction attendees. These areas are growing, as more people are looking for bargains and attending these types of auctions.
Review all photos of the auction on the auctioneer’s web site if available, before you leave for the auction.
Make notes of the items you are interested in, (once you are at the auction there are too many distractions) then do your research on those items, ebay, Craig’s list, books etc.
Take a magnifying glass, a small pull tape, a diamond tester pencil, ( if you are going for jewelry) if you are really serious, a black light stick to check for cracks and repairs in ceramics.
Use the back of your bid card, or a note pad (or the notes you already have) and put a dollar amount beside the item as the most you are willing to pay. (This is important and the pros do it) The price will be different if you plan to make a personal purchase or resale item.
Review, examine, and review again the item you are interested in, if you can pick it up, look at it from every angle.  On larger items ask the auctioneer, bid assistant or someone with the auction, the condition of the item and any know facts.

OK the auction starts: the auctioneer is fast, it’s exciting, and you do not understand him.  OK, but your prepared you know what you want, how much to pay, with few exceptions you are not also trying to make up your mind if you like it. There are only 2 numbers to listen for: the bid he has $4.00dollars and the bid he is asking for $5.00 dollars. Everything in between is filler words. Listen for the amounts., even if you don’t bid while other cards are going up, they will be just that last few seconds, when the auctioneer will slow and repeat the “have and asking for” maybe twice. Then it’s time to quickly raise your card if your are still within you own dollar amount, If not let it go, --your getting caught up in the auction fever!.

Let me pause here, after that statement. My job (the auctioneer) is to make money for the family who is liquidating or consigning, ----auctions are fun, and we want you to come back, what you ultimately pay for the item depends on its “value” to you.  If you want it, bid higher then the next person. IT IS FUN TO WIN. Once in a while you have to let the others know you are there. It’s all part of the physiology, sometimes other bidders will stop short, if they begin to learn “you have no fear”

There is so much more to learn about auctions, we will save some for later,  visit my contact page and write or call me, I love talking about auctions. Send me your email for my mailing list.   I want you to become a regular, visit auctionzip.com, the clearing house for auctions, find an auction to go to, there are a lot of auctions even the week days, they are not always in the evenings,  get on mailing lists.  Get to know the auction crowd.

Before you know it you will be a seasoned member of the auction community, meeting new friends, growing in experience--- as well as bargains.

Ron

The answer is not so surprising. Although some orginizations still ask me.
One of the benefits of belonging to the National Auctioneers Association is the discussion board. Auctioneers around the county communicate, ask questions and solve problems.

The most common answer  among auctioneers is the 80/20 rule.  20% of the people at the event spend 80% of the money.

In fact in, May of this year there was quite a discussion on the "board" about this subject. One of the best answers was from  Phillip Pierceal of Swing City Auction Company in Plano, TX
Most of the other replys confirmed the 80/20 rule

This stat helps in the planning of benefits, it helps show who we should be "playing" too. Most groups know who there big spenders are, every effort should be made to recognize  the folks we are sure will have their check books open.