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									CACCI CHAMBER OPERATIONS COURSE
      August 10, 2009, Taipei, Taiwan

 INCOME GENERATING ACTIVITIES OF
           CHAMBERS
          By: Geronimo D. Sta. Ana
            Presentation Outline
            I.    Need for Income Generating
                   Activities
            II. Major Sources of Funds for
                   Chambers
            III. Income from Operations – Usual
                   Sources
            IV. Income Generating Activities – Some
                   Notes
            V. Fundraising – Some Basic
                   Guidelines
            VI. Process/Steps in Project Planning
            VII. Sample List of Funding Agencies
            VIII. Cebu CCI Income Profile
            IX. PCCI Income Profile
2011/3/22
            I. Need for Income Generating
                Activities

            An acceptable definition of an “income
            generating activity” would be an activity
            performed by, or under the auspices of a
            chamber, of which the chamber’s costs
            are not entirely borne by its general
            budget.




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• A chamber’s primary source of income is
  membership fees, whether membership is
  voluntary or mandatory. Most of the time,
  however, the chamber cannot operate
  effectively and give the necessary services to
  members when it relies entirely on the
  membership fees – especially when the
  chamber is relatively small. So there is a
  need to engage in “income generating
  activity.”
• No positive or negative connotations
  should be given to the term “income
  generating activity” in comparison with
  the term “services performed free of
  charge.” All the activities and services
  undertaken by a chamber for the
  benefit of its members and the
  community have positive effects on the
  chamber’s strength and reputation.
            II. Major Sources of Funds for
                 Chambers
            II-A. Income from Operations-    funds
               generated from regular  operations,
               and through extra services to
               members/non- members

            II-B. Grants, financial and other
                  assistance
                  - funds from external sources
                     obtained thru fundraising
                     activities.

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            III. Income from Operations
                     -Usual Sources
              III-A. Membership fees and dues
              III-B. Trainings and seminars
              III-C.  Fairs and exhibits
              III-D.  Events Management
              III-E.  Conferences
              III-F.  Publications
              III-G. Export documentation fees (Chamber
                         seal)
              III-H. Import processing fees
              III-I. Trade Missions – outgoing & incoming
              III-J. Some Chamber Services that may be
                         a source of income
              III-K. Other services of Chambers
              III-L. Securitization

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            III-A. Membership fees and dues
               Fee structure
                 Fixed fees
                 Variable fee based on:
                   -   Number of employees
                   -   Assets
                   -   Income
                   -   Sales
                   -   Total salaries


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            III-B. Trainings & seminars

                 Enterprise management
                 Association management
                 Technical courses and examinations
                 Leadership training




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            III-C. Fairs & Exhibits
               CCI can assist in booking space,
                arranging group travel, running a
                common information desk, provide
                secretarial, translation and
                interpretation service
               Funding from government or aid
                agency if any, can be disbursed by
                Chamber
               Administrative charge can be levied on
                participants or donors
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            III-F. Publications
               Trade directories
               Handbooks
                  Packaging for export
                  Export documentation
                  Country surveys
                  Accounting for SMEs
                  How to start and manage your own
                   business



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             Special Publications
                  Commemorating occasions
                  Visits
                  Exhibitions


             Economic Bulletins




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            III-G. Export Documentation
                 Fees
            • Certificate of Origin – is a document which
              identifies the origin of goods being exported.
              It is required by customs as one of the key
              bases for applying tariff rates. Most chambers
              of commerce and some trade associations
              have been authorized by their Customs
              agencies to certify non-preferential, and in
              some cases, preferential certificates of origin.
              Thus, a chamber’s role in the issuance and
              attestation of Certificates of Origin is both
              unique and vital in facilitating international
              trade.



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            III-H. Import Processing Fees


            • Processing and filing of importation of
              members.




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            III-J. Some Chamber Services
            that may be a Source of Income
            1. Office services
               Fax service
               E-mail service
               Internet use
               Photocopies
               Correspondence, minute-taking for
                meetings
               Translations


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            2. Rental of Premises
                  Entrepreneurs’ discussions
                  Seminars
                  Conferences
                  Panel discussions
                  Company anniversaries, especially
                   those of member enterprises
                  Presentation of awards
                  Other solemn occasions
                  Small exhibitions, particularly by the
                   handicrafts sector




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            3. Rental of equipment
                   LCD
                   Computers

            4. Providing basic business information
                  Establishing a business information
                   center
                  Trade and business opportunities
                  Information on trade services
                  Social, political and economic
                   information of the country
                  Basic business laws


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            5. Providing investment information
                 Negative lists that indicate product
                  areas or industrial sectors where
                  foreign investors are prohibited from
                  investing in;
                 Wages and fringe benefits by
                  geographical area, occupation and
                  industry
                 Labor availability by major occupation
                  and geographical area
                 Rental of office space and industrial
                  land
                 Cost and availability of utilities (water,
                  gas, electricity)


2011/3/22
            Investment information (continued)
              Telecommunications cost

              Other costs of doing business in the country

              Financial and banking system

              Taxation

              Tax incentives for investors

              Product and technical standards

              List of national sources of information

2011/3/22
            6. Providing specialized business
                 information
               Special or customized industry reports
               Information on foreign trade regulations
               Laws relating to foreign investments and
                business co-operation




2011/3/22
            7. Providing Data on Business
                 Opportunities
               List of potential local and foreign
                buyers
               Tender information from local or
                national government, international
                organizations and foreign
                governments
               Guide or reference books on major
                trade exhibitions held within and
                outside the country
               List of foreign missions visiting the
                country
2011/3/22
            Providing data on business
              opportunities (continued)
             Business/trade inquiries from abroad
             Publications of other trade associations
             Foreign trade association publications
              (specially directories)
             Directory of local and foreign suppliers
             Company newsletters
             Annual reports of companies




2011/3/22
            III-K. Other Services of
                  Chamber
            Internet-based services
                 E-commerce
                 Website development
                 Research
            Community service and environmental
             protection program
                 Outreach programs
                 Educational programs
                 Medical assistance
                 Support to disaster relief operations

2011/3/22
            IV. Income Generating Activities
                  – Some Notes
            IV-A. Introduction of new services
            IV-B. Services offered for a fee
            IV-C. Range and choice of services
            IV-D. Larger and more qualified staff
            IV-E. Tougher competition in the recruitment of
                   members
            IV-F. An active and larger chamber attracts
                   new members
            IV-G. Spreading risks, continuity and
                   planning
            IV-H. Greater recognition
            IV-I. Cooperation agreements
            IV-J. Consultants
            IV-K. Inter-chamber cooperation
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            IV-A. Introduction of new services

              A chamber should not offer to its
             members an income-generating activity
             that it had previously provided free of
             charge. Therefore a chamber of
             commerce that seeks new means of
             obtaining revenue should look for “new”
             activities, while upholding the standard
             of services offered free. However,
             where non-members are concerned,
             some easily defined membership
             services may be “packaged” and
             offered as a fee-based service.

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            IV-B. Services offered for a fee
                   - must be of an indisputable quality,
             as the chamber’s reputation will
             stand or fall by it. It is therefore of
             prime importance to choose competent
             staff, advisers or consultants. As a rule,
             it is      better not to offer fee-based
             services than to offer services of poor
             quality.


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            IV-C. The range and choice of
                 services offered should be
                 determined by demand.
                A chamber must have special
                reasons to offer services already
                provided by other organizations or
                individuals. These reasons may
                include demand from members or
                the ability of the chamber of
                commerce to offer services of a
                higher quality.

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IV-D Larger and more qualified
    staff

   Staff experienced in the diverse
    applications of business law and
    regulations
  Employ several specialists
IV-E Tougher competition in
the recruitment of members

 Companies prefer organizations
 offering the best cost-benefit ratio.
 Membership in two or more
 organizations is indeed common, but
 this may be different during
 recessions, or when the company
 experiences a downturn.
IV-F An active and larger
chamber attracts new members

   Companies will be more attracted to
   join a highly (and therefore better
   known) chamber, than one that is less
   known.
   Companies will be more inclined to join
   one that enrolls increasing numbers of
   local companies as members.
IV-G Spreading risks,
    continuity and planning
   Changes in official regulations sand
   lean years may put the chamber into
   financial difficulties. In times of
   recession, governments may reduce the
   financial support given to a chamber
   established under public law.
   Income-generating activities broaden a
   chamber’s financial base and enable it to
   manage difficult periods and adjust to
   new conditions.
IV-H Greater recognition

  Income-generating activities may
  stimulate publicity and recognition of
  the chamber
  The more active the chamber, the more
  recognition it will receive
IV-I Cooperation agreements
   A chamber from one geographic
   location may have an understanding with
   another chamber in a different location,
   so that when members require assistance
   and guidance on local or regional issues,
   the two chambers, under an agreement,
   can provide assistance to each other.
IV-J Consultants

Chambers may hire consultants on
 specialized fields for specific projects
IV-K Inter-chamber
    cooperation
 With increasing use of electronic networks, it
 is possible for a chamber in one region to
 cooperate with a chamber in another on the
 basis of an agreement providing for a two-way
 flow of assistance to members of their
 respective chambers, for their mutual benefit
 and in exchange for a fee for services rendered.
 Chambers often cooperate on a provincial or
 national level, forming federations, associations
 or councils, thus enabling them to avail of the
 services of each other’s specialists.
IV-L Marketing of services
  Chambers of commerce must make
  their services known to the public by
  circular letters, through their journals,
  etc.
            V- Fundraising Some Basic
               Guidelines
            A. Ensure that the Board is strongly
                  involved in the planning and
                  implementation of fundraising efforts;
            B. Develop fundraising goals – resources
                  needed to reach the strategic
                  planning;
            C. Identify a variety of fundraising
                  sources - for each of the goals
                  (through networking, internet
                  research, etc.) and formulate strategies
                  for each.

2011/3/22
            Fundraising
            Some basic guidelines (continued)
            D. Ensure that roles and responsibilities
                 are clearly indicated in the plan so
                 that there will be no duplication of
                 requests to the same
                 funders/sponsors;
            E. Determine the proper timing for
                 submitting proposals/requests for
                 sponsorship; eg., during the last quarter
                 of the year when organizations/
                 companies are preparing their budgets;
            F. Engage a proposal writer if skills are
                 not available within the organization.



2011/3/22
            VI. Process/steps in project
            planning
            A. Statement of your project or need -
                 This is a brief statement of the
                 project, needs or concerns that your
                 organization recognizes and is
                 prepared to undertake/address.
            B. Objectives - The objectives must
                 be measurable and specific, and it
                 must relate to the need. When
                 you’ve defined and substantiated
                 the need, describe how you expect
                 to attain them.

2011/3/22
            Process/steps in project
            planning (continued)
            C. Methodology (Procedure) -
                 Describe how you will accomplish your
                 objectives. This is where you lay out
                 what you will actually do. For instance,
                 part of your procedure may be to hire a
                 project coordinator.
            D. Expected results –
                 Developmental results that are
                 immediate, visible, concrete and tangible
                 consequences of completed project
                 activities.
            E. Budget -
                 You need to prepare a budget, and it is
                 best done early in the process.
2011/3/22
            F. Projects – Some notes
            1 Projects may be funded by charitable
              institutions, foundations, local and
              international grant agencies and corporate
              donors.
            2 Donors spend a great deal of time and effort
              to raise funds, you should always keep in
              mind that they find it quite difficult to give
              money away without justifiable reason.
            3 You need to follow guidelines provided by
              your potential donor agency.
            4 It takes time, patience and persistence to
              succeed. It may take 6 months to 1 year
              before your proposal is approved. In between
              this time your potential donor may be asking
              so many questions.


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            G. Typical Format of a
                Technical Proposal
            I.   Project title
            II.  Proponent
            III. Background and development
                 context
            IV. Activities and implementation
                 schedules
            V. Project team
            VI. Monitoring and evaluation
            VII. Performance milestones – reporting
                 schedule
2011/3/22
            H. Tips on how to develop a
                Project
            • Innovate
              – Be flexible
              1.Ability to break the project to suit
                 donors’ objectives (preferred areas
                 of support)
              2.Ability to break the project into sub-
                 projects to suit donors’ funding
                 limits.



2011/3/22
            VII. Sample List of Funding
                 Agencies
            •   Australia - AusAid
            •   Austria - Directorate General for Development
                               Cooperation
            •   Britain   - Department for International Development
            •   Canada - Canadian International Development Agency
                               (CIDA)
            •   Finland     - Finnish International Development Agency
                               (FINNIDA)
            •   France      - Ministere de la Cooperation
            •   Germany - Deutche Gessellschaft fur Technische
                               Zusammenarbelt (GTZ)
            •   ZDH        - Zentral Verband des DeutschenHandwerks
            •   Ireland     - Development Cooperation Division
            •   Italy      - Department of Development Cooperation
            •   Japan      - Japan External Trade Organization (JETRO),
                      Japan International Cooperation Agency (JICA)
            •   Netherlands- Directorate General for International
                               Cooperation (DGIS)
            •   Spain    - Spanish Agency International Cooperation
                               (AEC)
            •   Sweden - Swedish International Development Agency
                               (SIDA)
2011/3/22
CCCI Grants from Funding
   Agencies: 2005-2008
Agency/Organization                  Project                       Amount
German Technical
Cooperation (GTZ)
SMEDSEP                Web Portal Dev& Maint.                      288,000.00
SMEDSEP                EDS Trainings & For a                       300,000.00
                       Ecozone Study Proj-Int’l.Consultant
SMEDSEP                                                           1,800,000.00
                        Ecozone Study Proj-Local ConsultingGrp
Decentralization Program                                          1,200,000.00
                                                                  3,588,000.00
                                                                  =========
German Dev Service(DED)
                     Quality Management Consultant                6,480,000.00
                     Doc.Control Custodian Subsidy                  150,000.00
                     Equipment                                      300,000.00
                     Members’ Training Subsidy                    1,000,000.00
                     Staff Training Subsidy                         300,000.00
                                                                  8,230,000.00
                                                                 ==========
CIDA-Pearl 2                                                        996,000.00
Total Grants from Funding Agencies                               11,818,000.00
                                                                 ===========
Cebu CCCI Sources of Revenue
       2003-2008
•   Membership Dues                     35%
•   Export documentation Fees           18%
•   CBM                                 17%
•   Rental Income                       12%
•   Interest Income                      4%
•   Services to Members                  3%
•   Donations                            2%
•   Trainings & Seminars                 1%
•   Business Studies/ Trade Missions     1%
•   Consultancy Fees                     1%
•   Desk Calendar Income                 1%
•   Publications, Business Directory     1%
•   Others                               4%
•   Total                              100%
                               Cebu CCI Sources of Revenue ( 2003 - 2008 )
                                                  1%          4%
                                        1%   1%
                              1%   1%
                         2%
              3%

      4%
                                                                                                                      35%




12%




                   17%

                                                                                    18%




      Membership Dues                                  Export documentation Fees   CBM
      Rental Income                                    Interest Income             Services to Members
      Donations                                        Trainings & Seminars        Business Studies/ Trade Missions
      Consultancy Fees                                 Desk Calendar Income        Publications, Business Directory
      Others
PCCI Sources of Revenue
       2004 - 2008
                            2004   2005   2006   2007   2008


Phil. Business Conference   18%    21%    23%    28%    39%
Membership Fees             17%    18%    16%    17%    20%
Import Processing Fees      46%    42%    37%    35%    17%
Certificate of Origin        9%     9%     8%    10%    10%
Others                      10%    10%    16%    10%    14%
PCCI Sources of Revenue
       2004-2008
                        PCCI Sources of Revenue (2004 - 2008 )

50%
45%
40%
35%
30%
25%
20%
15%
10%
5%
0%
            2004                  2005             2006               2007                   2008

Phillippine Business Conference   Membership Fee   Import Processing Fee   Cerificate of Origin   Others
PCCI Sources of Revenue
       2008

•   Phillippine Business Conference    39%
•   Membership Fee                     20%
•   Import Processing Fee              17%
•   Cerificate of Origin               10%
•   Others                             14%
•   Total                             100%
       PCCI Sources of Revenue 2008
      14%




10%                      39%
                                 Phillippine Business
                                 Conference
                                 Membership Fee

                                 Import Processing Fee

                                 Cerificate of Origin
17%
                                 Others



             20%
PCCI Grants from Funding
Agencies 2005 - 2008
Sen. Francisco Pangilinan   Livelihood Assistance
                            for Micro Enterprises P24 M
I-MUST (British Embassy)    Trade Negotiation
                            Training                 6 M
JETRO                       Capability Building for
                            CCIs                     4 M
USAID                       Family Planning
                            Workplace Program        2.7M
Association of Overseas     Training for Enterprises 2.5M
 Training Services
 (AOTS-Japan)
C
    H
        E
            E
                R
                    S !!!

								
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