In-Kind Donations

A guide to unlocking hidden resources for your organization

www.ormita.com
Table of Contents
Overview..................................................................................................................2

What are “in-kind” donations?...............................................................................3

Why accept “in-kind” donations?...........................................................................3

How donors benefit from giving in-kind donations..............................................4

What is Ormita........................................................................................................5

Trading “In-Kind” Donations.................................................................................6

Global Product Placement and Sourcing...............................................................7

National Distribution Channels.............................................................................8

Facts and Figures about Non-Cash Trade............................................................10

The Process............................................................................................................11

Roles and Responsibilities....................................................................................14

Marketing Support................................................................................................15

The New York Times (Beyond the Gift of Cold, Hard Cash)...............................16

© Ormita International Limited. All rights reserved worldwide.

This book is intended as a free resource to assist Non-Profit Organizations in getting the most out of the Non-Profit In-Kind Donation Program and is not intended or
recommended for any other purpose. It may be freely distributed on the condition that it is not altered any way.
Although we have taken great care to ensure the accuracy of the information and advice in this book, neither Ormita International Limited, Ormita International LLC nor
any of our licensees, guarantees the correctness, relevance or accuracy of anything in this document or any web resource linked to from this document. Ormita International,
its owners and related companies / related individuals disclaims responsibility for any direct or indirect damage or loss resulting from the use of this document and any
direct or indirect loss or damage resulting from reliance on information published herein. The service offering described in this document is subject to change without
notice.


Overview
In his book, the Mystery of Capital, Hernando De Soto calls unproductive, unsold assets
“dead capital” and estimates there is 9.3 trillion dollars of it world-wide.

Unsold production time, empty rooms, unfilled advertising space, vacant appointment time, depreciating
inventory, mislabelled stock, end-of-line items, last seasons merchandise, entry tickets or idle assets are all
items which can be donated to non-profit organizations in need.

For some businesses, providing in-kind donations to organizations doing good work in their community is
the easiest way they can support you. They may not be able to provide direct financial donations, but it’s far
easier for them to simply share resources or expertise they already have.

Unfortunately, due to lack of storage capacity, issues with handling, inappropriateness of the donated item
or other logistical issues, many non-profit organizations turn away a constant supply of substantial in-kind
donations, most of which end up in landfills.

Ormita offers the opportunity for your organization to accept virtually any in-kind donation and turn it into
things that you need.

• Using the Ormita trading platform, your organization can trade unwanted in-kind donations for
essential goods and services that you need.

• There is little to no handling of the products by your organization.

• Our staff is courteous and professional and will always treat your donors with respect, ensuring
that they will return to your organization the next time they have a charitable donation to make.

• We strive to make donating a hassle free experience.

• There is no fee for our service to your organization or your donors.

• You receive the maximum possible return from donated goods and services.

• Our solution is environmentally friendly and socially responsible.

There are billions of dollars of goods and services just waiting to be accessed by your organization
through the Ormita in-kind donation program.


“Supplement your cash with new “in-kind” donations?
An “in-kind” donation is a contribution of time, service or goods made by a donor to help support the
operations or services provided by your organization. It isn’t cash. Therefore the donor does retain a
degree of control over the donation. This doesn’t occur when a donor gives you a cash donation.

Because of this “relationship”, donors products need to be used effectively and efficiently. They also need
to know that their product is not going to end up on-sold to a competitor or an existing cash customer.

Some examples of in-kind donations include:

• Books
• Food supplies
• Medical kits
• Office equipment
• Printing
• Refreshments
• Telecommunications equipment

Why accept “in-kind” donations?

1. You can acquire goods and services that you need without spending cash

The cash you save can be used to pay for other products or services that you have not been able
to acquire through the Ormita donation process.

2. Expands your capacity

Your organization can suddenly acquire goods and services which you otherwise might never
have purchased. More printing, radio advertising, better equipment etc.

3. Builds relationships

Approaching a prospective donor and receiving an in-kind donation provides an opportunity for
that person or organization to support your cause without actually investing any cash. If the do-
nor likes how the donation issue is handled, gets a tax benefit or finds that their product is placed
in a new market, they may take an even greater interest in the activities of your organization.

An in-kind donation can be the beginning step of a substantial relationship.

4. Provides a way for your donors to continue giving during tough times

An in-kind gift’s market value can be more than double the value of a cash donation from the
same donor, since the gift’s cost to the donor is only the product’s marginal cost, which might
be only half of its market price.

Moreover, many corporations have spare capacity that they could put to use for nonprofits at a
negligible extra cost to themselves; for example, transportation or shipping companies may have
spare container space; IT consultancies, temporarily underutilized communications engineers. 
How donors benefit from giving in-kind donations
Manufacturers, Wholesalers and Retailers
• Takes excess product off-market, thereby retaining the market value for their goods.

• Tax-deductible benefits may be greater than income received from a sale.

• Creates savings in warehouse space, disposal costs and staff time

• If they plan to close or consolidate a warehouse or distribution centre, it may be more
cost-effective to donate that inventory rather than move it to another location.

• Helps to reduce waste and meet environmental goals.

• Staff and customers want to see their surplus goods going to people in need rather than to the
dump.

• Donated goods are generally only deductible at cost (not market value). Using the Ormita In-Kind
Donation Program their donation is eligible for a tax deduction at full retail value.

• Ormita effectively converts items which a charity may not be able to directly use into goods and
services they need.

• A single email or phone call to Ormita can take all of their surpluses off their hands.

Service Industries
• Allows for a full retail value tax deduction for surplus time, space, unsold seats or service-related
offerings.

• Provides a creative way for staff to give to their nominated charities without the need for time-off
or cash from their pockets.

• Can help fulfil a company’s philanthropic, environmental and/or social welfare goals and translate
into goodwill.

General Benefits for Businesses

• Businesses who donate trade credits receive the up-front tax benefits at the time of donation -
even though they may only earn the trade credits at a later date.

• Allows businesses to tie their giving to your sales or customer activities without spending any
additional cash to do so.

When a business makes a donation to charity it comes out of their profit margins. In-kind donations
are a way to reduce their idle production time, increase staff loyalty, create goodwill and publicity
and access tax deductions.


What is Ormita
Ormita acts as a clearinghouse for the trade of excess capacities, goods and services through a combination
of online e-commerce, clearing, 24 hour telephone brokering and independent licensees and brokers.

At the core of the business is an electronic trading platform that allows participants to trade their excess
capacity or unsold time for:

• Cash-flow enhancing products and/or services (advertising, media, public relations, special
promotions, new product lines, employee rewards, customer incentives etc).

• Already budgeted for products and/or services.

• Investments in new micro-enterprise and small businesses.

Rather than promoting direct trade between participants the Company brokers trades through a central-
ized marketplace.

1. Transactions are recorded in a centralized “ledger” which records the value of the items pur-
chased (debit) and sold (credit) - much like a clearinghouse does for stocks, or a commercial bank
does for checks.

2. This ledger system utilises a “trade credit” as a method of accounting with 1 Trade Credit = $1.

3. Just like any brokerage firm, Ormita receives a cash commission on each transaction.

4. Non-profit donor and recipient transactions are not subject to this commission as they fall within
the boundaries of the Company’s Corporate Social Responsibility Charter.

Radio Station Accountant

•D onates $2000 •B
 uys Advertising
worth of Advertising •B
 uys Printing
• Sells Advertising •D
 onates to Charity

Printer Charity
•S
 ells Printing •R
 eceives Donations
•B
 uys Advertising •B
 uys Printing
•B
 uys Accounting •B
 uys Accounting


Trading “In-Kind” Donations
Ormita provides non-profit organizations the option to exchange their donated goods or services with
other organizations in return for things that they need.

Instead of trading goods and services directly, a non-profit organization will list their donated product with
Ormita and sell it to another organization for “Ormita Credits”.

Ormita Credits record the real market value for the products or services acquired by each organization. 1
Ormita Credit = $1 for the sake of book-keeping.

These Credits can then be used to acquire other market-value goods or services without the need for cash.

Receives offer for donated

Receives an offer for some medical equipment
donated school books Charity School
Needs some school books
Needs a photocopier

Community
Receives an offer for some Group
donated printing credit
Receives offer for a
Needs some medical Welfare donated photocopier
equipment Organization
Needs some printing

Ormita enables charities to tap into a donation source that:

• is difficult for many charities to handle

• may require additional experience/expertise

• is currently a tiny part of overall charitable giving

• could add 10 to 30 percent to a charity’s annual donations


Global Product Placement and Sourcing
Ormita operates its own infrastructure in 318 locations on 5 continents. We have local contact
points across the United States, Australia, New Zealand, Italy and the United Kingdom as well as
regional contacts in the major cities of 44 countries.
Ormita can place donated products into new markets, allowing companies to trial their products,
create brand awareness for their goods and services and establish a presence in an a new or
expanding market while contributing to your organizations welfare.

Countries where we can place, and source, donated products include:

Australia Denmark Lithuania Scotland

Argentina Estonia Malaysia South Africa
Belgium Finland Mexico Spain
Bahrain France Netherlands Sweden
Brazil Guatemala New Zealand Switzerland
Bulgaria Hungary Norway Thailand
Canada Ireland Pakistan Turkey
Chile Israel Panama United Kingdom
Croatia Italy Poland United States
of America
Cyprus Japan Peru
Czech Republic Latvia Romania


National Distribution Channels
Australia
Adelaide Gosford Penrith
Gold Coast Hobart Perth
Bunbury Kalgoorlie Tamworth
Campbelltown Kuala Lumpur Townsville
Canberra Mandurah Wollongong
Dubbo Newcastle

United States of America

Atlanta Detroit Philadelphia
Austin Fort Worth Phoenix
Baltimore Houston Pittsburgh
Boise Las Vegas Salt Lake City
Boston Los Angeles San Francisco
Chicago Memphis San Jose
Columbus New York City Seattle
Dallas Newark Tampa
Denver Orlando Washington

United Kingdom
Basildon Glasgow Nottingham
Birmingham Gloucester Oxford
Blackburn Huddersfield Peterborough
Blackpool Ipswich Plymouth
Bolton Kingston upon Hull Preston
Bradford Leeds Reading
Bristol Leicester Rotherham
Chelmsford Liverpool Saint Helens
Coventry London Sheffield
Derby Manchester Swansea
Dundee Newport Swindon
Edinburgh Norwich Watford


National Distribution Channels
New Zealand
Auckland Dunedin Wellington
Christchurch

Italy
Bari Genova Taranto
Bologna Messina Torino
Brescia Padova Verona
Cagliari Palermo St. Vincent
Florence Rome


Facts and Figures about Non-Cash Trade
According to the World Trade Organization 15% of world trade is conducted on a non-cash basis. This
includes direct trade, gift-culture, counter-trade/reciprocal trade (often found between governments and
multi-national organizations) and non-government currencies (community currencies, regional currencies,
gift vouchers, loyalty points & air-points) and is therefore worth approximately USD $2.79 trillion dollars of
the estimated USD $18.6 trillion dollars of world trade (2004 World Bank figures).
More recent figures are currently unavailable but it is known that global trade rose in 2004 by 21% (world
merchandise exports rose by 16% to $7.3 trillion, while commercial services followed closely with a growth
rate of 12% to $1.8 trillion) and it is estimated that this rise has carried steadily onwards through to 2006,
making non-cash trade forecast at between $3.37 trillion (2005) and $4.08 trillion (2006).
The International Reciprocal Trade Association (IRTA) targets trade credit use at 4% of business spending.
With business spending making up 10% of the USD $34 trillion dollar economy – utilizing trade is a USD
$136 billion dollar opportunity.
• Non-cash trade, in one form or another, accounts for nearly 30 percent of the world’s total
business.1
• The National Association of Trade Exchanges, The International Journal of Hospitality
Management and the Michigan State University together claim that approximately 70% of
all Fortune 500 companies utilize offset trading.2
• According to the Association of Advertising Agencies, eight out of ten corporations engage
in excess capacity exchange.3
• Approximately 65% of all New York Stock Exchange-listed companies engage in excess capacity
exchange.4
• In 1994, on the 60th anniversary of the Swiss WIR excess capacity trade system, annual volume
in reached 2.5 billion Swiss Francs (over $2 billion US dollars) and boasted 80,000 members
nationally.5 The WIR also enjoys a membership base of nearly 20% of all Swiss businesses in a
country of only 7 million people.6
• At its peak in 2001-2002, an estimated 6 to 10 million Argentines participated in the Red Global de
Trueque local commodity exchange system, including doctors, manufacturers, and even railways,
turning over approximately 6 billion US dollars per annum in transactions and accounted for
approximately 15% of Argentina’s mean personal income.7
• According to the International Reciprocal Trade Association approximately 400,000 businesses
engage in formalised non-cash transactions in the United States.8

1
(2004)., Department of Commerce Fact Sheet. USA DOC.
2
Schmidgall, R.S., Damitio, J.W. (1999)., Bartering activities of the Fortune 500 and hospitality lodging firms.,
Michigan State University, International Journal of Hospitality Management
3
American Association of Advertising Agencies. (2003).
4
(2004)., Annual Report, National Association of Trade Exchanges
5
Lietaer, B & Belgin, S. (2004)., Of Human Wealth: Beyond Greed & Scarcity. Galley Edition.
6
Valentini, E. (2003)., Switzerland’s WIR System and Barter Worldwide, International Trade Currency System
7
Stodder, J. (2007).,Residual Barter Networks and Macro-Economic Stability. Rensselaer Polytechnic Institute
at Hartford, Hartford CT. 10
8
(2004)., Fact Sheet, International Reciprocal Trade Association.
The Process
1. Analyse your existing expenses
Review your current budget and look for expenses that you may be able to substitute for goods or serv-
ices acquired through the Ormita Non-Profit Donation Program.

Make a list of these expenses along with specifics (i.e. photocopier toner for a Minolta SCX-1010, 500
single person tents of any color etc).

2. Brainstorm a list of “wants”

Write down all of the things you would like to acquire if you had access to additional funds.

3. Calculate the value total of what you need

Add your “needs” and “wants” together and calculate the rough value of these products and services at
full market value.

Remember – everything you want can be yours. The beauty of the Ormita Non-Profit Donor Program
is that you do not need to source any of the things you want directly from companies – all you need
to do is locate products and services which other non-profits or businesses may be interested in trad-
ing. In return, they may acquire goods and services you need and trade them back to you.

By working together to acquire a large range of “promised” goods and services, non-profit organiza-
tions can exchange these gifts with one another on a non-cash basis and fulfil their needs.

No delivery needs to take place until a “buy” or “sell” has occurred and, in most cases, the donor will
arrange delivery free of charge. (Where this does not occur the recipient may have to pay their own
freight costs.)

4. Research existing and potential donors

Any business who supports your current activities is a great potential donor. Use the internet, phone
book and connections established by your volunteers and identify those organizations that may have
surplus products or time, brand power, and most importantly, similar values and mission as your group.

Your donors should support your aims (they are donating to your charity even though the product may
end up somewhere else).

Once you have identified these organizations - research them. It is important to understand how they
operate and who to talk to if you wish to solicit an in-kind donation.

It is always important to remember: while Heinz Foods may be the perfect group to supply you a par-
ticular product you need directly, if it is not local then you are better off talking to businesses who you
can access easily and then trade their product using Ormita for other goods and services you need. The
benefit to the donor is the same – and you receive even greater access to donated products and services
than before. Every non-profit is effectively “pitching in” to grow the pool of available goods and services
for one another.

11
5. Meet with potential donors
Contact the organization and schedule a meeting with their owner, public affairs executive or a
manager with decision-making power. Explain to the individual the nature of the conversation
you would like to have – to discuss options for in-kind donations which, in turn, will generate
publicity for them, increase their staff moral, boost their brand image and recover lost income
by turning it into a tax deduction.

If a donor is local in several markets but not present in others, there may be an additional benefit
for them to have their product traded into another country where they are looking to gain market
exposure.

Ormita has a donor product brochure and power-point presentation which you are able to
customize for your own use when visiting with potential donors.

6. Analyse their needs

• Clearing surplus stock (in some instances donating is cheaper than destroying surplus products)
• Corporate Social Responsibility requirements
• Create positive publicity
• Entry into foreign markets
• Increase brand awareness
• Moving warehouses
• Taking seasonal products off-market
• Tax benefits
• Trialling new products off-market

7. Submit your request

Customize the Sample In-Kind Donation Solicitation Letter provided in the Ormita Toolkit and deliver
the letter and accompanying materials to the appropriate decision-maker in the organization.

Give the organization reasonable time to review and approve the donation request and to negotiate the
acknowledgements they want in exchange.

Follow-up the letter with a personal visit or telephone call.

12
8. Fill out the In-Kind Donation Form
Once the organizations has confirmed that they are interested in donating, have them complete an
In-Kind Donation Form.

This form is an “offer to supply” only and is subject to another charity or organization wishing to take
the offered goods or services.

Send this form into Ormita.

9. Ormita will market the donation and, in return, find you what you need
Ormita will market the donation to other organizations at full-retail value.

Once the donation has been accepted, Ormita will arrange the logistics of freight and fulfilment on
your behalf.

You will now receive credit to acquire goods and services from other non-profits – and businesses
– within the Ormita commerce network.

You can access products online, in our weekly newsletter or directly from your assigned Broker.

The entire process from receiving donation “offers” through to settlement and acquisition of your own
goods and services may range from 10 – 90 days.

Patience is a virtue. As more businesses and non-profit organizations participate in the programme, more
offerings will become available and the process will become faster.

Accounting for the value of donated goods and services is done on a “full market value” basis. Where a do-
nated product is slow to move, there may be a need for a discount to speed up the process. This is entirely
up to you.

13
Roles and Responsibilities
Non-Profit Organizations Responsibilities
• Familiarize its employees and volunteers with the features and benefits of the Ormita In-Kind
Donation service.
• Issue a joint-press-release about the partnership.
• Publish information about Ormita in its newsletter at least once every 12 months.
• Identify suitable donors and speak to them directly about giving in-kind donations to your organi-
zation.
• Have them fill out an In-Kind Donation Form .
• Where you have talked directly to them about how you will handle the donation process: submit
the completed In-Kind Donation Form to Ormita.
• Monitor your account online and, once the donation is sold to another organization, access the
credits received from the sale to acquire your own needed goods and services.

Ormita Responsibilities

• Provide Non-Profit Organizations with sales and marketing material to assist with the promotion
of the In-Kind Donation Program to their donors.
• Provide training material to educate their employees and volunteers regarding the Ormita range
of solutions.
• Issue joint press releases about the organization joining the program and the benefits of the In-
Kind Donation Program.
• Handle all aspects of the exchange process, including marketing the donated goods received to
other members of Ormita, crediting your donor account and helping you acquire other offered
needed products and services in return.
• Handing all customer enquiries in a professional manner.

14
Marketing Support
All Ormita Non-Profit Organizations are backed by wide-ranging resources available through Ormita’s
sales and marketing support teams.

Sales Support
If required, the Ormita sales force can work with the organization to capitalize on in-kind donation
opportunities, including in participating in joint sales calls. To make a sales call booking email
affiliates@ormita.com or call your assigned Client Director.

Marketing Material
Ormita will provide the organization with access to our online Marketing Library which contains a range
of valuable materials to help promote in-kind giving to their donors. Material includes sales presentations,
solutions briefs, brochures and case studies.

Newsletter
Ormita keeps its non-profit partners up-to-date with news about goods and services that are available
through e-mail newsletters.

Online Trading
Non-Profit Organizations can buy and sell online, request pricing, check their account balance, change
their details, manage sub-accounts, transfer credits and more.

24x7 Telephone Support

Ormita offers 24x7 telephone support to help each of our non-profit partners find what they are looking for
in an emergency.

Training
Ormita knows that the best trained and best prepared partners achieve greater success. Ormita has
invested in effective education and training resources which it provides to its partners.

Logo Usage
Approved organizations may use the Ormita logo to promote their association with Ormita.

Please see the Ormita Corporate Brand Manual for the rules governing the use of our logo.

Public Relations Support

When a key transaction is successfully closed, Ormita works with the organization and the customer
to spread the word.

15
November 12, 2007

Beyond the Gift of Cold, Hard Cash

By Deborah L. Jacobs

AMONG the items that Tom Bird gave to charity last year was what he considered a “lingering asset” on his personal
balance sheet: the domain name, farm.com, which he retained when he and his business partner sold their Silicon Valley
record storage company, First American Record Management (FARM) in 1999.

Sensing a ready market for the dormant address, Mr. Bird, who is now a venture capitalist, approached the Boston Foun-
dation about taking it. The charity readily agreed, and within a month sold it for $200,000. Mr. Bird got a correspond-
ing tax write-off for his donation, which had cost him nothing but a nominal registration fee 18 years earlier and annual
renewal fees.

The contribution is one example of how innovative donors and open-minded charities are moving beyond traditional gifts
of cash and marketable securities and benefiting from donations of noncash assets. Although real estate remains the most
popular type of noncash gift, charities have also accepted tangible personal property like art, jewellery and collectibles,
and intangible assets like patents or shares in a closely held business.

Statistics are scarce, but Ruben D. Orduña, vice president of the Boston Foundation, said that most of the organization’s
larger gifts last year included a noncash asset.

“Often the kinds of assets that wealthy people have available to donate are things other than cash and marketable securi-
ties,” Mr. Orduña said.

Such donations require donors to navigate potential tax traps, have the property appraised, and find an appreciative
recipient who will most often sell the asset. But for those who make the effort, it provides an alternative to checkbook
philanthropy and a way to still give regardless of stock market performance.

Bryan Clontz, president of Charitable Solutions, a Jacksonville, Fla., firm that helps charities liquidate noncash assets,
said he got more calls about these types of donations when the market was down.

As with publicly traded securities, there are tax incentives for the donor to make gifts of property that has gone up in
value, said Ralph E. Lerner, a lawyer with Sidley Austin Brown & Wood, in New York.

One is the savings in long-term capital gains tax, which is 15 percent for sales of appreciated business interests and real
estate held at least 12 months, and 28 percent for tangible personal property like art and collectibles. Since the charity is
tax exempt, it generally pays no tax when it sells the asset. In the best-case scenario, you can also deduct the fair-mar-
ket value of the asset at the time of the donation, rather than what you paid for it. When making gifts to a public charity,
donors are entitled to a deduction for up to 30 percent of adjusted gross income.

16
Any deduction that can’t be taken in the year of the donation — say, because the donor’s income isn’t high enough
— can be carried forward up to five years. Alistair Barnes, a property manager with Global Special Risks in Houston,
figures that his donation of a 3 percent share in the company, a privately held insurance firm, two months before its May
2007 sale, will entitle him to a $292,000 deduction in April. For tangible personal property, something you can touch and
move, a restriction known as the related-use rule applies.

For your donation to qualify for a full fair-market value deduction, the charity must use the asset in a way that is related
to its exempt purpose, said Conrad Teitell, a lawyer with Cummings & Lockwood in Stamford, Conn. Otherwise, your
income-tax deduction is limited to your basis in the asset (what it initially cost you) or its fair market value, whichever is
less.

The related-use rule is not a problem for gifts of art to a museum with similar works in its collection, but it affects other
types of gifts to institutions that plan to convert them to cash. Some clients are surprised to find themselves constrained
by this rule when they donate items to be auctioned at the annual church or school bazaar, said Laura Peebles, a director
with Deloitte & Touche in Washington.

Gifts of real estate are not subject to the related-use rule. One of the more unusual ones was a tandem crypt donated to
the University of California at Los Angeles. Situated at Westwood Memorial Park, a cemetery where many Hollywood
stars are buried, the crypt was near Marilyn Monroe’s grave, said Judith Pillon, director of the office of gift planning at
U.C.L.A. The university sold it to someone in the entertainment industry for $100,000, Ms. Pillon said.

There are many ways to contribute real estate and reap large tax benefits, but these donations carry complications of their
own, said David T. Leibell, a lawyer with Wiggin and Dana in Stamford, Conn. Most charities prefer that the property
not be mortgaged because it can run afoul of various tax law restrictions. Moreover, the nonprofit, as if it were buying
the property, must check for liens and be sure there are no environmental hazards that would require cleanup obligations
under federal law.

Charities are not bashful about looking a gift horse in the mouth. Jane Wilton, the general counsel of the New York
Community Trust, said that one time the group declined a gift of a Brooklyn gas station because it was concerned about
environmental hazards.

17
AUSTRALIA
AUSTRALIAN CAPITAL TERRITORY
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Ormita is a registered trademark of Ormita International Limited and/or its affiliates. Other names may be trademarks of their respective owners.
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