TAC Business Plan - The Ability Center

Business Plan
INITIAL PARTNERSHIP OFFERING
For a Self Sustaining Ability Center
Two out of seven families have at least one member with a disability. Nearly 49% of
families raising a child with a disability live in poverty. With an aging population and
better medical care, the number of people who live with a disability is growing. Over
190,000 individuals with a disability currently live in Southeastern Wisconsin and 29,000
of them are children. According to the Center for Disease Control (CDC), “With good health habits and access to
health care, many disabilities can be delayed or even prevented.” 38% of individuals aged
18-44 with a disability rate their health as fair or poor, versus 2.4% of those without a
disability. While the obesity rate for adults with disabilities is 58% higher than for those without
disabilities (36% v. 23%), and 38% higher for children with disabilities (22% v. 16%). “Obesity is a complex problem that requires both personal and community action. People
in all communities should be able to make healthy choices, but in order to make those
choices, there must be healthy choices to make. We need to change our communities
into places where healthy eating and active living are the easiest path.” - Dr. William Dietz,
M.D., Ph.D., CDC’s Division of Nutrition, Physical Activity and Community.
The purpose of this offering is to support the creation of a fitness, athletic, recreation and
wellness facility, specifically designed for individuals with disabilities and their special needs,
yet inclusive of the “able-bodied” public. Through sports, fitness and recreational programming, children and adults with disabilities will
finally be afforded the consistent opportunity to maintain optimum physical health and to
increase mental well-being through activity and socialization. It is reported that only 34%
of those living with a disability feel they are “very satisfied” with their life, versus 61% of
those without a disability. The Ability Center plans to create America’s first opportunity for a
large population of individuals with disabilities to consistently fulfill health, wellness and social
needs.
Partners will benefit by participating in a venture that will generate significant social return on
investment (SROI). By supporting the efforts of The Ability Center (TAC), partners will directly
address an unmet and crucial need of services for people with disabilities in our community.
“If you want to succeed, you should strike out on new paths, rather than travel the worn
paths of accepted success.” - John D. Rockefeller
Disability Demographics
Source; CDC, Disability & Health Statistics
Statewide Disabled Population
Children & Adolescents, 5-20 years of age = 77,662
Adults, 21-64 years of age = 350,836
Prevelance = 19.3%
Southeast Wisconsin Disabled Population
Children, 5-15 years of age = 19,932
Adolescents, 16-20 years of age = 9,126
Adults, 21-64 years of age = 130,846
Disabled Population
971 children
546 adolescents
5,363 adults
Disabled Population
2,972 children
1,246 adolescents
16,308 adults
Disabled Population
656 children
734 adolescents
5,341 adults
Disabled Population
1,257 children
297
adolescents
Source; U.S. Census Bureau 2005-07 Community Survey
5,251 adults
Disabled Population
376 children
208 adolescents
2,847 adults
Disabled Population
9,838 children
4,253 adolescents
72,745 adults
Disabled Population
2,314 children
957 adolescents
13,311 adults
Disabled Population
1,548 children
885 adolescents
9,680 adults
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Source; CDC, Disability & Health Statistics
According to the CDC, “increasing physical activity, and
reducing or preventing obesity can eliminate some of the
underlying causes of disability.” In fact, the CDC also reports
that in most cases, secondary issues like obesity, diabetes
and heart disease, all of which are preventable, are a greater
problem than the disability itself. With access to an
affordable, accessible and inclusive fitness, athletic and
recreation facility like TAC, we can begin to make a
significant and positive impact in the lives of children and
adults with disabilities. Of course, health care for those with disabilities also comes
at an exorbitant cost, primarily to taxpayers. It is feasible to believe that within a
decade or less TAC can reduce those expenses through its accessible and adaptive
fitness and athletic programming. ECONOMIC IMPACT
• In 2006, disability-associated health care expenditures accounted for 26.7% of
all health care expenditures for adults residing in the United States and totaled
$397.8 billion. Of the national total:
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Medicare paid $118.9 billion.
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Medicaid paid $161.1 billion.
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Non-public sources paid $117.8 billion.
• In 2006, the estimated health-care expenditure cost per disabled person in
Wisconsin was $12,104.
• In part, the magnitude of disability-associated health care expenditures stemmed
from the high prevalence of disability among the adult population, with 18.2% of all
adults reporting a limitation in some way in at least one activity because of physical,
mental, or emotional problems.
• Medical costs for obesity-related problems were estimated at $147 billion.
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Obese individuals have an annual medical cost $1,400 higher than people at
a normal weight.
• In 2009, over $300,000,000 was paid in SSI (Supplemental Security Income)
payments to citizens with disabilities in Milwaukee and Waukesha county.
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1.0 Executive Summary
This business plan has been developed to present The Ability Center (TAC) to prospective
donors to assist in raising the necessary capital needed for the development of
America’s first accessible, affordable and inclusive fitness, athletic and recreation facility.
The Problem: In Wisconsin, opportunities for children and adults with disabilities to be fit,
active and healthy are limited and not provided at the levels of the surrounding midwest states.
Programming and activities are so scarce that thirty to fifty teenagers with disabilities in
Wisconsin, from as far as the Wisconsin Dells and Green Bay, more often travel to northern
Illinois to seek out an athletic opportunity. The desire of people with disabilities to be fit and
active is just as great as the able-bodied population, but the need is much greater than what is
currently available. The Solution: Offer exceptional, additional and consistent fitness, athletic and wellness
programs and opportunities through a self-sustaining fitness, athletic and recreation facility
specifically designed for the special needs of people with disabilities and inclusive of the ablebodied public.
The Fix: The Ability Center. TAC is the vision of Damian Buchman. As the only known survivor
of his childhood cancer diagnosis, leaving him with an ambulatory disability, Damian has a
passion to honor his survivorship and to enrich the lives of those affected by disability of any
kind. After serving as the director of a local athletic facility for eight years, Damian realized that
not one time did the facility fulfill the athletic, fitness or recreational needs of those with
disabilities. TAC is a 200,000 square foot, $20,000,000, fitness, athletic and recreation facility universally
designed specifically for people with disabilities and their special needs. TAC is designed and
organized to be unlike any other facility or building in America. TAC is now. TAC is the future.
TAC is evolutionary. While there are fitness facilities serving those with disabilities and facilities
that serve the able-bodied public separately, there is not one facility in America that is inclusive
of both demographics. TAC will distinguish itself as America’s first fitness, athletic and wellness
facility that puts those with disabilities first and is inclusive of the able-bodied public.
TAC is a paradigm shift from the current American norm. No matter where you go today, be it a
restaurant, a shopping center or even a park, our society has designed all places for the ablebodied individual. Not TAC. For the first time, TAC will ask the able-bodied public to live in a
fully accessible world designed for those with disabilities. A world without obstacles. A world
where people with disabilities can access all areas and amenities. A world where equipment
will be made accessible to all participants regardless of their abilities or disabilities. At this point, you’re probably asking how TAC will be a self-sustaining facility? The answer is
simple. First, through our capital and fundraising campaigns, we will gain the support of
foundations, donors, businesses and the community to build TAC. Going forward, TAC’s
ongoing operational expenses will be entirely supported by able-bodied members’
memberships and pay-per-use service fees. In turn, the “profits” from able-bodied services will
then be used to supplement, support and expand the services TAC will provide to those
affected by disability. TAC will offer membership and pay-per-use services through fitness, athletic and recreational
programming at discounted rates, on a sliding scale, to those with disabilities. In America,
nearly half, or 48% of those with disabilities report an income of less than $15,000 and
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nearly 25% live in poverty. 48.6% of families raising a child with a disability also live in
poverty.
During 2011 and 2012, A.F.A.R. Inc. d/b/a The Ability Center will raise funds through naming
opportunities as well as community, state, and possibly nation wide campaigns. The following
business plan will show you how TAC will generate over $5,000,000 in revenue and over
$1,000,000 in surplus from services provided to the able-bodied public. It is important to note
that these figures do not include ongoing fundraising, grants and/or donations.
We thank you for your time in reviewing the following business plan and philanthropic
opportunity. We hope you will consider being a friend and partner of America’s first Ability
Center.
1.1 Objectives
• To build America's first inclusive fitness, athletic, recreation and wellness facility for all
abilities, known as The Ability Center, where the 190,000 individuals, including 29,000
children in Southeast Wisconsin affected by disability, will be provided the same
opportunities to be fit, active and healthy as their able-bodied peers.
• To provide a safe, positive, empowering and inclusive environment for people with
disabilities and their special needs, where they can actively participate with their ablebodied family and friends.
• To give children with special needs (and their parents) access to fitness, athletic,
recreational and social opportunities through team sports, summer sport camps,
exercise classes and more.
• To provide premier adaptive, accessible, affordable and adequate athletic
programming and opportunities to children and adults with physical and
developmental disabilities.
• To promote and advocate for the needs of additional adaptive athletics, fitness and
recreation, while increasing the awareness of our communities lack of opportunities for
people with disabilities in comparison to our neighboring states.
1.2 Mission, Vision and Values
Our Mission
To provide accessible, affordable and inclusive athletic, fitness and recreation programming to
children and adults with physical and/or developmental disabilities in a positive and
empowering environment, while focusing on their abilities, not their disabilities.
Our Vision
To build a universally designed fitness, athletic, recreation and wellness facility, not just
"accommodated" for or "accessible" to people with disabilities, but specifically designed for
their therapeutic, recreational and special needs, inclusive of their families and the able-bodied
public.
TAC will be a facility that provides those with disabilities the same opportunities as their ablebodied peers. It sets itself apart from every other athletic and fitness facility across the nation
by focusing on inclusion. TAC is a role reversal. It is a building without obstacles. It is a building
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with truly accessible bathrooms, locker rooms and showers. A building with extra wide (or no)
doorways for a "sportchair" (a wheelchair adapted for sports), lower counters, automatic
doors, Braille, adaptive equipment, accessible equipment, and more. TAC is a facility where
everyone can recreate, compete, be active and have an equal opportunity to be fit, healthy and
in many cases, to "play" for the first time. Once TAC is operating smoothly and showing a profit, it is our goal to build three more across
the country by providing the road map of success and collaborating with other adaptive
organizations. We believe America can sustain four Ability Centers; North (TAC), South (Texas),
East (New Jersey or Boston) and West Coast/Mountain (Park City, San Francisco or Portland).
Our Values
• Inclusivity
• Adaptation
• Acceptance • Opportunity
• Exceptional Adaptive Athletics, Fitness, Recreation, Health and/or Wellness
Today’s health, fitness, and athletic facilities are not constructed for those who are affected by
disabilities and local schools are unaware of how or unable to offer adaptive sports
programming. TAC promises to correct this inequality.
Our Motto
Adapt. Ability.
Our Promise
• To decrease obesity rates in people with disabilities in our community.
• To adapt every TAC fitness class, athletic program or activity for those with disabilities
as well as able-bodied individuals.
• To continually maintain a higher rate of disabled vs. able-bodied programming.
1.3 Keys to Success
Location, Location, Location & Transportation • The ability to build on the Milwaukee County Parks grounds near the Milwaukee
Regional Medical Center and Highway 45 will provide the greatest level of accessible
access to TAC. This pivotal location will allow access from the Milwaukee County
Transit System, Transit-Plus and the Waukesha County Metro via one of its most
popular running lines. Monetary & In-Kind Support • Grants, gifts and donations from state and national foundations, corporations and the
community will enable us to build and sustain TAC. TAC aims to open its doors
without debt, allowing the organization to focus on our services rather than on
fundraising. To date, TAC has received support from:
✓ Mason Wells
✓ the Nonprofit Management Fund
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✓ the Wisconsin Community Fund
✓ and an anonymous donor
• The in-kind assistance of professionals in the area of web design, architects, builders,
manufacturers, accountants, legal services and more. To date we have utilized and/or
secured in-kind services from:
✓ GS Design
✓ Barrientos Design
✓ Feller Design
✓ Purple Onion
✓ Branigan Communications
✓ Baker Tilly
✓ ProStar Athletic Surfaces
✓ Fischer-Fischer-Theis Architects
✓ Ford Construction Company
✓ Ron Sonntag Public Relations
✓ Ryan, Kromholz & Manion, S.C. (Garet K. Galster, Attorney)
✓ and Niebler, Pyzyk, Roth & Carrig, LLP (Andrew J. Niebler, Attorney)
3. Disability Affiliated Organization Endorsements - In 2011, TAC has already begun,
and will continue to form, collaborative relationships with various nonprofit organizations that
are currently providing other human services to individuals and families affected by disability in
our community. These organization endorsements may include but are not limited to:
• US Paralympics & Special Olympics Wisconsin • Disabled Sports USA (DAUSA) & Wheelchair & Ambulatory Sports USA • Wounded Warriors Project, Disabled American Veterans & the VA • Multiple Sclerosis Society & Muscular Dystrophy Association • Spina Bifida Association & United Cerebral Palsy • Easter Seals & Badger Association of the Blind and Visually Impaired • Autism Society of Southeast Wisconsin & Best Buddies • ARC of Greater Milwaukee & Wisconsin Facets
• Independence First & Milwaukee Center for Independence
We have already secured the endorsement of:
✓ Wisconsin Paralyzed Veterans of America
4. Collaborative Relationships - By securing collaborative partnerships with institutions
such as:
• Medical College of Wisconsin
• Froedtert Memorial Lutheran Hospital
• Children's Hospital of Wisconsin
• the Zablocki VA
• Milwaukee County Parks
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• We Energies & We Energies Foundation
As a nonprofit organization and with the above collaborations there is a high probability TAC
will be exempt from property tax. These partnerships will be reciprocal by providing continued
health and fitness practices to the hospitals’ patients and its staff members.
5. Abled Bodied Services - TAC offers a unique opportunity through the nature of its
inclusivity. Not only will TAC provide programming for family members of those impacted by
disability, but TAC's ongoing success will weigh in part on that of the able-bodied public. Conscious consumers look for opportunities to put their spending to good use. A dramatic
increase in community walks, races and runs over the last 5-10 years is primarily due to the
participation of nonprofit organizations and consumers who are motivated to run for a cause.
TAC will provide this continuous “feel good” sensation for its users. Every membership, league,
tournament and admission fee spent by able-bodied participants will support TAC’s disabled
programs. 2.0 Company Summary
Like other fitness and athletic gyms, TAC will provide exercise and athletic programming to the
able-bodied public. TAC will stand alone in providing these services with a new level of passion
and exceptional customer service.
Unlike any other fitness or athletic gym, TAC will provide identical services to a currently
ignored demographic of up to 190,000 individuals with disabilities and the two out of
seven families affected by disability. Issue 1: Every fitness and athletic gym has been unable to solve one major problem: “How do
we fill the 10:00am to 4:00pm time slot?” The Fix: With a 79% unemployment rate, people with disabilities are available and searching
for daytime activity. It is important to note that, according to a local disability focused
organization, approximately 67% of the 79% of those with disabilities report they would rather
be working. According to the Kessler Foundation/NOD 2010 Survey of Employment of
Americans with Disabilities, “Companies are focused on increasing diversity, but not
necessarily on hiring people with disabilities as part of their diversity initiatives. Fewer than one
in ten companies report having both a disability policy and a program.” Simply put, corporate
America rarely employs people with disabilities.
What does this mean? People with disabilities are capable of activity and TAC will fulfill their
daytime active as well as their social needs and desires.
Issue 2: Every stand-alone athletic facility has been unable to solve the problem of cash flow.
As pay-per-play venues, they receive an influx of cash every seven to 15 weeks, depending on
their programming.
The Fix: The addition of a fitness gym will solve the cash flow problem. On the first of every
month, fitness gyms process $50,000 to $500,000 in monthly membership fees. Whether
people come through the doors or not, members are continuous consumers, paying a
membership fee of $15 to $70 each month.
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As a nonprofit organization, TAC will also be able to secure donations as well as apply for
foundation and government grants. This is an important facet that 59% of other fitness
facilities and likely 99% of other athletic facilities are unable to do. There are only five
fitness and/or athletic facilities in America that specifically serve those with disabilities, none of
them are inclusive of the able-bodied public. TAC will have multiple revenue streams, including:
• grants & donations
• league & tournament fees
• initiation & admission fees
• monthly fitness & athletic membership fees
• training & fitness class fees
• camp & lesson income
• product & concession sales
• practice & event rental fees
• corporate outings & team building fees Most facilities claim to be “state-of-the-art.” TAC will be evolutionary, groundbreaking and
game changing. We have already initiated talks with equipment manufacturers to engineer
equipment designed for our needs and architects to push the envelope of universal design and
accessibility. 2.1 Company Ownership
As a 501(c)(3) charitable, nonprofit organization, A.F.A.R., Inc. d/b/a The Ability Center, will
operate under the guidance of its Board of Directors and Executive Director/Founder, Damian
Buchman. Our A.F.A.R. acronym identifies the exact services TAC will provide; Adaptive
Fitness, Athletics and Recreation.
TAC is currently governed by eight Board Members. With the consultation of Ms. Christianne
Murn of Murn & Associates, we continue to strengthen our Board through the expertise of Ms.
Murn’s Board Development work.
2.2 Company History
A.F.A.R., Inc. d/b/a The Ability Center, formerly known as, Super Gimp Services for disABLED
Athletics, Inc., has been organized since the summer of 2006, and received its tax-exempt
status in November of 2008. At this time, as an organization, A.F.A.R., like many other adaptive
recreation organizations, we are unable to successfully and adequately serve the extraordinary
numbers of people with disabilities. Why? Local health clubs, YMCA’s, churches, schools and
private gyms consistently turn us away due to a lack of space. This response is what led us to
envision TAC. It is clearly the most feasible way to fulfill our mission. The Wisconsin Athletic Club’s, Elite Fitness Club’s, Gold’s Gym’s, Bally Total Fitness’, Anytime
Fitness’, Snap Fitness’, Cardinal Fitness’, Curves’, and YMCA’s are highly visible and plentiful
gyms in our community. Many of them meet the minimum required ADA specifications, but not
one of these facilities is designed for, and is minimally accessible to people with
disabilities. While on the other hand, TAC is not only universally designed for maximum
accessibility, but the fitness area is designed as such that 31% of its’ fitness equipment and
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56% of its’ strength equipment is accessible and selected specifically for those with special
needs -- A typical health club’s accessible equipment will range from 1% to 5% accessibility.
Think about a gym you might attend, ask yourself the following questions; “Is the equipment
packed tightly together?” “Are there step-ups to rooms, are all stretching areas at ground
level?” “Are there fifty treadmills and elliptical trainers but only one arm/hand cycle?” “Is there a
single piece of weight training equipment that can be accessed easily by a person in a
wheelchair?”
The questions continue. “Are there any classes designed for individuals with physical
disabilities?” “Is there a single class designed for or set at the pace of an individual with a
developmental disability?”
All of these questions can also be asked of schools as well. “Does your child's school offer any
adaptive team athletics for their peers with disabilities?" The answer is most likely, no.
When talking specifically about children with disabilities, I am immediately drawn to the
movements of today’s professional sports leagues and their involvement in getting kids to play
and to be fit, active and healthy. The NFL has, "Rush," "Play 60," and "Youth Tackle," along
with football camps for typically developing youth. MLB has, "Weplay Youth Baseball" and
"Youth Majors." The NBA has its "FIT" program. Not only are the professional sports leagues involved, but so is the First Lady with her "Let's
Move" campaign. The MLB and the NFL are also supporters of the Boys and Girls Clubs of
America and its "Triple Play" campaign. All of these programs and organizations provide an
important effort to tackle the epidemic of childhood obesity and inactivity.
Yet, through all of these campaigns/efforts, there is one consistent theme; children with
disabilities are not included in any of their efforts. According to statistics children with
disabilities are exactly the demographic who need the most help, from both a financial
and a health standpoint. TAC will solve this disparity.
3.0 Products and Services
With the current economic state in America, there is much concern over starting a new venture,
especially one that appears to already exist, such as the fitness and athletic industry. It is
important to know that according to Entrepreneur.com, “The stats are impressive. Fitness
clubs and health stores are now a $41.4 billion industry -- muscling up $1 billion from a
year ago. Gym memberships have increased steadily throughout the recession -- of the 45.3
million health club members, more than 10 million of them joined in 2009, according to the
International Health, Racquet & Sportsclub Association (IHRSA).” IHRSA also reports that the
industry’s revenues increased 2% to $19.5 billion in 2009 compared to $19.1 billion in
2008.
IHRSA’s, 2010 Health Club Consumer Report; Health Club Activity, Usage, Trends & Analysis
states, “Health club members are an active group outside of the gym, participating in a wide
range of sports and leisure activities.” According to its “Health Club Consumer Sport & Leisure
Activity Participation” table -- TAC will provide 4 of the top 10, and 9 of the top 100 activities
directly in-house. At its core, TAC will be providing consumers with exemplary customer service in a
revolutionary, passionate, inclusive and adaptive environment. TAC will offer an extensive array
of programming throughout the year. The very design, size, nature and organization of the
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facility will lend itself to an innovative, extremely diverse and extensive list of opportunities.
Many programs are common, but most will be outside the scope of every other fitness and
athletic facility.
TAC will provide the following programs which will generate various forms of pay-per-play,
membership, leagues, class, camps, rental and admission revenues. Participants with physical disabilities;
• Various Membership Opportunities and Punch Card Programs.
• Various fitness programming such as;
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"Kranking" (hand cycle “spinning” class)
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Adaptive Personal & Group training designed for various disabilities
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Adaptive Group Fitness Classes such as Yoga & Aerobics
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Best Friend in Fitness (BFF) training
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Sport Chair Athletic Training (SCAT)
• Various athletic programming such as;
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Summer Camps & After School Programs
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Wheelchair & Amputee Basketball, leagues, tournaments, camps, and clinics
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Wheelchair & Amputee Racing and Adaptive Track tournaments, camps and clinics
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Wheelchair Rugby tournaments, camps and clinics
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Wheelchair Softball tournaments, camps and clinics
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Power Soccer tournaments, camps and clinics
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Sitting Volleyball tournaments, camps, and clinics
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Wheelchair Tennis camps and clinics
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Sled Roller Hockey clinics
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TOPSoccer camps and clinics
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Goalball for the visually impaired
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Track & Field clubs, events, camps, and clinics
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Hand Cycle Racing clubs, events, camps and clinics
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Swimming (therapy and competition pool)
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Rock Climbing
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Table Tennis
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Billiards
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Open Gym for all sports
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Adaptive Summer Sports Camp (ASSC)
• Various Social Opportunities, Outings and Clubs
Participants with developmental disabilities;
• Various Membership Opportunities and Punch Card Programs.
• Various fitness programming such as;
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Adaptive Personal & Group training designed for various disabilities
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Adaptive Group Fitness Classes such as Yoga & Aerobics
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๏
Best Friend in Fitness (BFF) training
• Various athletic programming such as;
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Summer Camps & After School Programs
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Volleyball leagues, tournaments, camps and clinics
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Basketball leagues, tournaments, camps and clinics
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Floor Hockey leagues, camps and clinics
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TOPSoccer camps and clinics
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Track & Field clubs, events, camps and clinics
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Walking and Running Clubs
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Rock Climbing
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Table Tennis
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Billiards
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Open Gym for all sports
• Various Social Opportunities, Outings and Clubs
Able-bodied youth and adult participants;
• Various Membership Opportunities and Punch Card Programs.
• Various Group Fitness programming such as;
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Spinning
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Aerobics
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Yoga
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Zumba
• Individual and Group Training such as;
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Personal Training
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Group (2-8) Training
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Boot Camps
• Various athletic programming such as;
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Summer Camps & After School Programs
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Volleyball leagues, tournaments, camps and clinics.
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Basketball, leagues, tournaments, camps and clinics
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Track & Field clubs, events, camps and clinics
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Walking and Running clubs
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Rock Climbing
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Open Gym for all sports
• Various Social Opportunities, Outings and Clubs
When hosting tournaments, a minimum of 25% of the able-bodied teams and up to 90% of the
adaptive teams come from out of town. Milwaukee County and the city of Wauwatosa will
benefit from an increase in both sales tax and tourism revenue. Area hotels, restaurants,
retail stores and gas stations will also see an increase in sales from TAC’s; daily
customer base, tournament spectators, athletes and coaches (approximately 27,000
tourists per year, translating into $14,000,000 per year infused into the local economy).
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TAC’s court house, track, softball field, swimming pool and individual courts and its rooms can
be leased for the following types of special events and tournaments:
Athletics;
• USA Volleyball Junior Olympic & Junior Volleyball Association Tournaments.
• USA Volleyball and Recreational Adult volleyball tournaments.
• AAU and Youth Basketball Tournaments.
• High School and College Track & Field Competitions.
• Special Olympics Volleyball, Basketball and Track and Field events.
• NWBA Wheelchair Basketball tournaments.
• USQRA Wheelchair Rugby tournaments.
• Court Rental for team practices such as;
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youth volleyball and basketball
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sitting volleyball
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wheelchair basketball and rugby
and track and field
Other & Miscellaneous
• TAC Fundraising Events
• Church Lock-Ins & Outings
• Daycare Outings
• High School Post Proms/Balls
• Corporate Team Building & Outings
• Birthday Parties
• Family Reunions
• Holiday Events
• Team Banquets
• Exhibit Hall Rentals; Job fairs, Health Fairs, Etc.
Most of the services provided to the able-bodied public are adapted for those with disabilities.
One of the many keys to TAC’s success will be its ability to serve an under-served, untapped
demographic looking for the chance to participate in athletics and fitness.
In addition to the fitness, athletic and recreation revenue stream, TAC will house a health
conscious concession stand and a pro shop for members, league and tournament participants
and their spectators. The pro shop will offer adaptive and typical athletic equipment, apparel,
training equipment and more.
There are also possibilities for off-site leasing opportunities within TAC for adaptive and athletic
equipment suppliers, disability affiliated nonprofit satellites, physical therapy, massage therapy
and more. This will further create an environment of convenience and inclusivity.
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4.0 Market Analysis Summary
In the greater Milwaukee area, people with developmental and physical disabilities have many
unmet needs. Waiting lists for services are abysmal. Shrinking government funds mean there is
less money to go around. It is up to the third sector to step up and fill the gap. There aren't
enough nonprofits, with enough capacity, to meet the current need. TAC aims to fulfill that need
as we begin to expand our programming to more youth and adult programming and to build
Metro-Milwaukee’s and America’s first self-sustaining Ability Center. According to IHRSA, “It is difficult to overstate the importance of convenience. A health
club member will pay $10 to $50 more per month to belong to a club that is convenient.” TAC will be located in the heart of the Metro Milwaukee area, near the zoo interchange, and will
enjoy easy on/off access to Highway 45. This location places TAC across the street from the
Milwaukee Regional Medical Complex, less than a mile from the Milwaukee County Research
Park and less than two miles from Mayfair Mall and the Village of Wauwatosa. According to “Cooper Ventures, Fitness Management & Wellness Consulting,” a fitness center’s
primary membership base will come from a three- to five-mile radius, while its secondary
membership base will travel up to ten miles. According to AthleticBusiness.com, an average
consumer will drive eight to 12 minutes. Cities within the radii of TAC
Table 1
Primary Cities
Secondary Cities
3 Mile Radius
5 Mile Radius
7 Mile Radius
10 Mile Radius
Wauwatosa
Milwaukee
New Berlin
Waukesha
West Allis
West Milwaukee
Greenfield
Shorewood
Elm Grove
Brookfield
Greendale
Whitefish Bay
Butler
Glendale
Hales Corners
Bay View
*See Appendix for Map
St. Francis
On the other hand, after eight years in the athletic facility/sports business, we can confirm that
a sports league base will travel an average of 15 miles away and up to 60 miles on a weekly
basis. Tournament participants will also travel as far as 100 miles, if necessary.
With a limited number of opportunities (when a form of personal transportation is available),
those with disabilities will travel over 100 miles for an opportunity. The 30-50 kids who travel to
northern Illinois to participate with GLASA, Great Lakes Adaptive Sports Association, from as
far as Green Bay on a weekly basis, demonstrate this occurrence.
4.1 Location and Transportation are Vital to Success for Those with Disabilities
To ensure the greatest level of participation by those with disabilities, TAC will ideally be
located on fifteen acres of the newly acquired Milwaukee County Parks land off of Watertown
Plank Road and Highway 45. This location will ensure the highest probability of ease and
14
accessible access to the facility via the Milwaukee County Transit System’s largest running line,
its Transit Plus system and the Waukesha County Metro system. The importance of TAC gaining access to a portion of the Milwaukee County Parks land
described above cannot be underestimated. According to the Harris Poll/National
Organization on Disability (NOD) Study, “People with disabilities are much more likely to
consider transportation to be a problem (34% v. 16%).” Not only will the NOD tell you this is
the single largest obstacle in providing services to those with disabilities, but so will every
nonprofit organization serving those with disabilities. Most adults with disabilities depend on
public transportation. In Milwaukee this not only means the MCTS, but the Transit-Plus system.
Transit-Plus is an accessible van line available to those with disabilities and only provides
transportation within Milwaukee County with limited access to Waukesha and Ozaukee
counties. If transportation is the top issue for those with disabilities to gain access to services, then it is
vital that TAC be accessible via a major bus line and within the confines of Milwaukee County.
The Milwaukee County Grounds is the only land that provides both, especially when you
consider this location is just off the number 10, MCTS’s largest line. Access via the “10” will
significantly limit the number of transfers and is accessible to Waukesha County’s Metro
Transit. 4.2 Market Segmentation
Table 2
Population by Age
Demographic
Wauwatosa
Milwaukee
County
Waukesha
County
% of Health
Club Members
0-19 years
10,872
261,618
103,207
10.2%
20-24 years
1,715
69,952
22,142
11.2%
25-34 years
8,490
135,934
40,028
19.4%
35-44 years
5,835
123,872
52,305
17.9%
45-54 years
6,651
132,044
112,583
18.5%
55-64 years
4,690
100,108
47,400
10.5%
65+
6,747
116,407
53,133
12.3%
Total
45,000
939,935
430,798
100%
Source; US Census, factfinder.census.gov / Office of Health Informatics, Division of Public Health,
Wisconsin Dept. of Health Services, 2009 / IHRSA
Wauwatosa
15%
Milwaukee & Waukesha County
24%
10%
4%
15%
13%
0-19 years
20-24 years
25-34 years
35-44 years
45-54 years
55-64 years
65+
12%
28%
11%
14%
19%
7%
13%
14%
15
Table 3
Population by Race
Race
Milwaukee County
Waukesha County
Median
White
63.8%
94.1%
79.0%
Black & African American
25.2%
1.4%
13.3%
Hispanic or Latino
11.5%
3.5%
7.5%
Asian
3.1%
2.4%
2.8%
Source; US Census, factfinder.census.gov
Waukesha County
Milwaukee County
White
Black &African America
Hispanic or Latino
Asian
Table 4
Median Incomes
City
Household
Family
% of Health
Club Members
Wauwatosa
$64,401
$83,497
17.6%
West Allis
$44,443
$58,858
18.5%
Elm Grove
$98,824
$117,656
36.3%
West Milwaukee
$35,361
$51,162
18.1%
Milwaukee
$37,089
$42,287
18.1%
Brookfield
$86,023
$99,750
17.6%
Butler
$46,513
$70,313
18.5%
Median
$58,951
$74,789
19.1%
*Disabled
$35,600
$44,800
8.9%
Source; US Census, 2005-2009 / *Cornell University, 2008 / IHRSA
16
Median Incomes
Source; US Census, 2005-2009 / *Cornell University, 2008 / IHRSA
Household
$0
$30,000
$60,000
Family
$90,000
$120,000
Wauwatosa
West Allis
Elm Grove
West Milwaukee
Milwaukee
Brookfield
Butler
Median
*Disabled
Important Disability Income Stats
• Only 21% of those with disabilities are employed full or part-time
• 48% of individuals with a disability report a personal income of $15,000 or less and only
7% say they have a personal income over $50,000.
•
58% of people with disabilities report that they are struggling to get by, going further into
debt each month or living paycheck to paycheck.
• 48.6% of families raising a child with a disability live in poverty.
Source; Kessler Foundation/NOD Survery of Americans with Disabilities 2010 & Cornell University, 2008
4.3 Target Market Segmentation
IHRSA’s current and former reports show that membership in the state of Wisconsin is on the
rise. In 2007, 14.5% of the population in Wisconsin belonged to a health club. During 2010 that
percentage rose to 15.1, just 1% lower than the national average. IHRSA also reports that most
members are between the ages of 25-44, with an average age of 40.7 years. 17
Table 5
15.1% Market Share
Demographic
Wauwatosa
West Allis
Elm Grove
West
Milwaukee
Brookfield
Total
0-19 years
1,641
2,066
231
111
1,570
5,619
20-24 years
258
543
54
56
248
1,159
25-34 years
1,282
1,548
23
106
357
3,316
35-44 years
881
1,227
134
77
839
3,158
45-54 years
1,004
1,404
141
107
987
3,643
55-64 years
749
908
140
56
792
2,645
65+
1,019
1,741
179
69
1,123
4,131
Total
6,834
9,437
902
582
5,916
23,671
Source; US Census Bureau 2005-07 American Community Survey
Wauwatosa
West Allis
Elm Grove
West Milwaukee
Brookfield
6,000
4,500
3,000
1,500
0
0-19 years
20-24 years
25-34 years
35-44 years
45-54 years
55-64 years
65+
15.1% Market Analysis Pie
17%
24%
11%
5%
15%
0-19 years
20-24 years
25-34 years
35-44 years
45-54 years
55-64 years
65+
14%
13%
18
Race
Wauwatosa
West
Allis
Elm
Grove
West
Milwaukee
Brookfield
Median
White
91.1%
90.5%
95.9%
73.1%
92.1%
88.5%
Black or African
American
3.9%
2.9%
1.0%
4.2%
1.2%
2.6%
Hispanic or Latino
3.2%
7.8%
1.6%
22.3%
1.9%
7.4%
White
Asian
2.2%
1.2%
1.6%
4.0%
5.0%
2.8%
Black or
African American
Hispanic or Latino
Source; US Census, factfinder.census.gov
Asian
4.3.1 Disability Market
As stated throughout this business plan, there are 190,000 people in Southeast Wisconsin who
report a disability, this includes 29,000 children, aged 5-20 years. More importantly, there are
107,362 individuals, including 18,309 children, in Milwaukee and Waukesha Counties
between five and 64 years of age who live with a disability. 2008 Prevalence of Disability in Wisconsin (Cornell University)
Table 7
Table 6
Target Population by Race
Demographic
% Disabled
Race
% Disabled
Disability Type
%
5-15 years
4.8%
White
8.6%
Ambulatory
5.4%
16-20 years
5.2%
Black & African
American
17.7%
Cognitive
4.1%
21-64 years
9.1%
Hispanic / Latino
6.7%
Visual
1.6%
65-74 years
20.7%
Asian
6.2%
Self-Care
2.1%
ALL
10.7%
Native American
15.0%
Any
10.7%
See Page 2, “Disability Demographics,” for more information
4.4 Competition
In theory, TAC will not have a single competitor for those with disabilities and their families, as
no other establishment provides the same specialty services to this demographic. With 10.7%
of the population being affected by at least one form of disability, and two out of every seven
families, it is fair to assume that TAC is likely to be the primary facility for 50-75% of those
affected by disabilities. At a minimum, it is fair to assume TAC will serve the 15% of those with
disabilities in Milwaukee county who already engage in physical activity, or 13,025 people and
up to 17,651 of the 117,673 disabled individuals who reside in the greater Milwaukee area
(Milwaukee, Waukesha, Ozaukee and Washington counties).
For the able-bodied demographic, competition does exist in the form of other fitness facilities.
There is only one comparable athletic facility in Waukesha.
See appendix; “Primary Competition” & “Secondary Competition” charts for more information 19
4.4.1 Buying Patterns
People make a decision to join health and sports clubs based on a myriad of reasons:
• To exercise regularly in a motivating and energizing environment.
• To get the support they need to stay with an exercise program.
• To learn a new sport-or continue playing a favorite sport-such as tennis, racquetball,
• basketball, swimming, etc.
• To work out on a variety of user-friendly cardiovascular and resistance equipment.
• To receive one-on-one guidance and support from qualified fitness professionals.
• To exercise in a safe environment where CPR, emergency response, and other
safeguards
• are available.
• To have a place to exercise when it is too hot, too cold, or weather conditions are
• hazardous.
• To maintain strength, mobility and functionality throughout life.
• To improve physical mobility through physical therapy, and programs designed for people
with special challenges.
• To encourage their children to develop the life-long practice of exercising regularly.
• To take advantage of child care programs, summer camps and special activities geared
• towards children.
• To meet old friends and make new friends through organized, off-site club activities such
• as hiking and skiing trips.
• To take advantage of social activities such as dances, parties and picnics.
The key reasons people choose a particular health/fitness club are:
• location
• facility
• staff expertise
TAC hopes to take advantage of a superior location, a superior facility and a staff with passion,
heart and compassion unlike any other.
5.0 Strategy and Implementation Summary
The target market for the expansive programs offered by TAC is the disabled population and
their families and friends as well as the able-bodied public who are interested in fitness,
athletics and/or recreation. This includes recreational and elite athletes, everyday fitness
enthusiasts, weekend warriors, and those who simply want to “play” or recreate.
20
5.1 Fundraising Strategy
The Ability Center will direct its fundraising and capital campaign efforts through five primary
efforts targeting the Metro Milwaukee and Southeastern Wisconsin communities, team
coaches and their athletes, parents and PTO's, local businesses and foundations. Each of the
capital campaigns are focused on high participation rates and are developed with the
knowledge that we are in an economic downturn. For this reason, many of our campaigns will
have little to no overhead with the potential for a large return. TAC’s fundraising theme is simple and proven. A lot of a little = A LOT! Our five campaigns will
occur as follows:
1. “100,000 Strong for Ability” - an online campaign. 100K4TAC.org is our innovative, websavvy platform to raise money for TAC one square foot at a time on local, state and national
levels. Anyone from across the nation will be able to go online and donate $100/sq. ft. Donors
will be able to select any single square foot or as many feet of TAC as they choose. No bricks
or tiles, but donors will live on forever, visible in a virtual environment for all to witness who
supported/supports our efforts. The goal is donors over dollars. 100,000 donations sounds
much more feasible than $12 million.
2. “100,000 Strong for disABILITY” - This is our community/county challenge to the
citizens of Milwaukee and Waukesha counties to successfully complete 100,000 donations of
each monetary unit from a penny to a twenty dollar bill, or 700,000 donations equaling
$3,641,000. Funds from the "100K4DA" campaign, if necessary, will assist us in purchasing the
land to build TAC. We plan to host this event in heavily populated locations such as local malls,
movie theaters, churches and universities. We will also collaborate with local television and
radio outlets for publicity. 100K4DA will be organized for a time period of two- to three- months
over the holidays. 3. “Pennies to Play” (P2P) - P2P is focused on schools, teachers, coaches and their
students. P2P offers an opportunity for able-bodied students to support their disabled peers,
so that they too are able to "play." P2P will encourage teachers and coaches to collect two
pennies, or any number or type of coin, from each student every time they participate in
recess, gym class, practice, or games. Schools can choose to participate for a week, a month,
a semester, a season, or the year. TAC has already formed a collaborative effort with M&I bank
for this campaign as well as "Commit to Change." 4. “Commit to Change” - The Commit to Change campaign provides everyone and anyone
within the Southeastern Wisconsin community and beyond the opportunity to give and know
their pocket change will create a change. The campaign will encourage participants to fill up a
container with loose change. From children and families, employees and employers, church
goers and congregations, anyone can participate by choosing to fill up a jelly jar to a five gallon
water jug. 5. “TAC Building Campaign” - The Building Campaign will operate much the same as any
building fund, by providing various naming opportunities within TAC for Corporations and
Foundations. Naming opportunities range from offices and team rooms, to individual courts
and the building itself (i.e. "Nike Ability Center"). Opportunities from as small as $500 to
$5,000,000 are available.
See appendix; “Gift & Naming Opportunities,” for a sample building campaign
21
Quick Stats - a lot of a little goes a long way;
• The Ronald McDonald House charities donation boxes raised $18 million in 2009. If every
customer donated a penny, it would raise over $210 million.
• If every student in Southeast Wisconsin gave just $1, we would raise $500,000.
• If only 10% of the population in Milwaukee and Waukesha counties gave $10, we would
raise $1.3 million.
5.2 Marketing Strategy
According to Club Industry.com, the primary ways that members learn about a club are;
• club website (76%)
• a member referral campaign (67%)
• in the neighborhood/drive-by (58%)
TAC’s marketing strategy will be focused on:
• Identifying likely prospects for each segment of the business
• Creating brand awareness
• Generating excitement for TAC
• Cultivating brand preference
• Executing brand conversion
Tools utilized for the above will include:
• Social Media
• Public Relations (In-kind services currently being provided by RSPR and other independent professionals)
• Publicity (We expect publicity to come for free in the beginning. Articles have already been printed in the
NOW Community papers and Founder, Damian Buchman has been featured on the Morning Blend)
• Speaker's Bureau (Founder, Damian Buchman has already been invited to speak at MCW, Rotary Clubs,
and the Wauwatosa Committee for Disabled Citizens)
• Innovative Web-Strategy (In-kind services being provided by GS Design)
• Awareness advertising through our collaborative relationships with various nonprofit
organizations already providing services to those with disabilities.
• Prospective membership tours
TAC will also benefit by advertising directly to children with disabilities and their families
through its’ ongoing ASAP offering (Adaptive Scholastic Athletic Programming), a program
targeted directly at the 5,120 students 0-17 years of age in Southeast Wisconsin.
5.3 Sales Strategy
TAC will be unlike any other fitness and athletic facility, not only in our area, but in the state and
the country.
22
Located in Wauwatosa, next to the Milwaukee Regional Medical Complex and Milwaukee
County Research Park, TAC will offer products and services unlike that of the area competition.
Special introductory offer will stimulate memberships and leagues including;
• Fitness Memberships
• Court Memberships
• Open Gym Memberships
• Family Memberships
• Seasonal Membership
• Individual Memberships
• Couples Memberships
• Junior Memberships
• Daytime Memberships
• Corporate Memberships
• Disabled Memberships
• Senior Memberships
• League Memberships
• Discounted League Rates
• Punch Cards
5.3.1 Sales Forecast
See appendix
6.0 Web Plan Summary
TAC’s website (tacwi.org) will be the virtual business card and portfolio for the organization and
the facility. As part of the home page, our mission, success stories and services will be
highlighted. TACWI.org will also offer links to other web sites that will provide health, fitness,
and nutrition resources for people with disabilities and their families providing them with the
tools to learn how to live a healthier lifestyle. TAC’s website will feature all of our available fitness, athletic and recreation programs and
services. TACWI.org will also be made accessible to the visually impaired. Our website will be
highly interactive with the use of video, slideshows and social media. TACWI.org will provide
prospective donors the opportunity to learn how and why TAC is important to our community
and people will be encouraged to make online donations and sign up for upcoming events.
6.0.1 Web Site Marketing Strategy
Our website will be included on all printed materials including training materials, brochures,
letter head and thank you notes. By visiting our site, individuals, parents, siblings and
23
guardians will be able to access information and resources to help support their loved ones
with disabilities.
6.0.2 Web Site Development
Currently, three websites exist to promote TAC and its programs. TAC has teamed up with GS
Design to develop a higher functioning and interactive website. The new web site will be live in
by August, 2011 and will continue to be developed over the next two years. GS Design is using
a content management platform that will allow our staff to manage ongoing content.
6.0.3 Social Networking
TAC currently has Facebook and Twitter accounts with over 1,000 followers creating “buzz”
about the facility and our programs. Information is posted at least once per day to continue
generating interest and to grow the number of followers.
7.0 Management Summary
With the leadership of its Board of Directors, Executive Board, Ad Hoc Committees, Advisory
Boards, and Executive Director, TAC promises to deliver the future of adaptive athletic
programs and to be a beacon for the design and layout of athletic and fitness facilities across
the country. Executive Director, Damian Buchman - As the founder and visionary of TAC, Damian
spent eight years in the field of Facility Management. After only six months in his former
position, managing The Epicenter, Damian increased volleyball business by 62%. For five
years, Damian operated The Epicenter's volleyball leagues at capacity, hosting five league
sessions per year with 172 to 277 teams per session, or over 1,100 teams per year. He also
successfully increased The Epicenter's rental revenue by approximately 47% over eight years,
filling nearly 86% of the available prime time hours and gym space.
Executive Director, Damian Buchman, is led by a Board of Directors that hold nearly every
piece of the puzzle to insure TAC is profitable, successful and sustainable. TAC’s current Board of Directors includes;
• Clay Feller, owner of Feller Design, Inc. and creator of the “Building The Ability Center”
brochure.
• Dan Girard, Territory Business Manager, Invacare Corporation
• Karen Jones, Vice President of the Wheelin’ Wizards Wheelchair Basketball Board.
• Andy Littaritz, owner of Functional Fitness, LLC and original founder of “be fitness.”
• Nick Stroud, Manager of Healthcare Solutions, Manpower U.S.
• Jake Wood, Prosthetist and owner O & P Associates.
Executive Assistant & Facility Manager, Shane Reid - Shane is currently the Chair of
TAC's Programming Committee and a graduate of Cardinal Stritch University in Sports
24
Management. Having directed Shane for eight years at The Epicenter, Damian knows first hand
the high level of work ethic, respect and professionalism that Shane brings to the team.
Fitness Director, David Michael - As a former manager of X-Sport Fitness and Lifetime
Fitness clubs in Lake County, IL, David brings four years of extensive experience as a manager
and personal trainer. As an above-knee amputee, David understands how difficult it is to train
and stay in shape. As a Certified Personal Trainer and childhood cancer survivor, there is no
option to fail in David's spirit. 7.1 Personnel Plan
The personnel staffing includes plan for the equivalent of 31+ full and part-time employees.
Yearly Salaries
2013
2014
2015
Executive Director
Exec. Asst./Facility Manager
League Manager
After School/Camp Program Director
Recreation Therapist
Equipment Manager
Fitness Center Director
Marketing/Membership Director
Membership Sales
Group Fitness Director
Maintenance Director
Maintenance Staff
Front Desk
Nursery
Office/Admin (full time)
Office/Admin (part time)
Training Staff
Group Fitness Staff
Interns
$0
$50,000
$100,000
$150,000
$200,000
25
Staffing requirement assumptions are consistent with industry standards and most employees
are based on an increase in activity and paid primarily on a commission based salary.
See appendix; “Personnel Plan” for more information
8.0 Facility
TAC will be America’s first fully accessible and inclusive fitness and athletic facility ideally
located in Wauwatosa on the Milwaukee County Parks grounds between Watertown Plank Rd.,
Swan Blvd. and Highway 45. TAC is a 140,000 square foot facility that includes;
• 30,000 square feet of fitness space
• 100,000 square feet of athletic space, including;
๏
6 Basketball Courts
๏
12 Volleyball Courts
๏
35 foot rock climbing tower
๏
200 meter, 6 lane track
๏
“Miracle League” indoor softball field
When designing TAC, people with disabilities were considered first. This concept allows for an
extensive but necessary amount of square footage for full accessibility and access to all areas
of TAC. This includes 42 to 84 inch door and walkways for “sportchairs” with angled wheels to
gain access to bathrooms and locker rooms. This also means fitness equipment will not be
packed tightly together, locker rooms will be larger, bathrooms will have higher number of
accessible stalls, etc. The most popular adaptive sports are also the most popular court sports in the U.S. -volleyball and basketball. It is estimated that volleyball is America’s second highest played
sport behind soccer with 20 million people participating per week when recreational play is
taken into consideration. Wheelchair Basketball is the original and most popular adaptive sport. Quad Rugby is played
on a basketball court as well. Track is also an extremely popular adaptive sport for both
ambulatory and wheelchair disabled athletes. According to the National Sporting Goods Association’s 2009 Participation - Ranked by Total
Participation report, TAC will be an immensely popular facility offering five of the top ten sports,
and 11 of the top 27 (out of 45) profiled sports.
A significant portion of the square footage of TAC is also reserved for standing and roll-away
bleachers to maximize the number of spectators and allow for special events, both of which
will increase admission and concession revenues, through increased traffic. TAC was originally designed by Fischer-Fischer-Theis Architects of Waukesha, and will soon
receive a facelift. In the near future, TAC will commission a reputable firm to complete both a
fitness and athletic facility feasibility study.
See appendix “TAC Floor Plan” for a visual
26
8.1 Proposed Court House Activity
Table 8
Programming Hours
Season
Youth
Disabled
(YDA)
Adult
Disabled
(ADA)
Youth
Adult
Able
Able
Bodied (YAB) Bodied (AAB)
Senior
Total
Weekly
Hours
Fall
166
696
112
519
106
1599
Holiday,
Winter, Spring
138
691
274
456
106
1665
Summer
324
344
703
315
20
1706
Total Hours
628
1731
1089
1290
232
4970
Yearly Gym Usage
5%
13%
Youth Disabled
Adult Disabled
Youth Able Bodied
Adult Able Bodied
Senior
26%
22%
35%
See appendix for detailed programming information
9.0 Financial Plan
The financial and fundraising plan as detailed is aggressive, but manageable. Revenue is driven
primarily by continued growth in memberships, which are forecasted to be over 2,000
members (over 900 units) by the end of the first year and to grow slowly in the subsequent
years to 5,000+ able-bodied members or 1,600 units. Rental and league growth in subsequent
years is also taken into consideration.
Able-bodied league and tournament projections are driven from a historical basis.
Surplus revenues generated from able-bodied services after TAC’s first year of operation will be
used to subsidize memberships, as well as develop and organize programming for those with
disabilities and their families. TAC will develop a sliding scale granting program for those with
disabilities that are in need of financial assistance.
See appendix for current financial information
27