Advancing Government through Collaboration, Education and Action 2016 ACT-IAC BUDGET Presentation to...

Advancing Government through Collaboration, Education and Action

2016 ACT-IAC BUDGETPresentation to IAC Executive Committee

December 2, 2015

THIS DOCUMENT CONTAINS CONFIDENTIAL AND BUSINESS PROPRIETARY INFORMATION


2015 HIGHLIGHTSEVENTS• Acquisition Excellence provided valuable training and collaboration for 558 attendees – 57% = government.

MOC and ELC continued to redefine collaboration. MOC set a new attendance record (486) and ELC was described as “the best ever.” In 2015 the 4 major events drew 2,000 attendees – 34% government.

• Nine (9) forums provided education & collaboration for over 1100 attendees – 48% were government.

• The 2015 Igniting Innovation awards set a new attendance record (800) and provided visibility for 30 innovative products and services of value to government.

• The Excellence.gov Awards recognized 30 government programs and drew 270 attendees – most government.

COLLABORATION• ACT-IAC set new standards for the quality and relevance of its work with projects such as FITARA and the

cybersecurity ideation project. Senior government support has never been higher – OMB and other agencies increasingly turn to ACT-IAC for assistance

• The ACT-IAC Institute for Innovation continued to address high priority and game changing issues such as the creation of a VA customer service function and life events.

• A major initiative was undertaken to strengthen the SIGs and provide greater visibility for their activities by transforming them into Communities of Interest (COIs).

• The SIGS/COIs continued to address a wide range of issues to improve government. Topics ranged from the Data ACT and shared services to NS2020.

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2015 HIGHLIGHTS (2)PROFESSIONAL DEVELOPMENT & EDUCATION• There were 24 Voyager graduates and 32 Partner graduates in 2015. Both programs continued to set the

standard for professional development programs in the government technology community. The Associates program graduated 30 individuals.

• The Champions program was finalized and opened for applications.

• The ACT-IAC Academy sponsored 14 classes. 225 CEUs were issued.

ENGAGEMENT• Small Business Alliance provided a series of continuing 11 programs (e.g. “Straight Talk”) with high value for

the small business community. There were 680 attendees – 74 from government.

• The new Young Professionals Council was created to provide a forum for engaging future leaders

• The National Innovation Initiative –undertaken to assist the government in engaging the high tech community outside DC – hosted a successful fact-finding trip to California & demonstrated there is a role for ACT-IAC.

• Strengthened relations with C-level executives in government and industry through personal outreach and the Executive Advisory Council. Held 3 meetings of EAC – guests included OFPP Administrator and US Chief Financial Officer. One meeting of Chair’s Circle with U.S. Chief Information Officer.

3


2015 HIGHLIGHTS (3)MANAGEMENT & OPERATIONS

• Communications to members were streamlined by reducing email communications from 10 per week to 2 per week.

• Major upgrade to the ACT-IAC AMS was completed to improve stability and functionality. Website stabilized and functionality increasing.

• Retained every member of an exceptional staff.

4


2015 CHALLENGES• Budgets (government and industry) continued to be tight. ELC registration was under 800 for the first

time in years.

• Sponsorship targets not met.

• IAC membership remained steady but did not grow despite a major membership development campaign. (“Don’t Go It Alone”). Campaign underscored the need for personal contact and the limitations of direct mail marketing

• The Small Business Conference was not a substantive or financial success

• The ACT-IAC Academy was redirected due to challenges in creating a financially viable program.

• Chapters continued to struggle due to lack of agency management support for collaboration and funding. San Diego put on hiatus.

• Increasing competition from other organizations.

• New ethical interpretations hindered government engagement with ACT-IAC (e.g. “augmentation of appropriations); ACT-IAC could not publicly state it was doing projects requested by government.

5


2015 REVENUE SHORTFALLS

6

2015 2015ACTIVITY BUDGET ACTUAL Delta----------------------- --------------- --------------- ---------------

IAC dues $2,000,000 $1,800,000 $200,000ELC Registrations $683,600 $600,000 $83,600 Sponsorships $700,000 $586,000 $114,000Small Business Conf. Registrations $72,000 $41,300 $30,700 Sponsorships $95,000 $56,000 $39,000GSA Telecom Conf. Registrations $98,000 $0 $98,000 Sponsorships $66,500 $0 $66,500Forums Registrations $225,900 $125,000 $100,900Academy $100,000 $30,000 $70,000Inst. For Innovation $150,000 $115,000 $35,000

TOTAL $837,700


IMPACT OF GOVERNMENT FEES

• Consistent with its mission, ACT-IAC creates programs and events to attract and provide value to government executives

• Government does not pay either corporate or individual membership fees to engage in ACT-IAC• Government attendees at events receive reduced or free registration.

• If government attendees paid industry rates the additional revenue would be:

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2013 2014 2015 2016--------------- ------------ ------------ ------------ ------------Conferences $72,428 $87,329 $159,586 $174,235Ex.gov Awards $12,000 $13,000 $14,000Forums $104,360 $126,115 $122,850 $163,800

TOTALS $188,788 $226,444 $296,436 $338,035


2012 – 2016 FINANCIAL OVERVIEW

8

NOTES: (1) EOY estimates are based on October financials and subject to change. (2) Current reserves are approximately $1.2 million

2012 2013 2014 2015 2016Year End End of Year End of Year EOY Proposed

Actual Actual Actual Estimate Budget------------ ------------ ------------ ------------ ------------

TOTAL OPERATING INCOME $4,736,280 $5,130,078 $4,845,326 $4,753,307 $5,347,430

TOTAL OPERATING EXPENSE $4,163,202 $4,311,693 $5,152,637 $4,969,532 $5,073,652------------- ------------- ------------- ------------- -------------

OPERATING NET $573,078 $818,385 ($307,311) ($216,225) $273,778

Unrealized gain/loss $37,611 $124,370 $28,928 $14,000 $0Depreciation $148,705 $178,705 $202,082 $242,000 $275,182

------------- ------------- ------------- ------------- -------------TOTAL REVENUES $4,773,891 $5,254,448 $4,874,254 $4,753,307 $5,347,430TOTAL EXPENSES $4,311,907 $4,490,398 $5,354,719 $5,197,532 $5,348,834

TOTAL NET $461,984 $764,050 ($480,465) ($444,225) ($1,404)


LESSONS FROM THE NONPROFIT COMMUNITY

The nonprofit environment is changing

• Traditional business model is broken• Need to obsess about competition• Be disruptive – create new products and services• New products/services should be at least 10 times better than what’s currently available – incremental

improvements won’t do• Look at future trends – not what happened yesterday• Exceptional customer service is essential• Content marketing - the art of communicating with your customers and prospects without selling. It is non-

interruption marketing. Instead of pitching your products or services, you are delivering information that makes your buyer more intelligent.

• Communities of Interest need leadership, promotion and management•

Questions we should ask:

• What do we do that nobody else does?• What do we do better than anybody else?• Who needs us the most? When, each year, do they need us the most?• How are our members better off because of what we do?• What is the value of our programs? To whom? How measured? • How do our programs contribute to the sustainability of the organization?

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STRATEGIC OBJECTIVES2015-2016

Collaborate

Engage

Educate

Internal objectives:

Simplify how we operate

Streamline communications to our members

Deepen our differentiated brand in the market

Create a sustainable business model

10


2016 ACTIVITIESEVENTS• Continue to innovate collaboration through Acquisition Excellence, Management of Change and the

Executive Leadership Conference. Increase registration fees slightly and reduce expenses of each event.

• Sponsor 8 forums on topics of interest. Government attendees will continue to be free.

• Sponsor the third annual Igniting Innovation awards. Goal is 900 attendees. Government attendees will be free. Industry will be charged small fee.

• Excellence.gov put on hold pending a review of its relationship to Igniting Innovation.

• Discontinue the Small Business Conference in 2016 and provide enhanced value to the small business community through the Small Business Alliance

• Develop a long term strategy for MOC and ELC through the conference working group

• A new educational event – ACT-IAC Connections – will be created around the major government acquisition vehicles (GWACs, SEWP, Eagle II, etc.) It will include an exhibit hall of 90+ booths and training sessions.

COLLABORATION• Continue to support government by providing high quality collaborative & educational activities of value

to the government technology community through the Communities of Interest, Institute for Innovation and special projects.

• Implement the Communities of Interest in an effective and useful manner. Provide collaborative support through web site.

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2016 ACTIVITIES (2)• Continue to address significant, game-changing issues through the Institute for innovation. Major project

will be the 2016 Presidential Transition Project.

PROFESSIONAL DEVELOPMENT AND EDUCATION• Continue to provide high quality professional development for the community through Associates,

Voyagers, Partners and Fellows• Implement the new Champions program• Retain the ACT-IAC Academy but cease developing in-house courses; pursue partnerships with IAC

members and academics where appropriate to do so• Continue to offer CEUs for the major events, Voyagers and Partners

ENGAGEMENT• Continue the Small Business Alliance and provide value to the small business community through 8

Straight Talk sessions and 6 half day events

• Support the Young Professionals Council in its mission to engage young leaders

• Continue to engage with senior C-level executives through personal outreach and the Executive Advisory Council. Combine the Chairs Circle and Executive Advisory Council.

• Enhance opportunities for IAC member engagement and continue by hosting at least 4 member promotion breakfasts

• Grow the IAC membership from 433 to 450 companies

12


2016 ACTIVITIES• Develop and implement the National Innovation Initiative in a manner that provides value to the

government and community and is financially self-sustaining. Host an Executive Symposium in Silicon Valley for senior executives.

• Put the Rocky Mountain chapter on hiatus if it cannot generate sufficient revenues in the first quarter to cover expenses.

MANAGEMENT & OPERATIONS

• Pursue acquisition of a congressional charter for ACT-IAC

• Restructure and reduce ACT-IAC membership meetings

• Develop a proposal to simplify the IAC dues structure

• Implement technology to support COIs and more effective member management and engagement

• Eliminate external PR and marketing support. Acquire in-house staff.

• Assess benefits of bringing accounting function in-house.

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BUDGET NOTES & ASSUMPTIONS

• All discretionary expenditures were reviewed to identify potential savings. (staff training reduced; tables at Fed100 dinner deleted, etc.)

• Event budgets assume that 2016 registration numbers will be same as 2015. – Registration fees will increase slightly in 2016.– Government attendees will continue to receive free or reduced registration fees– Expenses of AE, MOC and ELC will be reduced

• Budget includes 2.5% dues increase for IAC members

• Require that registration fees for events cover all direct expenses

• Budget includes 2.5% cost of living increase for staff

• Enhance staff with sales and communications experience

• Enhanced value of sponsorships. Created strategic partnership sponsorship

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2016 REVENUE GROWTH

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2015 2016 Change------------ ------------ ------------

IAC dues revenues $1,800,000 $1,900,000 $100,000 2.5% dues increase ($45K); 17 new members ($55K)Acquisition Excellence Registrations $129,700 $157,700 $28,000 Govt fees increased $50 to $75; industry fees increased $100 Sponsorships $53,300 $75,000 $21,700Management of Change

Registrations $284,750 $306,365 $21,615 Govt. fees increased from $0 to $50; Industry fees increased $100

Sponsorships $249,500 $250,000 $500Executive Leadership

Registrations $586,500 $640,600 $54,100Govt fees increased from $50 to $100; Industry fees increased $145

Sponsorships $586,000 $635,000 $49,000Forums Registrations $125,100 $166,800 $41,700 Govt. fees remain $0; industry fees increased $75 Sponsorships $92,750 $90,000

Connections (NEW)Training event and exhibit hall focused on major govt acquisition vehicles (GWACs, SEWP, Eagle II, etc.)

Registrations $19,000 $19,000 Govt. free; Industry = $95 Exhibits $142,800 $142,800 92 exhibits Sponsorships $0

NII Executive Symposium (NEW)An executive level symposium in Silicon Valley focused on innovation and government

Registrations $79,750 $79,750 Sponsorships $0Champions Program $105,000 $105,000

2016 REVENUE GROWTH $663,165


SPONSORSHIP HISTORY

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2010 2011 2012 2013 2014 2015 2016 Actual Request Actual Actual Actual Actual Budget------- ------- ------- ------- ------- ------- -------

REVENUES------------------

Acquisition Excellence $129,684 $99,603 $43,000 $53,561 $75,000Small Business Conf. $58,650 $61,500 $99,203 $86,986 $94,945 $56,036Ex.gov Awards $32,400 $49,800 $50,000 $49,500 $28,420 $33,300MOC $284,000 $307,500 $297,806 $292,311 $255,180 $249,468 $250,000ELC $641,000 $723,800 $595,000 $810,782 $591,340 $586,000 $635,000Program events $3,000 $10,019 $20,300 $1,000Forums $62,750 $92,750 $90,000Small Business Alliance $40,000Inst. For Innovation $167,679 $128,989 $134,000 $105,000 $125,000 Ignitiing Innovation $15,000 $10,000 $20,000

--------- --------- --------- --------- --------- --------- ---------Total revenues $1,016,050 $1,145,600 $1,349,391 $1,488,471 $1,225,635 $1,186,115 $1,235,000

Advancing Government through Collaboration, Education and Action 17

2010 2011 2012 2013 2014 2015 2016$0

$200,000

$400,000

$600,000

$800,000

$1,000,000

$1,200,000

$1,400,000

$1,600,000

$1,800,000

$2,000,000

IAC MEMBERSHIP REVENUES

2010 2011 2012 2013 2014 2015 20160

100

200

300

400

500

600532

506480 465 445 433 450

IAC MEMBERSHIP HISTORY


2016 PROPOSED BUDGET

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2012 2013 2014 2015 2016Year End End of Year End of Year EOY Proposed

Actual Actual Actual Estimate Budget------------ ------------ ------------ ------------ ------------

TOTAL OPERATING INCOME $4,736,280 $5,130,078 $4,845,326 $4,753,307 $5,347,430

TOTAL OPERATING EXPENSE $4,163,202 $4,311,693 $5,152,637 $4,969,532 $5,073,652------------- ------------- ------------- ------------- -------------

OPERATING NET $573,078 $818,385 ($307,311) ($216,225) $273,778

Unrealized gain/loss $37,611 $124,370 $28,928 $14,000 $0Depreciation $148,705 $178,705 $202,082 $242,000 $275,182

------------- ------------- ------------- ------------- -------------TOTAL REVENUES $4,773,891 $5,254,448 $4,874,254 $4,753,307 $5,347,430TOTAL EXPENSES $4,311,907 $4,490,398 $5,354,719 $5,197,532 $5,348,834

TOTAL NET $461,984 $764,050 ($480,465) ($444,225) ($1,404)


BUDGET RESOLUTION

• Resolved: the 2016 ACT-IAC budget is approved as proposed

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APPENDIX

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MAJOR REVENUE TRENDS

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2012 2013 2014 2015 EOYYear End End of Year End of Year 2015 Estimate 2016Audited Audited Audited Budget (as of 10/31/2015) Budget

------------ ------------ ------------ ------------ ----------- -----------Sponsorship totals $818,556 $1,425,125 $1,218,635 $1,486,550 $1,185,915 $1,235,000Event registrations $1,801,869 $1,255,147 $1,254,841 $1,548,363 $1,257,983 $1,527,050Exhibits $142,800IAC dues $1,708,253 $1,889,435 $1,705,416 $2,000,000 $1,800,000 $1,900,000Professional development fees $243,709 $384,402 $366,476 $483,343 $451,934 $512,580Academy $18,013 $26,580 $21,703 $100,000 $30,000 $30,000Other revenues $145,880 $205,350 $278,255 $27,475

TOTAL REVENUES $4,736,280 $5,186,039 $4,845,326 $5,618,256 $4,753,307 $5,347,430


ACQUISITION EXCELLENCE 2016Fees and Changes

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• Increased registration rates• Increased non-member

industry registration from $795 to $1395

• Added $10,000 for marketing, there were no marketing dollars last year

• Reduced graphic design costs and printing costs by $7,000

• Cut photography and videotape budget from $8,000 to $5,000

• Cut F&B Budget from $78,000 to $40,000

REGISTRATION REVENUES FEES ATTENDEES REVENUE FEE ATTENDEES REVENUE---------------------------- ------------ ------------ ------------ ------------ ------------ ------------

Government - group $225 270 $60,750 $275 270 $74,250Government - regular $275 $350Government - meals only $75 5 $375 $75 5 $375Govt. speaker - comp $0 47 $0 47

------------ ------------ ------------ ------------ Subtotal 322 $61,125 322 $74,625

Industry - early bird $695 95 $66,025Industry - paid $595 95 $56,525 $795 0 $0Industry - onsite $695 14 $9,730 $895 14 $12,530Industry - meals only $75 1 $75 $75 1 $75Non-member $695 3 $2,085 $1,495 3 $4,485Speaker - comp $0 33 $0 33

------------ ------------ ------------ ------------ Subtotal 146 $68,415 146 $83,115

REGISTRATION REVENUE $129,540 $157,740 SPONSORSHIP REVENUE $53,300 $75,000

------------ ------------ ------------ ------------ TOTAL REVENUE $182,840 $232,740

2015 2016


MANAGEMENT OF CHANGE 2016Fees and Changes

23

• Increased registration

fees• Added $25,000 for

marketing, last year it was $8,000

• Cut AV budget from $68,000 to $60,000

• Cut F&B Budget from $170,000 to $125,000

• Cut Webcast budget $10,000

• Cut Photography and Videotape budget from $12,000 to $5,000


Government - group $795 31 $24,645Government - regular $795 31 $24,645 $845 0 $0Govt. speaker - paid $295 33 $9,735 $345 33 $11,385Govt. speaker - comp $0 61 $0 61

------------ ------------ ------------ ------------ Subtotal 125 $34,380 125 $36,030

Industry - early bird $1,295 180 $233,100Industry - regular $1,195 180 $215,100 $1,395 0 $0Industry - onsite $1,395 9 $12,555 $1,595 9 $14,355Ind speaker - paid $495 4 $1,980 $595 4 $2,380Ind. Speaker - comp $0 33 $0 33Non-member $1,595 13 $20,735 $2,200 13 $28,600

------------ ------------ ------------ ------------ Subtotal 239 $250,370 239 $278,435

REGISTRATION REVENUES $284,750 . $314,465 SPONSORSHIP REVENUE $249,500 $250,000

------------ ------------ TOTAL REVENUE $534,250 $564,465

2015 2016


EXECUTIVE LEADERSHIP 2016Fees and Changes

24

• Increased registration fees• Increase marketing from $8,000

to $25,000• Cut entertainment budget from

$20,000 to $5,000• Cut AV budget from $155,000 to

$135,000• Cut Webcast budget $15,000• Cut workshop speakers budget

$15,000• Cut Photography and Videotape

budget from $15,000 to $10,000• Cut F&B Budget from $290,000

to $220,000• Cut Human Centric Design

budget $18,000


Govt - Group $695-$775 73 $58,000 $745-$800 73 $62,000Government - regular $795 $895Govt. speaker - paid $395 38 $15,010 $445 38 $16,910Govt. speaker - comp $0 48 $0 48

------------ ------------ ------------ ------------ Subtotal 159 $73,010 159 $78,910

Industry - early bird $1,250 298 $372,500 $1,395 398 $555,210Industry - regular $1,350 100 $135,000 $1,495 0 $0Ind. Speaker - paid $595 10 $5,950 $650 10 $6,500Ind. Speaker - comp $0 15 $0 15

------------ ------------ ------------ ------------ Subtotal 423 $513,450 423 $561,710

REGISTRATION REVENUES $586,460 $640,620 SPONSORSHIP REVENUE $586,000 $635,000

------------ ------------ TOTAL REVENUE $1,172,460 $1,275,620

2015 2016


2015 FORUMS

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FORUM GOV REG IND REG GOV REV IND REV Sponsorships---------------- --------- --------- --------- --------- ---------

Cybersecurity 39 35 $0 $7,875 $0Mobile App Fair 102 125 $0 $28,125 $10,500Mythbusters 97 42 $0 $9,450 $0GWAC 81 97 $0 $21,825 $26,000DATA Act 47 51 $0 $11,475 $10,500VHA 56 129 $0 $29,025 $17,250Small Business 5 13 $0 $2,925 $0CX Summit 71 79 $0 $17,775 $32,750Market Intelligence 48 24 $0 $5,400 $0

TOTAL 546 595

Government reg rate $0IAC reg rate $225Non-mbr industry rate 325

Additional revenue if government paid industry rates $122,850


2016 REVENUES

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------------ ------------ ------------ ------------ ----------- -----------INCOMEACT general $116,429 $58,340 $67,731 $70,000 $55,300IAC general $1,730,289 $1,893,899 $1,716,571 $2,052,700 $1,851,200 $2,028,760Executive Leadership Conference$1,206,856 $1,382,351 $1,250,109 $1,383,588 $1,186,000 $1,300,000Management of Change Conf. $573,091 $580,607 $522,635 $537,030 $540,368 $575,000Other conferences & events $437,832 $333,915 $290,567 $525,695 $280,480 $474,290Professional development $243,709 $384,402 $366,476 $483,343 $451,934 $512,580Academy $18,013 $26,580 $21,703 $100,000 $30,000 $30,000Program meetings $95,689 $107,759 $44,950Forums $61,965 $98,100 $166,450 $315,900 $217,750 $256,800Communities of Interest $19,966 $2,275Institute for Innovation $167,679 $119,200 $143,505 $150,000 $115,000 $170,000Other revenue $64,762 $200,886 $254,629 $23,000

------------- ------------- ------------- ------------- ------------- ------------- Total income $4,736,280 $5,186,039 $4,845,326 $5,618,256 $4,753,307 $5,347,430


2016 EXPENSES

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------------ ------------ ------------ ------------ ----------- -----------ACT general $153,181 $92,411 $155,602 $202,500 $156,000 $46,000IAC general $132,040 $100,141 $135,807 $227,000 $223,250 $192,000Executive Leadership Conference$471,487 $493,605 $700,891 $747,918 $620,000 $587,000Management of Change Conf. $380,418 $363,000 $386,877 $427,335 $423,926 $330,000Other conferences & events $312,435 $234,671 $285,332 $406,517 $204,458 $287,000Professional development $161,768 $222,891 $201,948 $362,173 $321,598 $323,330Academy $35,773 $43,978 $113,685 $135,000 $64,000Program meetings $47,255 $17,376 $20,641Forums $25,319 $35,160 $134,052 $180,000 $100,000 $100,000Communities of Interest $45,840 $27,225 $7,942 $7,000 $8,000 $10,000Institute for Innovation $141,151 $95,033 $170,134 $150,000 $137,500 $151,201General administration $2,256,535 $2,625,463 $2,839,726 $2,791,578 $2,710,800 $3,047,121

------------- ------------- ------------- ------------- ------------- ------------- Total expenses $4,163,202 $4,350,954 $5,152,637 $5,637,021 $4,969,532 $5,073,652


2016 OPERATING NET (EBITDA)

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------------ ------------ ------------ ------------ ----------- -----------ACT general ($36,752) ($34,071) ($87,871) ($132,500) ($100,700) ($46,000)IAC general $1,598,249 $1,793,758 $1,580,764 $1,825,700 $1,627,950 $1,836,760Executive Leadership Conference$735,369 $888,746 $549,218 $635,670 $566,000 $713,000Management of Change Conf. $192,673 $217,607 $135,758 $109,695 $116,442 $245,000Other conferences & events $125,397 $99,244 $5,235 $119,178 $76,022 $187,290Professional development $81,941 $161,511 $164,528 $121,170 $130,336 $189,250Academy ($17,760) ($17,398) ($91,982) ($35,000) ($34,000) $30,000Program meetings $48,434 $90,383 $24,309Forums $36,646 $62,940 $32,398 $135,900 $117,750 $156,800Communities of Interest ($25,874) ($27,225) ($7,942) ($7,000) ($5,725) ($10,000)Institute for Innovation $26,528 $24,167 ($26,629) ($22,500) $18,799General administration ($2,256,535) ($2,625,463) ($2,839,726) ($2,791,578) ($2,710,800) ($3,047,121)Other revenue $64,762 $200,886 $254,629 $23,000

------------- ------------- ------------- ------------- ------------- ------------- OPERATING NET $573,078 $835,085 ($307,311) ($18,765) ($216,225) $273,778


2016 TOTAL NET

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------------ ------------ ------------ ------------ ----------- -----------TOTAL OPERATING INCOME $4,736,280 $5,186,039 $4,845,326 $5,618,256 $4,753,307 $5,347,430TOTAL OPERATING EXPENSE $4,163,202 $4,350,954 $5,152,637 $5,637,021 $4,969,532 $5,073,652

------------- ------------- ------------- ------------- ------------- -------------OPERATING NET $573,078 $835,085 ($307,311) ($18,765) ($216,225) $273,778

Unrealized gain/loss $65,283 $103,537 $28,928 $14,000Depreciation $150,939 $168,422 $202,082 $276,625 $242,000 $275,182

TOTAL REVENUES $4,736,280 $5,186,039 $4,845,326 $5,618,256 $4,753,307 $5,347,430TOTAL EXPENSES $4,248,858 $4,435,750 $5,325,791 $5,913,646 $5,197,532 $5,348,834

----------- ----------- ----------- ----------- ----------- ----------- TOTAL NET $487,422 $750,289 ($480,465) ($295,390) ($444,225) ($1,404)

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