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HomeMy WebLinkAbout2012/01/24 Additional Information h eaRT on C ~R T I I Y T R.~ '~~~ ~/,~~ 1~ LOCAL LNE ART • LNE MUSIC • FOOD INTERACTi~/E ACTMIIES • FUN FOR THE WHOLE FAMILY FACEBOOK.COM/HEARTONCENTER ,, ~., [] ~:. :: LoCAI Arts ° A~sAn ~~ ~~~ C0118bOP8tIY8 SAN D1EGC) STATE '~~ UNIVERSITY Sc.; ~~ict (ea~nttt,t Prog~n;pf Cn~~T »tint7lx IRiC1C~]Ift@JMOVdtG'.CI'~CIt@ ~ a4-~'~« ~~`~-~ ~ ', ~ i f'_HI11 ~ VI~T~ Wt!-TFRFRC~ .,..~ ,~ ~ ~ ~ ~F', ~~~ l~vi ~~esic~~, provi~ig ce~}t~inty r~~d ~ir~;lir~ess ft~r inv~st~r~ rid ~v~lcr~ers ~7rr~.e~:, d,ts;r-res Jni.~r~~? ~Ll~ V'eti5 zi? 3r/sfc?;?epe=i DESTINAI"ION: CHULA VISTA . . . i 1y` e. ._ t, _. rt r ~~ ~»~~ -~ f. "' t ~ ~ ~~" g ;~ t s ~ J- ~ gg t~g}R ,~!R# q ~ i f 1' ` itt Ip~ "1 y~, $ 4 µ~ r ] t 1~1 1 y~A,. %~a ;° t 3 'off in~s yp gq ~~^i^gqp 1~jyp~p(( ~ ti. .. FF1'~ t1 Mp y~ e*... f . ~ Re ~ ~ = s ..~ .. ~3j~'~~~•~l9^ ll~° ~~ T' . ~. ,i ~~A~Q~~f~ to ~!.~ ~MM _ .+r ~ ,,1 5 ~~'~A SAN DIEGO UNIFIED PORT DISTRICT MEMORANDUM Date: January 18, 2012 To: Board of Port Commissioners From: Bra..dy Christian VP, Strategy & Business Development bchristi@portofsandiego.org Rita Vandergaw Director, Business Development & Marketing wander@portofsandiego.org Subject: Improvements to the Marketing Sponsorship and Fee-For-Service Program This memorandum has been written to convey the results of an extensive staff review of the Marketing Sponsorship and Fee-for-Service (MBEs} Program. This review was initiated based upon the responses to feedback from Port Commissioners, stakeholders, the Marketing Advisory Committee (MAC), and staff. The consensus was that this program and criteria for MSFS funding should be improved upon and updated to strengthen support of the Port's strategic goals and better serve the applicants for funding. Port staff plans to bring this item to you for consideration in February and has outlined recommended changes below to give the Board the opportunity to provide additional feedback. Current PreNram The current stated goal of the MSFS Program is to provide a quantifiable economic and promotional benefit to the Port, its tenants, and the San Diego Region. Ail applicants are required to submit proposals and implement programs that further the Port's strategic goals. Most submissions consist of proposed events or professional services. Each year, organizations submit applications/proposals requesting sponsorship or to provide professional services. Staff reviews and recommends funding and/or district services. MAC members then provide their recommendations, which may differ from those of Port staff. Final determination of program funding is made by the Board. Up until about ten years ago, these programs were in the Board's budget as Financial Assistance. The programs were separate and with differing criteria: the Marketing Sponsorship and Fee-for-Service program was based on measurable return on investment or service, and Financial Assistance was based upon communication and educational value to the community, and member city community involvement. Last fiscal year, the Board temporarily suspended the Financial Assistance program due to budgetary constraints. This action created a void as to how the Port handles events and programs that have traditionally provided this valuable education and community involvement to the Port and its member cities. The proposed staff recommendation addresses this area as well. Page 2 of 4 January 18, 2012 Subject: Improvements to the Marketing Sponsorship and Fee-For-Service Program Stakeholder Feedback Staff conducted briefings with each Commissioner to solicit feedback on the current program and ideas for improving the Port's event sponsorship efforts. Additionally, staff solicited feedback from the Marketing Advisory Committee (MAC), applicants, Port tenants, and various representatives across the five member cities. The following are key issues and recommendations from the outreach: • The process is too time consuming • Fee-For-Service is for professional service agreements that would be more efficient to implement at the staff level • Hotel room-night criteria does not fit all events and programs • Leverage events across member cities, thereby activating the entire bay • Go not simply allocate money to each member city, but joint plan to look at events, by year, encompassing the bay as a whole • Focus equally on activation, community, and revenue-generating evonts • Some sponsorships could be better planned and administered if done under a muiti-year agreement • Consider sponsoring off-tidelands events that promote the Bay Through Board approval, consider contingency funds to out-of-cycle events that can demonstrate a return on investment • Eva{uate whether the Port still has the resources, with a smaller workforce, to provide services in the form of Harbor Police, Traffic Enforcement Officers, and General Services staff • Require economic/return-on-investment studies for large events • Ensure agreements are subject to audits • Encourage nev:~ events and transition them to become self-sustaining Recommended Improved Program Model: Staff's overall analysis concludes that the current MSFS criteria did not provide an even standard, forcing events with completely different objectives to compete against one set of stringent criteria based on financial returns. Based on feedback received, analyzing deficiencies and strengths in the current program, and staff research of similar government agency programs, staff recommends restructuring the program into separate processes with different measurement criteria, as outlined below: A. Eliminate the Fee-for-Service Program and transition the contracting for professional services to a staff function for the respective District departments that use these services. Current Fee-for-Service Program recipients are listed in Attachment A • Services will be determined through the budget process with Board oversight ® Direct negotiated agreements • Staff administered program will reduce the burden on MAC members, allowing more time to draw on their expertise to advise on Port marketing strategies B. Establish Promotional-Revenue Generating Events - solicit and evaluate events designed to drive incremental revenue and marketing opportunities separate and apart SDUPD Docs No. 497728 Page 3 of 4 January 18, 2012 subject: {mprovements to the Marketing Sponsorship and Fee-For-Service Program from community and activation events. Current events that may fit into this category are listed in Attachment A. The following are highlights of this program: • Criteria based on hotel room-nights and incremental revenue back to the Port (Attachment B) • Annual application and award cycle (applications due the first Monday in April) • Port Tenant Marketing Committee will be given the opportunity to rank applications in an annual workshop • Staff recommendation to be presented to the MAC • MAC will develop recommendations to the Board based on applicant proposals, staff recommendations, and Port Tenant Marketing Committee ranking • A post event audit will be required of each organization • Will consider three year agreements and require areturn-on-investment analysis every third year • District services will still be considered, since these events would offset staff cost through revenue generation • New, out of cycle event opportunities that generate incremental revenue to Tenants and the Port will present their proposal to the Board for consideration • In general, events will be limited to on-Tidelands venues C. Establish a program for Community Sponsorships as a successor to the Financial Assistance Program -solicit and evaluate events designed to educate the public about the Port's mission, promote activation, community involvement and member cities' benefit. Current events that may fit into this category are listed in Attachment A. The following are highlights of the Community Sponsorship program: • New program policies and criteria to be developed based on return-on- involvement (Attachment C) • Annual application and award cycle (applications due the first Monday in April) • Eliminate MAC review process, allowing the committee to focus on their mission • Budgets will be required with application and subject to a post-event audit • New events will be encouraged by waiving park fees in the initial two years, with gradual reducing fee support over four years • District services, in the form of Harbor Police, Traffic Enforcement Officers and General Services' staff, will no longer be provided without cost recovery • Events will be limited to Port Tidelands. However, staff will consider requests from member cities, and if the situation and physical limitations to current venues justifies it, may recommend sponsorship of off-Tidelands events Port Promoted Activation The new activation program is a separate effort driven by the Port to create and pilot new activities throughout the bay and the five member cities. The program will proactively identify and implement various events and activities on an annual basis through partnership with member cities, civic organizations, and current event promoters. In planning, staff will seek opportunities to leverage the above sponsorships with the goal of driving visitors and locals to the various bayfront sites in order to promote community involvement and stimulate revenue. For a list of current/proposed activation events for 2011-2013, refer to Attachment A. SDUPD Docs No. 497728 Page 4 of 4 January 18, 2012 Subject: Improvements to the Marketing Sponsorship and Fee-For-Service Program Budget Impacts The current FY 11/12 budget for MSFS, including Fee-for-Service, is $722,000. For a table of past MSFS budgets, refer to Attachment D. Staff recommends a set budget be established for Promotional-Revenue Generating Events and Community Sponsorships based on these historical trends to allow current partners that rely on these program funds to transition as necessary. Promotional events are critical to driving incremental revenue and the visibility of the Big Bay brand; therefore, funding is recommended at $300,000. Community Sponsorships allow for new and dynamic events and audiences across the bay; therefore; funding is recommended at $200,000. Port Promoted Activation events are Port-driven. Currently in its first year, it is supported by a $300,000 budget that will be accessed based on the first year's performance and submitted through the Business Development & Marketing budget in the FY 12/13 operating budget process. Services currently funded under the Fee-for-Service Program will be reviewed and approved by the Board in each department's operating budget annual{y. Next Steps This memorandum will be provided to the Port Tenants Association and member cities for comment and the opportunity for stakeholders to voice any concerns or ideas before proceeding to the February board meeting. If the Board chooses to authorize the proposed improvements, staff will finalize new program criteria, grading matrices, and applications. If you have any questions or concerns, please contact Brandy Christian at (619) 725-6029 or Rita Vandergaw at (619) 686-6546. SDUPD Docs Pdo. 497728 ATTACHMENT A Types of Events Under the Proposed Restructuring Fee-For-Service San Die o Convention & Visitor's Bureau San Die o Film Commission San Die o Re ionai Chamber of Commerce San Die o Re ionai Economic Develo ment Cor oration San Die o World Trade Center South Count Economic Develo ment Cor oration S orts Em ire Inc. Promotional-Revenue Generating Events Bi Ba Parade of Li hts Big Ba Boom, 4th of Jul Fireworks Bi Ba Balloon Parade, Holida Bowl Food and Wine Festival San Die, o S mphon Gator b the Bay Community Sponsorships Fleet Week Shelter island 5K International Yellowtail Derby Coronado Artwalk Whale Days San Die o Sportfishing Festival of Sail Port Promoted Activation Mambo on the Ba Fall for the Arts Bi Bay Boot Camp National Cit 125th Anniversary Im erial Beach Chill & Jazz Festival Chula Vista Harbor Ni hts Coronado Chamber Music Festival ATTACHMENT B Promotional Revenue Generating Sponsorship Criteria Tyke Orgatiollt Name __. ___._.-- -_-_ __-__ -----_---_ _- __-. ____ T E~'EY$ U7 N~ a __._. __._. ~~ ,.. Loca?aon _ _;~aarus3a Larr,~g _- _. -- ____. __ ___ _ t7riific~i PcM _ ____._ p /~ R!"1 ~ _-___.-. of ~iua DieY;o I}islaiq Regsaested Sea1~tes Faandin+ Rs atest+ed Total Ani~ant ae~raested: No tund~ng, vrarred Fade fees only ~ ~;~ _- - ~ $ 1-1,5199 --. Da?es of E+ierat arr Prorrorzixin ~app5catde): Ma 7--~, 2(I1i1 n, Sal, Sun 9Q:3[l am. - 8 .m. ~o?al 1=si9raaat~ rtoar~ r~igtts Gena~afea Toiat 3=stama?ed R~iam t2evenue $1£i ,4DR - _ - - - ~? - _ s ~s,~t~ _', L}istiict ~e~+rices: ~~ ; Event atieodance 8,5~ Ferna~t fees 3 Free event tiPt7 Tickeled X g2p TEO (ETS) Estimated Ticket Sales Q Sao to Port X $B,~l _- ___ - - 3 aial S ~.~~_.' _ Estimated Incremental Revenue : iit3,fla~ _ - ! (fofal ADR~ETS/Amount requested) Total RO1 2:4 :~ L^,tei~iai _. __ __ ~ HOTFL TEt1AtdT $E6Ic~IT Faints _. -___ x ~ainis Rs_~na _ aatl __ __ rJt~-~~ lfl'JI315 ~. _ -... _ .... )( 3.~3D't^999 rDflmS __ P~ak.41t1~oat: Peaac ~3arn, Jul Au99. x -Y3 x .Average ~~ar ATvr tray, Sep, f~c? i~~lov) x 1.~ x 4 { Oif~'ealt ~ c ,tan, Febl x 3.~ x -,. __ _._ 1 ©inis ?5+J i;9~119IvRl11tTY~~1'_+tT~R~ER~.r1Na; _. .__ _ _ ___ ___ xaaints lVOrre3i~a~f>r'it?exrde~ r $,~ftr3 y,9o __.. Poin#s i ? ?a SOD , . - 1 -- .:. _.. Misr __ _ C9ver tO,t)Ct0 3 __ _ _ _ __ _._ dies L'5,fir9D (3v~er ~ ~t00 - ... _._ ~L3var 3~,Dt70 e-, • ~iYf-i3,e~k _ _ __. Peak Jun, .tut, Au~9 _.. -_ x .~ X r~4erage ~tsllar A}+r, 7u7a~, Sep, Oc?, lsltrv) . x 3.fl x 2 t?ffff-Peak Vic, Jan, Feb) ;c 3.0 x _ _ Z oinis - - _ 200 tilt=LttA iW7PRE~wta}11Yr & RELil6Hfflt?t1 Points _ x lnts _ _.__ __ 16.00 'Lggol':'~sa?at3ase ~ ~ __ _ ~ __ _. t?e~onal_ rrae~a expas~rre ~ t~ta?ianat rr~edaa exprrsa~re g lnterraai~o~al rnertia erpvsure ~a _ ~ eirats __ __ 1.~0 TiTt_E ~SPe}!#~3'~RSOtP i0 0 fl nt _ _ #~ points d_~~ T33TAl __ 11 ~,iius 3T.49 ATTACHMENT C Community Sponsorship Criteria _ _____ __ .. ___.___. _ ____-EXAMPLE COM1~lUNITY 5P©NSORSHIP IvaEASURE~E Orgarn~ation_ ABf~ CRS. ___ _.__ .._ _ __ ___ ._ Event or Program_ 9 st Annul Event _._ _ _ _. __ . _. R~er~~~es#ed i.: _ .___ _. Fan~lio Lhtiif:c~t~ Yc~rE. _. _._ __ _ ___. __ ~urrounts of fi nding & services requested ---.... -- . ~ f ~~#~ ~'ji,~i;ca _ _..__ . - Attendancelpartrcipation 1,x{}0 -- -- - ---. _ - _..__ .. Admissron charges ~~d}-~;5 _.___. STRe4l ti.~tL ~u~~~~~ ~urrvrc rt rLu _______. _ _ . _ _ ____ _ _. ~ Port that the publrc ,understands and trus#s ~ _ _ ____--_-. __ Athrnnng and modem maritrme seaport_ ...._ . __ .._. __ _ _ _.__._- . ~ vibrant waterfront destination where residents and visitors converge ; _ , _ __ _ __ _.___.._.. _ __ A Port wrth a healthy and sustarnable bay and _its envrronment___ _._..'_ _ .. _:___ __ _ ..._. -- - -- __ . p _ _ _ erases integrated to re~ional_ plans -: - - , ~ Port ~n~ith a coin rehensrve vrsron for Port land an w~at A Pert that is a safe place to visit, v~arlt and play. .. ___....___ _..._ __ _ A Port wrth an innovative and motivated workforce _ _ _ _. _ _._ _- -- Afinancially sustainable Port that drnres job creatron.and_regional economrc vrtaldy _ _ __.._ .__._ ____ 4~1<>'1iv14!1~11iY ~Tl[tEL~t~li~ + B1Ft~~1=1T ___..._ _ _. _ ._. _ _. _. ____. _ Number of Partrcrpants & AttendeesfSpectators Possible Points _ Points l=amed _ . t-250 1 _ _..._ . . X51-500 ~ __ -- 3 501 7~0 __........ _ _ _ _ ._ __ _. _. _ _ __ --- ~r~p~ .._..___..._ _._.. _ I .__. __ Community Benefit ___~ !_. _ _. _ ___ Provides environmental benefit .. _.__ ' __ _ __. ~ -- _ _ Provides maritime education benefit ~ _ __ ... __ _ _ _. Provides public safetplsecurity benefit ~ .....____ __ __.. __ _. ~ ~ -~~ paints Prouidi;s member city benefit __ _ r-itr~~li.tuy~',~~err,a~t~ i~~a^a.a~a, . v..~._._ _ _ . -- _._ _.. __ Port has supported 6 or more years _ _ 0 _. _ .. ----- - __ _ . _. _. Port has supported d_5 years ____ .__ ~ ;Port has supported 1 3 years _ _ _ _.__.. __..... _ _ __ .. - ~ ~ First year event or program -_ ...._ ___ ____, __. t~f,-RT RE4~~Ct~l1T1L~1# Possible Points ;.Points 1=arned __ -_ ._ _ Logo in print irratenals; banner at even# _. 1 _. _ Websiie mention & link __ _ ~ Locallregional media exposure.. ~ - - ti _ _ 3 r~oints - r SDUPD Docs No. 497728 ATTACHMENT D Breakdown of Average Spending on Marketing Sponsorship & Fee-for-Service Programs IMarketinct Saonsorshin and Fee-F!ir_SPrv;ca A~ei~rrl 2_Vn~r uc~•,...:,...~ n...,.____:____ FY - - - ----- Marketing Sponsorship - - - ~I~.+GI~~J Fee-For-Service V11 FFS 2012 $487,250.00 $235,000.00 ° 32.5 /° 2011 $453,500.00 $274,888.00 37.7% 2010 $444,500.00 $305,500.00 40.7% Estimated Budget $300,000 $250,000 ~ ~~{ ~. $200,000 ' ~ °x~' / $150,000 ( , I i`~`:~ 9 $100 000 ~ ""~ , $50,000 ~~'°° ~,:: $0 i ,,~,s , J ~ ~ ~ J ~ f l - I' y I~rr, I ;ryr' ~, ~, ,. ~ _ Promotional Port Promoted Revenue Activation Generating Events Fee-For- Community Service Based Events N ~~ ~~ ~~ r ~~ {~Yx. ~ ~ r.T x ... :: r.l.:i',si.+~ ~..~.,e..... fQ .~ -I-J V Q O L L -1--~ Q ro m O N fLZ (!1 `~3 W V Z vi 0 J m a Q W ~_ I- V W X W u z vi 's m o.. 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OG1 v C c +' O N 4J ~ 'C ~ 'N ,~ v LA N Q ~ .~ ~ ~ ~ a. rC0 ~ ~ .O ~ N N N ±+ r~~v ~ v a . v o ~ s ~ ~ ~ ~ o o ~ `o ~ v~ Q o T +~ .E -o a v ~ a .Q v o '~ ~ " ° L o ~ ~ ~ ~ o w no v o ~ v ~ ~ v ~ v ~.~ L o •v c CY a ~ -n O ~ o~ °1 o v+ v v rho ~ o~ v Q c hD v o ~ v o v a~ v v _~ ~ N~ ~ c ~ c~ ~ y~~ c ~ w./ fl- ~ N 4J c of •O ~~ ~ ~ O" ~ ~ ~ > ~ d ~ `~- > ~ A "a N ;+;,a ~ ~ ~ W O C~ 7 0 ~_ C [6 ~ -p W N V O Q,1 ~- N +~' S.. N O L 7 O L, p, ~ •1-' O ~ +~+ N la fQ N `~ 4J GJ > ~. rv Q £ O V ~ i i 4J O ~ O c L by 4J +~ ~ ® ~ ~bA ~ L 3 ~ iJ C ~ d "O ~ ~ ~ ~ v t!1 ~ ~ '~ V1 +~.+ ~ ~O v N 70 O 41 N X ~ L ~_+ ti. Imo- v ^ ^ ^ ^ V1 ~ ~ > N .n 0 a L v UJ L C bA .~ '~ .L L ~ Q ~ Y 4- N O O ++ ~ c 7 ~ N ±~ C 7 ~ O V ~ O. v Q ~ O v >, ~ ~ ~n v •o ~ .~ v -_ L > ~ ~o +~ V L m Q `I--' bD >, ~ v L N p +p+ ~- Q ~ N •V >-. °a ,o ~ d O ~ ~ ~ ~ -o of 0, •~ ~ ~ v ~ VI ~"~ Y av+ v O v O C ~ > N r0 N L!1 v z vi O S m a w Y L L. LL u fCf p4J i as i.% o ~ v a ~ s o c T ,~ ~ L v .a ~ ~ ~ ~ ~ v p ~ > > + C N ~ ' L vi "-~ ~' O + ~ ~ O ~ '~ O ~ ~ p ti-- ~' +_ '~ 41 v .~ p a, ~ ~ Q ~ a' v ~ ~ v ~ =D •7 ~ a v > ~ ~ ~ 41 c ` +, O 7 N O Q +-+ ~ ~ bA ~n ±' ~s +0 + ~ ~ ~+ p v~ N Ov ~ . ' ~ O + in ~ n N j . v c +, c ~ N ~ N G ~, . c ~ ~ ~ ~ ~o ~ o Q.. f0 ~ ra ~ ~ ~ ~ V L ~ a ~ L ~ f6 N a, ' a, '~+ ~ 00 ~ L O ~ ~. E + ~ [O (O ~ ~ = O v ro O ~ `~ ~ ~ ~ ~ `^ v~ > t O bA v ro ,,.., c `~ O L " v ~ +' ~ V Cl to y ++ N~ ~ of T E v C N ++ ~ -p ~ -p % (v O C r9 C .C ~ ~ v ~' 41 '~ C ~ ~ L1 V (~ i to ~ . ~ ~ ~ O V a 3 ~ +~ ~ = o rLO L ~ c c '^ v ~ ~ ~ i~ vi O L O W v N~L'O t{''6 T ~ ~ N U V ~ ~ (O ~ ~ "p O ~ ~ ~ f 9 ' O O m ~ ~ (9 L 7 Fes- ~ ~ ~ 3 ~ o.. > ~ ~ ~ b .0 = ~a °-' v C ~ ~ o v ~ -° ^ w ~ ~ v ~ ~b.0 ^ tom- vvi voi ~ ~ 4J 4J vi fU - >. V1 T L- 41 Q. "O ~ 41 rv O +, C ~ ?~ C vi •L ~ fl- O _ N > ... ~p ~ ~ 4J V N O> V O .v ~ 7 d~ L •O 4- X~ N N , O C].. . ~ O O s > ~ i .L C N N Q + >+ > 4J C C 41 ~ +r (O ~' ~ ' (d ;~ C V N N L . N N 41 ~ ~ d UA y f9 N C ~ 7 ~ Q -~ a..i O O . L N a... ~ O O ~ ~ ~ ~ ~ 4/ L ~ 41 O N Q d > O ~~> C V (U •~ 4J 0 -p v~ 0 O v VI 4- S Q1 ~ C ~ V1 f0 V C 4--~ ~ C ~ > O v 4 ~ ~ 41 'D C '~ 1 v1 v '`'' N + (d r0 a U C > ~ ~ ~ by O j bA N ~ v ~ = O N ~ ~ ~ T .N 41 ~ ~ O 4! > N O (O ~ ~ ~ N C G ~ v C +., +.~ V +' 7 f0 cn C rtS m L N O +./ 0 _ c O L L ~ V _ ~ OJ [9 i ~ t9 T ~ UJ ~~ O ~n i. D. ~ ~ ~ 7 .~ v o ~ ° ~ v v 3 s ~ a~ ~ o ~ ~ °' ~ ~ °' o ~ ~ v °' °- v C to O vi ~ N ~- L >i ~ O~ O 3 O 3 v an d -C in r0 ~ 'F' N ~ ro O C V r C :~-' ~~ C L O ~ Q U.0 -p O1 N~~ t '- •~ p ~ m 'C O j f L O ~ ~° •N '~ o Ocs ~'ci0 avi s ~°' ~ o ~ v a °' '° ~ o ~ o , O V ~ • > ~ '~ Q ~ ~ ~ C .'^ ~ v v C C ~ in ~ + 'B bA bA ++ N +' b0 y ~' ~ N vi of .~ L 7 d. h4 ,C C O + + 'O ~ v ,n i _ C O c C > in +~ ~ v ra ~~ v +~ O c- v F- .~ ~ ~ v m +' a' v ra v v L > +, v, ~ ~ ~ +~ L (~ ~ ~ L 4-- ~ v V ~ ~ ~ L ._ Q ~ ~ V v ~..~ d-~ ~ s c o ~n O c :~ ~ '~ o o a° ~~ o f v° mo t- ~ c ~ +~ ^ ~ 3 ~ V .~.~ ~ a ^ ^ I - v z ~i O •'S ~. ~ ~ t4 +~+ -a ~ C • 'v ~ v L C ~ ~ ~ c N co ~ ~ ~ ~ ~ L m ~ ~ r 0 -+ V .~ a t p O T 4J p ~ ~ +r v=1 L + ~ U+'J ~ L C '/1 ~ ~-+ • of > C ~ `~' h ~ N a - bA f9 N O • ~ ~ v ~ ~ O V r`0 C ~ ~ ' ~ ~ O L O a-+ C a ~ _O p ~ ~ ~ ~ v > N fd O UJ ~ ' 'Y t . vi O C f 0 7 ++ C '~ N Q ~ V O v ~ C ~ T •C +' O vi L C • 41 ~ C ' ~ np . 4J O N d > to ~ L ++ fU j N d bA ~ N D ~ C f6 C~ O N C ( 0 v t9 L L R 'L7 i T f6 N >"' L N v L v C ~'' L >" O N G1 ~ ~ ~ O O ~ ~ ++ f6 ~ Z a -+ ~ ~ ~ ~ O ~ O ~ C C N 41 ?, v i f1 ~p Q -p i C ~ O ~ y~ d N ~ O ~ C i •C fV v C f6 A + L N rv in N ~ .~ `^ -~ ~ •p ppj yi ~ ~ O h0 '~ N iL+ C cCp C C > ~ j O ~ ~ `~ y ~ v p ~ f4 ~ ~ C ~ ~ L '}' .~ C v ~ '~ li > bA f0 C C N O ~ t4 ~ i N d' 41 ~ C •C ~ ~ O ~ C ro UJ f0 L ? N f6 (9 y ++ C ~ -p (O U Q.. ._ v t0 ~ •N /1 N ~ C t .+ N > f0 rv ~ rLO O ~ i N C C 'p O Y ~ (6 ~ O i (9 ~ N ~ V C > `~ CO OQ ++ ~ 4- ' 4J N 110 '+- ~ O~ m O p- 4J ...i ~ v 3 v 0 22p ~~ O L v C Z O L C O ~'' ~ Vl i-' O GJ ro~ ~ ~ 7 N N C N C1 _ s.. o rf °v a,o ~ > woo .~ ~ = °- ~ a 'N o is ~ ~ ~ ~ ~ ~ v~ r~ o -o •~ ~ ~ DA ~ N N v1 • Q O gy i rv i ~ a O (0 L. N G N C L ~ >. ~ ++ L is3 'j ~ ~ O-. v 4/ ~ ~ L O .O ' p v Q p ~ ~ ! > ~ O 41 7 ~ C C ~ +.~ N ~, E •II cn ,~. ~ L d 0 ~ ~ in N ~ Y N ro ~ N RS t/1 r0 f0 L r6 p C ~ bA +-+ [O V t9 0 O_ LL ~..i t/! 0 Q ~ O ~n ' tt! L~~~ .~ I- ~t- V Q +~+ ~ v V V ~ ~ N ~ ~ N f0 .C ~ T a••~ v LO ~ bA C •i G +~ ~ ~ +~ 3 ~ ~ ~ ~° ~ ~ ~ - Y L ~ '~ ~ C N ~ ~ C ~ N ~ ~ o O ~ v O ~ Q •L O ++ O f9 N N ~ 4J ~ 1 C > ++ ~ ~ ~ ~ V 4J L ~ ~ +' L ,~ vi 41 .C a•' C O t0 p i. v O R L L L ~ O ~ ~ E (II 4J a + L L ~~ L O V C ~ bA O =_ f0 4 ~ C >, O ~' rv C v •~ 41 O '~ ~ 7 0 1 ~ ~ ' L Q O U ~ ~ L ~ ~ .~ ~ ~ ~ ~ C ~ N L 1 ~ ~ O ~ O +.. N 4J N V VI C ^ n. ~~ ~ v c v v a ~ L C t9 >, o v ~ ~ ~ ++ CO ~ +, bA .- .C v LJ bA ~ ~ L L V~ L C *-' ~ O ~ ~ r9 L O O ~ •~ O ~ t v 4- ~ bA ~ O '^ v v v- d i C C~ O ~• ~ •C ~ O C V1 ~ N rv L +, >, C ~' ~ bA ~ i^ ~ -p ~ i twit ~ CC +' •C L +v+ 'Z L O 4J v- N Z ~ ~ n. ~ v, o G _~ ~,, ~ v .~ v a~ _ v Q +J o v v ra cn > O O ~ N O' N ra C ++ p 'C L 4i O ~ a'C-+ ~ O ~ : ; p ++ C • ® •L F- ~ 41 N -p L V _ ~ T ~ L `t= bA ~ ~ > :N C ~ L >. ~ A N VI '~ 7 C ~ O N Y L V ~ ~' '~ ~ ~ • ~ L O •3 `° ~ rv ~ a c ~ m •~ +-' 'rv o rv E ~ °' o v o d ~ ~ m bo ,,, a c v •~ ~- o ra >, '^ ~-' o v a '° ~ C L °- S v c ~. ~ N m ~ ~ 7 bCA > .~, tiC- '^~ ~ ~ vOi (9 m y ~ O t0 41 N O ~+ U! G) ~ ~ to r0 C 41 } ~ '~ ~ bA •~ ~ a ~ C ~ V ++ Q. N ~ d pV f0 V fC pV +L+ ~ CES Q V >~ f0 L ~ (0 Z Q ~ fC S] v Z vi ~°' CY C3 lJ Ct3 G9 Q Aa x.' G.~ 1~ m 0 N m 1 N ~ N v a 4 O L Qr V L IQ L y .~ 4 i ,o u, 'a a. '~ 0 .~ j O ~ CO O L 7 r0 61 ~ ~ ~ +' fd • Q ~ ~ ~ ~ v v E o v +~ V L +~ c ~ ~ E ~ ~ ~ L v ~ ~ v1 +r+ r N ~ Cl ~ ~ > OJ ~p h N •~ t + i C V1 ~ o f° ~ ~ ° " ~ L ~ • ~ ~ ~-° v E 7~ C~ p., r9 N ~p 'a C Z v1 Q O C Vl > •bA fn ~ ° v- ~ O O ~ s O r O Q L ~ ~ y ' a~O.. ~ v A V1 ~ C ~ f~ O~ C O L v O C ~"' ~ N v v o o a 7 r C~ v~> v~ ~- > ~ ~ , ~ L ~ L ~ d ~ ~ UA T i ~. N ~ C 4! o ~_ ~v co ~~ E v E c n .n 3 E O v -v > v a>, C ~ VI .- .- C N bA N ++ N N C ._ Q. Y 4J ~ ~ r C V ~ ?, ~ ~ L! ~ ~ r ~ N O. ~ E ~- -p > 4J C ~ ~ ~ ~ C .C C b.0 ~ L ~ +-+ ~ vi to ~ E O S v O +_~ ro ~ O ro to O 'O V cLv U ~ fO O L ~ .L ~ a .~ ~ ~ ~ ~ sr ~ - v N C ca o ~- ~ T-° v ~ Q ~ o v n-+ ~ r ~ ~ ° ° o ~ ~• ~ ~ E ~ v .D v ~ z ho ~ +, ~ io ~ ~ c v v ~ O .~ ~ ~ ~ ~ Q ~ -~ ° ~ o ~ ~ ~ N a c N > ~ C 41 ~p V V ~ C o c ~ 0 - ~ o v •- ~ ~ ~ c> •- o° c m - ~o ~ f Q ,+ ~ ~ v Q Q v ~ v ~ ~ v O V ~ •`~ v 'cn C N ~ ~ C V '~ aLJ ~ _O ro o > ~, v ~ ,~ v tD ~ -o 'o E c ++ f0 C 4- N C ~ ~' rO L Y ~ ~n v ~ +J o c .L 4J T C v .N ~ L +~-+ ,~ > ~ > 4J +, ° ~ ~ ,~ > w f0 C .Y (O .L .° i L1 ~ •f0 V1 .~ v N " -c V fD +, ,D ~- +, a, ~. ~ > m ~ ~ ra O N z ~ Q. bA ~ ro ~'' C L ~ ~ L ~ ~ ° LL C E ° n. ~ ~ ~ _ o g~ a N `° o v ~ ~ ~ L ul ~ L ~ V ~ (Q (~ y... ~ -L v } v ~ as +~ v o ~ ° ~ o ~ >.z ~ ~ o o ~ 4- 'v v ~ o ~o ~ :+. ~ ~ v a o- ~ 4J p ~ C ''-' ~ O d V .~, ro m ~ bA .~ ~ > 'C vi v i C L ~° N O ro v 0 to O O ~ L +.+ bA ~ E .~ O E ~ ~ O L V C O .~ E c n- o c 0 v ~ ~ Q ~ ~ ~ L V v E ~ c o x~ o L i v 0 0~ L p a v v ~ o_+' >, v z o ~ ~ ~'~ ~ ~ ~ C C V v ~ F- c a~ ~ '~, ~ E o r~-^ _ ~ fL6 ~ O C C ~ W Ll G ° ~ O C C ++ ._ 41 fl. ~ ~ a~ " m n' p v O ~ N c v am ~ ~~ v ~ ~ v ~ ~ p ca ~ ~ ~ C +~ v C i~ ~ T In ~ ~ iJ V1 ~ ~ > io ~ t c ~ +~ +~ c +~ ~ c~~° a v L .~ c Y Imo- ~ ~ ~ ~ ~ v d '~ •bA m a N ?. ~:+ a 6i. r c 0 c a 'S c c '~ ~ ~ o O ~ > O O •L 4J 4J T ~ ~ o ~ N C v Q ~ 3 V~° . ~-o T ~ ~ ~ ~ v O ro QJ .~ ~ ~ ~ ~; 3 ~ O ~ N ~ v ~ `^ ho E o ~ c ° ~ ~ ~ ~v iJ ~ N "~ O L L ~ V N V v C ' E ra ~ ,C bA ro C ++ d ~ ~ N :j[ C C~ C f0 ~ :Y > V ~ E ~ :E o ~ V ~ ~ v N E f° v L i~ ~ ~ V ~ 4J 'L +~ _ O L ~p (~ C ~ E ~ a ~ E ° o~ c v ~~ ~ •° ° E o '+J ~ ~ ~ ~ r E ~ N o v E +~ ~ ~o ~ v ~ v o ~ v v ~ v ~ •~ ~ v Q ra o_ v ~ ro E Z v~ ct 0 co c~ ga 1 ~ o. C O G E 0 v a c w c 0 1 ~ !~ ~' L V v ~ ~ (~ 7 C -° .L `~° a v U ~° v °~' ~ ~ ~ E ~° ~ ~ ' *' i +T+ ~ ~ V 7 UJ ra ~ N ~- r ~ U/ v O bA v i V u L +~ a ~ p .n N ~ C ~ +~ o v ~ 4! N O i ~ ~, T fC (C ~ -v C Q .Q (d E >, V . O N 7 V f0 C Q f0 ~ (D E E ~ iv v ,~ in . ~ ~ N ~ 'O N ~ p ~ ~ ~ o ~ o E o c~ v L 0 a ~, ~v +~ c ra v > ~, • v ~, v >~ o v ro v ~ ~ -C E in •bA "- C ro E v C > °' v L C 'D +' • O C C 0 7 V1 ~ C j N +~+ o ~~ 3 v ai 0 o Y ~ v .~ ho ~ v °; v ~ °1 >v o .N N ~ ~ o ~ °1 v o. ~" ~o ~ ~ ~ .~ ~~ +' O L- ~ N d 0 V p '~ O C ~ d ++ ~ ~ ~ °' ~ v v ~ ~ ~ v ~ ~ ~ ~ ' ~ c ' ~ ~ o v.c ~ v ~ v hov ~ .~ ~v, c ~ v ~ E ~ o c L~ Q- v c +~ c ~~ ~ Q~ a, E a ~., v 3 ~. o c ~ -° o v v o o Q ~ h S N v a.., ~ N ~ ~ v N a 1 ~ ~ C ~' E = o . C~~ E ~ Q1 C i 7 +~+ vi ~ 'D ~ L C C 'v1 O ~-- vi O n t ii O N O L +~ O bA v ~ o- Y v V ;C V E ~ j~ ~ v •~, ~ C p . ~ UA ~ ~ ' - O ~ O > N (O ~ .. ~ n C O p j ~ ~ v ~ ~ in 4J ~ ~ N O ~ O ~ ~ 3 bA f0 ~G f 0 N N UJ ~ O ..C •N ~ v v a -+ N lL V C V W > W~ 0 L L ~ lJ vl 0 V~ f0 ~ ~ E • V1 . j > ~ v 3 ^ ^ ^ ^ ^ ^ ^ ^ ^ ^ J O. N 3 C v in vi C t0 ~~ N C L~ E •° .~ ' -~ ~ ~ o ~ ~ "c v E a ~ c v v ~ L' ~ ~ ~ c L v ~ ~ ~ °- ro E in ~ L v E O v v ~ ~ 0 ~ Q ~ L ~ C o cn N +, ~ ~ ~ A C C 4- ~ N ~ a ; _ C y_„ _ c v i a-+ v o N > ~ a ~ ~ L E 1A ~, ~ ~ o ~ ~ v ~ v ~ c . . - E .n Q t ~ O C ~ ~ C ~ '~ ~ 0 ~ C ~ 0~ a-+ ~' C ~ 41 ~ ~ ~ ~ ~ v E ~ .+ .+ + t + +-' f0 U ~ ' .. •L IB ~ O p C ~ j E O ~ .~ ~ j ~ Ul L 0- QJ C ~ f0 > c ' v ~ ~ ~ ~ ~ v o ~ ~ ~° o v v 3 v , n ~ ~ ~ c ~ v ~ ~ ~ ~ v ~ +, N v o o d ~, O ~ +~ O ~ ~ >~ _ +-~ ~ ~ in N V >~ v v a-+ ~ N~ v ~ O 41 L 'p a' a d .~ N N ~ L ~ 'n 4J E t to C 1] C N [O t O v ~ O C v c b .O ~ ~ ~ v 1 ry O ( O v ° S ~ ~ ° ` ° 0 ~ v o ~ v ~ a rLa ~ o E c ~ °; v ~, c . rho +~ a, ~ c ° o - >, ~, ~ ~ ~ tw v v o axi ~ ~ ~ o ° ° +~ v ~ ~ E ~ c ~ - ~ m E ~ c ~ ° ~ ~ o ~ v V ~ ~ ~ v ~; . v , ~ v v~ ~ o >~ o fl. E° v ~ c ~ o~ ° a~ > c ~ ~ o ~ o ~ ~ ~ ~ ~ v i ~ +~ ~ Q o ~ +~ .~ +; x ro aci ~ ~ c O ~ ~ 'c c " ~ ~, v 'w c v v ~° -v E O O~ ~~ 7 0 N N L C N L L O C O O I- N c v '+-~ ro w ~+- ~ '+~ O • ~ .~ ~ =a c E -v ~-- E ro v O N W N L E v O Z V Z vi y~ m