HomeMy WebLinkAboutResolution - 5368 - Progessional Services Agreement - Coopers & Lybrand LLP - Marketing, LMCC - 12_12_1996RESOLUTION'NO. 5368
Item #34
December 12, 1996
BE IT RESOLVED BY THE CITY COUNCIL OF THE CITY OF LUBBOCK:
THAT the Mayor of the City of Lubbock BE and is hereby authorized and directed to
execute for and on behalf of the City of Lubbock a Professional Services Agreement, attached
herewith, by and between the City of Lubbock and Coopers & Lybrand, L.L.P., and any
associated documents, which Agreement shall be spread upon the minutes of the Council and
as spread upon the minutes of this Council shall constitute and be a part of this Resolution as if
fully copied herein in detail.
Passed by the City Council this 12th day of
ATTEST:
1�4�-
Kay D7�ell, City Secretary
TO CONTENT:
,iaYnus, Managing Di
and Leisure Services
AS TO FORM:
IWnald G. Vandiver, First Assistant
City Attorney
DG V : da/ccdocs /1ybrand. res
November 25, 1996
December .1996.
ALEX
MAYOR
TEMPORE
RESOLUTION NO. 5368
Item #34
December 12, 1996
This Agreement is made and entered into this 12th day of December
1996, by and between the CITY OF LUBBOCK, TEXAS, hereinafter called "City",
and COOPERS & LYBRAND L.L.P. , hereinafter called "Consultant".
�' 1_E
Coopers & Lybrand agrees to furnish professional services in conjunction with the
project entitled "Comprehensive Marketing and Needs Analysis for the Lubbock
Memorial Civic Center" and described in the City's "Request for Proposal RFP#
13622, attached hereto as Exhibit A, and the Consultant's entire proposal dated
July 9, 1996, attached hereto as Exhibit B, all of which are incorporated by
reference as part of the Agreement.
..1
1. Consultant shall define the market spectrum to be included in the study of
the marketing potentials of the Lubbock Memorial Civic Center.
2. Consultant shall measure and define market demand as constituted by
local, state, regional and national events and shall project demands
through 2006. Further, the consultant shall perform a trend analysis,
estimating findings through 2006. Historically, the analysis shall include,
but not be limited to: a survey of convention centers; survey of
convention industry; users (both actual and prospective); survey of local
support facilities; past studies; and primary factors affecting market share
for measuring client uses.
3. The Consultant shall identify and define major competitive facilities in
Texas and the regional market area, including the size and characteristics
of these facilities. Included in this analysis will be new or planned
facilities and their potential effect on the Lubbock Memorial Civic Center
in the market place. This should not be limited to marketing aspects, but
to facilities, services, and operation.
4. The Consultant shall also identify and define other local meeting facilities,
including new and planned facilities, and analyze primary aspects of their
relationship to the Lubbock Memorial Civic Center, including competing
for local business and events.
5. It will be the responsibility of the Consultant to become familiar with the
current utilization of the Civic Center facilities, to include but not be
limited to, the types of users, the types of events, and the types of room
configurations used.
11 MWOMIMA
1. The professional services provided by Consultant will be based on hourly
rates according to the following schedule and will not exceed THIRTY
THOUSAND FIVE HUNDRED AND N0/100 DOLLARS
($30,500.00), except as agreed to by both parties for increases in scope of
work not included in the Work Program as outlined in Section B of this
Agreement.
Director
$190
Sr. Associate
$160
Associate
$120
Research
$ 70
To the extent that consultant's total time spent to complete these tasks is
less than estimated, the City shall be billed the lesser of the projected
professional fees or those actually incurred.
�. Reimbursable Expenses are in addition to Professional Services above and
include transportation and lodging for consultants traveling to Lubbock for
meetings and presentations as outlined in Section B of this Agreement.
Also included are expenses of reproduction documents and long distance
communications. These reimbursable expenses will not exceed THREE
THOUSAND FIVE HUNDRED AND N0/100 DOLLARS ($3,500.00),
except as agreed to by both parties for increases in scope of work not
included in the Work Program outlined in Section B of this Agreement.
3. Consultant will submit to City for payment itemized invoices for services
rendered on a monthly basis. These invoices shall be categorically
itemized as to Professional Services and Reimbursable Expenses.
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The Work Program as outlined in this Agreement shall be completed in final draft
form and ready for formal presentations within a time period of 45 days from the
date of execution of this Agreement by all parties. Should there be mutual
changes in the scope of work or work program as outlined in this Agreement, the
timeline for completion would be modified as agreed to by both parties.
F. INDEPENDENT CONTRACTOR: Nothing herein shall be construed as
creating the relationship of employer and employee between the City and
Consultant, and the Consultant shall at all times be deemed to be an independent
contractor.
6. The Consultant shall analyze Lubbock as a competitive location for
national, regional and state events, and make estimates, comments, or
recommendations based on the evaluation of Lubbock's appeal and
potential as a convention city. Analysis and discussions should
specifically address conventions and tradeshows, public event potential,
consumer shows, corporate user market, and single space/single event
direction.
7. The Consultant shall perform a critical analysis of the competitive
strengths and weaknesses of the Civic Center; including both quantitative
and qualitative factors. Consultant shall develop final conclusions and
recommendations, including booking targets for the Center and general
strategies for achieving those targets based on market surveys specific to
Lubbock. This shall include a specific market target estimate and will
indicate general areas and strategies of actions needed to accomplish those
targets, as well as other suggestions for improvements derived from the
market analysis. Consultant will include in its final report
recommendations regarding any necessary facility adjustments and
modifications of any type to meet industry demands.
8. Based on the findings of the market analysis and needs assessment,
Consultant will provide in their final report a recommendation as to
whether or not expansion of the Center is warranted based solely on
market demand. If warranted, Consultant will recommend expansion
space components needed, i.e. type and size of space.
9. Consultant will be responsible for data collection and analysis,
recommendations and report production.
10. The Consultant shall provide an original and ten (10) bound copies of the
detailed final report, which shall include all pertinent data collected,
estimates, observations, conclusions, and recommendations as set forth
above.
11. The Consultant will be required to make three (3) formal presentations to
interested parties requiring such, as determined by the City.
__ ►_ ► _111'
1. The City will provide the necessary data required by the Consultant with
respect to current utilization of the Lubbock Memorial Civic Center.
2. The City will provide necessary records, reports, and schedules and will be
available for meetings and work sessions as required by Consultant.
G. INSURANCE: Consultant shall maintain insurance at all times in accordance
with the proposal attached hereto as Exhibit "B".
Consultant agrees to defend, indemnify and hold the City, its officers and
employees harmless from any liability, claims, damages, costs, judgements, or
expenses, including attorney's fees, for physical property damage, death to
persons and/or bodily injury to the extent directly arising from any negligent act
or omission of Consultant, its agents, employees, or contractors in the
performance of the services provided by this Agreement.
I. GOVERNING LAW: This Agreement shall be governed by the laws of the
State of Texas.
J. TERMINATION: This Agreement may be terminated by either party upon
thirty (30) days written notice to the other party.
This Agreement is executed upon the day and year first written above.
CIT'
RIM
ATTEST:
Y_ A,
KAYINIE DARNELL
CITY T,ARY
Manag*ng Director of Culture
and Uisure Services
APPROVED AS TO FO
9'-\ � 7
bbfWd G. Vandiver, First
Assistant City Attorney
ROM
1 KAATZ
PERS & LYBR4rD L.L.P.
1. !
RESOLUTION NO. 5368
Item #34
December 12, 1996
�r
I - E �110 I SO
CITY OF LUBBOCK
PURCELA.MG DEPARTMENT
P.O. BOX 2000
LUBBOMTEXAS 79437 (966)767-2167
Gentlemen:
June 14, 1996
REQUEST FOR PROPOSAL
RFP # 13622
Comprehensive Marketing Analysis for
Lubbock Memorial Civic Center
Please submit PROPOSALS for the following not later than 4:00 p.m., July 9th,1"6:
I. INSTRUCTIONS TO PROPOSERS
All proposers must familiarize themselves with the following Instructions to Proposers and attached General
Conditions.
1.0 PROPOSAL DELIVERY, TIME & DATE
1.1 The City of Lubbock will receive written and sealed proposals on Comprehensive Marketing
Analysis for Lubbock Memorial Civic Center per the attached requirements. Sealed proposals
will be received until 4:00 D.m., CST, July 9. 1996, at the office listed below. Proposals
received after that date and time will not be opened Each proposal and supporting
documentation must be in a sealed envelope or container plainly labeled in the lower left-hand
corner: "RFP # 13622, "Comprehensive Marketing Analysis for Lubbock Memorial Civic
Center" and the proposal opening date and time. Proposers must also include their company
name and address on the outside of the envelope or container. Proposals must be addressed to:
Ron Shuffield
Senior Buyer
City of Lubbock
1625 13th Street, Room L-04
Lubbock,Texas 79401
1.2 Proposers are responsible for making certain proposals are delivered to the Purchasing
Department. Mailing of a proposal does not ensure that the proposal will be delivered on time or
delivered at all. If proposer does not hand deliver proposal, we suggest that he/she use some sort
of delivery service that provides a receipt.
1.3 Proposals will be accepted in person, by United States Mail, by United Parcel Service, or by
private courier service. No proposals will be accepted by oral communication, telephone,
electronic mail, telegraphic transmission, or telefacsimile transmission. Proposals may be
withdrawn prior to the above scheduled time set for closing of the proposals. Any proposal
received after the date and hour specified will be rejected and returned unopened to the proposer.
1.4 The City of Lubbock reserves the right to postpone the date and time for opening proposals
through an addendum.
2.0 PROPOSAL COPIES
2.1 Each proposal is to be submitted in one(1) original and eight (8) copies by the date and time
indicated Additional copies may be requested by the City of Lubbock if deemed necessary.
3.0 PROPOSAL PACKET ADDENDA & MODIFICATIONS
3.1 Any proposer in doubt as to the true meaning of any part of the requirements or other contract
documents may request an interpretation thereof from the Senior Buyer. At the request of the
proposer, or in the event the Senior Buyer deems the interpretation to be substantive, the
interpretation will be made by written addendum issued by the Senior Buyer. Such addendum
issued by the Senior Buyer will be sent to all proposers receiving the original proposal and will
become part of the proposal package having the same binding effect as provisions of the original
proposal. No verbal explanations or interpretations will be binding
3.2 The City does not assume responsibility for the receipt of any addendum sent to proposers.
3.3 A copy of all addenda issued must be signed and returned with your proposal.
4.0 PROPOSAL PREPARATION COSTS
4.1 Issuance of this Request for Proposals does not commit the City of Lubbock, in any way, to pay
any costs incurred in the preparation and submission of a proposal.
4.2 The issuance of this Request for Proposal (RFI) does not obligate the City of Lubbock to enter
into contract for any services or equipment.
4.3 All costs related to the preparation and submission of a proposal shall be paid by the proposer.
5.0 VENDOR PROPRIETARY INFORMATION
5.1 If you consider any portion of your proposal to be confidential information and that disclosure of
its contents to competing proposers would be detrimental to your company, identify clearly those
portions. The identified portions will be protected from disclosure to the extent possible under
the law.
5.2 Vendors will not be provided copies or viewing of the detailed proposal responses prior to award
of the contract. After the award of the contract, complete proposal documentation (except for
those portions classified as proprietary) will be available for inspection at the address where
proposals are submitted.
6.0 PRE -PROPOSAL CONFERENCE
6.1 For the Purpose of familiarizing bidders with the reauired. answerinz auestions. and issuin
addenda as needed for the clarification of the Proposal documents, a Pre -Proposal
conference will be held at the Municipal Building, Purcbasinz Conference Room L04, 1625
13th Street. Lubbock. Texas, on June 25th, 1996, at 10:00 a.m.. CST. All persons attending
the conference will be asked to identify themselves and the prospective proposer they represent.
6.2 It is the proposer's responsibility to attend the pre -proposal meeting, though the meeting is not
mandatory. The City will not be responsible for providing information discussed at the pre -
proposal meeting to proposers who do not attend the pre -proposal meeting.
2
7.0 DISADVANTAGED BUSINESS ENTERPRISE (DBE) REQUIREMENTS
7.1 The City of Lubbock encourages opportunities for Disadvantaged Business Enterprises (DBE's).
A DBE is defined as a small business concern which is at least 5 1 % owned and controlled by one
or more socially and economically disadvantaged individuals, or in the rase of any publicly
owned business, at least 51 % of the stock of which is owned by one ore more socially and
economically disadvantaged individuals. Socially and economically disadvantaged include
Women, Black Americans, Hispanic Americans, Native Americans, Asian -Pacific Americans,
and Asian -Indian Americans.
7.2 Disadvantaged Business Enterprises are encouraged to submit certification certificates from
Federal or State agencies that they are certified with.
8.0 AUTHORIZATION TO BIND SUBMI'ITER OF PROPOSAL
8.1 Proposals are to be signed by an officer of the company authorized to bind the submitter to its
provisions. Proposals are to contain a statement indicating the period during which the proposals
will remain valid. A period of not less than ninety (90) days is required. The proposal submitted
by the proposer shall become an integral part of the contract between the City and the Proposer
and the representations, covenants, and conditions therein contained shall be binding upon the
person, firm or corporation executing the same.
8.2 Failure to manually sign proposal will disqualify it.
9.0 TAXES
9.1 The City is exempt from all State sales taxes. Do not include sales tax in your proposal price or
on your invoices. Tax exemption certificates will be supplied upon request.
10.0 VENDOR INQUMMS
10.1 No proposer shall request any information verbally. All written requests for additional
information or clarification concerninz this proposal roust be addressed to:
Ron Shuffield
Senior Buyer
City of Lubbock
P.O. Box 2000
Lubbock, Texas 79457
Fax (806) 767-2164
11.0 AWARD OF CONTRACT
11.1 The City of Lubbock reserves the right to reject any or all proposals, reject any particular item on
a proposal, and to waive immaterial formalities.
11.2 Award will be based upon any analysis of the following criteria Proposer's ability to produce the
goods or services requested, performance on similar projects, and an evaluation of the proposer's
understanding of the purchaser's needs. To demonstrate proposer's qualifications to perform the
work, each proposer must submit with their proposal, five (5) customes references, including
name of customer, telephone number, and individual to contact.
11.3 The City may, by written notice to contractor, cancel the contract if it is found by the City that
gratuities, in the form of entertainment, gifts, or otherwise, were offered or given by contractor or
any agent or representative of contractor, to any employee or City council member with a view
toward securing an order or securing favorable treatment with respect to the awarding or
amending, or the making of any determinations with respect to the performing of such order.
11.4 All actions taken pursuant to this proposal and/or contract must be in compliance with all
Federal and Texas State Laws and regulations.
11.5 The parties hereby agree that the agreement will be made and entered into the State of Texas and
under the laws of the State of Texas.
12.0 SCOPE OF WORK
12.1 The work under this contract shall consist of the items or services contained in the proposal,
including all materials, equipment, labor and all other items necessary to complete said work in
accordance with the contract documents.
13.0 EXAMINATION OF CONTRACT DOCUMENTS AND SITE
13.1 Before submitting a proposal, each proposer must thoroughly examine the contract documents
and project sites (if applicable) to ensure that the services you are proposing meet the intent of
these requirements.
13.2 The City of Lubbock is not responsible for incomplete proposal packets.
14.0 PROPOSING
14.1 Proposers are instructed to consider the following factors in preparation of your proposal:
14.1.1 Proposals shall remain firm for a period of 90 calendar days after proposal opening.
14.1.2 Exceptions to any requirements, or part thereof, must be clearly stated and must be
included with your Proposal Form.
4
Request for Proposal for Professional Consultant Services
for a Comprehensive Marketing and Needs Analysis
for the Lubbock Memorial Civic Center.
GENERAL
The City of Lubbock desires to maintain and improve the City's reputation as a
premier location for convention and meetings in the West Texas area as well as for
local interest activities. To that end, the City desires to conduct a comprehensive
marketing analysis and needs assessment to determine expansion needs that will
carry the Center into the 21 st Century.
The City of Lubbock is seeking professional services from firms experienced in
developing marketing analysis and needs assessments for convention center
expansion projects.
II. PURPOSE AND SCOPE
The purpose of this study is to provide a comprehensive marketing analysis for the
Lubbock Memorial Civic Center. The study shall include a demand analysis,
analysis of competitive supply (at the national, regional, state and local levels), and
an evaluation of the competitiveness of Lubbock as a convention location. Based
on the marketing analysis and needs assessment, firm will be asked to give a
recommendation as to expansion of the existing facility. If expansion is warranted,
a recommendation as to space components will be given by the firm.
The staff of the Lubbock Memorial Civic Center and the Convention and Tourism
Bureau will provide necessary records, reports, plans and schedules and will be
available for meetings and work sessions. The firm will be responsible for data
collection and analysis, recommendations, and report production.
The scope of work shall include analysis and discussions specifically addressing
conventions and tradeshows, public event potential, consumer shows, corporate
user market, and single space/single event direction.
III. WORK PROGRAM
Firm shall define the market spectrum to be included in the study of the
marketing potentials of the Lubbock Memorial Civic Center, as previously
discussed.
2. Firm shall measure and define market demand as constituted by local, state,
regional and national events and shall project demands through 2006.
Further, the consultant shall perform a trend analysis, projecting findings
through 2006. Historically, the analysis shall include, but not be limited to:
a survey of convention centers; survey of convention industry; users (both
actual and prospective); survey of local support facilities; past studies; and
all factors affecting market share for measuring client uses.
3. The firm shall identify and define major competitive facilities in Texas and
the regional market area, including the size and characteristics of these
facilities. Included in this analysis will be new or planned facilities and their
potential effect on the Lubbock Memorial Civic Center in the market place.
This should not be limited to marketing aspects, but to facilities, services,
and operation.
4. The firm shall also identify and define other local meeting facilities,
including new and planned facilities, and analyze all aspects of their
relationship to the Lubbock Memorial Civic Center, including competing
for local business and events.
It will be the responsibility of the firm to become familiar with the current
utilization of the Civic Center facilities, to include but not be limited to, the
types of users, the types of events, and the types of room configurations
used.
6. The firm shall analyze Lubbock as a competitive location for national,
regional and state events, and make projections, comments, or
recommendations based on the evaluation of Lubbock's appeal and
potential as a convention city.
7. The firm shall perform a critical review of the competitive strengths and
weaknesses of the Civic Center; including both quantitative and qualitative
factors. Firm shall develop final conclusions and recommendations,
including booking targets for the Center and strategies for achieving those
targets. This shall include a specific market target projection and will
indicate general areas and strategies of actions needed to accomplish those
targets, as well as other suggestions for improvements. Firm will include in
its final report recommendations regarding any necessary facility
adjustments and modifications of any type to meet industry demands.
8. Based on the findings of the market analysis and needs assessment, firm
will provide in their final report a recommendation as to whether or not
expansion of the Center is warranted. If warranted, firm will recommend
the type and size of space of expansion needed. In 1994, a Master Plan for
Expansion was developed which determined how future expansion could
be accomplished with the land available. Firm would have access to this
information for the purpose of developing potential space
recommendations.
9. The firm shall provide an original and ten (10) bound copies of the detailed
final report, which shall include all pertinent data collected, projections,
observations, conclusions, and recommendations as set forth above.
10. The firm may be required to make a minimum of three (3) formal
presentations to interested parties requiring such, as determined by the
City.
IV. FIRM QUALIFICATIONS, EXPERIENCE, AND REFERENCES
Firms will be selected on the basis of demonstrated competence and qualifications
for the type of services to be performed, ability to complete the project within the
desired time frame, recommendations from recent clients with similar projects, and
evaluation of responses to the request for proposal. Firms shall submit the
following information:
1. Firm's specific expertise in areas pertinent to the project to include a listing
of similar projects completed or in progress and a list of references by
name, address and telephone number for each project fisted.
2. Firm's capabilities and resources, including the following:
a) Size of staff and current workload.
b) Expertise of staff and experience with similar projects
c) Expertise of project manager and project team. Resumes should be
included for all personnel directly involved with project.
3. List of five references and telephone numbers of completed projects.
4. Firm must assure the City that they will to the best of their knowledge,
information and belief, be cognizant of, comply with, and enforce, where
applicable and to the extent required, all applicable federal or state statutes
and local ordinances including, but not limited to the Davis -Bacon Federal
minimum wage requirements.
5. Proof of professional liability insurance is required.
6. Firm's familiarity with the city, but not limited to previous work performed
locally.
7. Disclosure of any obligations posing a potential conflict of interest,
including any current City contracts or prior litigation with the City.
e
V. SCHEDULE AND METHODOLOGY
The primary work effort for this project is to be the responsibility of the firm. The
firm should be capable of performing the services within 45 days after approval by
the City Council and the proper execution of the contract. The firm shall submit
the following:
A projected timetable for the work to be performed as per the Project
Purpose/Scope and Work Program outlined in this request for proposal.
2. A description of the methodology to be used to complete the project to
include, but not be limited to, how recommendations will be formulated,
proper attention to critical issues, and commitment of adequate and
appropriate resources to the project.
VI. FIRM SELECTION PROCESS
City staff will review all proposals and recommend the selection of an applicant to
the City Manager. Firms may be required to make oral presentations and should
be prepared to do so upon reasonable notice. Proposals will be evaluated based on
the following criteria:
1. Professional Qualifications
2. Specialized experience required for the work.
3. Demonstrated ability to meet deadlines and schedules.
4. Familiarity with project requirements
5. Past performance on similar projects.
6. Qualifications and experience of individuals who will be involved in the
project work.
VII. SCHEDULE AND BUDGET
The term of this project shall be no longer than 45 days. The City will pay a fixed
fee for all services pursuant to this project, including but not limited to, firm's
usual hourly rate, supplies, travel, printing expenses, and reimbursables. Proposals
should clearly set forth the Project Fee required by your firm to provide the
analysis and material established in the project scope and should also include a not
to exceed reimburseable cost.
VIII. SUBMISSION OF PROPOSAL
To be considered, one original and ten (10) copies of the proposal should be
submitted to:
Ron Shuffield
Senior Buyer
City of Lubbock
Rm L-04, Municipal Building
1625 13th Street
Lubbock, TX 79401
Failure to address this Request for Proposal in detail will be sufficient reason to
eliminate proposals for consideration.
F
RESOLUTION NO. 5368
Item #34
December 12, 1996
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Coo ers
MyErand
July 9, 1996
N
Ron Shuffield
Senior Buyer
City of Lubbock
1625 13th Street, Room L-04
Lubbock, TX 79401
RE: RFP # 13622
Dear Ron Shuffield:
Coopers & Lybrand LLP.
a professional services firm
Coopers & Lybrand Consulting
14800 Landmark Boulevard
Suite 300
Dallas, Texas 75240-7582
telephone (214) 448-5000
facsimile (214) 448-5131
Coopers & Lybrand (C&L) is pleased to submit this proposal to the City of Lubbock (the City) to perform a
comprehensive marketing analysis related to the expansion of the Lubbock Memorial Civic Center (LMCC) and
Municipal Coliseum. As part of this proposal, we have summarized the services, fees and timing for the studies of
the LMCC and Municipal Coliseum, which will remain valid for a period of ninety (90) days from this date
forward.
We appreciate this opportunity to submit our proposal, and believe our extensive experience in preparing
convention and arena facility enhancement and expansion studies throughout Texas and around the country will
ensure that the City receives the highest level of quality assistance.
Within the attached proposal, we have summarized our expertise and project experience within the convention and
arena facility industry, as well as the qualifications of key personnel assigned to this project. To ensure the success
of this engagement, we stress three areas: our project experience, the approach we have designed for this study, and
our project team.
Our Relevant Project Experience
The City is seeking consultants with specialized experience in studies associated with convention and arena
facilities. Coopers & Lybrand's Sports, Entertainment & Leisure Industry Consulting Group has been
providing market, fmancial, economic impact, and other consulting services to the public assembly
industry since the late 1970's. Our consulting group has a unique understanding of the Texas market, and
of successful projects around the country. Several of the projects for which we have provided assistance
include:
■ Fort Worth/Tarrant County Convention Center;
■ Will Rogers Memorial Coliseum;
■ Austin Convention Center;
■ Laredo Convention/Civic Center;
■ Commonwealth Convention Center;
■ Myriad Convention Center;
■ Proposed sports/entertainment arena- Oklahoma City; and,
■ Houston sports/entertainment arena.
Coopers & Lybrand L.L.P. is a member of Coopers & Lybrand International, a limited liability association incorporated in Switzerland.
City of Lubbock
July 9, 1116
Page 2 of 2
Our Approach
Our approach to this study stresses the need to fully define the potential markets for the proposed facilities.
To fully understand the potential market for the facilities being considered by the city, our approach begins
with:
• analysis of historical operating data;
■ analysis of comparable/competitive facilities;
■ surveys of local event organizers; and,
■ surveys of state and regional event organizers (up to 200 total surveys).
As a result, we will provide the City with an understanding of how future market demand may impact
facility utilization and economic viability. Our approach is designed to provide the key analyses necessary
for making the highly public decisions this project will require.
Our Project Team
Our team consists of experienced professionals with proven track records in the public assembly industry.
The individuals assigned to this study have worked extensively on engagements throughout Texas and
around the country. Members of our Sports, Entertainment & Leisure Industry Consulting Group are
dedicated solely to this specialized industry, and will provide you with the highest level of professional
service available.
We appreciate this opportunity to present our qualifications and look forward to the opportunity to serve as your
consultants. Should you have any questions concerning our proposal or desire any additional information, please
call John Kaatz, Director of our Sports, Entertainment & Leisure Consulting Group at (214) 448-511 S.
Very truly yours,
COOPERS & LYBRAND L.L.P.
ft
r
Table of Contents
I.
Coopers & Lybrand L.L.P...................................... 1
II.
Statement of Qualifications ....................................
3
III.
Project Staffing ...............................................
24
IV.
Client References .............................................
31
V.
Scope of Services .............................................
32
VI.
Project Schedule ..............................................
42
VII.
Professional Fees and Expenses ...............................
43
VIII
Conditions of Our Work ......................................
44
Appendix
L Coopers & Lybrand
7 I. Coopers & Lybrand L.L.P.
Background
Coopers & Lybrand L.L.P. (Coopers & Lybrand), founded in 1898, is one of the world's largest and most highly
respected international public accounting, tax and consulting firms. We employ in excess of 70,000 employees and
4,800 partners in over 700 offices in 125 countries around the world. Our United States operation has over 16,000
employees located in over 100 cities.
The Firm's management consulting practice was established in the 1950's. Since that time, we have continually
increased the types of quality services rendered to our clients. We have progressively expanded our industry
specialization into industry groups which include state and local government, real estate, financial services,
construction consulting, hospitality industry consulting, sports and economic consulting. We maintain regular
contact with government agencies, professional associations and other organizations to keep abreast of legislation,
changes in regulations and advances in technology which affect local government, public financing and the public
assembly industry. Our industry group personnel support each practice office with specialized education and
attention.
Sports, Entertainment & Leisure
Coopers & Lybrand's Sports, Entertainment & Leisure consulting group has been providing consulting services
since the late 1970's. In that time, we are proud to have provided a wide variety of services on numerous
convention and other public assembly projects throughout the United States, Canada, South America, Mexico and
the United Kingdom. A review of our project experience reveals our extensive experience and the breadth of
services provided. We believe our past experience demonstrates our unique capabilities and our commitment to the
public assembly industry.
Our group is comprised of individuals who are dedicated to the Sports, Entertainment & Leisure services and have
extensive experience performing studies involving analysis of market supply and demand, financial feasibility, site
analysis, economic impact, and development planning. The group also has extensive financial experience which
includes preparing detailed revenue and expense projections, assessing and recommending optimal financing
alternatives, analyzing and reviewing various financing structures, analyzing the costs/benefits of financing options,
and assisting in the development of public/private financial packages. The individuals in Coopers & Lybrand's
Sports, Entertainment & Leisure Industry Services consulting group have collectively performed over 150
engagements involving a multitude of various services on public assembly projects.
Coopers & Lybrand's informed specialists and available resources benefit our clients at a time when the complexity
of convention/conference facilities' development, financing, and ownership are expanding at an accelerating rate,
and the decision -making process demands both the judgment of experienced specialists and the highest professional
standards. The skills possessed within the group result from years of experience in assessing economic, market,
financial, and utilization matters. This diverse background provides our clients with a thorough understanding of
the numerous facets of the industry.
A Proposal to Provide Professional Consulting Services to the City of Lubbock Coopers
Pagel &Lybrand
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The Sports, Entertainment & Leisure consulting group of Coopers & Lybrand typically provides service in the
following areas:
■
Financial Feasibility - To identify construction and development costs, probable future
revenues and expenses, cash flow, and projected returns on a proposed development. A
significant number of computer financial projection models are available, permitting rapid
and accurate testing of alternatives.
■
Market Feasibility - To project probable market demand for new or expanded public
assembly facility projects and identify appropriate market or markets in which to compete,
upon which financial projections are partially based.
■
Economic Impact - To determine the economic, tax, or fiscal impact of planned projects or
programs in terms of jobs, projected revenues and costs, and resultant economic development
opportunities.
■
Valuation Analysis - To assist in the determination of the appropriate value associated with
professional sports franchises and/or their related venues.
■
Funding Analysis - To identify and quantify the various funding vehicles available to both
private and public sector entities.
■
Project Planning - To establish the framework for the initial planning phases of a project and
to design an action plan to bring a project from planning to successful operation.
■
Facility Location/Site Analysis - To determine the optimal location for a given public
r
assembly facility.
4
■
Contract Negotiations - To assist in the selection process and related contract negotiations
for facility advertisers and vendors.
■
Development Assistance - To assist in drafting of Requests for Proposal related to various
aspects of project implementation and to monitor construction projects to assess risks and to
■
control costs.
Operations - To review operations to improve efficiency and maximize benefits and to
provide audit, accounting, tax, and other consulting services.
■
Facility Design Criteria - To assist in defining optimal size and configuration criteria for a
public assembly facility within a given market.
■
Management Services - To provide management selection services and develop formal
management plans.
a
■
Ancillary Development - To identify the types of retail and service developments that would
optimally serve the patrons of a given facility.
■
Marketing Strategies - To determine a marketing strategy for the primary and secondary
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target market segments.
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IL Statement of Qualifications
Convention Center Qualifications
Convention Center Qualifications
Anaheim Convention Center
Anaheim, California
Coopers & Lybrand was engaged by the city of Anaheim to prepare a market, financial and economic impact
analysis for the expansion of the Anaheim Convention Center. Several hundred surveys were conducted to measure
market demand for the center. The market analysis results were utilized to develop size, configuration, and amenity
components designed to capture the primary potential event segments. The specific areas examined included
exhibition, meeting room and ballroom space, plenary seating, parking and hotel rooms. Coopers & Lybrand also
assisted the City of Anaheim with the evaluation of the existing management structure and the analysis of
alternatives available to the City of Anaheim for financing the renovation and/or expansion of the Convention
Center.
Austin Convention/Civic Center
Austin, Texas
Coopers & Lybrand was engaged by the City of Austin to serve as the financial planner for the Austin Civic Center
development project. Plans for the Civic Center include a banquet hall, an exhibit hall and meeting rooms. Our role
in this process was to perform a market analysis, financial analysis, economic impact analysis, funding alternatives
analysis and to provide a financial plan for funding the construction of the facility.
Burlingame Conference/Convention Center
Burlingame, California
Coopers & Lybrand was engaged by the City of Burlingame to prepare a market and financial feasibility study for a
conference/convention center in Burlingame, California. Our study included quantifying market demand,
summarizing financial considerations, estimating economic impacts, suggesting alternative financing and funding
methods, and reviewing facility management options. In addition, the study provided, in conjunction with
sub -consultants, evaluation of potential sites, estimation of potential construction costs, analysis of traffic impacts,
and facility size and configuration definitions.
Calgary Exhibition & Stampede
Calgary, Alberta
Coopers & Lybrand was engaged by the City of Calgary to conduct a market demand and feasibility analysis for
potential new/expanded facilities in Calgary. The existing Calgary Exhibition & Stampede consists of several
facilities including the 7,500 seat Corral Arena, 17,000 seat Grandstand, and the 216,000 square foot Roundup
Centre, all of which are used for a variety of agricultural/livestock activities. Beyond assessing the feasibility of a
new/expanded facility, our study included determining optimal market positioning, size and location of facility,
operating arrangements, and an estimate of the economic, tax, and other impacts to the Calgary area.
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Cervantes Convention Center
St. Louis, Missouri
Coopers & Lybrand was engaged by the St. Louis NFL Partnership to assist in quantifying the net new fiscal benefit
generated from the expansion of the Cervantes Convention Center. The expansion encompasses both exhibition
space as well as a professional sports stadium suitable for NFL football games. Prior to calculating net new fiscal
benefits, a detailed market analysis was performed. The analysis generated estimates of the number of events and
attendance levels by market segment that could be attracted and accommodated by an expanded Cervantes
Convention Center.
Colorado Convention Center
Denver, Colorado
Coopers & Lybrand assisted the City and County of Denver by providing an analysis of the organizational structure
and management of the Denver Convention Complex. Our services included providing various alternative
organizational structures which would provide more efficient operation of the convention center as well as an
examination of the advantages and disadvantages of public versus private convention city management.
Colorado S rings Civic Center
Colorado Springs, Colorado
Colorado Springs Civic Center, Inc. commissioned Coopers & Lybrand to perform an analysis related to the
development and operation of a multi -use civic center to be located in Colorado Springs. The study was performed
to analyze the potential market demand for conventions, trade shows, public shows, spectator events, community
and United States Olympic training uses, and other related events. In addition to performing the market demand,
our study identified facility needs based upon the market results and provided a financial and economic impact
analysis.
Columbus Civic Center
Columbus, Ohio
The Columbus Civic Center Committee engaged Coopers & Lybrand to conduct a market and financial feasibility
study in connection with the proposed expansion of the existing convention center and construction of a
multi -purpose sports and public assembly facility. Our study provided trend analysis, estimated the type and
amounts of usage, determined the support services and facilities needed in the area, and forecasted operation
performance estimates. We also developed financing and management alternatives.
j ! Des Moines Convention Center and Veterans Memorial Auditorium
Des Moines, Iowa
Coopers & Lybrand was engaged by the City of Des Moines to prepare an assessment of the potential event markets
for city-wide public assembly facilities including the Veterans Memorial Auditorium and the Convention Center.
The assessment includes estimates of event, event day, attendance levels, seasonality factors and other primary
market characteristics. Beyond assessing the potential event market, our study included a facility sizing analysis,
and a financial and economic impact analysis. The results of the analysis were used to develop a master plan for the
long-term development of public assembly facilities in the City.
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Evansville Conference/Convention Center
Evansville, Indiana
Coopers & Lybrand was engaged by the City of Evansville to prepare a market and financial feasibility study for a
convention center in Evansville, Indiana. Our study included researching industry trends, analyzing competition
and determining the demand for a conference/convention center in Evansville. The study evaluated potential sites,
defined facility size and configuration criteria and estimated the economic impact on the City and State economy.
In addition, the study provided operating projections for the proposed conference/convention center.
Fort Worth/Tarrant County Convention Center
Fort Worth, Texas
Cooper & Lybrand has been engaged to prepare a market, financial and economic impact analysis for the expansion
of the Fort Worth Tarrant County Convention Center. Our analysis included surveys of several hundred event
organizers, analysis of Convention Center operations data for the past three years and analysis of competitive
facilities. As a part of this analysis, historical occupancy percentages and potential demand characteristics were
used to prepare long-term building program recommendations focusing on exhibit, meeting and banquet space.
Gatlinburg Convention Center
Gatlinburg, Tennessee
Coopers & Lybrand studied the capabilities and needs of the City of Gatlinburg to host convention type activities.
Our study analyzed existing facilities/accommodations in the Gatlinburg area and assessed the competitiveness of
the proposed convention center in the relevant marketplace. Our study established guidelines for selecting
management and operations personnel. We also determined potential financing alternatives and determined the
maximum debt the City can service.
George R. Brown Convention Center and Hotel
Houston, Texas
Coopers & Lybrand was engaged by the Houston Civic Center Department to study the development of a
headquarters hotel adjacent to the George R. Brown Convention Center. We prepared a market, financial and
economic analysis for the Convention Center Hotel. Specific objectives of this study were to:
■ Analyze the economic aspects of the proposed 1,200 room hotel adjacent to the George R.
Brown Center.
■ Estimate the potential gap between the hotel's net cash flows and the amortization of the
projects development costs.
• Evaluate the impact of the proposed hotel on the convention business at the George K Brown
Convention Center.
■ Estimate the City and State-wide financial impact of the hotel in terms of hotel and sales tax.
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Grand Wayne Center
Fort Wayne, Indiana
Coopers & Lybrand was commissioned by the Grand Wayne Center to help an assessment of the potential national,
regional, state and local event markets for an expansion of the Grand Wayne Center. The assessment included
estimates of event, event day, attendance levels, seasonality factors and other primary market characteristics.
Beyond assessing the potential event market, our study included a facility sizing analysis, a financial analysis, and
an economic impact analysis.
Greater Pittsburgh Convention and Visitors Bureau
Allegheny County, Pennsylvania
The Greater Pittsburgh Convention and Visitors Bureau commissioned Coopers & Lybrand to perform a convention
facilities needs assessment. The project included analyzing the area's competitive positioning, market demand,
convention, hotel and other facility needs, financial operating results and economic impact. The final report also
included an evaluation of the current and potential alternative organizational structures and booking policies.
Detailed descriptions of the processes related to recent expansions for several convention centers throughout the
country were prepared in order to illustrate the steps which were taken in the successful implementation of the
expansions.
Hartford Convention Center
Hartford, Connecticut
The Connecticut Convention Center Authority engaged Coopers & Lybrand to conduct an independent, objective
analysis of feasibility studies that were previously performed to assess the need and economic viability of a
convention center in Hartford. Our analysis included an evaluation of methodologies used in previous studies, and
determined the validity of the studies' conclusions regarding the market and economic feasibility of a new center, as
well as the potential economic impact on the area.
Indiana Convention Center
Indianapolis, Indiana
Coopers & Lybrand conducted a detailed market and financial feasibility study in connection with the stadium and
convention facility expansion program of the Indiana Convention -Exhibition Center. During the study, we worked
extensively with state and local officials to estimate sources of revenue needed to pay debt service on the bonds to
be issued for the projects construction. The result was a $47 million revenue bond issue used to pay for part of the
project's development cost.
Kentucky Fair and Exposition Center
Louisville, Kentucky
Coopers & Lybrand was engaged by the Louisville Office of Downtown Development to prepare an evaluation of
the Kentucky Fairgrounds and Exposition Center (KFEC) and Commonwealth Convention Center (CCC) based on
1 existing and potential markets. The analysis included an asses§ment of the current and long-term needs for
+ facilities in the Louisville area; analyzing the potential economic impacts of several potential development options
related to KFEC and CCC; and identifying potential development options which merit additional attention, and
suggesting the most probable ways to pursue those options.
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Knoxville Convention and Arena Facility
,- Knoxville, Tennessee
The City of Knoxville, Tennessee, retained Coopers & Lybrand to evaluate the market for additional public
assembly facilities and to prepare a development plan for their construction and operation. Our study analyzed the
existing facilities and projected the demand for the proposed convention and arena facility. We also recommended
the facilities to be constructed based on our estimates of future events, attendance, operating revenues and costs, and
the alternative methods of financing. Our study also estimated direct and indirect economic benefits.
Kokomo Conference Center
Kokomo, Indiana
Coopers & Lybrand was engaged by the Howard County Convention and Visitors Commission to evaluate the
market potential of a convention/conference facility, potentially to be developed in conjunction with a major hotel
flag. The engagement involved the review of industry trends affecting a potential conference facility in Kokomo,
analyzing potential competitive/comparable facilities and their associated markets and preparing detailed estimates
of the number of events, utilization days and other event characteristics based on surveys of potential users of the
proposed facility.
Korea World Trade Center (KOEXI
Seoul, South Korea
Coopers & Lybrand was engaged to evaluate the potential expansion of the Korea World Trade Center. The project
included analyzing the market segments within the international, national, regional and corporate event markets
likely to use expanded exhibition, meeting and reception areas at KOEX. Based on the findings of the market
analysis, estimates of facility utilization were prepared in terms of events, event days, square meter usage and
attendance. From these results, estimates of financial operating results and economic impacts associated with the
potential expanded center were developed. Coopers & Lybrand also assisted the Korean Foreign Trade Association
in an evaluation of the existing management structure and policies versus other management styles and procedures
in place at similar international facilities. An analysis of the potential funding alternatives available to the Korea
Foreign Trade Association for financing the expansion of KOEX and other ancillary developments was also
performed. Finally, Coopers & Lybrand has also prepared an evaluation of the market demand for a potential
five-star hotel, additional office space and retail areas at the KOEX site.
Lane County Convene
Lane County, Oregon
Coopers & Lybrand was retained by Lane County to evaluate the potential development of a convention facility in
_ Lane County, Oregon. The project included analyzing the area's competitive positioning, market demand and
supportable building program. In addition, estimated financial operating results and economic impacts associated
with the potential convention facility were developed. Estimates of the required level of project funding required to
meet debt service payments and subsidize operating losses of the convention facility were also developed. In
addition, potential levels of financing debt service from various tax sources were explored. Finally, a working
matrix was developed to assist project representatives in evaluating potential sites for the proposed convention
facility based on adjacent developments, supporting infrastructure, attractions, visibility and other such site selection
criteria.
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Laredo Convention Center
Laredo, Texas
The City of Laredo commissioned Coopers & Lybrand to perform an analysis regarding Laredo's competitive
positioning, facility needs and market position. The analysis incorporated the uniqueness of the Laredo area as a
small Border city with a growing industrial relationship with Mexico. In addition, a financial and economic impact
analysis was performed. We also completed a market and financial feasibility study for a headquarters hotel to be
located adjacent to the proposed convention center.
Las Vegas Convention Center
Las Vegas, Nevada
Coopers & Lybrand was engaged by the Las Vegas Convention and Visitors Bureau to prepare a long range master
plan for the Las Vegas Convention Center. The master plan was designed to serve as a planning tool for the short
and long-term needs of the Las Vegas Convention Center and included analyses of market characteristics, industry
trends, existing conditions, historical operations, and a market outlook. The resulting report provided several
development and expansion options for the Center as well as a recommended master plan option.
Las Vegas Convention Center - Parking Facilities
Las Vegas, Nevada
Coopers & Lybrand was retained by the Las Vegas Convention and Visitors Authority to prepare an analysis of
parking alternatives for the Las Vegas Convention Center. The engagement involved the determination of parking
needs of current and potential future event demand and was used to assist the Authority in its decision whether or
not to acquire land adjacent to the Center for development of additional parking area.
Los Angeles Convention Center
Los Angeles, California
Coopers & Lybrand has been engaged by the City of Los Angeles to perform an analysis of existing management
structures and operations at the Los Angeles Convention & Visitors Bureau and the Los Angeles Convention
Center. The study consists of analyzing the activities and financial operations of the two organizations to assess
opportunities for improvements in operation and marketing effectiveness. The study will entail developing
operating benchmarks for similar organizations and identifying best practices for potential implementation in Los
Angeles.
Maryland Civic and Convention Facilities
State of Maryland
Coopers & Lybrand was engaged by the Maryland Stadium Authority to perform a statewide analysis of existing
and potential convention and civic facilities. The project consisted of providing an overview analysis of several
existing and potential facilities in the State and determining preliminary event estimates and economic impacts
associated with each facility. The results of this analysis were used to determine the cost/ benefit of each project to
the State, and to provide the State with recommendations as to long- and short-term project funding decisions.
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McCormick Place Headquarters Hotel
Chicago, Illinois
Coopers & Lybrand was retained by the Metropolitan Pier and Exhibition Authority to perform a market and
financial feasibility study for a proposed McCormick Place headquarters hotel. As part of the feasibility study, we
prepared estimates of room night generation, the prospective occupancy levels and the average daily rates resulting
from the McCormick Place Convention Center and other potential demand generated from the Chicago market area.
In addition, we prepared financial estimates associated with the estimated levels of utilization of the proposed hotel,
performed an examination of the financial forecast and prepared a report suitable for inclusion in an Official
Statement related to the use of revenue bonds.
MECCA/Wisconsin Center
Milwaukee, Wisconsin
The Milwaukee MECCA Hotel Associates engaged Coopers & Lybrand to conduct a market demand and feasibility
analysis for the existing, renovated, or expanded Milwaukee Exposition & Convention Center & Arena. Beyond
assessing the potential market demand, our study included determining optimal facility options, an hotel needs
analysis, a financial analysis, an economic impact analysis and an analysis of funding alternatives.
Mega l�ex
Boston, Massachusetts
Coopers & Lybrand has performed an analysis of the market, financial and economic viability of developing a
professional sports stadium and/or exhibition facilities at various locations within the Commonwealth of
Massachusetts. Some of the specific analyses performed included:
■ Market Analysis - Identifying and quantifying the sports and other event markets in which
new facility development could compete.
• Site Analysis - Evaluating the impact of specific sites on the project's ability to accommodate
and attract potential event markets.
■ Financial Analysis - Determining the revenue, expense and debt service impacts of various
project scenarios.
■ Economic Impact Analysis - Estimating the total spending, earning, employment and fiscal
impacts of various exhibition and/or stadium development options. The analysis focused on
the net new benefits to the City and Commonwealth as a result of project development and
operations.
■ Other Scenarios - Coopers & Lybrand will perform on -going funding, architectural and
engineering related services as the project continues.
Mexico City Convention Center
Mexico City, Mexico
Mexico City retained Coopers & Lybrand to assess the market and financial viability of a convention center in
Mexico City. Specifically, we prepared a preliminary market study, a set of facility recommendations based upon
the results of the preliminary market study, an analysis of potential operating results of a potential facility, and an
evaluation of five (5) potential sites for a proposed Mexico City convention center.
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Minneapolis Convention Center
Minneapolis, Minnesota
Our study assessed the need for an economic impact of constructing a world -class convention center for the
Minnesota Convention Facility Commission. Our study assessed the convention center's competitiveness in the
relevant marketplace by analyzing existing convention centers. It identified fundamental characteristics of
L convention center facilities, estimated the convention center's overall economic and employment impact to the State
[ of Minnesota, and determined the necessary support services and facilities that will be needed in the immediate
vicinity of the Center to make it marketable. We were subsequently engaged by the Commission to identify
potential organizational and financial structures and prepare estimates of construction costs for the Center.
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Recently, Coopers & Lybrand was again engaged by the City of Minneapolis to perform a preliminary analysis of
development options for the possible expansion of the Minneapolis Convention Center. The primary purpose of this
analysis was to provide the City with the information necessary to make decisions as to whether or not to further
pursue an expansion of the convention center. The analysis included a review and assessment of the existing facility
utilization, future building considerations and an overview of operating revenue and expenses.
Moorhead Conference Center
Moorhead, Minnesota
Coopers & Lybrand completed a facility analysis for a proposed conference center facility in Moorhead, Minnesota
The analysis included a review and assessment of the existing conference facility market, an analysis of facility
operating revenues and expenses, an analysis of the economic impact of the proposed facility on the area
community, and an overview of management structures at comparable facilities around the country.
Myriad Convention Center
Oklahoma City, Oklahoma
Coopers & Lybrand was retained by Second Century, Inc. to evaluate the market demand and financial feasibility
related to the potential expansion of the Myriad Conventior. Center in Oklahoma City. Our analyses included a
review of recent market trends within the convention industry, an evaluation of the City's resources related to
capturing market share, a quantification of the market demand for convention facilities in the City, an analysis of
facility needs related to usage of the Myriad, an estimation of the future operating results which could be generated
by a convention center in Oklahoma City and an analysis of the adequacy of the City's lodging capacity for
convention center related attendees.
We were subsequently retained to estimate the potential economic impacts which could be generated by convention
center attendee spending related to three independent facility development scenarios.
Myrtle Beach Convention Center
Myrtle Beach, South Carolina
We were engaged by the Myrtle Beach Convention Center to perform an analysis of operating cash flows for a
variety of expansion alternatives. These alternatives include exhibit space of approximately 105,000 square feet and
an arena containing 5,000 to 10,000 seats.
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New Orleans Convention Center
New Orleans, Louisiana
Coopers & Lybrand was engaged to prepare an analysis of the current and future convention center needs for the
City of New Orleans. The analysis included researching industry trends, analyzing competition and determining the
demand for expansion of current facilities. The report to the City also consisted of an evaluation of the effect an
expansion would have on other New Orleans facilities, including an analysis of the economic impact on the City and
State economy. Specific characteristics desirable in an expanded facility were identified; and the impact that
expansion would have on current operations and financing was examined. The final report included an examination
of the financing alternatives available to the City of New Orleans, including an analysis of financing in conjunction
with public/private development opportunities.
In addition, we prepared an analysis of forecasted hotel/motel and food and beverage tax revenues approved to fund
the proposed convention center expansion. This analysis provided estimates of the tax revenues generated to pay
debt service on the bonds issued for construction, and our forecast was included in an offering statement for a $55
million revenue bond issue.
Newark Trade and Convention Center
Newark, New Jersey
Coopers & Lybrand was engaged by the Newark Economic Development Corporation to perform an analysis
related to the development and operation of the Trade Show and Convention Center to be located in the Newark
area. The study was performed to analyze the potential market demand for conventions, trade shows, public shows
and other related events. In addition to the market analysis, the study included a facility needs analysis based upon
the market results, site, financial, funding and economic analyses. Our study also provided a summary of potential
facility management options.
Newark International Trade Center
Newark, New Jersey
Coopers & Lybrand was retained by the Newark Economic Development Corporation to conduct an analysis
associated with the potential development of an International Trade Center in the Newark area. The center was
envisioned to be operated as a public/private partnership as a World Trade Center franchise. The study was
performed to analyze the potential market demand for such a facility emphasizing international trade development
conferences, services and events.
Northern Kentucky Convention_ Center
Covington, Kentucky
Coopers & Lybrand recently developed a quantified market analysis to determine the segments within the State,
regional and national event markets representing the primary potential for a convention facility in the Covington
area of Northern Kentucky. The analysis incorporated the uniqueness of the Covington area as a smaller City
adjacent to an international airport and within close proximity to Cincinnati. Based upon the results of the market
analysis, a profile was developed of the exhibit, meeting, and ballroom facilities necessary to capture the potential
demand for convention/trade shows, corporate events and public shows in Northern Kentucky. A detailed
financial analysis was performed reflecting specific operating revenue and expense sources. Revenue sources
include rental, food service, charge -back and other such sources. Expense items include salaries, utilities, contract
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services, materials and supplies, repair and maintenance, and advertising. Estimates were developed of direct
spending, total output, income, employment and tax revenues resulting from the operation of the potential
convention facility.
Omaha Civic Auditorium
Omaha, Nebraska
Coopers & Lybrand completed a study for the City of Omaha which analyzed the existing Omaha Civic Auditorium
and determined whether demand for arena, convention, and other public assembly space in the City's Central
Business District was being met. Our study, in coordination with the services of an architecturallengineering firm,
identified existing design deficiencies, assessed the competitiveness and perception of the current facility, identified
economic and demographic characteristics of the Omaha area, and estimated the type, number of events, and
associated attendance that could be attracted to a new facility. We were subsequently engaged to assist in the
preparation of operating projections and prepare an analysis of alternative financing sources.
Rhode Island Convention Center
Providence, Rhode Island
Coopers & Lybrand was engaged by the Rhode Island Convention Center Authority to conduct a feasibility study
for a new convention facility in Providence, Rhode Island. The study included a quantified market analysis, a
facility sizing analysis, a financial analysis and an economic impact analysis. Beyond the scope of the study, we are
providing on -going planning assistance to the Rhode Island Convention Center Authority related to a variety of
issues including staffing needs and salary structures, facility program specifications, food service contracts, and
other such issues. We also have been assisting the Authority in efforts to secure a private sector participation in an
adjacent hotel development.
Roanoke Conference Center
Roanoke, Virginia
We were retained by the city of Roanoke and Virginia Tech University to evaluate demand for conference facilities
in the Roanoke area. Services we provided included a review of meeting facility trends in recent years, a review of
facilities comparable to the proposed Roanoke meeting facility, an inventory of competitive facilities throughout the
State of Virginia competing for a share of the targeted market, an analysis of demand for meeting facilities in the
Roanoke area and an estimation of the potential number of events and room nights for the new facility.
Subsequently, we were retained to provide a management structure overview for the City and University in order to
present alternative management opportunities for this unique public/private development. We also assisted the City
and University in evaluating specific spatial and operational issues related to the project.
Sacramento Community Convention Center
Sacramento, California
Coopers & Lybrand prepared an analysis of the current and future convention center needs for the City of
Sacramento. The analysis included researching industry trends, analyzing competition, evaluating potential retail
effects in the immediate area of the facility, and determining the demand for expansion of current facilities. In
addition, specific characteristics desirable in an expanded facility were identified.
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Salt Palace Center
4 Salt Lake City, Utah
C Coopers & Lybrand was engaged to prepare a comprehensive market and financial feasibility study. The study
included a detailed analysis of market demand for convention/exhibition facilities in Salt Lake and the related
impact on the existing Salt Place Center. As a part of this engagement, we performed in-depth user surveys and
interviews and held various public meetings. The study included researching industry trends, analyzing
competition, the preparation of financial projections, an economic impact analysis, facility need requirements and
cost estimates, an evaluation of hotel/motel tax collections and a marketing plan.
Scranton Convention/Conference Center
Scranton, Pennsylvania
The Lackawanna County Regional Planning Commission engaged Coopers & Lybrand to prepare a market,
financial and economic impact analysis for a convention/conference center in downtown Scranton. Our analysis
included an evaluation of existing and future convention/conference facility demand, an evaluation of facility needs
for the proposed center, and an analysis of financial and economic impact. In addition, the scope of the project was
expanded to include an analysis of the viability of re -configuring the project to accommodate minor league hockey
and other fixed seating events.
Sioux City Civic Center
Sioux City, Iowa
Coopers & Lybrand was engaged to prepare a marketing strategy analysis for the Sioux City Civic Center and
Municipal Auditoriums. Our study included identifying the potential primary and secondary market for the facility
and developing a marketing strategy that targeted these groups.
Sioux City Conference Center
Sioux City, Iowa
Coopers & Lybrand was engaged to conduct a market study to examine the feasibility of adding a conference center
to the proposed convention center in Sioux City, Iowa. The conference center would include a lecture hall, a large
corporate meeting room and dining room, and various other amenities.
Sioux Falls Convention Center
Sioux Falls, South Dakota
Coopers & Lybrand was engaged by the Sioux Falls Chamber of Commerce to perform an analysis related to the
development and operation of a multi -use convention center to be located in Sioux Falls. The study was performed
to analyze the potential market demand for conventions, trade shows, public shows, community and other related
events. In addition to performing the market demand, our study identified facility needs based upon the market
results and provided a financial and economic impact analysis.
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St. Charles Conference/Convention Center
St. Charles, Missouri
Coopers & Lybrand was engaged by the City of St. Charles to prepare a market and financial feasibility study for a
conference/convention center in St. Charles, Missouri. Our analysis included an evaluation of existing and future
conference facility demand, an analysis of competition, researching industry trends, and the preparation of financial
projections. Our study also included determining the optimal facilities and support services necessary to capture the
market demand identified in our analysis.
St. Paul Civic Center
St. Paul, Minnesota
Coopers & Lybrand was engaged by the City of St. Paul to conduct a market, financial and economic impact
analysis for the potential expansion of the St. Paul Civic Center. In addition to assessing the feasibility of an
expanded facility, our study incorporated the results of the market analysis to develop specific building
recommendations designed to integrate existing facilities in such a way as to maximize the utilization of the entire
complex.
Washington State Convention and Trade Center
Seattle, Washington
Coopers & Lybrand was engaged by the Washington State Convention and Trade Center to provide a feasibility
study and development plan for a mixed -use city building and exhibition hall expansion. The expansion study
addressed the financial, market, economic and financing implications of the expansion for the City of Seattle and
the State of Washington. Coopers & Lybrand was the lead consultant on the project working with other real estate,
architectural, environmental, parking and traffic consultants as well as structural, mechanical and electrical
engineers.
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Arena Qualifications
rArena Qualifications
Boston Garden
Boston, Massachusetts
Coopers & Lybrand was engaged to perform several consulting projects related to the construction of a new Boston
Garden. A fmancial analysis of the proposed project, together with an economic impact analysis, was included in a
development proposal to the City of Boston. In addition, an analysis was conducted to assess the impact of a new
facility on events and scheduling of those events in Boston Garden. A market analysis of private suites, preferred
seats, and a new private club was conducted to assess market acceptance of these seating alternatives and additional
services and to project the construction funding that could be raised through prepaid deposits.
Advertising contracts in the existing facility were reviewed, and we provided assistance in identifying additional
sources of advertising revenue not currently exploited at the Garden. We also assisted in negotiating with existing
advertisers whose contracts were expiring, and negotiating contracts with new advertisers.
Buffalo Memorial Auditorium
Buffalo, New York
Coopers & Lybrand was engaged by the City of Buffalo to provide a market and financial analysis of the proposed
Auditorium renovation project. The analysis provided the following information: a comparison of Buffalo
socio-economic characteristics with similar cities around the U.S. and Canada, an examination of the market
potential of an expanded Buffalo Memorial Auditorium, an analysis of the economic impact of the expansion as
well as the Buffalo NHL franchise on the Buffalo area community, and finally, a projection of facility operating
revenue after debt service.
Carver-Hawkeye Arena, University of Iowa
Iowa City, Iowa
This project included a financial feasibility study for a 15,000 seat, covered arena for the University of Iowa. The
study involved determining the type and number of events for the complex with realistic attendance levels and
projected operating revenues and costs. Our study provided projected operating revenues and expenses which were
compared with debt service requirements and necessary reserve funds to determine feasibility. The analysis
included the project's sensitivity to changes in key variables such as attendance, ticket prices, and rental rates.
Centennial Center Arena
Raleigh, North Carolina
This project included an analysis of local and regional market support and financial feasibility of a 22,000- to
25,000 seat arena for North Carolina State University. The study involved determining the type and number of
events for the arena with attendance levels and projected operating revenue and expenses given various seating
capacities. Potential events which were analyzed included University athletics, other sporting events, concerts, and
family shows. The analysis included the project's sensitivity to changes in key variables such as attendance, ticket
prices, and rental rates. The report provided information on comparable and competitive facilities, appropriate
building sizing and amenity recommendations, and operating estimates. The analysis also included a review of
several funding alternatives with recommendations regarding potential strategies for the proposed arena.
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Charlotte Coliseum
Charlotte, North Carolina
Coopers & Lybrand provided consulting services to the Charlotte Coliseum Authority related to private suites,
advertising contracts, scoreboard and video panels, VIP parking, and office space in the new Coliseum. In addition,
Coopers & Lybrand assisted in screening potential manager candidates.
Cougar Dome, Convocation Center and Student Housing -Chicago State University
Chicago, Illinois
In this study, we analyzed the financial feasibility of issuing bonds to fund the construction of a domed athletic
arena, convocation center with 200 hotel -type rooms, and a 400 bed student housing facility for Chicago State
University. Our analysis included determining market potential, estimating activity level and preparing operation
projections, determining the level of debt service which could be supported through user fees, and reviewing the
current outstanding bond issues at Chicago State University.
Delta Center
Salt Lake City, Utah
Coopers & Lybrand was retained by a major U.S. financial institution to provide valuation services related to the
NBA Utah Jazz and the new Delta Center in Salt Lake City. Our work was used to assist the institution in certain
lending decisions related to the team and facility ownership. Services we provided included a detailed review of
historical financial / operating data of the franchise and arena since its opening date. We compared and contrasted
the results of both entities with those of others around the country. This review and comparison provided the
background necessary to evaluate management's estimated future operating results. We then used the income and
market approaches to valuation analysis to generate estimates for the values of the team and arena. Finally, we also
estimated the value of the Delta Center using a replacement cost approach.
Des Moines Exhibit/Arena/Convention Facilities
Des Moines, Iowa
Coopers & Lybrand, in conjunction with Ellerbe Becket, completed an improvement feasibility study for the City of
Des Moines regarding the improvement/expansion of the Veterans Memorial Auditorium and the Des Moines
Convention Center. The study included a comprehensive market analysis which was used to develop a
comprehensive facility needs analysis and an associated cost impact analysis. These analyses provided an
identification and prioritization of various expansion/improvements options. The overall study also provided a
location analysis and an examination of the interdependence between the two facilities.
Cry of Detroit Athletic Facilities
Detroit, Michigan
Coopers & Lybrand developed a preliminary joint private -public financing plan for renovation and/or expansion of
Cobo Hall, Cobo Arena, Joe Louis Arena, and related parking areas for the City of Detroit. We conducted a
comprehensive study for refinancing the current U.S. Department of Housing and Urban Development (HUD) note
on Joe Louis Arena and the financing of major repairs to certain municipal parking garages not provided from other
sources.
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El Poliedro Arena
Caracas, Venezuela
Coopers & Lybrand was engaged to provide valuation assistance in connection with the privatization of this
goverment owned arena in Caracas. Our services included evaluating historical and potential revenue streams
generated by the facility as well as an estimation of future building operating revenue and expenses.
Green Bay Visitors and Convention Bureau
Green Bay, Wisconsin
Coopers & Lybrand provided a number of services to the Green Bay Visitors and Convention Bureau related to the
Brown County Veterans Memorial Arena. These services included the evaluation of a proposed lease between the
Bureau and Brown County, an analysis of alternative funding sources for proposed facility improvements, and a
comparative review and assessment of current, operational and financial data related to the existing arena.
Gund Arena
Cleveland, Ohio
Coopers & Lybrand performed a variety of services for the Gateway Economic Development Corporation in
connection with their potential development of a new baseball stadium (Jacobs Field) for the Cleveland Indians and
a new basketball arena for the Cleveland Cavaliers. Services we provided included lease negotiation assistance and
the development of computer models used to estimate the revenue and expense impacts of various assumption
changes. These models were used to estimate operating impacts created by changes such as the number of events,
average event attendance and operating expenses as well as financial impacts created by changes in revenue and
expense sharing agreements.
r"i Knoxville Convention and Arena Facility
Knoxville, Tennessee
The City of Knoxville, Tennessee retained Coopers & Lybrand to evaluate the market for additional public
assembly facilities and to prepare a development plan for their construction and operation. Our study analyzed the
existing facilities and projected the demand for the proposed convention and arena facility. We also recommended
the facilities to be constructed based on our estimates of future events, attendance, operating revenue and costs, and
the alternative methods of financing. Our study also estimated direct and indirect economic benefits.
L.A. Clippers I L.A. Sports Arena
Los Angeles, California
We assisted the L.A. Sports Arena's management company, SMG, Inc., in its evaluation of the revenue potential of
certain proposed improvements to the existing facility. Our work involved providing detailed information regarding
preferential seating including the following variables: 1) number of suites; 2) number of seats; 3) annual fees or
premiums by type of seating; 4) percentage leased; 5) included amenities; 6) costs of marketing; and 7) lease -up
periods. In addition, we provided detailed information on facility advertising by type of medium and principal
sport. Finally, in order to analyze the possible distribution of revenues and expenses from the proposed
improvements, we prepared a detailed summary of NBA lease terms.
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Lawrence Joel Veterans Memorial Coliseum
Winston-Salem, North Carolina
Coopers & Lybrand was engaged by the City of Winston-Salem to evaluate the effectiveness of the existing
management structure of the Lawrence Joel Veterans Memorial Coliseum and the ability of the Coliseum to
compete for specific types of events. Our analysis included an evaluation of operating, revenue and expenses,
assessment of existing management, and an analysis of market issues facing the Coliseum.
Lowell Multi -Purpose Facility
Lowell, Massachusetts
Coopers & Lybrand was engaged to provide The Lowell Plan with an analysis of the market potential, the financial
feasibility and a site recommendation for a proposed multi -purpose facility in Lowell, Massachusetts. Potential
events analyzed included collegiate sports, trade shows, concerts, family shows, graduations, and other spectator
and flat -floor events. Revenue estimates were detailed by type of event and by source of revenue including
admissions, rental charges, parking, concessions, catering, preferential seating amenities, advertising, and other
sources. Estimates of expenses will include items such as personnel, utilities, contract services, materials and
supplies, repairs and maintenance, insurance, promotion and other such costs.
Madison Square Garden - The Georgetown Group, Inc.
New York City, New York
Coopers & Lybrand was engaged by The Georgetown Group, Inc., a joint -venture partner with Gulf & Western, to
provide consulting assistance regarding the proposed relocation of Madison Square Garden.
Madison Square Garden
New York City, New York
Coopers & Lybrand has been retained by the new owner of the Madison Square Garden, the New York Knicks and
the New York Rangers to provide valuation services related to the purchase of the assets. The primary focus of this
engagement is to allocate the corporation's business properties and their underlying tangible and intangible assets
for tax and financial accounting purposes. The valuation techniques utilized consist of the discounted cash flow
method for the arena and the market based approach for the two franchises.
McNichols Arena
Denver, Colorado
Coopers & Lybrand assisted the City and County of Denver in renegotiating the McNichols Arena lease with the
NBA's Denver Nuggets. The engagement involved estimating attendance, per capita spending levels and associated
expenses for the mix of events anticipated to use the arena. A number of scenarios were developed to present the
operating performance of the arena under different revenue and expenses sharing arrangements between the City
, and the Nuggets.
Subsequently, we were engaged to perform a comparative analysis of the -proposed new lease to other NBA facility
leases. This work also included an update of the financial models previously prepared to estimate future operating
results.
A Proposal to Provide Professional Consulting Lsul i g Services to the City of Lubbock Coopers
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Met Center
Bloomington, Minnesota
We provided litigation support services to attorneys representing the City of Bloomington in a suit involving the
adequacy of parking facilities for this NHL arena. Our work included analyzing the historical parking demand
generated by arena event attendees, researching industry trends, evaluating parking inefficiencies and researching
^i
the impact of weather conditions on potential parking capacities.
Minneapolis Arena
Minneapolis, Minnesota
Coopers & Lybrand was engaged by a private organization to provide consulting assistance to and prepare financial
analyses and projections for a proposed arena and health club in downtown Minneapolis.
Murray State University Arena
Murray, Kentucky
This engagement involved the assessment of market support for revenue -generating events including university and
non -university events. The project included the analysis of a variety of community attributes to permit comparison
of the area's resources, past performance and potential against several other communities. As part of the
engagement, estimates of event activity, number of performances and attendance were provided. An appropriate
sizing of the proposed arena was recommended and estimates of operating income and expenses based upon the
facility size and event and activity mix were prepared.
Myriad Arena
Oklahoma City, Oklahoma
Coopers & Lybrand conducted market and financial analyses related to arena facilities within the Oklahoma City
P Y Y
market. Our work included a detailed study of the historical utilization of the Myriad Arena, an assessment of the
demand for arena facilities among past and potential users, a review of comparable and competitive facilities, and
analyses of the potential development options for an arena in Oklahoma City and an estimation of the operating
revenue and expenses related to a new arena which would include usage by a professional sports franchise.
New Arlington Arena
Arlington, Texas
Coopers & Lybrand was retained by the City of Arlington in its endeavors to compete for the metropolitan area's
NBA and NHL franchises. Our work included: 1) a viability assessment, establishing potential facility operating
results; 2) market analyses of potential event usage, demographic strength and the possible effects of
comparable/competitive facilities; 3) market analyses for preferential amenities in the new arena; 4) estimating the
total costs of development; 5) a comparative site evaluation; 6) a detailed financial analysis of facility revenues and
expenses; 7) a review of potential financing methods to fund the arena's costs; 8) an economic impact analysis of the
teams and new facility; and 9) an assessment of facility management alternatives.
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New D.C. Arena/Washington Capitals - Washington Bullets
Washington, D.C.
Coopers & Lybrand assisted the District of Columbia in its evaluation of the potential development and operation of
a new multi -use arena for the NHL Capitals and NBA Bullets. Our work included: 1) analyzing the financing
structures of recently built arenas, including both the sources and uses of project funds as well as related long term
lease arrangements; 2) estimating the possible economic impacts to the D.C. area of developing and operating the
new arena and hosting both teams; 3) analyzing the impact of ticket taxes throughout the NHL and NBA; and 4)
designing a deal structure and negotiating strategy for discussions with team ownership.
New Tampa Arena
Tampa, Florida
On an on -going basis, we assisted the Lightning with their evaluation of the potential financial results which could
be experienced with the development and operation of a new arena for the NHL franchise. Our work has included
developing complex computer -driven financial models and evaluating several different operating scenarios in order
for the Lightning to enter into discussions with public and private interested parties in the arena's development.
Northlands Coliseum / Edmonton Oilers
Edmonton, Alberta
Coopers & Lybrand was engaged by Economic Development Edmonton (EDE) to assist in evaluating several issues
relative to the NHL's Edmonton Oilers and their home arena, the Edmonton Northlands. Our services included four
specific areas: 1) assisting EDE in evaluating the various issues related to NHL franchises revenues and expenses;
2) preparing a summary of NHL leases to assist EDE in evaluating the Oilers lease and other potential agreements;
3) preparing a summary of the development costs associated with recently constructed or proposed sports arenas;
and 4) providing assistance in evaluating various issues related to site selection and development of a new sports
arena.
Omaha Civic Auditorium
Omaha, Nebraska
Coopers & Lybrand completed a study for the City of Omaha which analyzed the existing Omaha Civic Auditorium
and determined whether demand for arena, convention, and other public assembly space in the City's Central
Business District was being met. Our study, in coordination with the services of an architectural/engineering firm,
identified existing design deficiencies, assessed the competitiveness and perception of the current facility, identified
economic and demographic characteristics of the Omaha area, and estimated the type, number of events, and
associated attendance that could be attracted to a new facility. We were subsequently engaged to assist in the
preparation of operating projections and prepare an analysis of alternative financing sources.
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Pauley Pavilion
Los Angeles, California
Our Firm was engaged by a development group who proposed to implement a luxury seating program into UCLA's
Pauley Pavilion. The potential program included private suites, club seats and a private club. Our work involved
researching number, pricing and occupancy statistics at university facilities throughout the country, as well as
building a sensitive detailed computer model used to measure the financial impact of changes in assumptions.
The Pyramid
Memphis, Tennessee
Coopers & Lybrand was engaged to perform a market and financial analysis of the proposed arena, The Pyramid
(home of the Memphis State University Tigers), and an analysis of the potential usage and operations of the
Mid -South Coliseum.
The project included an analysis of the market potential that exists for events other than Memphis State basketball
which might utilize either the proposed Pyramid Arena or Mid -South Coliseum. We also estimated potential
revenue and expenses for both facilities. The overall result of this study advised community leaders that the
Memphis area would likely have difficulty supporting both the Pyramid and the Mid -South Coliseum. Since its
opening, the Pyramid has experienced financial difficulties. Industry periodicals have noted Coopers & Lybrand's
estimates of operating results have proven to be accurate.
San Diego Arena Corporation
San Diego, California
Coopers & Lybrand was engaged by the San Diego Arena Corporation to conduct an economic and fiscal impact
study related to the proposed development of a sports arena and parking facility in downtown San Diego. Our
analysis quantified the direct, indirect and induced economic impacts generated as a result of both the construction
and operation of the proposed facility.
Spectrum 2
Philadelphia, Pennsylvania
Coopers & Lybrand assisted Spectacor and potential lenders in their evaluation of the revenue generating potential
of the proposed Spectrum 2 arena in Philadelphia. The initial phase of our work involved comparing proposed
operating assumptions related to the new facility to actual operating experiences of recently developed arenas.
These comparisons focused on event related variables including attendance, gate receipts, rents, concessions,
novelties, parking and event -day expenses. Fixed revenues and expenses were also evaluated, including private
suites, club seat, advertising and facility expenses. The second phase of our work involved analyzing
socioeconomic and demographic statistics of the Philadelphia area, and comparing them to comparable variables in
markets hosting recently developed arenas.
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Southwest Missouri State University Arena
Springfield, Missouri
This project involved the preparation of a market and financial analysis for a proposed sports arena for Southwest
Missouri State University and the Springfield community. The analysis included an independent assessment of the
utilization and prospective financial performance of the proposed arena project. In order to evaluate the potential
market for a new arena in Springfield, we conducted several analyses including an evaluation of competitive
facilities, discussion with local and regional promoters of sporting events, concerts, family shows, and other
spectator events, and a economic/demographic analysis of the Springfield area. Based on the analysis of market
demand, a recommended building program was developed and estimates of operating income and expenses were
prepared.
Target Center
Minneapolis, Minnesota
Coopers & Lybrand assisted the Metropolitan Downtown Council in their efforts to finance the purchase of the
Target Center. The Council purchased the arena from the NBA Timberwolves on behalf of the Metropolitan Sports
Facilities Commission. Our work included performing an examination of a forecast of estimated revenues and
expenses for several years. The purpose of this work was to evaluate the arena's ability to generate sufficient cash
flow to service project debt.
Temple University Recreation and Convocation Center
Philadelphia, Pennsylvania
Coopers & Lybrand was engaged to prepare a five year business plan for the 10,000 seat Recreation and
Convocation center to be located on Temple University's campus. We prepared a detailed market analysis including
university uses of the facility as well as the non -university event potential and characteristics for the facility. We
also prepared a detailed financial analysis which provided estimates of operating revenue and expenses, we
determined the impact on funding requirements and assessed potential funding sources.
Toronto Arena
Toronto, Ontario
Coopers & Lybrand provided consulting services to a private developer related to the development of a
multi -purpose arena in Toronto. As part of this engagement, we analyzed the current status of the arena industry,
identified and discussed facility components necessary for successful operations, assessed financing mechanisms for
funding the project, discussed the advantages and disadvantages of including an arena in a mixed -use development,
and analyzed the ramifications between having or not having a professional team as a prime tenant.
United Center
Chicago, Illinois
Coopers & Lybrand performed a feasibility study related to the development of the United Center to serve as home
of the NBA's Bulls and NHL's Blackhawks. The premium seating concepts for the new facility include
approximately 216 luxury boxes located at various levels within the arena. The various markets reviewed include
the corporate, industrial and other business sectors.
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in connection with our study of premium seating products, we performed a number of tasks including the following:
■ Assessing basic demographic information including population and income characteristics, as
well as industry demographics involving revenue and employment by industry.
■ Establishing the depth of the Chicago area luxury seating market; Establishing a list and
profile within the Chicago business market of companies generating in excess of $5 million in
annual revenues.
■ Estimating market penetration levels; Evaluating the past success of marketing efforts within
the primary luxury seating markets and estimating the additional level of market penetration
that could be expected in Chicago.
The remainder of our feasibility study involved an in-depth analysis of comparable and competitive facilities, an
estimation of revenue expected to be generated by admissions, concessions, novelties, parking, luxury seating,
catering, advertising, naming rights and a private club, an evaluation of the other events market in the Midwest and
an estimation of operating expenses for the new building. The end result of our work was a financial forecast
presenting the United Center's ability to support its costs of operations and the debt service on a $150 million
private development loan.
University of Minnesota Athletic Facilities
Minneapolis, Minnesota
Coopers & Lybrand was engaged by the University of Minnesota to provide market and financial feasibility
analyses related to renovating and expanding or developing new athletic facilities on the campus. As part of the
engagement, we prepared computer models which analyzed the cash flows of various alternatives, evaluated the
potential of utilizing existing off -campus facilities and prepared an analysis of alternative funding sources. Based
on the results of our study, the University decided to renovate their basketball facility and build a new hockey
facility and sports pavilion.
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III. Project Staffing
The success of any consulting engagement depends on the management skills, technical competence and personnel
resources of the team assembled. The engagement team and project methods we have prepared best demonstrates
our interests and capabilities in serving the City. The knowledge, experience and overall competence of each
member of our engagement team ensure that you will be well served. A summary of the roles and lead personnel
for each project team member is provided below. Resumes of lead personnel and additional project support
personnel follow.
Project Director - John Knatz, Director of Coopers & Lybrand's Sports, Entertainment &
Leisure Group, will lead the convention center and arena analyses for our team, and will be
responsible for all project results and primary client contact. John's experience in the public
assembly industry includes managing detailed public assembly facility analyses focusing on all
primary market, program, financial, and funding issues.
Project Supervisor - David Moulder, an experienced Senior Associate in Coopers & Lybrand's
Sports, Entertainment & Leisure Group, will serve as the project supervisor. David will furnish
the project team with his experience in the meeting/convention and arena facility industry and
past project management experience. David will be responsible for the coordination and daily
management of the engagement.
Project Analysts - Jay Lenhardt, Kyle Penney and Tom McAdams, Associates in Coopers &
Lybrand's Sports, Entertainment & Leisure Group, will serve as project analysts. Jay, Kyle and
Tom's experience in the public assembly industry includes project research and detailed analyses
for numerous convention and arena facility projects. Jay, Kyle and Tom will serve as the
day-to-day analysts on the project team, coordinating market surveys, informational collection and
research and other such functions.
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III. Project Staffing
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JOHN T. KAATz
Director
Coopers & Lybrand L.L.P.
Sports, Entertainment & Leisure
Mr. Kaat es experience includes in-depth analyses for over 80 ■
convention/conference and other sports, entertainment and
leisure industry projects. The results of these studies have ■
been used to assist public and private sector entities in
determining project market and financial feasibility, economic '
impacts, appropriate marketing focus and management ■
structure, and in pursuing and securing project financing. As ■
the pressure to maximize facility operating revenues has
increased throughout the industry, John has also assisted •
facility management in identifying and quantifying potential •
sources of revenue enhancement.
John has been asked to speak at various industry fonrms and ■
seminars related to the market analysis and the fiscal and
sports,
economic impactsassociated with the entertainment
and leisure industry. He has also testified before local and '
state wide public bodies related to public sector implications
of convention center development and expansion projects.
His analyses have been used in evaluating facility leases and
in addressing municipal legislation related stadium ■
developments.
John has led studies within the industry focusing on a variety
of areas including: '
■ Facility programming based on market demand;
■
■ Financial operating viability;
■
■ Project funding plans;
■ Corporate participation for sports projects;
■ Lease negotiation assistance; `
■ Economic and fiscal impacts; and •
■ Management structures.
A summary of some of the specific projects which John has
�!
supervised or has been actively involved with is listed below. '
1
■
■ Anaheim Convention Center
■
■ Arts District, Philadelphia, Pennsylvania
■ Austin Convention/Civic Center ■
■ Boston Professional Sports Facilities •
■
Brown County Memorial Auditorium
Green Bay, Wisconsin
Buffalo Major League Baseball Expansion Team
Buffalo Memorial Auditorium
Burlingame Convention Center
Cervantes Convention Center
Charlotte Coliseum
Cleveland Indian Stadium
Commonwealth Stadium, Edmonton, Alberta
Des Moines Convention Facilities
District of Columbia Sports Arena
Emest N. Morial Convention Center, New Orleans
Evansville Conference/Convention Center
Evansville Perforating Arts Center
Fort Worth Convention Center
George R Brown Convention Center Hotel
Houston, Texas
Grand Wayne Center, Fort Wayne, Indiana
Green Bay Visitors and Convention Bureau
Harrisburg Muki-Purpose Facility
Hartford Convention Center
Hilton Head Cultural Performing Arts Center
Kokomo Convention Center, Kokomo, Indiana
Lane County Civic and Convention Facilities
Louisville Sports Stadium Analysis Facilities
Major League Baseball Stadium, Santa Clara, CA
Maryland Civic and Convention Facilities
MECCA/Wisconsin Convention Center
Memphis Sports -Entertainment Facilities
Mexico City Convention Center
Mid -America Football, Inc., Memphis, Tennessee
Minneapolis Convention Center
Moorhead Conference Centr,7
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JonN T. KAATz
(Continued)
■ Multi -Use Sports Facility, Erie County Industrial
Development Agency, Buffalo, New York
■ Myrtle Beach Convention Center
■ New York Amateur Sports Alliance, Inc.
■ Providence NFL Stadium
• Professional Sports Stadium Development
Philadelphia, Pennsylvania
■ Rhode Island Convention Center
• Rich Stadium Renovation, Orchard Park, NY
• Roanoke Conference Center
■ Sacramento Convention Center
■ Sacramento Performance Auditorium
■ Salt Palace Center, Salt Lake City, Utah
■ San Diego Arena Corporation
■ Scranton Convention/Civic Center
■ Sioux Falls Convention Center
■ Soudm Lake Tahoe Convention Center
• St. Charles Convention Center
■ St. Louis NFL Corporation
■ St. Paul Civic Center
■ University of Minnesota Athletic Facilities
■ Veterans Memorial Auditorium, Des Moines, IA
■ Washington State Convention & Trade Center
■ Will Rogers Memorial Auditorium
John holds a B.S. in Economics from the University of
Minnesota in Minneapolis, and is a member of the
International Association ofAuditonum Managers.
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rDAVID MOULDER
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Senior Associate
Coopers & Lybrand L.L.P.
Sports, Entertainment & Leisure
Mr. Moulde-es consulting experience has included a variety of
consulting assignments with most of his engagements focused
on clients in the areas of convention centers, professional
spans and facility management. David's responsibilities have
included planning, supervising and coordinating all phases of
Ong work including the performance of detailed market
analyses, competitive facility analyses and financial analyses.
His work has resulted in detailed reports on facility planning,
development recommendations, financing options, financial
feasbility, economic impact and facility marketing strategies.
David has also had experience in developing a request for
proposals for convention center management bids, and an
offering circular and memorandum relating to the sale of a
professional sports team.
Professional Sports
■ Dallas Mavericks and Dallas Stars
Potential Arlington Arena
■ Minnesota Tfmberwolves
Target Center
■ New York Mets
Potential New Shea Stadium
■ Oakland Athletics
Oakland - Alameda County Stadium
■ Philadelphia Flyers and 76'ers
CoresStates Spectrum
■ Seattle Mariners
Kingdome
A summary of some of the specific projects or clients with ■ Texas Rangers
which David has recently been involved is listed below: The Ballpark in Arlington
Convention Centers
■ Commonwealth Convention Center
Louisville, Kentucky
■ Fayetteville Exhibition Facility
Fayetteville, Arkansas
■ Fort Worthl'Iarrant County Convention Center
Fort Worth, Texas
■ Hawaii Convention Center
Honolulu, Hawaii
■ Knoxville Convention Facilities
Knoxville, Tennessee
■ Las Angeles Conwntion Center
Los Angeles, California
■ Minneapolis Convention Center
Minneapolis, Minnesota
■ New Bern Convention Facility
New Bern, North Carolina
■ Northern Kentucky Convention Center
Covington, Kentucky
■ Reno Sparks Convention Center
Reno, Nevada
■ South Lake Tahoe Convention Facility
South Lake Tahoe, California
Other Facility Projects
■ Craterian Theater
Medford, Oregon
■ International Trade Center
Newark, New Jersey
■ Will Rogers Memorial Center
Fort Worth, Texas
Before transferring to the Sports, Entertainment & Leisure
consulting group, David performed as an audit supervisor in
Coopers & Lybrand's Business Assurance group with four
years of progressive responsibilities serving public and private
clients in the manufacturing and wholesale distribution
industries.
David received a M.S. with a concentration in accounting
from the University of Texas at Dallas and a B.S. in hotel and
restaurant administration from the University of Southern
Mississippi. In addition, his professional training includes
over 275 hours of continuing professional education. David
is a member of the American Institute of Certified Public
Accountants, the Texas Society of CPA's, and represents
Coopers & Lybrand in the North Dallas Chamber of
Commerce.
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JAY LENHARDT
Associate
Coopers & Lybrand L.L.P.
Sports, Entertainment & Leisure
Mr. Lenhar&s consulting experience within the Sports,
Entertainment & Leisure industry has included a variety of
consulting engagements, including projects for convention
centers, conference centers and arenas. The results of these
studies have been used to assist clients in determining project
market; financial feasibility, analyzing economic impacts, and
in evaluating project financing alternatives. He has assisted
clients on projects ranging in size from municipally based
projects to large p ublic/private joint ventures.
Jay has been responsible for performing the following types
of analyses:
■ Market demand analysis
■ Demographic analysis
■ Comprarablekompetitive markets
• Facility programming
■ Financial modeling
■ Financial feasibility
■ Economic and fiscal impacts
■ Facility site selection
• Funding analysis
• Operations/Management Assessment
The results of Jay's work have included detailed reports on
facility planning, development recommendations, financing
options and financial feasibility. The following is a summary
of some of the specific projects in which he has been actively
involved:
■ Anaheim Convention Center
■ Broken Bow Golf Course
■ Commonwealth Convention Center
■ Fayetteville Convention Facilities
■ Fort Worth/Tarrant County Convention Center
■ Headquarters Hotel, Tampa, Florida
■ Indianapolis Colts
■ International Trade Facility, Newark
■ Kiel Center
■ Knoxville Convention Center
■ Kokomo Conference Center
• Lane County Civic And Convention Facilities
■ Maryland Civic and Convention Facilities
■ McCormick Place/Convention Center Hotel
■ Minneapolis Convention Center
■ NBA/NHL Arena, Arlington, Texas
• New Bern Conference Facility
■ North Miami Performing Arts Center
■ Oakland Athletics
■ Potential Los Angeles NFL Stadium
■ Proposed Prospect Heights Civic Center
■ Proposed NBA Houston. Arena
• Riverport Performing Arts Center
■ South Lake Tahoe Convention Center
■ St. Louis Blues
■ University of California - Riverside Arena
■ Will Rogers Memorial Coliseum Center
Jay received a B.B.A. in Finance from the University of
North Texas, and is a member of the Dallas International
Sports Commission.
A Proposal to Provide Professional Consulting Services to the City of Lubbock
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KYLE PENNEY
Associate
Coopers & Lybrand L.L.P.
Sports, Entertainment & Leisure
Mr. Penney's consulting experience has included a variety of
consulting engagements, including convention centers,
performing arts theaters, stadiums, amphitheaters, golf
courses and other such facilities. Kyle's experience has
entailed conducting market analyses such as estimating
market demand, formulating survey instruments and
interpreting survey data Kyle has conducted analyses of
economic data pertaining to operations and market
penetration of various sports, entertainment and leisure
venues.
Kyle's most recent projects include the following :
Anaheim Convention Center - Assisted in p-:forming
analysis of historical utilization, market trends and estimated
demand for a proposed expansion of the Anaheim
Convention Center. Specific tasks included analysis and
interpretation of survey results for the proposed expansion,
consolidation and presentation of historical utilization data,
and analysis and reporting on overall convention and
tradeshow industry trends which could impact the convention
center expansion.
Korean Exhibition Center - Assisted in performing a market
analysis for the proposed expansion of the Korean Exhibition
Center in Seoul, South Korea Specific tasks included
gathering information regarding competitive and comparable
facilities throughout Asia and Australia, interviewing past and
potential tradeshow promoters, and compiling and reporting
information relevant to the analysis of the market in which the
Korean Exhibition Center operates.
Commonwealth Comendon Center- Assisted in performing
an analysis of the potential market for an expansion of the
Commonwealth Convention Center in Louisville, Kentucky.
Specific tasks included conducting interviews with past and
potential event promoters regarding the desirable
characteristics of the convention facility.
Newark International Trade Facility - Assisted in the
analysis of the market for an international trade facility in
Newark, New Jersey. Specific tasks include conducting
interviews with tradeshow promoters and meeting planners
regarding the potential trade show market. Medford
Performing Arts Theater - Assisted in performing a
comparison of five selected theaters to the Proposed Craterian
Theater in Medford, Oregon Specific tasks included
gathering and summarizing information regarding
comparable facilities throughout the
United States and preparing a summary of financial
operations reported by each theater included in the study.
This study was conducted to provide insight regarding the
feasibility of the proposed theater to meet financial
projections and remain viable as a community center for the
performing arts.
Rhwrport Amphitheater - Assisted in performing an analysis
of financial operations during the five years of operations at
the Riverpo t Amphitheater in St. Louis, Missouri. Specific
tasks included development of a financial model to analyze of
the amphitheater's operations in comparison to other
comparable venues throughout the United States.
Other engagements in which Kyle has been actively involved
include a feasibility study of the Cotton Bowl in Dallas,
Texas, a market study for a proposed aquarium in Tulsa,
Oklahoma, and a market analysis and financial forecast for a
proposed golf course in Broken Bow, Oklahoma
Prior to joining Coopers & Lybrand, Mr. Penney worked as
the Assistant Coordinator of Athletic Marketing for Baylor
University in Waco, Texas. Kyle's responsibilities at Baylor
University included assisting with the promotion of all varsity
sports at the NCAA Division I institution. Kyle also managed
various revenue operations within the athletic department
including game -day concessions and novelty operations, and
the opening and operation of a year-round athletic department
store. While at Baylor, Kyle assisted with the evaluation of
revenue operations and was involved in the development and
implementation of marketing strategies aimed at addressing
Baylor's move into the Big 12 Conference in 1996, including
the economic impact of the move to both the University and
the community.
Kyle received a B.B.A. in accounting and finance and a
M.B.A. in general business from Baylor University. Kyle is a
member of the Stadium Managers Association.
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TOM WADAMS
Associate
Coopers & Lybrand L.L.P.
Sports, Entertainment & Leisure
Mr. McAdams' consulting experience within the Sports,
Entertainment and Leisure industry has included a variety of
consulting engagements, including projects for arenas,
convention centers, conference centers and other such
facilities. The results of these studies have been used to assist
clients in determining project market, financial feasibility and
analyzing economic impact He has assisted clients on
projects ranging in size from municipally based projects to
large public/ private joint ventures.
Tom has been responsible for performing the following types
of analyses:
■ Demographic analysis
■ Comparable/cornpetitive facility analysis
■ Market demand analysis
• Facility programming
■ Financial modeling
■ Financial feasibility
■ Economic and fiscal impacts
Tom's recent project experience has included the following
engagements:
Kiel Center Partners
Assisted in providing an operations and management
assessment of the Kiel Center and the NHL St Louis Blues
franchise, seeking opportunities for synergism between the
two entities, increasing revenues and decreasing expenses.
Evansville Convention Center
Lead analyst in performing detailed market analysis of
historical utilization, market trends and estimated
demand for the proposed Evansville Convention Center.
Specific tasks included preparing detailed estimates of
potential event levels; utilization days; exhibit, meeting
room and ballroom usage; as well as related event
characteristics.
Proposed Houston Arena
Assisted in performing detailed market, financial and
economic impact analyses for a potential new arena in
downtown Houston. Analysis components included a
demographic and socioeconomic analysis; a
competitive/comparable facility analysis; surveys of event
promoters, sports league and team representatives; and
estimates of events, attendance, financial operating results,
direct spending, total output, employment and earnings
associated with arena and franchise operations.
Knoxville Convention Center
Assisted in performing financial and economic impact
analyses related to the potential expansion of the Knoxville
Convention Center. Tom developed detailed financial and
economic impact models to estimate the projects potential
impact on a state, county and local level in Tennessee.
Fayetteville Exhibition Facility
Lead analyst in preparing a detailed market analysis for a
potential Exhibition Hall in Fayetteville, Arkansas. Tom's
work include reviewing industry trends affecting a potential
e-Jubition hall facility in Fayetteville; analyzing potential
competitive%ompamble markets in which the potential
exhibition hall could operate; preparing detailed estimates of
the number of events, utilization days and other event
characteristics based on surveys of potential users of the
proposed exhibition hall; and developing detailed financial
and economic impact models to estimate the projects potential
impacts associated with the potential exhibition hall
development
Tom received a B.S.B.A. in Finance from the University of
Tulsa. His background also includes participation as an
athlete at the Division I level.
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IV. Client References
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IV. Client References
The following individuals represent the primary contacts for projects which Coopers & Lybrand has recently
completed or are in the process of completing. Coopers & Lybrand hereby permits the City of Lubbock to contact
these individuals for purposes of this proposal.
Mr. Bill Van Vactor
Office of County Administration
Lane County Courthouse/PSB
125 E. Eighth Avenue
Eugene, Oregon 97401
(503)687-4203
Mr. Douglas Harman
President and CEO
Forth Worth Convention & Visitors Bureau
415 Throckmorton
Ft. Worth, Texas 76102
(817) 336-8791
Ms. Karen Williams
Louisville and Jefferson County
Convention & Visitors Bureau
400 South First Street
Louisville, Kentucky 402G2
(502)584-2121
Mr. Steve Powell
Director
St. Charles Convention & Visitors Bureau
230 S. Main Street
St. Charles, MO 63302
(314) 946-7776
Mr. Richard Cate
President
The Downtown Organization
531 S. Gay Street, Suite 500
Knoxville, Tennessee 37902
(423)525-6849
Mr. Harry D. Lindsay
Lackawanna County Regional Planning Commission
200 Adams Avenue, Room 610
Scranton, Pennsylvania 18503
(717)963-6400
Mr. Emil Horstmeler
St. Charles Convention & Sports Facilities Authority
150 Turner Blvd.
St. Peter, Missouri 63376
(3 i4) 397-6100
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V. Scope of Services
V. Scope of Services
This section of our proposal provides a description of our proposed work program and methods to be applied to
study tasks. We have developed our workplan in sufficient detail so that both the essential elements of our approach
and the means by which they will be accomplished are clearly stated.
Recognizing the goals and objectives of the The City of Lubbock (the City) and the Convention and Tourism
Bureau (CTB), we have developed a scope of services for this engagement which includes details of project method
and approach, information research, and analytical techniques. Our scope of services is divided into four phases.
Phases lI & III are distinct, and can be done separately or together.
Phase I. Organization and Planning
Phase II. Convention/Civic Center Market Analysis
Phase III Arena Market Analysis
Phase IV Final Report
We believe our approach, as outlined above, delivers the appropriate information for decision making at a
reasonable cost. Furthermore, this approach is a proven one which we have successfully implemented in similar
previous studies. Exhibit 1-1 highlights the analysis components and methods that will be employed in this
engagement.
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Exhibit 1-1
Expansion Analysis of the Lubbock Memorial Civic Center
Analysis Components & Methods
Interactive Analysis Steps
Convention Center Expansion Hability
Arena Development Options
pas
`G O
MR
C..
Phase I. Organization and Planning
The first phase of the engagement will establish the organizational framework to ensure that the projecVs outcome
will meet the objectives of the City by confirming the goals and objectives of the engagement, clarifying the study
method, and discussing the major issues and priorities relative to the expansion of the Lubbock Memorial Civic
►� Center and the Municipal Coliseum. Specifically, we will work with project representatives to accomplish the
following:
TaskA, Engagement Planning
t We will meet with the Convention & Tourism Bureau (CTB), City staff, project architects, project
financial consultants and others in the project working group in an initial planning meeting to
develop direct lines of communication, establish roles, adopt an engagement calendar for future
meetings and deliverables, finalize the engagement's scope, and establish the format and content
of the final report.
We will collect for review and analysis any available marketing, planning, economic and financial
data, and any other information pertinent to the project including, but not limited to, the
following:
■ previous studies;
■ historical data of the Lubbock Memorial Civic Center and Municipal
Coliseum including, but not limited to:
• event lists;
• exhibition, meeting and ballroom space used;
• attendance;
• future bookings,
• lost business list;
• rental rate structure;
• financial operating results (historical and budgeted);
■ recent economic, demographic and other data, including maps of the
Lubbock area;
■ marketing plan for the convention and tourism bureau and the Lubbock
Memorial Civic Center;
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■ directories of major employers, key business and community leaders and
others;
■ listing of local event promoters;
■ marketing literature related to Lubbock, the Lubbock Memorial Civic
Center and the Municipal Coliseum;
■ all available information relative to existing competitive facilities;
■ historical parking data including number of spaces, parking demand,
parking charges, taxes, expenses and other such information; and,
a other relevant project data.
Upon the completion of preliminary data gathering, we may modify the work plan, if necessary, to
reflect changes that should be made as a result of information obtained in the initial project
planning.
Phase H. Market Analysis for Convention/Civic Center Devzlopment
The purpose of this phase is to identify and quantify all primary event markets and to measure the extent of their
current and expected future facility needs. Specifically, we will provide an evaluation of the Lubbock area's
regional and state convention and trade show market potential to identify and quantify the market demand for
additional exhibit, meeting, banquet, fixed seating and other sellable space requirements. The results of this phase
will provide the City and CTB with estimated event levels by event type, length of event, attendance, user
characteristics and spending/revenue profiles.
Recognizing that the market support of any convention/civic center can only be assessed by a thorough assessment
of key market related issues, our approach stresses several areas. These include:
■ historical performance and success of the Lubbock Memorial Civic Center;
■ availability and future growth of key community resources and support facilities (hotels,
transportation/air access, restaurants, attractions);
■ local, state and regional competitive environment including industry growth trends, potential
new developments, and enhancements/expansions within other competing convention
destinations; and,
■ primary survey research related to potential events and their characteristics including, but not
limited to, rotational policies, attendance, facility requirements, hotel needs, event length, and
likelihood to use an expanded Lubbock Memorial Civic Center.
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II
Throughout this analysis, historical operating data and information contained in previous studies will be
supplemented with our own independent research and analysis. The result of this phase will include a detailed
analysis of the market support for the proposed expansion by market segment. The specific tasks to be conducted in
meeting these analysis goals are presented below.
Within this task, we will perform a review of the strengths and weaknesses of the Civic Center,
including both quantitative and qualitative factors. Also, we will work with the CTB, Lubbock
Memorial Civic Center management and other visitor industry representatives to summarize
historical facility operating data which may include:
• event levels by market;
■ occupancy percentages;
■ square footage utilization by facility component;
■ seasonality patterns;
■ advanced bookings;
■ attendance data;
• lost business lists;
■ past user comments; and,
■ financial operating data.
Within this task, we will review and analyze various industry trends as they relate to the Lubbock
Memorial Civic Center. Our analysis will include the following:
• current and future needs of associations and their events;
■ growth in the convention, trade show and exposition industry;
■ the impact of technology and communications to the industry;
• changes in local corporate and other event requirements;
■ the globalization of the economy;
■ community selection criteria;
■ geographic preferences; and,
■ other such industry trends.
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rTask C. Competitive Cities and Facilities Analysis
In this task, we will review and develop an inventory of the physical and operational
characteristics of the Lubbock Memorial Civic Center as well as existing and planned competitive
and comparable facilities within the region and throughout the country. Within this phase, we will
work with the CTB and local visitor industry representatives to summarize key community
resources and support facilities in Lubbock, including:
• transportation/air access;
■ number of total, commitable and adjacent hotel rooms;
■ average hotel rates;
■ entertainment activities;
■ local visitor industry -related taxes (sales, hotel -motel, etc.);
• convention & visitor bureau operating and marketing budgets; and,
■ other such community resources.
Using our in-house public assembly facility database, which tracks community and facility
characteristics of convention facilities across the country, we will analyze these characteristics
against those of other similar cities to assess Lubbock's current competitive position.
Additionally, we will use our in-house database to develop an inventory of the physical and
operational characteristics of the Lubbock Memorial Civic Center, and existing and planned
competitive facilities throughout the region and around the country. The review of physical and
operational characteristics may include such items as:
■ total and prime exhibition spac.:;
■ ballroom space and capacity;
■ number of meeting rooms and total meeting space;
• seating capacities for general sessions; and,
• available parking.
Through this evaluation, we will assess the relation, interaction and impact that existing and
planned facilities could have on an expanded Lubbock Memorial Civic Center.
In evaluating the market potential for the proposed Lubbock Memorial Civic Center expansion,
we will incorporate a market -based approach which uses a combination of methods including
sample surveys of past, current, repeat and potential event organizers, market penetration analysis,
t1
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past facility operating results as well as historic information and operational data from
competitve/comparable facilities. This approach will involve a sample survey of the population of
potential state and regional events. Event organizers will be asked specific questions related their
exhibition meeting and banquet space needs hotel requirements, attendance data, leng
th of event
data, rotational patterns, likelihood of rotating to an expanded Lubbock Memorial Civic Center
and other related event information.
This type of analysis allows us to accurately measure the level of interest in an expanded Lubbock
Memorial Civic Center within each potential event segment. Our analysis of this data serves as a
t primary tool in measuring potential facility occupancy percentages on a square footage basis as
well as from a utilization day standpoint. These measurements provide the basis for assessing the
overall market viability of facility expansion by gauging the opinion of event planners regarding
bringing events to an expanded Lubbock Memorial Civic Center. The market analysis will
provide the detailed facility program information needed to identify appropriate facility
component sizes, including exhibition, meeting, banquet and other facility components. The
groups surveyed may include, but are not limited to the following:
■ convention and trade show planners (national, regional and state) and other
organizations;
■ regional, state and local planners and producers of consumer/public shows;
■ Representatives of local hospitals, school and other institutions which may
generate facility demand;
■ Local corporate event representatives; and,
■ other events which are currently held or may be suitable for an expanded
Lubbock Memorial Civic Center.
Based on the results of these surveys, the information analyzed in previous tasks, the knowledge
we have gained through similar studies and information contained in our data base of events, we
will identify the primary event markets and assess the market position to provide a
recommendation to the City as to whether or not expansion of the Civic Center is warranted and
recommend the type and size of facility space expansion most appropriate. Specifically, from this
information, we will assess the following:
■ descriptions of events that could use the facility;
■ seasonality of event demand;
■ ability of an expansion to host added events;
■ number of event, move -in and move -out days that these groups would
require;
■ event hotel requirements;
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r■ event parking requirements;
■ opinions towards specific visitor amenities; and,
■ quantified space and facility utilization levels derived from these events
based on a market penetration analysis and a "fair share" capture given the
competition from other similar facilities.
The results of this task will provide the City and CTB with estimates of event levels by event type,
attendance, user characteristics and spending/revenue profiles. Additionally, we will prepare
hypothetical event schedules for an expanded Lubbock Memorial Civic Center for a five-year
period using our in-house event scheduling software.
Phase III. Market Analysis for Arena Development
In this phase, we will analyze and assess the market potential for Municipal Coliseum usage under various scenarios
involving the Texas Tech arena. Specifically we will review socioeconomic and demographic data, review event
activity at comparable/competitive facilities, and survey area event promoters. Based on this market analysis, we
will develop a menu of arena uses that should be explored under various scenarios involving Texas Tech.
In evaluating the potential level of market support for the new facility and the market demand for
l ' a potential new arena, we will review the socioeconomic and demographic characteristics of
Lubbock and the surrounding area. This section of the project will identify historical, current and
projected trends relative to the area such as population, annual visitation to the area, income,
employment, retail sales and effective buying income.
i� :( /T��li1�YC�)iiGF:]1�i41fF�3iC� �. i1%�IIL MI;
We will review and evaluate past operating data for the Municipal Coliseum. The purpose of this
review will be to assemble information with specific emphasis on the following variables:
■ number and type of events;
■ seasonality of event usage;
■ average event attendance;
■ "no show" percentage of paid attendance; and,
■ other operating items.
This operating data will provide us with the base of information necessary to assess any positive
or negative trends in the operating performance and utilization of the Municipal Coliseum which
are indicative of the Lubbock area.
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h Task C: Review the Effects and Operations of Comparable and Competitive
ft
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We will review both the existing and potential competitive sports and entertainment facilities to
identify creative opportunities to increase usage of Municipal Coliseum. To the extent other
communities have succeeded in supporting two sports and entertainment arenas, we will evaluate
the reasons for this success and identify marketing opportunities for Lubbock. We will also
review the impact that the Texas Tech arena will have on the event profile at the Municipal
Coliseum.
As part of this task, we will conduct a survey of present and potential entertainment promoters,
sports event sponsors and other potential users in order to quantify the market demand for events
which have used and could potentially use the Municipal Coliseum. This analysis will allow us to
make determinations as to how the potential market for events will impact the overall facility
utilization and operational success. These groups will include, but are not limited to, the
following:
■ concerts;
■ circuses;
■ motor sports;
■ ice events;
■ other family shows;
■ regional and state and local public/consumer shows;
■ area businesses;
■ area religious organizations;
• civic organizations; and,
• area schools and universities.
Information we will gather includes venues currently used, advantages and disadvantages of
existing facilities, market area economic and growth characteristics, estimated utilization and
other relevant information.
Based on the results of these surveys, the information analyzed in previous phases, the knowledge
we have gained in similar studies and information contained in our data base of events, we will
estimate which markets represent the strongest potential sources of facility utilization and how
successfully the Municipal Coliseum can compete in these markets, under the various scenarios
involving Texas Tech.
From our analysis, we will synthesize the information gathered in the previous tasks to provide
you with an analysis of the future event market for the Municipal Coliseum. Specifically, from
this information, we will provide the following:
■ description and number of events that could utilize the Coliseum;
■ attendance patterns;
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■ specific space and facility requirements;
■ level of patron use; and,
■ revenue producing potential for each of the defined user groups.
Phase IV. Final Report
Upon completion of our analysis, we will prepare and present a draft of a final report, incorporating our preliminary
analysis and findings. The final report will include convention center analyses, coliseum analyses or both
depending the scope of service we are asked to provide. Recommendations will be presented as well as our basis
for assumptions and the rationale for the methods employed. After meeting with project representatives to discuss
the draft, comments will be addressed and integrated into the report After incorporating comments and questions
of the first draft and any succeeding drafts, we will prepare a final written report and deliver the necessary number
of copies.
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VI. Project Schedule
VI. Project Schedule
We are prepared to commence this engagement upon receipt of notice to proceed. The level of resources we will
allocate to the study are unsurpassed in the industry, and as a result, we have the ability to commit the necessary
personnel and resources which will allow us to provide significant detailed analysis within the most concise
timeframe possible. We expect to submit preliminary drafts of our report on the study stages and hold formal and
informal progress meetings throughout the study period. Our project schedule for this engagement is approximately
45 days.
Our project schedule is, of course, dependent on the final scope of the engagement, your availability for interviews
and discussions, receipt of materials requested, availability of your representatives and review time on the report for
approval. We have allowed a two-day response time for requests for meetings, documents and for approval of
recommendations.
We anticipate completing this project in full, performing all work as set forth in this proposal. In the event that a
decision not to proceed occurs within Ce timefr, me of this engagement, we will cease our work, and bill you for
time incurred on the project at that point in time.
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VII. Professional Fees & Expenses
VH. Professional Fees and Expenses
Our fees are based on the estimated hours required to complete the project and the skill levels of assigned personnel
based on the scope of services set forth in this package. However, based upon the final scope of services requested,
the estimated professional fees are subject to change.
Phase Description Professional Fees
Phase I. Organization and Planning $3,500
Phase 11. Market Analysis for Convention/Civic Center Development 25,000
Phase III. Market Analysis for Arena Development 21,000
Phase W. Final Report 4,000
Expenses (supplies, travel, printing and reimbursables) 5"
Total Professional Fees =500
As is our normal policy, a retainer of 15 percent is payable prior to our commencing work on this assignment,
which will be applied to the final professional fees incurred. Invoices will be issued monthly as our work
progresses and are payable upon receipt.
We anticipate completing each phase of this project in full. In the event, however, a decision not to proceed occurs
within the timeframe of this engagement, we will cease our work and bill you for the time and expenses incurred on
the project up to that point in time.
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VUL Conditions of Our Work
r VIII. Conditions of Our Work
E Any findings or recommendations made by Coopers & Lybrand will be based on the scope of services as defined
herein. We cannot be held responsible for future marketing efforts and/or other management actions on which the
future performance of the facility will depend.
We will take no responsibility for the accuracy of market and financial information which may be provided to us by
others. Unless otherwise noted, no information provided to us will be audited or verified and will be assumed to be
correct. Our analyses will be based on estimates, assumptions and other information developed from our research
of the market, our knowledge of the industry and other factors, including certain information which you and others
will provide. Some assumptions inevitably will not materialize, and unanticipated events and circumstances may
occur. Therefore, actual results achieved may vary from those anticipated. This will be clearly stated in any work
product delivered to you.
Our work is for the internal use of the City of Lubbock with the understanding that the Freedom of Information and
Protection of Privacy Act may impact the distribution of reports. The information and analyses provided to you in
presentation and/or report form are intended solely for your internal use and should not be relied upon for any other
purpose, or by any other person or entity. Neither our presentation material nor our reports, nor any reference to our
Firm, may be included or quoted in any offering circular or registration statement, prospectus, sales brochure,
appraisal, loan or other agreement or document. Further, we have no responsibility to update our report for events
and circumstances occurring after our report date, and will so state in our report.
The City of Lubbock shall indemnify and hold harmless Coopers & Lybrand, its partners, principals and employees
from any and all liabilities or obligations (including, without limitation, attorney's fees) that arise in connection with
Coopers & Lybrand's services relative to this engagement, except to the extent that it is finally determined by an
appellate court of competent jurisdiction that Coopers & Lybrand's conduct in issuing, or preparing to issue, its
i reports was grossly negligent or fraudulent, and that such conduct was the proximate cause of any damage or injury
for which Coopers & Lybrand is sought to be held liable.
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It is assumed that legal, engineering or other professional advice, as may be required, has been obtained from
professional sources and that our analyses will not be used for legal or technical guidance in such matters. It is also
assumed that the project will not operate in violation of any applicable government regulations, codes, ordinances or
statutes.
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No Text
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Miner
Global Professional
Services
Minet In.c.
1801 McGill College Avenue
Suite 1100
Montreal, Quebec 113A 2N4
Telephone: 514.288.2273
Fax: 514.982.5175
We, the undersigned Insurance Brokers, hereby verify that Abacus Insurance Limited has
issued the following described insurance, which is in force as of the date hereof: -
PROFESSIONAL INDEMNITY INSURANCE
NAME OF ASSURED: COOPERS & LYBRAND L.L.P. and others as more fully described in
the Policy wording.
i F
POLICY NO.
96 03 01 A
LIMIT:
kligle]:uvil:
Abacus Insurance Limited
PERIOD
12:01 a.m. March 1st, 1996
to
12:01 a.m. March 1st, 1997
US$1,000,000, an annual aggregate amount as more fully described
in the Policy.
RETENTION: Various, as specified in the Policy.
Subject to the terms, conditions, exclusions and limitations of the Policy and co-insurance by
the Assured for percentages of the limit not in-ured.
This document is furnished as a matter of information only. The issuance of this document
does not make the person or organization to whom it is issued an additional Assured, nor
does it modify in any manner the contract of insurance between the Assured and
Underwriters. Any amendment, change or extension of such contracts can only be effected
by specific endorsement attached thereto.
Issued to: City of Lubbock,
1625 13th Street,
Room L-04,
Lubbock,Texas
U.S.A.
79401
Attention: Ron Shuffield, Senior Buyer
Issued at Montreal, Quebec. Per:
i ,
Date: July 3rd, 1996 Divisional Exec ive Director
A member of The St. Paul Companies, Inc.
J%CL1B9_CORRIVER-NISIWCLV046.00C