SUMMARY email: administration.pac-naz.org@earthlink.net

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BUSINESS CONCEPT  www.pac-naz.org

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 Our goal is to become one of the leading Non-Profit Performing Arts Centers for Youth and Conference/Retreat Center in Arizona.  We intend to accomplish this goal by offering a facility and curriculum that meet client needs better than any competitor by:

Bringing honor to a specific land or overall project "angel donor" and:

• building an overall "GREEN"-superior camp setting, through careful hiring and continuous training and development
• closely evaluating our successes
• offering programs for the medically fragile and special needs learners
• offering superior service to conference attendees
• utilization of state of the art technology
• by contributing to the overall development of the community.  We will also create a high level of visibility and awareness for our Performing Arts Camps and Conference/Retreat Center by a consistent and carefully targeted marketing strategy.

CURRENT SITUATION   www.pac-naz.org

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Pac-Naz, Inc, incorporated in the State of Arizona, has 501 (c) 3, non-profit status granted March 23, 2006, which concluded the 5 year "determination" period.  Pac-Naz is a public charity. The principals are Richard J. Sullivan, whose title is President; Shirley L. Sullivan, whose title is Treasurer, Shari Courtnay, whose title is Secretary.  Other key Board Members include Barbara Hayford, Keri Mickelson,  JoAnn Roberts,and Bill Lewis who bring special expertise in the areas of Art Education and Administration; Public Relations, Grant Writing and Administration; and Staff Training and Administration, and family coulseling and psychology, respectively.  Bob Coons offers years of business experience and has a huge heart for non-profits serving the needs of children and youth. With this team of experienced and talented individuals, the company is positioned to meet an emerging, underserved need for providing top quality performing arts experiences for youth.  We are currently seeking fianancial support in order to qualify for a Bond in the amount of $12 million dollars.  The major challenges we face before beginning operations are lack of funding in order to purchase or receive via donation, either the necessary 65 acres of land in Munds Park, Arizona; then completing due-diligence and close of escrow.  With the purchase of the land and qualification for the Bond the funds from the bond will be used to build out and staff the camp.   We plan to put the deposit on the Northern Arizona land by Fall of 2009, closing escrow within 120 days, having satisfied qualifications for the bond. These dates are target dates, adjustments are expected.  We currently have Bond Counselors and the Investment Banker. 

KEY SUCCESS FACTORS   www.pac-naz.org

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Our major asset is our highly talented and experienced management team.  The team of individuals compliments each other well, combining backgrounds in a diverse group of important areas.  Richard Sullivan brings expertise in the area of finance and banking.  With 35 years in the banking industry his expertise is a valuable asset.  Shirley Sullivan brings expertise in performing arts education.  She holds EdD in Educational Leadership and will insure the highest curriculum content is presented, with highly qualified faculty selected.  Tim Komives brings expertise in the area of project engineering and plant management.  His years of on-site management skills provide knowledge and expertise to provide and maintain a top-notch facility.  Faye Komives fills the position of property manager.  Her previous administrative assistant and office management background serve as excellent credentials.   The above-mentioned are the full time, on site management team.  The performing arts faculty will serve as adjunct.  Together, these strengths cover many major operational aspects of the business with solid experience and a proven record of success. 

VISION

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VISION STATEMENT   www.pac-naz.org

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We intend to be a market leader in providing Performing Arts Camps and providing a top notch Conference Center.  We want all prospective customers to know that we are the Non-Profit Organization that focuses exclusively on quality programs for music, drama, art, photography, dance, learning, and maintain quality facilities; and that we also present it better than any other year-round camp.

We know of no other programming of performing arts for Special Needs Learners of Arizona.

MILESTONES  www.pac-naz.org

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Important milestones for our business in the upcoming year are:

Putting the deposit on, or receiving via donation, the acres of land in Northern Arizona by Fall of 2009 & Due Diligence on the property in preparation for close of escrow:  with due diligence to be completed within 120 days of this date of deposit on the land.

Qualification for the Bond: on or before Spring of 2010.

Launching a new web site: 3/30/04-REACHED

Finalizing the decision for the choice of the builder and archetect:  on or before Fall of 2009.

Utilities and Waste Management Design confirmed:  on or before Summer of 2009.

Preparations for Building to begin:  Spring of 2010.

Generate separate funding support for MIDI lab for music education: Spring of 2010.

Launching Fund Raiser(s) and Advertising Campaign:  Fall of 2010 and ongoing.

Approach Federal Grants Programs for possible funding: ongoing

Continue to approach foundations, corporations, and individuals for funding support: ongoing

Grand Opening:  on or before Spring of 2011

Evaluations:  ongoing

 Each of the above target dates are subject to change. We realize that change happens.

MARKET ANALYSIS

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THE OVERALL MARKET   www.pac-naz.org

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Once an area of education provided by every school in the State of Arizona, the curriculum for Performing Arts is now too expensive for the school districts and, for those schools still providing a portion of the arts it is likely to decline in future years as more and more schools are forced into budget cuts in the area of the arts. Parents and students are forced to turn to private education to satisfy the needs of students interested in performing arts. Students will be able to attend the Performing Arts Center of Northern Arizona, Inc., spending a portion of their summers, and/or year-around attendance, according to the scheduled sessions, learning and developing their special talents.  The teacher training market is expected to reflect a shortage of qualified music, art, drama, and dance teachers, as college students turn away from majoring in music education due to the lack of jobs in the schools, further limiting the classes offered within the school districts. 

With more and more schools being interested in year round scheduling, The Performing Arts Center of Northern Arizona, Inc. has received interest from Charter schools and District schools searching for possible ways to provide performing arts education through an outside source such as this endeavor.  This opens the possibility of year round performing arts camps being offered. This endeavor also includes sessions geared to the disabled learner, and medically fragile student. 

With respect to the conference/retreat center aspect of this endeavor, with the increase of population in Arizona too few new camps have been opened.  There are waiting lists for groups wanting to book camps in the existing camps in Arizona. Recent fires in Northern Arizona have forced closures, ever deepening the need for additional camps in Arizona.  

In any case this market is not going to disappear. As research, The Performing Arts Center of Northern Arizona has requested and received many letters from groups, schools, churches, and companies committing to book the center for training and activities throughout the year. 

CHANGES IN THE MARKET   www.pac-naz.org

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The growth in demand for this service in the local market, as well as in most other markets, outstrips the population growth.  Last year growth in the major metropolis areas of Arizona was at record-breaking levels, with increased growth in outlaying areas increasing, as well.  Square footage in District Schools is at a premium and space once deemed for Band, Choir, Art, Drama, or Dance is now dedicated to much needed classroom space.   Beyond population growth, demand for this service is being fueled by the following factors of: more people in the target age group, due to increase in overall population of families with school age students at home; higher disposable incomes creating families more willing to spend money for outside interests and activities; more awareness of the general availability of the service due to solid marketing, advertising and Web activity; and recent fires that have forced closings of camps.   Because of the continued presence of these factors, we expect growth in demand for this top-quality camp/conference center to continue at a steady pace.  This endeavor provides a year-round facility, opening the booking possibilities for outside groups to be able to schedule a training site throughout the year. 

MARKET SEGMENTS  www.pac-naz.org

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The market can be broken into basically three segments:

1. the high performance segment for consumers that are more interested in higher quality or the most features and are less concerned with price;
2. the standard segment for consumers who want to strike a balance between quality, features and price; and

3.the economy segment for consumers who are most concerned with price. 

While some camps are on the borderline between these groupings, this segmentation applies to most offerings and most potential consumers are generally likely to only consider options within one segment at any one time.

The Performing Arts Center of Northern Arizona, Inc. offers such a unique camp experience that price does not become the major focus.  With the expertise of the faculty and high quality of programming, all in a top-notch facility, the camper receives instruction from artists not available as a private-hire.  

With regard to the conference/retreat center bookings, a company, group, etc., will realize a better facility, easily accessed, available, new and up to date, with a wide range of options for booking the exact facility needs for their group.  For consumers wanting to strike a balance between quality, features and price this conference/retreat center will be extremely desirable. It is our commitment to create a "GREEN", as possible, facility.

TARGET MARKET AND CUSTOMERS   www.pac-naz.org

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We focus on two target markets, the first being the market of Performing Arts Education, and the second being the Hospitality industry, specific to groups.   Each of these markets shows good promise and can be well served by the same business because of their highly similar facility needs.  By establishing a facility conducive to music, dance, drama, and art use, specialty groups will discover a user-friendly facility for rehearsing, training, teaching, etc. The Performing Arts Center of Northern Arizona, Inc. will have not only conference areas for facilitating the large group, but also, break out areas, for cells within the larger groups to meet. 

CUSTOMER CHARACTERISTICS  www.pac-naz.org

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Of particular interest are the customers/students with previous exposure and/or training or interest in the area of the arts because they compose a highly identifiable group with specific needs, yet they are not being well served by any program or teaching currently offered.  This is especially true with respect to providing programming and education for the disabled and/or medically fragile learners.  The above mentioned is focused to the performing arts aspect of this endeavor. 

Of additional particular interest are the customers with needs of a place in which they may gather, conduct training, present their own activities, etc.  These customers need a wide variety of activity spaces in which to conduct business training, gather for family reunions or rehearse their choirs, etc. 

CUSTOMER NEEDS   www.pac-naz.org

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Historically parents of students interested in the performing arts have been overwhelmingly concerned with the need of how to provide quality experiences.  Even though a parent may provide private piano lessons to an interested student, what is a parent to do when the student's interests lie in dance, drama, band or choir? The choices of ways to satisfy these areas are so very limited.   Recently however, because of the following changes in the school curriculum, parents are seeking quality outside sources for their students.  This need is not being adequately addressed by current solutions that are available.  But our company intends to directly address this need and use it as leverage to quickly build market share.  

The conference/retreat center customer has a broad range of wants including food services.  Many of the various camps in Arizona are currently in disrepair and users find themselves "roughing it" in a very rustic environment, not really conducive to conducting business.  By addressing the needs of the conference attendee we will provide a complete, safe, up to date facility in which to conduct business, hold family reunions, or retreat groups of any kind. 

With such a top-notch facility our company intends to directly address the needs and use it as leverage to quickly build market share. We are committed to respect of the outdoors.

CUSTOMER BUYING DECISIONS  www.pac-naz.org

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When we sell the performing arts camp experience to parents both the husband and the wife play a role in the decision-making. Of course the student attending camp must have an important say in the choice of camps.  Usually the student plays the key decision-making role, but the parents must at least acquiesce for the purchase decision to move ahead.  Information received from previous campers, friends, teachers of the arts, and other materials will play a role in the student's decision. Nonetheless, we have found it is highly desirable to be able to make the sales presentation when both parents and the student camper are home.  Parents tend to put much weight on the company and the people behind it.  A scholarship program is in place. The literature and web site reflect a warm, caring environment, yet professional, safe, and educational. 

COMPETITIVE ANALYSIS

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INDUSTRY OVERVIEW  www.pac-naz.org

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Competition in the performing arts education industry is rather mild.  There are only a few direct competitors.  With the aspect of providing performing arts education for the disabled and/or medically fraile learner, there is no AZ camp that we know of.   At this time there are few choices for students interested in performing arts.  A "sleep-away" performing arts camp will be a welcomed item in Arizona.  Market shares tend to be relatively stable. 

It would be uncharacteristic of people of the arts to make aggressive marketing moves such as running predatory or negative advertising campaigns against a non-profit organization. There is little competition on price, and price incentives or promotions are rare.  The strength of the relationship between student and faculty plays just as important a role as any other factor such as features, pricing, etc.   

For the conference/retreat center aspect of this endeavor there exists several different kinds of competitors.

The Performing Arts Center of Northern Arizona is to be located in Northern AZ, with viable access.  The major determining difference in this industry is location, design and upkeep of quarters, food, facilities for all seasons, recreation, and numbers of campers that can be accommodated.  Few camps in Arizona accommodate more than 300 campers.  Market shares tend to be relatively stable.

NATURE OF COMPETITION  www.pac-naz.org

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In this industry location is a major competitive factor.  Arizona students want to stay within Arizona for the summer, year around schools need AZ locations in order to minimize travel time. Students from nearby states will also enjoy the beauty of Northern Arizona with elevation of approximately 7,000' and cool summer temperatures.  With the nearness to Northern Arizona Universities we look forward to establishing a working relationships with interns or practicum students earning experience at the camp.  

At the conclusion of each performing arts camp the students will present a performance for parents, friends and nearby residents to enjoy.  With the camp in Arizona, parents and friends will be able to easily attend the big performance.   Advertising statements will show how much importance is placed on closeness to the community.  Relationships will be built between campers, faculty, and the strong volunteerism program.  Competition is focused on the quality of programming. 

With outstanding faculty and faculty assistants the learner has every opportunity to realize enormous success while at camp.

Each and every faculty member and associate will have fingerprint clearance and represent the highest in professionalism. 

The MIDI computer lab exposes the learner to new levels of music competency.  This lab will make the Performing Arts Center of Northern Arizona unique among any music education program available at a camp. With a scholarship program in place, and the Performing Arts Center of Northern Arizona being a non-profit, other non-profits will recommend and/or use the facility.

For the aspect of the conference/retreat center we will go out of our way to respond to serving the unique requests and desires of individual groups.  We expect a strong amount of loyalty with the customers we serve.  

Competitive effort largely focuses on the features of the facility and good food.  These features are highly trumpeted in press releases, advertising, and brochures. 

Quality is also conveyed to potential groups by conducting open house tours through the facility, information on the Web site, endorsements from previous groups, etc.

CHANGES IN THE INDUSTRY   www.pac-naz.org

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As this industry continues to grow and becomes increasingly complex, companies are forming strategic alliances.  Common strategic alliances are between firms that are churches, schools, other non-profits, businesses, and individuals. This trend means that services once provided by in-house means or systems no longer can provide for the needs of their members.  Schools no longer have the funding or space or personnel to provide adequate learning experiences in the area of performing arts. 

Business groups seek training locations complete with state of the art equipment in which to meet their needs of training.  More and more businesses are looking for one single source in which to train, house, feed, and participate in recreation during the training times. 

PRIMARY COMPETITORS   www.pac-naz.org

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Our number one music competitor is the summer program at NAU.  They compete largely by reputation.  Their major competitive strength is that they have returning students and that they operate their program at the University.   They have succeeded in the market because there is such a need for summer activities in the area of the arts. They fill to capacity quickly and may have to turn away students.  A difference between the two programs is the length of time.  The NAU program is lengthy.  The Performing Arts Program of Northern Arizona, Inc. is a two-week program, allowing the students to do other things during the summer, or allowing the students to do an additional camp with a different performance presented.  The Performing Arts Program of Northern Arizona, Inc.  camp has more of an emphasis on theatre and drama and stage production.  For the conference/retreat center, there is no other camp in Northern Arizona with the capacity or the top-notch quality of facility.  There are resorts in Flagstaff with top-notch facility that are not in a camp like setting.  The new Young Life camp in Williams, Arizona has high capacity, with upgraded facilities, but their main focus is on providing their facility for their own Young Life programs and groups.  They are the newest and nicest camp in Arizona.   

COMPETITIVE PRODUCTS/SERVICES  www.pac-naz.org

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The Valley Youth Theater competes with us but the differences are that they are in Phoenix, and put on a stage production with students via audition.   Moon Valley Productions offers more of a drama class and theater instruction.  It is positioned as having outstanding quality, and leadership.  Their reputation for presenting age-appropriate productions at a professional level is strong.  Their students are taught respect and develop good skills with regard to drama and theater.  They have loyal, returning students and continue to grow.  They offer after school or summer, day, programs.  Its major weakness is location.  Phoenix is so very hot.  They often rent a church to use.  The students must be transported daily. 

OPPORTUNITIES  www.pac-naz.org

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Based upon an evaluation of what courses have, historically, been offered in schools and what classes are traditionally offered as "private instruction" classes, students and parents are most interested in courses in which multiple arenas are involved, such as music, (vocal and instrumental), dance, drama, costuming, make-up techniques, lighting and sound technology, set design and construction, photography and film-making, all as a part of a stage production.   We are certain that by filling this need students will realize and further talents in established and new areas of interest. 

Besides offering a complete theater production experience, the students will experience visual arts, graphic design, creative writing, MIDI (musical instruments digitally interfaced) computer lab training, and, as courses are added the curriculum will expand into other arenas, thereby offering even more options for an exciting, varied, full camp experience. 

A sophisticated, professional quality-recording studio will provide students with opportunities beyond basic technology. 

Instrumentalists will enjoy learning under the direction of guest conductors.  A band and orchestra library will be created and expanded, along with acquisition of additional and better musical instruments, including percussion, harps, MIDI keyboards and more.  

A student mentoring program will address the very popular issue of mentoring, providing an excellent scenario in which students develop skills of demonstration, leadership, planning, presenting, encouraging, evaluating, and reporting. Students will be able to take back to their learning environments much more than musical, acting, stage and production skills. 

THREATS AND RISKS   www.pac-naz.org

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Threats that pose significant risks to our business include needing income through philanthropic avenues, the risk of potential fire danger, and low water table.  The implications of these threats include having to incorporate additional fund raising tactics; having to install adequate hydrants, sprinkler systems in buildings and complete water storage for the hydrant system; water storage tanks for potable water or deeper drilling of the well, respectively.  The likelihood of these threats materializing is slim due to the fact that lasting relationships will be built between philanthropic organizations and The Performing Arts Center of Northern Arizona, Inc.; proper design and operation of the fire control system will be installed and constantly maintained to insure efficiency; and the planned well is to be a deep water well, thereby providing plentifulness of water.  We could respond to such threats by increasing our data banks of compatible philanthropic organizations and establishing new relationships for future funding and support; and for fire danger, by establishing a neighborhood watch system for fire control, and by having the most up to date fire sensor system and alarm connection to the local fire department, and for water shortage we would establish a water conservation program and purchase, transport and store potable water for an emergency.

STRATEGY

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KEY COMPETITIVE CAPABILITIES  www.pac-naz.org

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We are fortunate to have several highly experienced and talented people in key positions.  The expertise and experience that they bring to us really sets us apart from the competition.  Of particular note is their background in education of the arts. This gives us the capability to offer a complete curriculum, at a very professional level.  With regard to the special eduaction and special physical needs learners, Shelley Bates will consult and advise the camp nurse--available to serve the needs of the at risk learners and special needs learners.  Bonnie Shimko represents the special needs learners of the Verde Valley and serves as the "connector" between the Performing Arts Center of Northern Arizona and the learners with special needs wanting to attend performing arts camp and experience the best time of their lives.  Bill Lewis, board member, with his private practice in Family Counseling may be able to provide students experiencing abuse or disfunctional family situations with a perfect experience of positive expression through the arts.  Jeanne Schofield is our contact at The Valley of the Sun School and Habilitation Center.  We look forward to providing healty, encouraging, positive experiences for the residents of "Valley".  Mailings will be sent to schools and districts to keep Admin/teachers/counselors/coaches in the loop with awareness of the schedules and registrations.  Professional publications will receive notice and ads will be placed to advertise camp sessions.  

 With regard to the conference/retreat center aspect, the facilities, being new, clean, spacious, and with a better ratio of restrooms to users than other camps, will present themselves well. 

The log siding of the cabins and structures nestled among the tall pine trees of Northern Arizona create such a pleasant visual experience.  The meeting rooms, equipped with state of the art needs, offer the best of both worlds--conducting business and getting- away- from- it- all.  

An outdoor amphitheater will provide a top-notch performing area that includes high-tech needs and clear, crisp, mountain air.  A main performing auditorium and theatre center, fully equipped with sound and lighting, orchestra pit, full backstage facility, and comfortable seats will become known as a theatre center like no other fine arts center. 

Meals will be carefully planned and prepared to be nutritious and appealing.  An "All-Faiths" Chapel will become a favorite place for students to spend some quiet time.  The chapel will be available for rent for weddings or other special services. 

Recreation areas include places for volleyball, football, basketball, soccer, and other field sports.  Playground equipment, accessible for handicapped students, and ramadas offer an exceptional outdoor experience.  We have a very high respect for the outdoors.

KEY COMPETITIVE WEAKNESSES   www.pac-naz.org

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We have a competitive weakness in that our competitors for the conference/retreat center have much more established reputations.  In addition to being recognized as established camps, other camps are each recognized for their own special reason.  These include recognition as pertaining to location.  To further establish our reputation we intend to publicize and advertise with a good marketing strategy.  We have interviewed many camps in Northern Arizona and have repeatedly been told that camps are working with a "waiting list" for booking groups.   With a shortage of available camps in Arizona we expect the first year to pick up, not only our own clients, but the "waiting list" groups from other camps.  Our financial position is a relative weakness.  The first year of construction we will not realize income.  The $12 million dollar bond will build the facilities.  For the past four years we have been run by tireless volunteers.  We are now at a point of having to put on paid staff.  Pac-Naz needs angels. Angels for the down payment on the land, and operating expenses during the development/building era.  

STRATEGY  www.pac-naz.org

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Our strategy is to be the premier educational provider and service provider in every way possible.  We intend to deliver premium quality performing arts and visual arts education and services and to run our business in a first class manner throughout.  Absolutely everything about our business will be top notch, and our marketing strategy will be to communicate our premium quality to all possible customers. 

We feel it is important for every customer to realize that we are a non-profit corporation.   Customers are invited to participate in gifting this endeavor, over and above receiving services, while realizing a tax-deductible gift. Pac-Naz is a public charity. 

IMPLEMENTING STRATEGY   www.pac-naz.org

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Being a new firm, and also a non-profit, we have a big advantage in implementing strategy in that we started with a clean slate.  We can be sure that every associate is keenly aware of our strategy, from their first job interview, and knows how it should affect their work.  We must present ourselves as professionals and as community leaders.  Our image as leaders and educators is important.  Our facility must be maintained at the highest standard.  Hospitality and Public Relations are critical issues that must be strengths.  A strong commitment to excellence must be all-inclusive. 

PRODUCTS/SERVICES

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PRODUCT/SERVICE DESCRIPTION   www.pac-naz.org

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Our underlying philosophy in delivering education to children and young people in the area of musical performance, to contribute to students' overall development as individuals and as a group, and to enhance Arizona's cultural reputation nationally has been implemented through a complete design of the non-profit educational endeavor of the Performing Arts Center of Northern Arizona, Inc.  Important objectives are to develop character, discipline, leadership, and love of the arts and theatre as well as a strong commitment to excellence.   We insure that we achieve these objectives through careful planning, constant evaluation, effective selection of associates, solid legal counsel, an active board, and committed supporters.

POSITIONING OF PRODUCTS/SERVICES  www.pac-naz.org

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We will position ourselves as providing highly customized solutions for students with particularly demanding or specific requirements.  We will be highly flexible and responsive in adapting our educational experiences and/or services to the needs of these students or groups. The types of students most likely to benefit from our approach will be students with prior experiences in the arts, or with interest in the arts, or with disabilities.  

COMPETITIVE EVALUATION OF PRODUCTS/SERVICES  www.pac-naz.org

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Customers appear to accept and agree with how we are trying to position our programs/service.  Because many of the groups we have interviewed have had to go on a waiting list for booking a camp facility we have repeatedly been told that there are many groups anxious to book our facility for their needs.  With regard to the performing arts camps, we have received many requests from students wanting to reserve an enrollment spot for the first year we are in operation.  We receive constant encouragement to pursue financing in order to open this muchly needed non-profit facitlity.  We know that we must immediately continue to the phase of land acquisition and development due to current market conditions. 

Available land in AZ is becoming harder and harder to come by.  Developers and speculators are acquiring parcels in which to build and develop housing communities.  We must pursue Northern AZ land now in order to provide the necessary location for this worthwhile endeavor. With the stress of the condition of the US economy, land owners may be more willing to donate land to such a worthwhile project, realizing a very valuable tax deduction.  It may be possible for our board to consider name recognition as a result of land donation. This will be managed on an individual basis. 

FUTURE PRODUCTS/SERVICES  www.pac-naz.org

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In the future we are going to add additional cabins, classrooms, and facilities.   This feature will be unique to our service because it will allow us to become the largest camp in Arizona and will help further distinguish us from the competition.  What are particularly unique with this feature are its up to date cabins and new facilities.  This is important to customers because rustic camps can be uncomfortable and lacking in modern design. We are committed to maintaining the "Woodsy" look, yet presenting accomodations in good repair and maintained with excellence.  We respect the outdoors.  

Future expansion of curriculum may include piano, ballet, American Sign Language classes, pottery, clowning, mime, weavings, smithing, glass works, etc.

SALES AND MARKETING

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MARKETING STRATEGY  www.pac-naz.org

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A major goal of our marketing is to position our performing arts camp sessions as an educational environment providing the very best of performing arts education in a quality setting.  We want to convince our potential customers to think of us as having a safe, clean, accessible, overnight accommodating camp with emphasis on the needs of performing arts, such as instrument storage lockers, acoustical panels, risers, sound equipment, music stands, proper chairs for rehearsal and performances, art studio with natural light, back stage design, lighting, dance mirrors, space and floor for a variety of dance styles, recreation equipment, food service, infirmary, computer lab-MIDI equipped, solid curriculum and faculty.  We aim to accomplish this by distributing information brochures, announcements and flyers to schools, churches, community groups, other camps, professional periodicals of the arts/music/drama, media announcements, testimonials of satisfied campers made available through letters, annual fund raising campaign, ongoing appeals for gifts and donations, recognition of supporters, web pages, word of mouth, individualized responses to e-mail requests, newsletter to previous campers and/or convention bookings, open house and tours of the campground facilities, incentives to campers to book other campers, posters, and registration with non-profit organizations, with a complete volunteerism program.

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An important part of our sales process is uncovering the key concerns and needs of the student, which often differ from one student to the next.  Because of this, it is important to have faculty willing and able to individualize the learning experience for the students.  We will hire and maintain the best, fully qualified faculty and faculty assistants in order to maintain the very highest level of accomplishment. 

For the conference center/retreat bookings our sales process is uncovering the key concerns and needs of the groups, which will book the facility.  We will offer a wide variety of equipment in order for our clients to conduct successful conferences. 

We will keep the facilities maintained, clean, and in good repair at all times.  Our food services will meet the needs of special dietetic circumstances.

ADVERTISING   www.pac-naz.org

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Our advertising will be focused at schools, churches, youth groups, clubs, after school programs, private and professional music studios, private and professional dance studios, private and professional art studios, private and professional drama clubs, etc.  We particularly want to reach potential students who have interest in the performing arts, have attended summer camps, have participated in private instruction in the area of the arts, enjoy youth activities.  The message we want to be sure to communicate to these students is The Performing Arts Center of Northern Arizona, Inc. offers the highest quality programming in an up to date facility. 

For the conference/retreat center our advertising will be focused at schools, churches, youth groups, clubs, other organizations offering training, workshop presenters, companies, corporations, families needing a place for family reunions, high school reunion companies, community civic clubs, extension class locators, sports groups, etc.

PROMOTIONS/INCENTIVES  www.pac-naz.org

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To create awareness for our new business we will have a big grand opening celebration.  The celebration will last for a weekend, followed by several weeks of "open house" tours.  During the celebration we will hand out flyers, brochures, conduct tours of the facility and serve coffee and desserts.     The grand opening will be promoted by signs, mailings, press releases, media interviews, newspaper advertising, radio advertising, direct mail, handouts, etc. We will do a special mailing to financial supporters and introduce the Grand Opening on the Web site. 

A "season ticket" program will offer family age discounts for seniors or children for the box office.  Elected officials will receive comp tickets to attend the performances.  Professional sports groups and arts groups will be approached for an endorsing statement.  Companies and individuals will be contacted to offer scholarship support.  Professional performers will be asked to make a statement for print.  We will establish a positive relationship with sister city schools, churches and organizations, dance theater and choral groups.  We will establish a positive relationship with local social service agencies.  Special perks such as reserved seating, etc. will be offered to promote support. 

 Please visit the pages "Special Needs Learners" for additional information.

PUBLICITY   www.pac-naz.org

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We will produce and send a newsletter every quarter to promote our camp and the progress toward the grand opening, plus an opportunity for the recipient to participate as a financial supporter.  We will send a minimum 100 copies to current supporters and prospects, potential students, past students, schools, churches, businesses, corporations, etc.  In the newsletter we will highlight the progress toward the grand opening, pre-booking opportunities, faculty bios, and calendar of events and registration times.  Media announcement will be made at grand opening time.  Local flyers and posters will be circulated throughout Flagstaff and communities nearby.

Katherine deTristan fund raising will conduct professional fund raising efforts as an ongoing process.

TRADE SHOWS, ET. AL.   www.pac-naz.org

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Our objective of attending these shows is to get names of possible leads, build relationships with current customers, launch our business, emphasize our unique camp curriculum and facility. We also want to portray our firm as a major player in the conference center/retreat grounds industry. 

We will rent space at the AMEA, (Arizona Music Educator's Association), Conference, which is held annually, the first weekend in February, at ASU.  We will seek music groups needing a place in which to bring their groups to rehearse, such as high school bands, choirs, etc. and we will get brochures and information into the hands of teachers of the arts so that students will know about the performing arts camps and want to enroll.  We plan to also gather additional resumes of potential faculty members.

OPERATIONS

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KEY PERSONNEL  www.pac-naz.org

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Our management team includes four individuals whose combined backgrounds represent many years of professional experience in management. The President, Richard Sullivan, has an excellent reputation in the field of finance, and is particularly well known for community action.  He will be directly involved in all aspects of the business on a daily basis, including management of the finances.  The Project Engineer, Tim Komives, will work closely with the President and will concentrate primarily on the facility operation.  He was chosen for this position due to his demonstrated expertise in serving as project engineer and facilities manager for many years.  A third key manager, Shirley Sullivan, will serve as Camp Director and have primary responsibility for curriculum, faculty selection and training, staff development and evaluations of programs/staff.  A fourth key manager, Faye Komives, will serve as Property Manager/Booking Manager and have the primary responsibility for guest registrations, accommodations, equipment needs, bookings, etc. 

With the Performing Arts Center of Northern Arizona, Inc. being a non-profit corporation, it is of importance that Richard Sullivan and Shirley Sullivan have extensive experience serving with various non-profit organizations. 

ORGANIZATIONAL STRUCTURE   www.pac-naz.org

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The company is divided into areas of focus.  These are the key areas and their respective responsibilities:  Building/Renovation/Facilities Development:  Richard Sullivan and Tim Komives will steer the builder, utility providers, insurance coverage, overall development during this phase of building the camp.

Shirley Sullivan and Faye Komives will play a part in creating the administration offices, purchases, food service needs, staff, marketing, etc.

There is much to be done with this next phase of the operation.  Each and every member of the team is committed to pitch in and help out with any job that needs to be done. 

Community connection will be on going.  We are, every one, committed to safety and cooperation, especially during the building phase.

HUMAN RESOURCES PLAN   www.pac-naz.org

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Building a sense of teamwork among all personnel is an essential component for the success of the business.  By allocating significant time and resources to staff training, we expect to increase every employee's ability to create positive happening in the workplace and to help everyone feel that he or she is an important, contributing part of the organization.  Responsibility for training will come under Human Resources, but key managers from every department will take part in developing or reviewing training materials or in actually delivering training sessions as appropriate.  A dance instructor may feel quite at home assisting an art class.   Also included in the budget projections are funds for bringing in outside consultants for staff training purposes as needed.  We have visited with a potential funding source for providing music training for working with the mentally handicapped learner.  A qualified music instructor would then, receive additional training in order to be successful working with the handicapped learner.  As specific faculty is hired expertise will be added to provide the highest quality instruction possible.  Teacher's assistants will receive training specific to the course being presented.  With AZ universities so near our camp we plan to utilize the Practicum and Internship students needing "hours" for their college work.  All workers will be required to receive fingerprint clearance. All workers will be trained with regard to appropriateness when working with youth. 

PRODUCT/SERVICE DELIVERY   www.pac-naz.org

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In order to deliver high quality, personalized service we will carefully select all employees, put each employee through a careful training process, make sure each employee understands our way of delivering quality education to each student, have immediate back-up support available for more difficult curriculum, give employees enough latitude so that they can respond immediately to meeting individual learning styles, base employee compensation largely on demonstration of skill and transfer of knowledge to the learner and relationships between the student and faculty member.  Every person on our staff must be committed to being an encourager. 

CUSTOMER SERVICE/SUPPORT   www.pac-naz.org

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An important part of our operating plan is to make contact with customers after the services are rendered.  We believe that new sources of revenue can be developed through additional communication after campers have returned to their homes and/or places of business. Our client base can be more effectively retained through this approach and expanded via word of mouth recommendations.  We believe that by providing our customers with what they want, be it quality education, or an up to date meeting facility, we must monitor our clients' level of satisfaction through surveys and other convenient feedback opportunities.

We plan on using the World Wide Web for some of our information gathering.  We plan to have a list of frequently asked questions and answers and the ability to e-mail for specific questions.  E-mails will receive a response. 

FACILITIES  www.pac-naz.org

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As a camp, the location of our facility and the professional image it presents are essential parts of our marketing strategy.  Since our target market is not only youth, but also seniors, handicapped, and couples, we feel that our camp needs to be located in Northern Arizona, with good access.  The Northern Arizona location makes this camp desirable because of weather, natural beauty, and easy access year around.  With approximately 60 acres dedicated to camp use, campers will feel the sense of community; yet have the unique opportunity to "get away".   With the design focusing on specific needs of large groups, smaller groups, families, handicapped, businesses/corporations, and also the performing arts, professional design and equipment is a must.  The facilities are designed to offer space for more than one group at once, with a variety of places for food serving, BBQ's, indoor or outdoor settings, receptions--formal or casual.  Sleeping facilities include choices for bunkhouse type accommodations to private rooms or cabins with kitchens.   For meeting rooms for large groups, breakout rooms are also available.  The camp will grow to accommodations for approximately 300-400 campers. 

email:  administration.pac-naz.org@earthlink.net

Contact:  Mr. Richard Sullivan

          Dr. Shirley Sullivan

          PO Box 2902

          Camp Verde, AZ 86322

           928-567-9181 phone or FAX

           602-799-7513

           602-799-0093

sfacntr@earthlink.net